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The Power of Practice Management : Best Practices for Building a Better Advisory Business.
How do you build a financial advisory business in today's competitive and often-saturated markets? How can you break through the clutter, and develop strong and lasting client relationships? We believe it can be done by harnessing the power of practice management! The Power of Practice Manageme...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken :
Wiley,
2013.
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| Colección: | Bloomberg Financial.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Cover; Title page; Copyright page; Contents; Foreword; Introduction; PART I: Business Strategy and Planning; CHAPTER 1: A Look at the Landscape; Where We Stand Today; A Peek into the Future; Key Trends in the Advisory Business; CHAPTER 2: A View into Top-Performing Firms; A View of Top-Performing Firms; Top Performer Best Practices; Harnessing Human Capital; Operational Leverage; Business Development; Financial Performance; CHAPTER 3: New Thinking for New Results; CHAPTER 4: The Four Essential Disciplines; Business Strategy and Planning; Business Development; Human Capital.
- Operations OptimizationThe Genworth Consultative Process; The Four-Phase Business Life Cycle of an Advisory Firm; Early Stage; The Growth Stage; Maturity; Which Stage is Right for You?; Getting Started; CHAPTER 5: Business Strategy and Planning; A Strategy for Winning; The Business Strategy and Planning Process; Step 1: Set Your Vision and Goals; Step 2: Evaluate the Landscape; Step 3: Develop a Plan; Step 4: Execute the Plan; Step 5: Monitor and Measure; CHAPTER 6: Living the Vision; Pursuing a Purpose; Crafting Your Vision; Creating Clear Values; Getting to Goals; Dreams with Deadlines.
- From Vision to ResultsA Catalyst for Change; Creating a Culture of Alignment; Reinforce and Reward; CHAPTER 7: Building a Business Blueprint; A Blueprint for Your Best Business; Business Blueprint Case Study: Rising Tyde Advisors; Doing the Math; CHAPTER 8: Managing Business Performance; Take Me to the Top Line; Fundamentals of Financial Management; Fundamentals of Accounting; Key Financial Statements; Balancing Act; Inside the Income Statement; The Rigors of Reporting; CHAPTER 9: Benchmarking: Are You Making Progress?; The Benchmarking Process; Business Benchmarking Case Study.
- PART II: Business DevelopmentCHAPTER 10: The Business Development Landscape; Paths to Growth; Marketing: Starting with a Plan; Finding the Right Audience; Referrals: The Conductor of Growth; Return on Marketing; The Challenges; The Yo-Yo Effect; CHAPTER 11: Target Clients and Niche Markets; Define Yourself; Define a Target Audience; Be the Go-To Person; The Financial Side of Target Clients; CHAPTER 12: Landing Your Brand; What Is a Brand?; Case Study: Building Brand Architecture; Target Clients; Firm Name; Client Motivators; Market Position; Brand Identity; Brand Promise; Value Proposition.
- CHAPTER 13: The Elevator SpeechPractice Makes Perfect; CHAPTER 14: A Marketing Plan; The Challenges; Getting with the Plan; If a Tree Falls and Nobody Hears It . . .; Sales versus Marketing; Types of Marketing; Visibility Equals Credibility; Communication Schedule; Marketing Strategies; One-on-One Contact; Written Materials; Client and Center-of-Influence Events; Media; Marketing as a Major Player; CHAPTER 15: Referrals: An Untapped Opportunity; Client Referral Appreciation; Using the Right Net; Fear of Asking; Developing Strategic Alliances; CHAPTER 16: The Referral Management Process.
- Process versus Result.