It's a rare privilege to be able to sit down with the leader of a Top 20 global firm and chew the fat about the way the industry, the profession, is changing. It's therefore worthwhile to listen in on this discussion with Rhys Madoc, CEO of UHY International, and hear his views and insights – from across the globe – that are relevant to your firm, in your locality, as much as they are to the global profession. We talk about selling, and about how we have to get closer to understanding what's going on in our client's journey, their broader experience – other than just the services of audit or tax or accountancy or any other technical service you happen to be providing – and how that insight delivers the trusted advisor relationship that maintains client loyalty and builds their experience in such a way that they want to recommend you more, want to buy more services from you and are willing to pay higher fees. So why not check out this podcast discussion with Rhys Madoc of UHY International? Please scroll down this episode page for the contact information for Rhys and for the additional, downloadable resources mentioned in the podcast. |
The Solution:
I think this interaction on a human level that we talk about so much is to do with the relationships, not just at the senior levels within clients and firms, but absolutely at all levels where we're helping to develop that growth.
And that growth is only done through people, so I can see a lot more softer skills requirements coming in. I can see a lot more service lines which require less IT and more people-driven knowledge.
SHOW NOTES
Connect with Rhys
Connect with Paul
Resources relating to this podcast:
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Paul and Rhys talk about diagnosing the issues your clients have and then asking the right questions, questions that will help you understand how you can work with them to resolve their problems or challenges. When you ask the right questions, Rhys believes you can then offer a package of services that take them on the journey to where they want to be and you can help navigate that journey with them as their trusted advisor.
How do you ask the right questions?
First, he believes you have to have an enquiring mind and be curious about their goals and ambitions, not just for their firm but for them as a person. So what happens when you ask the right questions that break through the clutter of normal working life?
If you want to know more about how to ask the right breakthrough questions, click the button below to read the Business Breakthrough report, Breakthrough Questions, and discover how a 3-year-old asked the right question.
Rhys mentions the phrase 'trusted advisor' a couple of times in his conversation with Paul, but at the end he reiterates just how important this concept is. He talks about the skills needed to be a trusted advisor and how to earn that status. Towards the end of the podcast, Paul mentions the work of Charles Green.
Green suggests trust is built on being more credible, more reliable and more intimate, while at the same time reducing any focus on ourselves and our results.
If you want to know more about the trust equation and the difference a high trust environment can make to your firm, click the button below to read the Business Breakthrough report, Trust Builds Business.
