Article list

Being properly valued for your expertise and eliminating the time-wasting tyre-kickers is an ongoing problem for most financial advisers. That is even more true for those making the transition from purely commission-based remuneration to generating fee-paying work where they are charging for that time or expertise. Managing the remuneration transition whilst also articulating your value […]

Knowing that your financial advice is suitable for a client is something that every professional adviser is willing to attest to, but proving it when challenged can be incredibly difficult. Advisers are increasingly being challenged and therefore seeking assurance that their practices are robust and will withstand such scrutiny.  Whether that scrutiny is a client […]

Many advisers are unsure about what they offer advice clients – cheap and cheerful advice on the fly, or a superb planning experience.  Both do the job, albeit in different ways.  But offering fast food at silver service prices is a business model that will struggle…and that’s what happens when there is no clarity on […]

Client complaints are a fact of life.  It is virtually impossible to run a service business where everyone is happy 100% of the time, as human beings are involved and they are unpredictable creatures with ever-shifting expectations. The art of good client complaint handling is knowing when to fight and when to just fix it. […]

Having a clear strategy is probably the most misunderstood concept in professional services. The business often has a Vision. A clear picture of what it wants to look like, and what success means to the owners. The business often is excellent at Operational Planning. Perhaps because we are trained as planners there is a tendency […]