The enduring advisory firm : how to serve your clients more effectively and operate more efficiently

The enduring advisory firm how to serve your clients more effectively and operate more efficiently

Detalles Bibliográficos
Otros Autores: Tibergien, Mark, author (author), Dellarocca, Kimberly, author
Formato: Libro electrónico
Idioma:Inglés
Publicado: Hoboken, New Jersey : Whiley 2017.
Edición:1st ed
Colección:Bloomberg financial series.
Materias:
Business.
Industrial management.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009849098006719
Tabla de Contenidos:
  • Intro
  • The Enduring Advisory Firm
  • Contents
  • Acknowledgments
  • Preface
  • Part I The State of the Advisory Business
  • CHAPTER 1 Key Business Trends
  • Assumptions
  • Advisors Are Reducing Their Fees
  • Young Employees Lack a Work Ethic
  • Robos Will Make It Difficult to Compete
  • The Profession Will Benefit from the Pending Transfer of Wealth
  • What Should You Consider?
  • Margin Compression
  • Growth for Mature Firms
  • An Oversupply of Clients, an Undersupply of Providers
  • Tarnished Reputation
  • Compliance Costs Are Rising
  • Consolidation Is Inevitable
  • What the Assumptions Mean for You
  • CHAPTER 2 What Business Are You In?
  • Vision, Mission, Goals, Objectives
  • A Refresher
  • Where to Go from Here?
  • Zoom Out and Zoom In
  • Clients of the Future
  • Part II The Role of Demographics and the Ability to Grow
  • CHAPTER 3 A New Paradigm for Relating and Growing Relationships
  • Get to Know Your Ideal Client, Again
  • Seek First to Understand
  • CHAPTER 4 The Mature Client
  • Generation Smarts: Working with Mature Clients
  • Recognize Your Changing Role
  • Communicate with Sensitivity and Empathy
  • Change the Conversation
  • Train and Empower Your Sales Assistants to Look for Signs of Aging
  • Case Study: Connecting with Pre-Retirees and Retirees
  • CHAPTER 5 The Baby Boomers
  • Generation Smarts: Working with Baby Boomers
  • Invest in Building Relationships-the Old-Fashioned Way
  • Use Straight Talk
  • Be Helpful in New, Unexpected, and Highly Valued Ways
  • CHAPTER 6 The Generation X Client
  • Generation Smarts: Working with Gen X Clients
  • Help Them to Visualize Success
  • Begin with the End in Mind
  • CHAPTER 7 Millennials
  • Generation Smarts: Working with Millennial Clients
  • Don't Let Them Downsize Their Dreams
  • Communicate with Integrity and Clearly to Build Trust
  • Embrace the Paradox.
  • CHAPTER 8 Generation Z and Beyond
  • Generation Smarts: Working with Gen Z Clients
  • CHAPTER 9 Investing Women
  • Working with Female Clients
  • Combining Gender and Generation Smarts
  • Women Are More Than Wives and Widows
  • The Most Important Question
  • Help Her Understand and Define Risk
  • Help Her Find Her Purpose
  • What Advisors Can Do
  • Treat Her as an Individual, Not a Niche
  • Consider Offering New and Differentiated Services
  • Unique Planning Needs for Women
  • Part III Bringing Change to Your Practice
  • CHAPTER 10 Transforming from Practice to Business
  • But Are You Scalable?
  • Risky Business
  • The Setting
  • The Response
  • The Price of Independence
  • Why Does the Definition of Independence Matter?
  • Are You Conflict-Free?
  • CHAPTER 11 Culture Wars
  • Nature of the Work
  • Nature of the Worker
  • Nature of the Workplace
  • Act Like an Owner
  • Bullies on the Job
  • The Benefits of Reverse Mentorship
  • CHAPTER 12 A Vision and Leader for the Future
  • Vision: It Begins with Your Guiding Principles
  • Our Leadership Vision
  • A Vision for Your Business
  • Ability to Translate Vision into Action
  • Ownership and Accountability
  • Empathy
  • A core belief that their very best employee is more important than their very best client
  • Index
  • EULA.

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