I read an interesting article the other day that was directed at improving the gross revenue of lawyers.  (You DO know I serve as the CFO for a variety of different entities, right?)

The article stated an obvious fact- one that all of us lose sight of from time to time.  When we are trying to convince potential clients or customers to choose us or our wares, we focus on the solutions we offer.   However, that’s NOT what the client or customer is seeking.   These potential customers or clients are thinking about their problems- not our solutions.

The example in the article used folks who visit Home Depot.   We think they are searching for a shovel for their needs.  But, they are not really looking for a shovel- they want to dig a hole.  And, some of them may not even be looking to dig a hole, they want to secure the swing set they are about to erect for their kids.  They need to be taught what it is they need.

Yes, customers and clients don’t actively seek any given solution, unless they are certain a problem already exists.  And, when they do- they will obtain that solution from the one who helps them see the light.

That was a long way of getting to the point of my blog today.  You see, I was reading the newspaper and found two articles that confounded me.   A copy of the page from the Washington Post is found below.

As you can see, one article explains that knee surgery is probably not the best choice if you are trying to alleviate pain. The other says that living near trees may make you feel younger.

Both of these topics were covered in my blog a while ago.  The knee surgery article was covered on 5 March 2015 (and was in my queue for about 3 weeks prior).    I debunked the other’s (improper) conclusion on the 27^th of July, which was in my queue until the primary article was released for publication.

“Big deal!”,  you say.   “So, you scooped the papers, Roy.”

No.  That’s not what I am saying.  These are examples of the sort of knowledge and expertise we possess.

I’m reminding you that we routinely provide advanced knowledge of a variety of facts, financial scenarios, new products and process ideas to our clients.  We work with you so that you can be able to respond to the world as sson as something is glimpsed- and lead the events that may ensue.   So, your business can grow and thrive.

That’s why you need to use our services.  Because you want that extra moment, so you don’t react to situations, but can be proactive in your efforts.   To provide the new product, the new service, turn your business to new environments, respond to new tax environments, etc.

Because we care about your bottom line as much as you do.

 

 

 

 

By the way, today would have been my mom’s birthday.  Not that she’d want me to mention it.