strategic alliance partnership

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Looking beyond the obvious for strategic alliance partners
by Tony Vidler        Great alliances with other businesses will enhance your brand and put you in front of  more ideal prospects that you don’t have to find yourself.  That is really the key benefit of having strategic alliance partners.   There is a tendency however for most advisers to go after the same sort […]
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Get other businesses to get you new business
by Tony Vidler        In the perpetual search for new ways to get new clients many professional service firms overlook a really obvious, and incredibly lucrative, way of getting new business.   That is getting other businesses to send their new clients to you.  Unlike Center-Of-Influence (COI) marketing where an individual directs individual potential new […]
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Creating Equitable COI Referral Alliances
by Tony Vidler        If one forms a business alliance and one party gets more out of it than the other, is that alliance likely to last long term?   Of course not.  It is not equitable.   One party at some point is going to feel that the relationship is rather one-sided and and […]
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How to make joint client work fair
by Tony Vidler        More and more advisers are doing joint work with clients and many still haven’t figured out a way to fairly apportion the responsibilities or revenue for long term success.   Everyone begins with great intent and all focus is on doing the best they can for a client. Often the bulk […]
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How to work with multiple COI’s in the same sector
by Tony Vidler        Is it possible to work successfully with multiple COI’s (centre’s of influence) from the same sector?  Many professionals would say “no”…or they do to me anyway.  The feeling is that if the COI’s are competitors then one has to choose just one to work with.   That is partially true – […]
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