Professional Services Archives - Page 5 of 11

Appealing To An Influencers Self Interest For Common Good

by Tony Vidler Advisers should not overlook the potential to generate more interest with influencers in referring clients by appealing to their self interest. I am talking about their self-interest in the context of helping them keep their clients in business – not from the perspective of tryin g to simply make more […]

Creating a Value-Based Pricing Engagement

by Tony Vidler Amongst all the debate about adviser remuneration there is little being said about value-based pricing and yet it is a concept which is most likely to match the clients perception of value with the professional’s desire to avoid conflicted models or time-based billing. It is simply setting a price based upon […]

Make your professional designations mean something to clients

by Tony Vidler Why aren’t more financial advisers using their professional designations and qualifications better? There is no doubt that there has been an increasing proportion of advisers pursuing professional designations, and an increasing number of niche choices in doing so, and there are more advisers with more acronyms than ever before. Do […]

Even Great Advisers Can Use A Coach

by Tony Vidler Great advisers can use a coach. Even great advisers running great practices can use a coach. Pretty bold assertions, right? I mean, after all, we are talking about people who are actually pretty damned good at what they do AND they are good at running the business as well. […]

Why Your Staff Fail You

by Tony Vidler It isn’t terribly unusual to find advisers taking on staff and being disappointed reasonably quickly, as the staff fail to deliver quite what the adviser expected or was hoping for…. So why do your people fail you? I don’t believe they do usually….I think we fail them. Let’s […]

Investing Time In Your People Gives Great Returns

by Tony Vidler Professional advisers have never been under more time pressure than they are today, and of all the things they could be investing time in the one which is easiest to defer is investing time in people. Everything is else is more pressing and demanding than a practice leaders own people […]

Professionals Have, And Use, Processes

by Tony Vidler True professionals don’t just HAVE processes, they have processes they use everywhere in their work. All the time. Professionals are in fact process-driven. We need to learn from those professions where the outcome of a poor day on the job is literally life or death. That isn’t generally the case […]

How “personal” should your personal service be?

by Tony Vidler It is our livelihood in many respects, yet one of the vaguest phrases we use is “personal service”. What is a personal service is not necessarily the same as a personalised service, and what is personal to one client may not be deemed a personal service to another. So how […]

The 4 Key Levers That Create Great Capital Value For An Advisory Firm

by Tony Vidler Creating great capital value for a professional services firm is usually one of the owners primary objectives as they more often than not see their business value as a critical part of their own financial independence. Building a profitable business is obviously essential, and it is a more valuable profitable […]

Maybe You Should Stop Selling “Service”

by Tony Vidler Here’s a wild thought for financial services providers: maybe you should stop selling service. Sell your products by all means. Sell advice and the different outcomes it can create. Sell time…but maybe stop selling service. Professionals sell time and knowledge primarily, but with many financial advisers finding they are unable […]

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