I recently wrote an article for IFA about how some of the more innovative business I see and work with are leveraging technology. I’m a huge tech fan so it made sense to turn the focus on the potential efficiencies that professional services firms are gaining from being the same. The article can be read […]
[View Post]Eleven habits of successful first appointments
I’m lucky enough to be able to bear witness to a number of advisers who are very good at engaging new clients. Here’s just eleven of the most pertinent habits I see them consistently apply. 1. Clients’ impression of your business is formed the moment they type a name into Google, and reinforced at every […]
[View Post]How To Go From 0 To 67 Clients In 13 Months
For a couple of years now, I’ve been meeting regularly with Scott Dawkins of Griffin Financial Services. Those of you who attended Elev8 recently will know that Scott was one of our speakers, and told an amazing story about WHY he does what he does (those of you keen to learn more about the involvement in CanTeen Scott spoke about […]
[View Post]On the Y Front
I recently published an article via the IFA blog all about the growing number of advisers who are beginning to target Generation Y and how they are doing it. Businesses who are choosing this route believe it presents a huge market of opportunity , but targeting them requires a different approach. I’d be keen to […]
[View Post]9 ways to make 2013 your best year ever
1. Close your eyes and visualise yourself in a helicopter hovering over your business. Take note of what you like and what you don’t, then decide what you will do in 2013 to change things. 2. Invest some time working out why you’re doing what you do. When you deeply understand your why and want […]
[View Post]Facebook’s First Accountant
Who was facebook’s first accountant? What did he make of his new clients, asking him to set up appropriate structures for a business based on some strange concept of a people directory? Did he see opportunity, or did he simply see a client who probably couldn’t afford to pay much? Did he take them on keenly, or did […]
[View Post]Three Things….with James Williamson (Millhaven Financial)
Great ideas are more numerous than many think. Recently I’ve taken to asking clients to tell me three things exciting them in their businesses right now. It’s part of a new video blogging series, to find out what practical things advice businesses and others in our industry are doing to prosper. To start the series, Elixir client and Millhaven […]
[View Post]Is your pricing symbiotic or parasitic?
Not too long ago an adviser posed me an interesting challenge. “All this pricing work you do”, she said plainly, “Be honest. It’s just about coaching us to charge as much as we can get away with, isn’t it?” Great question, and absolutely not. Our research and coaching has shown us that most advisers undercharge. […]
[View Post]Simple Client Value Propositions
A few months ago I wrote an article called How to run a great client value proposition session in 10 easy steps. The genesis of my article came from talking to many businesses who were confused trying to work out what a CVP was, how to create it and what do with it once they’d […]
[View Post]The perfect tomato?
Close your eyes for a moment and imagine the perfect tomato. Got it? Good. Now, if you’re like most people who get asked this question, the tomato you’re imagining looks like it just stepped out of a cookbook. It is likely a deep red colour, firm and full of flavour. Perhaps it has a small […]
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