As you gain experience with client management, you develop special knowledge of the way decision makers operate. There are certain kinds of engagements where this understanding is especially valuable. Examples are succession and estate planning, financial advice, and strategizing mergers and acquisitions. Usually, management appreciates your understanding of these matters. Managers know that to be effective, for some services, the consultant needs information that can only be gained through experience with the client.
Clients value their auditors' industry knowledge.
In general, your comments should reflect that knowlimportant or have time to fester and grow painful. You'll create the kind of relationship with the greatest cross-selling potential. Client Participation in Preparing the Management Letter Comments Responsible members of management should preview all management letter comments in draft form. This step is especially important for a comment suggesting an engagement. The description of the problem will probably be more accurate, as a result.