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Who are your most valuable clients?
by Tony Vidler        It may seem an obvious question however understanding who the most valuable clients are to a firm is not always as simple as it seems.  There is often an innate understanding of who they are however it is often not underpinned by any analysis or hard data. Even when it is […]
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Segmentation: Why not have everyone as “A” Clients?
by Tony Vidler        Segmentation of clients in your database is sensible, and some sort of labelling to differentiate them is necessary. The idea behind segmenting clients into different categories is  to introduce efficiency into a practice while recognising that not all clients are of equal commercial value to the firm.  It is also a way […]
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Good? Fast? or Cheap? What sort of advice is it going to be?
by Tony Vidler        A few years ago a university in New Zealand conducted a study to find out where consumers were turning to for financial advice. At the time they found that the number one source of financial advice for most respondents was “newspapers and media”. For 29% of the population that was their […]
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How The Greatest Advisers Become Great
by Tony Vidler        The greatest advisers tend to be doing similar things to the other great advisers usually, and very few of them seem to be doing something that nobody else could do either.  They just execute better. The financial advisers who consistently achieve sustained expltraordinary growth and performance are typically superb on at […]
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New Adviser Hires: getting the relationship right
by Tony Vidler        One of the most common options for leveraging your professional practice is more adviser hires, however getting more advisers is itself is often a path to frustration and disappointment for business owners because it simply has not been thought through. Everyone begins with great intent: the owner really does want new […]
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The biggest personal productivity killer for Advisers
by Tony Vidler        Everyone 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 there is one really big killer of productivity. It […]
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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 the […]
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When clients say “too expensive” there is a value gap
by Tony Vidler        If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”.  When a client says “too expensive” YOU you haven’t done your job…there is a gap between the value being delivered and value being perceived by the client.  A value gap […]
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A Value Creation Model For Advisory Firms
by Tony Vidler        Challenging times test whether we are truly delivering value, and whether we have a good value creation model for the advisory firm.  Is the practice focussed upon the areas where it can improve in its value delivery to clients…does it even know which areas they are?  Where do we need to […]
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How to engage clients in a review of financial advice
Your Philosophy MIGHT Be Your Real Point of Difference
by Tony Vidler        Advisers often struggle to articulate their point of difference, yet they usually can easily express well thought out beliefs and philosophies about money and planning.   So most advisers think carefully about such things and build up a philosophy based upon their formal learning and real world experience that shapes their advice […]
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