Advisors, especially the largest ones, are inundated. According to recent research by Cogent, the average advisor is contacted 126 times a month with investment product outreach alone. In a world where asset management and custody are becoming increasingly commoditized, it can be difficult to get in the door and be heard above all the noise. A well-crafted and executed thought leadership program can help your sales force increase their credibility and efficacy to build connections that increase share of wallet and net new business.
Many firms struggle with sustainable growth and experience highly inconsistent results among advisory teams. The average advisor within some firms brings in less than two net new clients in a given year. The challenge therefore becomes, how do you stimulate and support meaningful growth among those who have the skill and will to achieve it.
There are times throughout the lifecycle of an advisory business when a leader needs a strategic thought partner to help them develop the right path for the next phase of their business. Successful leaders are well acquainted with the concept of, “what got you here, won’t get you there”. The best leaders have the ability and self awareness to acknowledge the challenges they face, adapt an open mindset and gather the necessary resources to help them, and their team, break through the inertia to achieve something new.