Professional Services Archives

Practice Growth Requires Leadership More Than Management

by Tony Vidler The most frequent thing I see that prevents great practice growth and holds advisers back from developing their dream business is a lack of vision. I don’t mean “vision” in the namby-pamby buzz-word sense of having a beautiful set of words on a plaque on a wall that nobody really cares about. […]

This is THE shift in how Professional Services marketing has changed

by Tony Vidler This is how much professional services marketing has changed in just the last few years…the head of a national real estate firm which settles 14,000 deals a year explained the marketing process and how they achieve their results. Here it is: Over 95% of all new customer enquiries now begin online. 100% of […]

You Can Become A Trusted Brand Before Clients Even Meet You

by Tony Vidler For any individual adviser to become “a trusted brand” in your target markets mind has to be their main marketing goal. The importance of great engagement with prospective customers cannot be over-emphasised here…it is THE fundamental shift in effective marketing techniques over the last decade because it is the solution to the […]

Are you sure your clients know what else you COULD do for them?

by Tony Vidler All too often advisers are disappointed to find that a client has done business elsewhere…that their “main” adviser could have done for them! The reason is usually a very simple one: the clients do not know everything we could do for them. Or perhaps they did know, but forgot. Or worse, […]

The best way to manage emotional clients

by Tony Vidler There comes a time for all of us when we find ourselves dealing with a client who is not acting rationally, or logically, and is driven by their emotions. It’s tough to handle isn’t it? There is every risk that whatever you do will be seen as confrontational, or dismissive and […]

The “services” bit in your service business just might be the best ROI

by Tony Vidler The standout burning issue for most professional services firms remains attracting and developing new business, and advisers have a lot of distractions. The thing that is often compromised is existing client service as advisers deal with all the change and try to remain commercially viable. Yet, the most valuable investment for […]

The Value of GETTING Good Advice

by Tony Vidler If you believe in the value of advice, then it makes sense to believe in the value of getting good advice for yourself – or rather, for your business. Nearly every small business can benefit from having a robust governance structure providing strategic input (and insight), additional skills, accountability and excellent […]

6 Things Banks Taught Us About Building A Super Profitable Business

by Tony Vidler The most profitable business to have in financial services is a bank. They know how to make money. They understand that the more you know about your customers the more business you can do with them. Not “will do with them”….but “can”. And that makes a lot of money for them. […]

Where should your Professional Development focus be: becoming a Brilliant Technician or an Orchestrator running the show?

by Tony Vidler Professional development is all the rage…the regulators and the professional associations and training providers in the compliance space are all putting it top of mind continuously. And virtually all of them have an extremely narrow focus when it comes to the concept of developing a professional. They want to develope brilliant […]

The 10 Things That Successful Advisers Just Do Better

by Tony Vidler The most successful advisers just do better at some things than the average advisers…they are not necessarily better advisers. They just do some things better, and that makes them more successful. Most of those things they do better are not actually about being a better adviser, they are about being better […]

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