As costs go up and quality clients are inevitably predicted to decline, this was an interesting question posed to me recently as I was articulating why somebody should want to buy our services. As Sinergi, we know why we think our service is vital/necessary/value added and all of the rest of the tick the box requirements for the modern, post RDR, actively client focused and generally motivated adviser.
However, the person posing the question was simply saying that the potential subscriber had to see the element that would make their life feel more like the one we all aspire to – namely, a pat on the back from clients and colleagues and the ability to finish at three in the afternoon.
There have been a number of articles recently on the business challenges facing the adviser. The changes of 2013 mean that the adviser must filter all of the demands being placed on the job to identify the factors that make it all worthwhile………
In our fee conscious environment it is important to distinguish between outsourcing internal operations and the value added parts of the investment advice chain. Clearly the danger of outsourcing to experts is that you become a broker in the advice process with the client seeing the value lying with the clever people that you know rather than the role that you play.
The inevitable outcome for a broker service that has no or limited added value is competition and cost cutting which is no fun for anyone unless you are prepared to be one of the largest brokers in the industry.
We have worked in investments for over 20 years because we like the times when we find the decisions that deliver value. We like the acknowledgement from colleagues and clients that our efforts found something that added to the result or just as importantly avoided a calamity.
We could go on about why our methodology is effective and how our delivery process is designed to be user friendly, quick and efficient. However, we have designed our service around the opportunity to make an investment recommendation that adds value to your client experience.
We think the experience you want is that feeling of finding the extra value for your client, not as part of a grinding process but because it was a natural part of the service you deliver. You may not get to leave the office at three in the afternoon but you might get the pat on the back for your investment recommendations once in a while.
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