After more than four decades in the tax profession, I’ve come to a conclusion that might surprise some: technical knowledge, while essential, is not what truly sets a tax advisor apart. The real differentiator? A particular way of thinking.
Let me explain.
Many advisors pride themselves on having an encyclopaedic grasp of tax legislation. That’s admirable—and necessary. But I’ve seen time and again that it’s not enough. The most effective practitioners I’ve encountered share a specific mindset—one grounded in humility and intellectual curiosity.
Why humility?
Because the moment we believe we’ve “seen it all,” we stop asking the important questions. The best advisors don’t rush to apply textbook solutions. They pause. They listen. They go back to basics. They dig into the facts of each client’s situation—not just the surface facts, but the client’s underlying objectives, many of which the client may not have articulated yet.
Elite practitioners don’t just rely on memory. They revisit legislation, review interpretations, and question how the law applies in context. They seek out guidance and challenge their own assumptions. This habit of careful, deliberate thinking is not a sign of uncertainty—it’s a mark of professionalism.
Too often, poor advice comes from unchecked assumptions: about the law, about the facts, or about what the client really wants. The top-tier advisors know this. That’s why they keep questioning. They’re willing to let others test their ideas. They welcome challenge, not as a threat, but as a vital part of getting it right.
In the end, the most effective tax professionals combine deep technical knowledge with a mindset that prioritises curiosity, humility, and precision. That mindset is what elevates an advisor from good to great.