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5 Tips for selling, or buying, a practice.
by Tony Vidler There are a number of traps that professionals consistently fall into when selling (or buying) a book of business. The mistakes are so consistent and prevalent that there is are some golden rules evolving on how to make sure any sale is successful. The Top 5 are: 1. Get […]
by Tony Vidler Here are the Top 10 things that separate the top advisers from the rest: 1. Have a vision of success The process of building a great, sustainable practice starts with having a clear vision of what you, as the founder and leader of your practice, want it to look and feel […]
Full Transparency: It pays to keep some secrets from clients
by Tony Vidler In this age of complete transparency for professional services there is a tendency to tell clients everything…and there are just some things you shouldn’t tell them in advance. If you want to give yourself a reasonable chance of creating clients who are a little surprised and delighted with your service […]
by Tony Vidler For many professional services firms delivering value from actively lifting service levels is also a means of differentiation from the competition – and it is an excellent strategy that leads to a good business. The zone of maximum potential value for a services firm though is elevated service levels over […]
by Tony Vidler The typical financial planning report or statement of advice produced for clients is ineffective. Being effective means getting the key points across as quickly and as simply as possible, so that the reader understands them, and is then able to make decisions relatively quickly and easily. It will engage, motivate and […]
Sales management is more than “make the troops jump through hoops”
by Tony Vidler The majority of professionals running practices have superb technical competency, and often have significant commercial management skills, but a very common shortcoming is “Sales Management” experience or skills. The typical result of this shortcoming is that management of the revenue producers in a professional practice becomes a matter of making […]
by Tony Vidler It may seem an obvious question to many however understanding who the most valuable clients are to a firm is not actually universally known it seems. There is often an innate understanding of who they are however it is often not underpinned by any analysis. Even when there is, and […]
The biggest personal productivity killer for Advisers
by Tony Vidler Everyone would like to achieve more in less time. They would like to have better business results for less work, and have more time away from the business. Personal productivity – or business efficiency if you prefer – matters, and there are a host of things that can kill it, but […]
by Tony Vidler A constant question from average professional services firms is “how do high growth firms do it differently?” It is certainly a question worth asking, as the performance difference is often dramatic. There are many things that high growth firms do differently and better than the market average of course, not least […]
by Tony Vidler What do you want most from your marketing: 1. More customers, or, 2. More revenue? Most marketing efforts are aimed at trying to convince strangers to bring their business to you. New clients are good of course, and are in fact vital for the long term success of a business. […]