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Why Good Content Matters (and what it looks like)
by Tony Vidler Pretty much every time I get into a discussion with professionals about building up their business they begin by thinking that the answer is “get more prospects“. There is no doubt that getting more prospective customers helps build a business of course, but what builds a business faster and less stressfully […]
by Tony Vidler Given some of the trends beginning to take shape in financial services there must be serious questions about how to accurately value an advisory firm. The short answer to what is an accurate value will of course always be “whatever a buyer is willing to pay, and which you are willing […]
by Tony Vidler Unless you plan to work to the grave all practice owners need to be thinking “succession planning” at some point – preferably as early as possible. Maybe right even from the beginning of your practice. Succession planning is simply about working out how to exit the business at your preferred […]
What you need to know if you’re going to buy to grow
by Tony Vidler As many advice businesses reach maturity it is common to consider whether they should “buy to grow”. Should they buy another practice, or more commonly, should just buy a book of business from another practice. The typical reasons suggested for wanting to grow through acquisition are: 1. Get new […]
Anchors away! How to work out which clients to drop
by Tony Vidler More clients is good, right? How many are enough for a typical adviser though? 1,000? 2,000? 200? And then the plan is “drop some clients, and build it back to up whatever the ideal number is/was with better clients.” Let’s begin by challenging a big myth pervading many practices, being that […]
In Process there is Profit! (But you DO have to herd some cats to get there)
by Tony Vidler The great news for anybody actually reading this post is that the headline already turned a bunch of your competitors off. That word “process” is just deadly for so many advisers today that too many won’t have bothered reading beyond the word. It has become associated simply with compliance, […]
By Tony Vidler This is one of my favourite business quotes. My reason for pointing this out is because people keep forgetting it. If we turned temporarily from business to the world of sport – where success is often measured primarily by win/loss ratio’s -then I’d say that this is a favourite: My point in […]
Demonstrate Your Value And Prospects Will Choose You
by Tony Vidler Smart professional service firms today make sure they are demonstrating their value to prospects. Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains so today. However, who the prospect […]
If you want prospects to "buy you", then dumb it down!
by Tony Vidler One of the best tips I can give anyone in professional services is “dumb it down- but don’t treat people like dummies“. There is a big difference between “dumbing it down” and treating people like dummies too. The first is about simplifying the message in order to be effective, whereas the second […]
Being There. Maybe that is what Advisers are not doing well.
by Tony Vidler I’ve just been reading through a very interesting piece of research that came out of the last census here in NZ, compiled by Statistics NZ, and it immediately highlighted some problems in our process as advisers that suggest we may be missing the mark with many consumers. The key statistic that […]