I was talking with a practitioner recently, who described in detail how she solved what sounded like a quite complex tax issue for a client. The outcome was more than appreciated by the client who paid their bill, unusually, within seven days.
At the end of the recollection the practitioner sat back with a wistful, satisfied expression on her face: job well done.
Immediately, I was intrigued by the process she must have engaged with to deliver the solution. Did she have to get advice from third parties, and if not, how much time was spent on research?
It turned out that she enjoyed research, and had solved the problem by drilling down into legislation and reading background material in the professional press.
Our conversation continued, I was curious, did she, I enquired, have other clients who could benefit from similar advice? There was a pause as she considered my remark, then she sat forward. Why do you ask?
I then shared what I would describe as a chocolate moment. What if a chocolatier created a new confection for a customer, one that they had never considered before, and one that was much appreciated? Would they not find room on their sales shelf for a batch of these new items and promote them?
It appeared that the analogy was not lost on the advisor, who agreed that she had considered other clients who might benefit from the advice, but other pressures had intervened and she had not acted on the impulse.
Such a pity, the investment in creating not just a solution for a client, but a potential roll-out to other clients, had been missed. The experience left me wondering how many great ideas get lost in the day to day pressures that will all face from the phone and our email exchanges.
Time to join up the dots and see the bigger picture?
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