Andy Raynor - Beyond the Brief |
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Why advice falls short, almost always There are only three reasons. They exist in every adviser relationship.
Reason 1: Advisers have a limited attention span. They need managing. Let’s be honest about it. Most of the so-called professions need a lesson or two about consistent customer care. Other industries are now streets ahead. Advice generally follows the attention span of the adviser. When you’re a new client, you’re flavour of the month. One call and they’re there, the input is great, the bills fair. But what’s it like two years down the road? Feel they’ve lost interest? See the assistant more than the partner? Bills gone up? Without explanation? Well,
you’re not alone. You see, many advisers value new
clients above existing ones. Crazy but true. Advisers
need to manage the relationship and the communication
MORE than they manage the technical answer they've
been asked for. And very few do. Reason 2: You’ve outgrown your adviser This is not just about size. Some of the smallest advisers can be the best. Think about it. An adviser is there to spot things that you can’t. To add breadth of experience to your depth of knowledge about your business. You’re entrepreneurial, ambitious, growing or simply changing what you do. You need to know this is the best advice you can get. Reason 3: Advisers try to provide the advice they have, rather than the advice you need This is the advisers’ disease. Claiming they are “client centric” or “client focused" just because they think they have to say it.
Partner led, too? Yep, so is mine, allegedly. But do you feel you're being made to fit the advice, rather than the advice fitting you?
Let's see what we can do about this.
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© Andy Raynor 2013 |