A consultant must remember that the business belongs to the client. There is always a danger that the consultant will take a dominant position to the detriment of both of them.
Let me tell you a story of when this was forgotten?
It's not often a small business consultant will admit to a failure in a small business but my first adventure into small business consulting was a failure. I closed the business within two years.
In 1980 I had planned to offer Mom-and-Pop sized businesses cheap but effective small business help. I saw many who badly needed something to pull their businesses out of the doldrums. But consultants were asking minimum fees of $3,000 which they could not afford.
My thinking was that if I computerized and systemized my services I could offer a low-cost service which would rejuvenated their enterprises. They, of course, would be so thrilled that they would retain my firm to do their general tax and accounting work.
Like the curate's egg I was partly right. Kelvyn Peters CPA and Associates still retain clients from that era who still think I'm wonderful (but expensive). My small success blinded me for a while to where my plan was doomed to fail.
The first trap was that the 'oomph' for the business had to be supplied by the client. It did no matter how passionate and excited I was in improving a sick business if the client had no excitement. The punch and the drive to run a business have to come from the owner. The consultant can only steer that drive in the right direction.
The second pitfall was in not realizing that small businesses are sometimes run by 'small' people. Nice people; generous and kind people who you'd be glad to have as friends?but people with low horizons who are comfortable where they are. They know they should be concerned about their business. Everybody tells them so.
But in their hearts they are not.
When these people engaged my services it was because they felt they had to. The bank or a creditor had advised it. Sometimes a well-meaning son or daughter had said, "Pop you've gotta get some help! You're killing yourself here!"
However, what had to be done made them so uncomfortable that they just did not do anything and fell by the wayside. (probably blaming the consultant).
If they retained our services they became high-maintenance clients phoning us (no e-mails then) before they made almost every new decision. Sending out a mailbox drop? Please design and produce it for me. A monthly newsletter? Could you do it for me because you are so good at it.
This normally would have been great except in this case they could not pay for the service and felt it should be included in the initial fee. We lost heaps of money providing these extra services without charge.
My staff said I was too good-hearted. I do not agree. Here were people really needed our service and they couldn't pay for it. How could we let them sink alone.
We could not continue and had to close the service?and the world continued. 'Mom-and-Pop' businesses still need help but now we know how to interact with them so that neither of us is burned.
The third problem is one I discovered only yesterday from a book called Success Engineering by Phil Gosling.
In the book he tells of clients who on the face of it believe in what he tells them. They seem eager to follow his suggestions. and seem eager to do what he tells them. They attempt to do every thing he suggests, but things just don't work for them. They work for everyone else but not for them. I experienced the same thing.
I felt that they were psychologically sabotaging themselves because of their fear of the unknown. Phil has a completely different explanation which he explains in his book.
So now our number one criteria for accepting a new client is that they should have the passion and persistence to see it through. An ailing business shows signs of improvement week by week but sometimes it will be two years before vigilance can be relaxed. Those two years are too hard to deal with for some people. They would rather surrender.
Previously, I have said that to me accounting wasn't boring or dull. I am passionate about being an accountant. I have an excitement about helping people because I can make a difference to their lives.
If my experience and knowledge is added to the excitement and drive of a business owner we, together, can really make things happen. Dreams really will come true.
Keep the dream alive.
About The Author
Kelvyn Peters is one of Australia's longest-serving Tax Agents. He was registered in 1962 and became a CPA in 1964.
Kelvyn served on many charitable boards including St Aubyns Hospital, Alzheimer's Association and Older Peoples Advocacy Service. As a young man he won the Outstanding Jaycee Award three times. He is a compassionate, generous man who loves people. That's why he is so skilled at helping people in trouble.
Kelvyn Peters was Mayor of Kingaroy Shire Council from 1982 to 1987 and campaigned as the 'Young Man of Action". ver 20 years later he still regards himself as a 'Young Man of Action'. He is a director of Restaurant Catering Qld Inc the peak employer representative in Queensland, and has advised the hospitality industry for many years.
His specialty is moving in to rescue a sick business. Kelvyn has spent over 20 years experimenting and researching methods to help small business in ways that are affordable. He has perfected it with local clients now he are going global and he is only an email away.
http://www.profitstrategies4business.com
Alto Pass chicago limos ..If you're anything like me then you dislike with a... Read More
It is essential that you fully understand how the fuel... Read More
Just a few years ago, when one thought of a... Read More
Commonly folks have asked me what the technical difference is... Read More
Many investors and business ethics professionals are calling for more... Read More
Today is a Red Letter Day! It's special because today... Read More
This morning, I went to take a short walk outside.... Read More
One of the hidden perks of raising six children is... Read More
In the first article we mentioned the main characteristics that... Read More
Rule 15C211Under SEC Rule 15C211, a U.S. securities broker or... Read More
Administrative and clerical tasks are the bane of every industry.... Read More
A Private Investigator is a professional trained in the art... Read More
You know your prospects need what you sell. You know... Read More
If your home business is not performing the way you... Read More
Did you know that satisfaction is the number one emotion... Read More
Anyone who is serious about washing aircraft as a full... Read More
Most small business owners seek advisors who can help them... Read More
Quality control in franchising companies is paramount and all franchising... Read More
Seventy percent of US households use the web when shopping... Read More
On Monday the Department of Corporations in California revoked franchise... Read More
Financial Consultants are one of the fastest growing industries today.... Read More
The choice of financing is an important determinant of whether... Read More
You only have so much time in a day right?So... Read More
If you have ever had your antique shop or mall... Read More
If you're starting your own business or currently work for... Read More
Alto Pass cool limo ..When is it a good thing to say no to... Read More
What does buying a fat pig have to do with... Read More
How do you make sure you have the business solutions... Read More
The Federal Trade Commission decided to sit down and revamp... Read More
Small business success is very similar to learning to walk,... Read More
You'd like to go into business for yourself, and believe... Read More
As an entrepreneur you can learn a lot by following... Read More
Approximately 200,000 new businesses are started each year. More people... Read More
When do you need to get more involved with the... Read More
Your product is dying. With the same inevitability that we... Read More
Free money! Receive up to $25,000 that never has to... Read More
In franchising an individual desirous of their own business will... Read More
Like most regulatory bodies in the United States, the Federal... Read More
Last week we discussed the importance of performing an autopsy... Read More
Time. As a small business owner, it's the commodity you... Read More
With all the cabinet refacing business opportunities out there, you... Read More
When is the Chamber ideal for your business?Joining a Chamber... Read More
Lance Armstrong this week won an unprecedented 7th Tour de... Read More
Many mobile pressure-washing companies turn to government contacts to make... Read More
Do you sometimes find yourself just going "through the motions"... Read More
Where do you find the right people for a business... Read More
Purchasing a franchise has become one of the most popular... Read More
CARD SHARK7 Card Tricks That Improve Your Personal Networking PowerThe... Read More
A recent survey indicated that clean Taxi Cabs Fleets have... Read More
The stock market is still on a wild roller coaster... Read More
Small Business |