Fractional CFO GPT breaks down how to get clients to actually move on your recommendations. The three steps: make them uncomfortable with how things are now, show them a better future, and give them a concrete path to get there.
I talk about this thing called the human action model. It was a game changer for me when I got introduced to it. There's three conditions that have to exist with somebody before they'll take action. Number one is you've got to make them uncomfortable with the status quo. Hey, you want to go hire an executive assistant, an onboarding manager, a virtual assistant. You want to hire them, but you don't even know if you can afford it. That's the number one reason people don't, but they can afford it. So you're painting those things that get them uncomfortable. Number two is you have to paint a picture of about future. Wouldn't it be great if every single time you decided that you wanted to hire somebody, you had a singular tool that you could go to? You punch the numbers in and it tells you if you can safely afford to do that. The last thing you've got to show them a clear path from A to B. Your job as the thought leader is to create all three of those conditions and then they'll do it.
