SteveBillinghamConsulting

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Passionate about your business

As more advisers look to work with greater numbers of higher value clients, they are required, counter intuitively and contrary to everything they’ve ever done before, to walk away from clients who don’t fit their ideal client profile or target market. Years of working with just about anybody, irrespective of the economics makes the concept …

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The important thing is not to stop questioning. Albert Einstein

In this session I provide some insights into how to develop long term profitable relationships with other professionals, specifically solicitors and accountants. The session covers: – Why now is the ideal time to be seeking out these relationships – Why Financial Advisers and Planners find it hard to do so – What key attributes these …

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This week I wanted to share with you ten top time tips but with a bit of a twist. These are designed to stimulate your own thinking about the practical steps you can implement to get more of the really important things done rather than just getting through whatever comes across your desk. Prioritise relationships, …

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Criticism may not be agreeable, but it is necessary. It fulfils the same function as pain in the human body. It calls attention to an unhealthy state of things. Winston Churchill

The well known cliche “change is constant” has never been more true. Indeed the pace of change seems to accelerate daily. Much of that change is clear and easily observable. Other, often more fundamental and significant change, creeps up on us. Consumers for example, are now much more informed, involved, discerning, demanding than in the …

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No worthwhile strategy can be planned without taking into account the organisation’s ability to execute it. Larry Bossidy/Ram Charan, Execution – the discipline of getting things done

Something a bit different for this week’s post, born from an article I read recently which confirmed much of what I (and I suspect you) already know, but which also highlighted some worrying trends and figures that I was blissfully unaware of. Many commentators have been pointing out for a while now that changing demographics …

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If a management team cannot clearly articulate the five or six fundamental industry trends that most threaten its firm’s continued success, it is not in control of the firm’s destiny. Gary Hamel, Leading the Revolution.

Whilst many advisory firms benefit from very low levels of client attrition, others would acknowledge that hanging on to high value, profitable clients has, in these volatile market conditions, been more challenging than it should be, so I thought it might be useful to look at the key reasons clients leave. Research consistently suggests that …

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