This is the heart of the matter – how do you solve the client’s problems so they achieve their goals?
The world in which business, and therefore clients, operate is increasingly collaborative, interactive, and iterative. Clients therefore expect their advisers to act in a way that mirrors this. To be seen as commercial, advisers need therefore to demonstrate that they are rising to the challenge in terms of the way that they deliver advice to their clients.
Habits 1-5 are all foundations and mean nothing it you can’t come up with a neat solution. Equally, it’s unlikely that you’ll come up with a neat solution without using habits 1-5. Most professionals think they are strong problem solvers, but unfortunately many clients think professionals add complexity not clarity.
Here are some of the criticisms: