business development Archives - Page 3 of 5

The Right KPI’s Drives The Right Results

by Tony Vidler If you want the right results in a practice you have to set the right KPI’s because what you reward determines what behaviour you get, and what behaviour you get is determined by how your people see themselves being measured. One of the best measurement tools any manager can have is […]

How to develop your revenue producers

by Tony Vidler Managing other revenue producers inside your practice is a heck of a challenge, even if you’ve got history as a sales manager. For many practitioners developing their own practice that experience of building and developing a team – and developing the individual producers within a team – is a venture into […]

Take a look at Twitter if you want new ideas

by Tony Vidler If you want new ideas for how to develope your business or inspiration for your own content marketing then you really should look at Twitter. It is a platform that many advisers have simply ignored as far as I can see, but it is well worth taking a look at. […]

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 […]

Are Your Clients Or Staff Coachable?

by Tony Vidler Here is a question we should ask when contemplating taking on new clients: “I can coach, but are You Coachable?” It’s a tough question perhaps. It is certainly a confronting question at the very least. But is an absolutely necessary question…even if we don’t ask the client directly, it […]

Building A Profitable AND Valuable Practice

by Tony Vidler Building a profitable practice is is the first objective for practitioners, but building a sustainable profitable and valuable practice is even better isn’t it? Many good practitioners achieve the objective of building a profitable practice easily enough. After all, that is little more than keeping the sales and revenue pumping […]

Peer-To-Peer Marketing: it’s just one Business Owner to another

by Tony Vidler Research keeps telling us that peer-to-peer marketing, or old fashioned word-of-mouth advertising and recommendations, is still the most effective form of marketing there is. Virtually no discriminating consumer today trusts advertising – and virtually all consumers who are prospective professional services clients are discriminating in that they are increasingly selective, wary […]

How to create the Advisory Firm culture that you WANT

by Tony Vidler New regulatory expectations for financial advisers include defining and articulating their culture. How does the advisory firm’ culture get defined requires some deep thinking, but then so too does the matter of ensuring that the culture you defined is actually reflected in your firms’ actions. How do you create the culture […]

Engagement Marketing is not asking “Will you marry me?”

by Tony Vidler Many financial advisers have not yet grasped the fundamental of engagement marketing, and that is don’t race to ask someone if they want to buy something. Seems a simple enough concept doesn’t it? It is akin to asking a brand new dating partner “will you marry me?” when they haven’t yet decided […]

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