Communication and Persuasion in Business and Accounting

Communication and persuasion have integrated themselves into the world of business. As my field of choice is accounting, I will address the roles of communication and persuasion in the world of business generally, and then apply it to the field of accounting specifically.

Like the ever-ticking hands of an ornate grandfather clock, the world of business clicks on at an undeviating and unrelenting pace. Only the most competent and most exact companies survive the grueling grind of the free market. This medium of exchange, for innumerable vendors and consumers, demands specific type of communication -- a communication that one only understands by understanding the nature of business itself. This nature has two underlying fundamental principles that drive everything in the world of industry – efficiency and accuracy. Companies must produce every product and every service on time and to proper specification. Therefore, essentially all material communication works to meet those ends.

Some industries require more communication than others. For example, tech companies thrive on innovative thinking and break-through ideas. This need lends for a more open and free exchange of information. On the other hand, accounting firms have a more focused and restricted environment of communication. Information is exchanged almost exclusively on need-based circumstances. Accountants will use any type of communication necessary to obtain the requisite information as efficiently and accurately as possible. They will make phone calls at almost any time of day, they will send emails as soon as problems arise, and if necessary, they will physically visit other employees or customers in search of a solution. Accounting firms provide services to clients and charge those clients based on the amount of time it takes them to render those services. Therefore, the only way a firm can lower the cost of services it provides to the client, and consequently make the client happier, is to reduce the amount of time spent on each project. To that end, accountants will preference communication, over any medium that resolves their concerns as quickly as possible.

Along with communication, the ideas of efficiency and accuracy greatly influence how businesses will implement persuasion in their own lines of service. For example, a manufacturing company will put forth a herculean effort to ensure they pay the lowest price on any raw materials utilized in their manufacturing processes. Back in the world of accounting, persuasion most often occurs internally when making management decisions as opposed to external with the customer because more often than not rates are fixed and comparable to the competition. The main differentiation between one firm and another is their ability to produce a more quality product sooner (and thus cheaper). When management decisions are being made, a team of executives will gather to discuss the issue. They do not mince words and do not particularly care about how they come across to their peers. They all have one goal in mind, discus the facts and reach the best conclusion for the company. A high-performing management team will set aside egos, pride, and pleasantries, to optimize the efficiency of their persuasion as well as its accuracy.

The way accountants will tend to try to persuade one another reflects accurately on their personality. Most accountants have a straightforward, brash personality. They will make comments that seem rude and callous, when in truth offensive is rarely intended. Their observations tend to be unfiltered and unflattering. However, this means that a compliment from an accountant is more sincere, albeit rare, than most.

I have always wanted to be successful in the world of business. My dream is to own my own company. However, I have never wanted to be an accountant and frankly do not particularly enjoy this field of study. Instead, I always wanted to work with computers and about a year and a half ago I was debating on whether I should pursue an IS degree or an Accounting degree. I had a very influential and "moving" conversation with my dad that went something like this:

Me: “Dad, what do you think? What should I do?”

Dad: “You want to go into business right and manage a company?”

Me: “Yep”

Dad: “Then you would be stupid to not receive a degree from the nations top accounting program”

Me: “Ok, I’ll major in accounting”

And this is how life decisions are made in the Noren Home.