Commerciality is about providing advice which helps clients maximize their profitability. Advisers can achieve this through understanding the client’s issues, understanding the context in which they are operating and delivering advice that helps them reach their goals and outcomes.
It seems simple, but many professionals struggle. Professionals need to become more like business people. They can no longer be technocrats with a very narrow range of skills. They will need to be more proactive in going to the client with ideas.
Years of research amongst users and providers of professional services advice have led to the creation of the unique ‘7 habits of Commerciality‘ framework which now sits at the centre of the Commerciality Hub knowledge-sharing micro-site.
The framework has been developed by Adrian Furner, of Kommercialize, and Ben Kent, of Meridian West, and with the contribution of a network of professional services specialists and can be accessed below.
In addition to commerciality for professional services firms, Kommercialize has an offering for commercial awareness and relational contracting more general business organisations which can be found here.