Taking a Consultative Approach to Your Clients’ Chronic Poverty Mindset
It’s easy to overlook our accounting clientele’s human issues, yet emotions like worry and fear can permeate their businesses, keeping them from focusing on the big picture and long term success. Lack-mentality? Penny-rich, pound-poor? Many of our clients struggle with a “chronic poverty” mindset, in which cash flow problems are a part of day-to-day life. Reactive, immediate relief from these pressures, such as borrowing money or throwing a clearance sale to pull together cash for payroll and rent, do not solve the long-term problem; they can actually worsen things by encouraging short-term solutions that perpetuate the downward spiral. These are the same issues that have the clients then holding their accounting professionals at arm’s length in an effort to cut costs, when all they are really cutting is their own legs off at the knees. What can you do in a consultative capacity to help? In this session, you’ll learn how to recognize clients’ chronic poverty mindset issues and address them at their source. Discover how to help banish toxic thinking and formulate business development plans that will empower your clients to succeed.