Transcript:
Many firms want to be advisory firms and so our growth guide, our advisory growth guide, talks about really what are some foundational principles to leading an advisory firm. And let me just mention one that’s super tricky and that you don’t realize until you get into it. But if you’re selling tax returns and bookkeeping and financial statements, those are really tangible things you can see. But when you start moving to the world of advisory, it’s shocking at first to realize that you have nothing to sell. You’re not showing anybody anything. Now, that may not always be true with advisory because there might be software and metrics and reporting and dashboards and consulting that you do that may have spreadsheets and things like that. But a lot of what you sell in advisory is talking and so you have to convince a client upfront to buy your experience and your brain and time with you. We like to try to sell clarity. We like to tell our client, “You’re gonna be more clear on your purpose forward once you’ve worked with us,” and clients don’t realize it, but clarity has huge value. Read more
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