Actually, it was lunch at a restaurant, but you get the idea. And the key conversation? Not the economy, Not whether the government would shut down. It was all about pleasing clients. The challenges, the benefits—the reality that a lot of what we do that delights our clients most isn’t billable.
The accountant gives tips about running her clients’ business. The wealth advisor deals with personal life changes and holds his clients’ hands, sometimes literally as well as figuratively. And I help clients appreciate how their life experiences enhance their professional story. None of it billable, yet we do it anyway.
Why? Because we care. Deeply. We are entangled with our clients in ways that sometimes surprise us, delight us or even (occasionally) horrify us.
So the next time you’re deciding whether to take that extra step, offer up related advice or do tangential research, just do it. Odds are, it is exactly that care that bonds you more closely together.
And isn’t that our goal?