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Maybe the client IS the problem
by Tony Vidler What you think is the problem is not always actually the problem. Sometimes the person is the problem. Sometimes, maybe, the client is the problem rather than you. Before talking about clients though allow me to use a non-client example. Picture the scene: a partner in a practice is telling me about […]
by Tony Vidler We tend to get the right behaviour when we see it and reward it repeatedly. Kindergarten teachers know it, so why don’t the leaders of professional services firms know it and use it? Here are a couple of real examples of how this plays out: In one instance it was watching […]
Compliant Advice: Here are the only 3 things that matter
by Tony Vidler Whenever the topic of compliance, or the “advice process”, comes up most advisers see themselves like this: Everyone is throwing everything at you with the sole intention of destroying you, right? As a consequence, compliance is largely considered a burden. As is usually the way of these things a substantial body […]
Clients need to be reasonable and meet expectations too
by Tony Vidler It is not unreasonable to have reasonable expectations, is it? Whenever we enter into an agreement with somebody else to work together on anything it is fair to say that we both have expectations about how the arrangement is going to work. That applies whether the arrangement is moving into a […]
How to do client video testimonials the right way!
by Tony Vidler Testimonials are good for business – but we all know that, right? Video testimonials are even better for business – and not everyone has got THAT yet. Being able to see the body language, and hear the inflections in a clients voice as they talk about their positive experience, are far […]
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 […]
by Tony Vidler A well crafted and well articulated Value Proposition is the key component in any good marketing strategy. Even though it is the most important part of the entire marketing message, it is not the first thing however… To craft a great marketing message for your business there are three essentials and […]
The 9 Essentials Of Your Value Proposition…in 9 Seconds
by Tony Vidler There are 9 things you have to nail in only about 9 seconds if you want your value proposition to be truly effective. Sound impossible? It’s tough to craft a great value proposition that hits all 9 things….but it is definitely not impossible. In this quick video we talk about what […]
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 […]
by Tony Vidler It is a peculiar thing…most of us recognize the difference that getting good coaching – or poor coaching – can make to any athlete or sports teams performance. In fact most of us have often held quite passionate views about the merits of coaches…Very few professionals however seem to make the […]