OPINION

Certainty Blog
Deliver value – not products, solutions or hours.

Deliver value – not products, solutions or hours.

My first paid job was repairing lawnmowers. It was an early lesson about value. I was 10. I loved engines and all things mechanical. Their smell, noise, shiny insides and, to me, their simplicity. Once my Dad told a neighbour that I had somehow repaired our broken...

The Use of ‘Go/No-Go’ Advice Clauses

The Use of ‘Go/No-Go’ Advice Clauses

Trust is central to advice. It acts like a road upon which all parties in an advisory relationship advance. Without the road, advisory relationships are doomed. A trusted relationship is one where someone is trusting and someone else is being trusted. David Maister...

Reinventing Advice – Less is More

Reinventing Advice – Less is More

Imagine a knee surgeon tired of fixing knees. She has a good medical practice, a good reputation and a long waiting list. But something is missing. She isn't ready to retire. She wants to change how she works. That is difficult considering her business model. OPTIONS...

What is Advice?

What is Advice?

What is advice? Advice isn't information. Information is a cog within an advice framework, much like cogs within a watch. Technically, it’s crucial to understand the performance of each cog, but by itself, information can add to the confusion of the advisee who lacks...

Working ‘on it’ or ‘in it’? Which one, but not both…

Working ‘on it’ or ‘in it’? Which one, but not both…

My doctor has cancer. At the time of writing, she is undertaking treatment and hopefully on a path to full recovery. I began seeing her just over twenty years ago when I started running long distances.  My running buddy was a patient of hers and some of the surprises...

Financial Advice, Steel Axes & the future…

Financial Advice, Steel Axes & the future…

The Yir-Yoront were a nomadic mob of Australian Aborigines settled around the mouth of the Coleman River on the west coast of Queensland’s Cape York. When missionaries settled on the nearby Mitchell River in the early 1900s, the Yir-Yoront people were forever changed....

Tokyo Games, Regulators and Public Good

Tokyo Games, Regulators and Public Good

The plagued 2020 Tokyo Olympics started last Friday. A year late, 11,000 athletes, no spectators, and the country's daily Covid-19 cases rising daily. Russia is not competing. The country is banned by the sport's regulator - the World Anti-Doping Agency - for one of...

Handling those rare opportunities that transform advisory teams

Handling those rare opportunities that transform advisory teams

Pre-covid, a client of mine was approached by one of their clients seeking assistance with a repatriation of business operations of a family member in Barcelona back to Australia. They sought to merge some of their fashion and textiles operations in Spain back to...

Thanks, but no thanks…

Thanks, but no thanks…

Jenna is an adviser in her early thirties. Her technical background is accounting, her personal background is caring She made contact when a good advisory client did not re-engage after only twelve months of working together. While she didn't expect every client to...

What advisers can learn from Marlboro Man

What advisers can learn from Marlboro Man

Marlboro Man was an influential figure last century. He sold a lot of cigarettes. He was the advertising character created by advertising company Leo Burnett in the 1950s to re-launch Marlboro cigarettes for a broader audience. The adverts were conceived to change the...

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