practice value

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…

Professionals keep getting their fingers caught in the trap of “penny pinching”, especially in IT. This is especially crazy when the IT is protecting the IP. We know that there are many many areas where…

How much do you really think a good client is really worth to you? Most financial advisers will easily work through the basic formula of the average fee/sale per client multiplied by the number of…

The evolution of advice firms into different service and revenue models is happening already of course, but the majority of financial advisory firms appear to still be trying to figure out what the next evolutionary…

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…

There are 3 distinct barriers every adviser must manage in their career if they want business success. I am defining “business success” as having more than a job. Success therefore is wanting their job to…

Introducing leverage into a professional services firm is most often done through adding people, and growing your people leads to growing your firm. Finding and developing the right people is one of the greatest challenges…

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…