Some experienced professionals have been doing things the same way for years. It’s often these senior people who ask me, ‘But really, do I really need to change what I’ve been doing? It’s served me for 20 years – my clients don’t know any different anyway.’
The simplest of the 4 pillars of trust is Skill.
If we want to work with our integrity intact we have to put our hands on our hearts and know that what we’re giving clients is the best we could give them.
We are mostly specialists and we may be specialising in something our clients know less about than we do. They are trusting us to make decisions on their behalf.
We can’t sell them last years’ apples if this years’ apples are better. We need to get hold of this year’s apples.
I’m not putting down the value of experience and the honing of core skills but I’ve heard too often ‘Well I know that’s what other people/companies are doing these days but we don’t do it here.’
We don’t want to follow fads but we owe it to our clients and ourselves to keep abreast of new thinking, evaluate it and incorporate it into our offer if it has value.
