How to re-shape your Advisory Business for Dramatic Growth in 2011 / 2012

1. How to re-shape your Advisory Business for Dramatic Growth in 2011 / 2012 Presented by: James Mason – Managing Director, Mindshop

2. “ What adjustments need to be made to your approach when clients are under financial pressure?” Adjusting your approach to maximize your opportunities

3. Seeing the current business environment: Positive or Negative? Profit Level Key Issues, aren’t visible so not addressed Good times = Missing the rocks SS Smooth Sailing Profit Level Key Issues, now a priority to fix Tough times = Hitting the rocks SS Smooth Sailing

5. “ How are you going to be different from the 5-10 business advisors who have marketed to your potential client prior to you” How to stand out from competitors in the crowded advisory marketplace?

7. “ From Billion Dollar Corporates to individuals this problem solving process can be used to fix any issue. It is the foundation of great facilitation” 5 Business Tools to fix 90% of client key issues

9. Growth Implement Mindshop Survey Customers Service Quality Sales Process Better Leadership 1 Mindmap the issue Step 1 – Mindmap the Issue Sales Manager Identify Profitable Products / Services

11. P O S I T I V E N E G A T I V E 6. Quality of Sales Staff 7. Poor Sales Admin 8. Lack Quality Customers 9. Lack of Individual Service 10. Limited Rewards 1. Good Products 2. More Sales Staff 3. More Products 4. Product Brochure 5. Contact Program + VE - VE a. Train to higher level b. Retention benefits c. Follow up and feedback a. SOP’s b. Streamline Process c. Customer Service Training a. Start Loyalty Ladder b. Reward System c. Referral System a. Accountability b. Improve protocol c. Long term thinking a. Bonus system b. Evaluate Needs c. Make the invisible visible a. Good Referral System b. Maintain Loyal Customers c. Keep staff informed a. Team Activities and Targets b. Reward System c. Exceed Expectations a. Keep ahead in the market b. More evaluation of customer needs c. Secret Shopper Tool a. Sell Benefits b. Survey Customers c. Target Group Customers a. Update Customer Service Strategy b. Exceed Expectations c. Personalize S E R V I C E Q U A L I T Y   3 Step 3 – Force Field each issue

13. “ I’d suggest the Number one difference between success and failure in Business Advisory is a GREAT business model” Business Model’s to accelerate your level of Growth and Profit

14. -------------------------------------------- $100k - 5-10 business coaching clients - Still $1000 p/m engagements - Very consultative, doing everything - Generalist -------------------------------------------- $500k - Value pricing - 4+ x $5000p/m retainers - Well known in industry niche - Alliances with multiple advisors - Fantastic leverage / time mang. -------------------------------------------- $300k - Facilitating rather than consulting - Days in hour blocks - $1000 - $3000 p/m engagements - Specialized in a niche - Mostly long-term retainers -------------------------------------------- $800k+ - Working larger corporate work - 4+ x $8000 p/m retainers - Industry niche guru - Sub-contracting other advisors - Equity relationships with businesses Worlds best business models

16. Corporate Strategy Specialist HR / Recruitment Specialist Leadership Specialist Sales Strategy Specialist Behavioral Profiling Specialist Family Business Specialist Manufacturing Specialist YOU Tax and Accounting Specialist VIRTUAL TEAM. DO YOU HAVE YOURS? 60% OF NEW OPPORTUNITIES WILL COME FROM OTHER ADVISORS DUE TO GATE KEEPERS Worlds best business models

17. “ What are the Top 10 key things you need to do differently?” RE-SHAPING YOUR ADVISORY BUSINESS FOR DRAMATIC GROWTH

19. Thank you Any Questions?? If you would like further information on Mindshop please arrange a call with us Mindshop James Mason (jmason@mindshop.com)