The (Challenging & Prosperous) Road Ahead

The (Challenging & Prosperous) Road Ahead

Twenty-one years ago, I conducted a qualitative survey of Australian financial advisers with John J. Bowen Jr and Russ Alan Prince. The objective was to identify the client proposition advisers regarded as crucial to the future of financial advice. Russ’ team had...
Why Buy a Client Base or an Advisory Firm?

Why Buy a Client Base or an Advisory Firm?

I’m currently working with several firms considering a client base or business purchase. Each has different reasons. One wants to achieve more significant ‘economies of scale’. One wants to fill a gap in the range of expertise. One is on an...
THE JIGSAWER & THE TOUR-GUIDE

THE JIGSAWER & THE TOUR-GUIDE

A tell-tale our family is on holiday is a jigsaw puzzle. A Stackpool holiday isn’t a holiday without a tricky new puzzle. The puzzling can take all holidays, with the puzzle spot remaining frustratingly off-limits for non-puzzling activities until the puzzle has...
PRICING KNOWLEDGE

PRICING KNOWLEDGE

I used to sell shoes. Florsheim shoes. I thought I was pretty good at it. However, my mates used to say anyone could sell shoes when the shop is just outside the foyer of a Hilton Hotel. “What do you expect? If you’re going to sell fancy shoes, you’re in the perfect...
ADVICE SKILLS OF THE FUTURE

ADVICE SKILLS OF THE FUTURE

I was a COBOL programmer. Not a very good one, but that didn’t matter in the early 1980s. Back then, every Tuesday’s Australian newspaper featured a twenty-four-page IT section, of which many pages advertised programming and analyst positions available, with most from...
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