If you or your firm are engaged in advisory services, staying relevant to clients by being adaptable and agile should be the key focus for high performing advisors.
Here are some tips we’ve learned from some successful senior practitioners:
1. Stop wasting time on coffee meetings during the sales process
It’s tempting to talk to anyone who’s interested in your services, but focusing on ‘quality rather than quantity’ can prevent days of wasted time each month. Russell Cummings, business advisor from Shifft Consulting recommends:
- pre-qualifying leads with a 20-minute call to understand their barriers
- discover if they’re the type of client you want to work with and if you can provide the value they are seeking
- following up successful calls with an email covering your background, evidence of capability and setting up a one-hour meeting (only if required) to gain verbal agreement
- discussing price, value, deliverables and time commitments at the meeting to avoid writing ‘cold’ proposals
- only at this point send a document or email confirming the next steps to doing business together
2. Build capacity for success
There are many ways you can build capacity for greater leverage, from simply arming yourself with the right tools, to engaging a virtual or executive assistant. Whilst a virtual or executive assistant is a great idea, most don’t understand the economics – if you cannot generate at least twice your executive assistant’s cost in additional fees, then you can’t justify one.
If having an executive assistant is right for you, make sure they do value-added tasks, not just secretarial work – researching prospects and clients, running your contact program, writing blog articles and social posts, creating presentations and client onboarding will all work towards creation of additional revenue.
At a more fundamental level, build yourself a high-performance toolkit for client meetings. Consider what you need in a toolkit if you’re out on the road; tablet, pens for flipcharts, adapters for presentations, printed templates and so on. If you’re running most of your meetings internally, ensure the meeting rooms help you facilitate – use walls that also act as a whiteboard or an interactive screen to capture notes.
Can you log client actions and strategies throughout the meeting in your software? An agile advisor leaves workshops with very little work to do or responses to write. Do you use meeting software such as Zoom with clients?
What other software would be in your high-performance toolkit to allow you to work seamlessly from anywhere in the world to solve any issue? Embrace online coaching to create greater leverage.