Friday, May 14, 2010

Opportunity Loss from Being Dismissive Too Soon

I selected Dr. M as my personal physician because of his reputation with other patients. I remember my first annual physical with him. There wasn't much conversation since he didn't know much about me, so he spent time asking the common questions and taking measurements so that he could establish a baseline. He sent me on my merry way to get my blood tests and a flu shot and told me to schedule next year's annual physical. I wondered why people had such great things to say about him.

I recently had my third annual physical with Dr. M. This time we had a much more open conversation and he made tailored suggestions because he knew more about me. Now I understand why he has such a good reputation. I know that I will benefit from point in time email interactions and from each annual physical. It's nice to have this sort of relationship with my primary healthcare provider.

The same analogy applies to the clients of business advisors. If the client mentally checks out too early in the relationship building cycle, the client will lose the opportunity to benefit when the advisor gets passed the basics and starts to add perceptive value based on understanding the client's business and the client him or herself.