The Illusion of Control

The Illusion of Control

“I just want a handful of good clients without all the stress and grief.” This was from the principal of a well-established firm with a fast-growing team. It is a common situation facing owners who appear to have built a successful advisory firm but who...
Is Bigger Better?

Is Bigger Better?

I was consulting with a firm recently. They sought advice concerning their massive growth opportunities. Like most advisory firms today, they were enjoying a solid flow of new clients. Thanks to good networks, they were also attracting talented senior advisers...
What Makes An Ideal Advice Client – Part 6 – They Pay

What Makes An Ideal Advice Client – Part 6 – They Pay

During a pricing workshop last month at the Affinia conference on Hamilton Island (is that place the world capital for golf carts?), an adviser shared a fee problem. An aged care expert in his team could not reconcile charging an advice fee equivalent to the price of...
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