Page 15 - Seniorstoday Sep 2024 Issue

Alaimentary
A World on Sale
The charm of money could be attributed to the kaam (lust), krodh (anger), dhan
(wealth) and lobh (greed) guiding our actions, or the four levels of consciousness
that pervade human existence, writes Nagesh Alai
Vijay Shiva, a bright chartered accountant,
recently married and working in a big 4
firm in Chennai wore a countenance of
concernment the other day. He had chosen
direct taxation as his career path and kept
himself updated and armed with all the
intricate provisions of the Income Tax Act,
the Appellate Tribunal decisions and case
laws, all keen and gung-ho to add value in
his area of expertise and provide solutions
to clients. In one such meeting, his senior
in the firm admonished him for giving his
thoughts and ideas freely before discussing
the professional fees. A callow, but bright
youth full of conviction, he was taken
aback and remonstrated that the client will
more than happily pay the professional
fees if he has perceived value in his advice.
Expectedly, he was rebuffed and given
SENIORS TODAY | ISSUE #63 | SEPTEMBER 2024
a lecture on the ways of the firm and the
world. Everyone in the firm interfacing
with the client has a revenue responsibility
and he better learn it early on in his career if
he wishes to grow.
As a person well acquainted with the ways
of the consultancy world which is as budget
driven as any manufacturing or trading or
service companies, I could understand the
youngster’s pensiveness and empathise
with him. The increasing competition, as
elsewhere in other sectors, has gradually
seen the primacy of billable hours and
fee generation potential take precedence
over the importance of core competencies
and expertise and delivering value in any
interaction or conversations with the clients
and prospects. Everyone is a salesman first
and a professional later, quite simply and
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