strategic value proposition

The most important business-building step is having a well-defined strategy, yet strategy is one of the most misunderstood concepts in professional services. It is an area that many advisory firms struggle with, and frequently find…

While talking to a very experienced and successful adviser I asked him what he put his phenomenal success down to. He said: “I am dependable”. As simple as that…a 40 year record of happy clients…

Is it time for financial advisers to re-think what they think they know about clients? People won’t pay for advice, right? Insurance is sold, it isn’t bought, right? People don’t value advice, right? Really? I…

In the continual search for differentiation strategies and creating a strong sense of “value received” by clients one of the ways to think about how to stand out is to consider where you choose to…

Your marketing objective is simple: Help ideal clients choose you. The most important word in that sentence was “help“, and that is very different to “convince“, which is the typical marketing approach. A great marketing…

A cornerstone of great strategy is understanding where to compete in the market…or rather, which area of expertise or service offering to lead with in the marketing efforts. Once the target market clients have been…

One of the things that is great about the Christmas holiday season is it becomes noticeable that many folk relax just a little bit more….they give others a bit more time and leeway…they become just…

When it comes to valuing your advice to clients what is a “fair” rate or price? $100 per hour seems pretty cheap for any professional – plumbers cost more than that, right? But what about…