marketing strategy

One certain thing for advice businesses is that there is a huge amount of uncertainty. Practice owners have had a lot of “alone time” in the last couple of years quietly contemplating the road ahead…

Often it seems there is little difference between product suppliers in financial services, with one fund manager looking similar to other fund managers, and one life insurer offering essentially the same products as other life…

When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”. If we want our advice to be effective (and lead the…

If you want ideal prospects to choose you over any number of other highly qualified professional advisers then you must have the ability to succinctly articulate what makes working with you special. Why should they…

Financial advisers generally struggle to create a value proposition that accurately expresses how they work differently, or what makes them special compared to others. It isn’t that they don’t have points of difference, or that…

The most challenging area in forming a professional opinion is ensuring that it is “suitable advice”, as what is suitable is subjective – until the time comes somewhere in the future to see if the…

Nearly every financial services firm says they have a strategy. Which is remarkable really, as creating a competitive strategy is actually difficult usually. Especially if you don’t know what “strategy” is to begin with. Many…

More clients is good, right? But when you have plenty of clients on the books the question becomes which clients to keep. Or which ones to get rid of. Actually, advisers should be constantly asking…