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Passionate about your business

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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Learned helplessness is the giving up reaction, the quitting response that follows from the belief that, whatever you do doesn’t matter. Arnold Schwarzenegger

Marketing is the process of deliberately creating and maintaining relationships with clients and prospects. It’s about creating awareness that you exist, generating interest in what you have to offer – your proposition, creating demand for your proposition and encouraging prospective clients to take action – that is, purchase from you. Seems simple, doesn’t it? Why …

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I never looked at the consequences of missing a big shot… when you think about the consequences, you always think of a negative result. Michael Jordan

An effective brand building strategy will help you improve your reputation, increase your “relevance” and increase your visibility to your target clients. Here are the top five strategies for effectively increasing the strength of your brand. 1. Content Marketing Content marketing involves providing a steady stream of useful information to potential clients or influencers. Think …

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It was a high counsel that I once heard given to a young person, “Always do what you are afraid to do”. Ralph Waldo Emerson

A successful brand will deliver the kind of results you would expect from a market leader, such as… High frequency of referred clients High level of self-initiated contacts from potential clients A high closing percentage Few competitive bid situations Premium fees There are, of course, other ways a strong brand impacts an advisory firm. For …

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How wonderful it is that nobody need wait a single moment before starting to improve the world. Anne Frank

After many years working with advisory firms, we’ve come to the conclusion that the best definition of your “brand” is the simplest. Your brand is partly your reputation. It’s what people say about you when you’re not around. It’s how they feel about your firm and what they expect from working with you. But reputation …

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For myself, I am an optimist – it does not seem to be much use being anything else. Winston Churchill