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How To Balance Satisfied Clients With Profitability
by Tony Vidler What impact on practice profitability does this have: “Despite ongoing efforts to improve service, positive customer experience levels decreased significantly across the world” This was from a report released a little while ago on the performance of the insurance sector globally, and it highlights a real dilemma for practitioners. […]
Work out where the real money is in your book of business
by Tony Vidler Let’s talk about one of those elephant in the room things: not all clients are equal for a professional service firm. As human beings they might all be equal, but as clients they are not. Each client relationship has a commercial value….and a commercial cost. Each therefore has varying profitability, […]
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 […]
Be like the Private Banker in order to become invaluable
by Tony Vidler Emulate “the Private Bankers” is the sage advice of Dr Phillip M. Randall for advisers when it comes to combatting the multiple pressure points of rising consumer expectations, technology-driven and cost-focussed solutions, and the trend for “self management” in all things by clients. I had the pleasure of spending a little […]
Where will the greatest disruption to your practice come from?
by Tony Vidler Disruption has long been a feature of financial services distribution. Generally disruption occurs with new market entrants, product innovation, shifting strategic focus on the part of suppliers in relation to control or autonomy of distributors….but disruption has typically come from within the industry itself. Many years ago I read a piece of […]
by Tony Vidler Advisers know that changes to our business are coming thick and fast, and advisers know that clients are changing in their expectations of service, solutions and experiences. So what do we have to change in order to keep our clients Probably everything that we have taken for granted for years has to […]
by Tony Vidler There are many services which most professionals can provide to clients, and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients. Up-selling is not the same as cross-selling however, and […]
by Tony Vidler The question of whether client contact frequency makes a discernible difference to the strength of the adviser-client relationship, or enhances the perceived value of the adviser to the client, is one which still perplexes the industry. Professional opinions from marketers and consultants, and amongst advisers themselves, vary enormously on the […]
Advisory Firm’s That Are “Going Out Of Business” Without Even Realising It
by Tony Vidler I have a strong sense that a lot of advisory firms are “going out of business” at the moment and don’t even realise it. Markets are going well, and commission and fee rates are still at the high end of the scale, and there are still plenty of consumers using […]
by Tony Vidler It is logical to do a bit of client segmentation so that you can figure out what levels of service can be offered to which clients profitably. The funny thing is that most of the time it is the “profitably” part that gets lost in the client categorisation process…. While […]