It is not inevitable that you must win both good and bad work . The 80:20 rule is not inevitable it is the result of not being strategic

Have you ever had a lesson in what to do get better quality work?

Quality is often better than quantity

You may have hundreds if not thousands of contacts but not very many who refer work to you - is that a frustration to you?

Being busy does not always mean you are profitable

I have seen families unable to be in the same room as each other following a dispute over the family fortune or business.

Entreperneurs take risks to build a fortune. Preserving a fortune is knowing what risks are not worth taking.

A client centric approach puts professional into the shoes of the client and through stories helps clients not only understand the risks and identify the opportunities but also to orchestrate and evaluate who and how to deliver the outcome.

Clients think in terms of outcomes. Professionals think in terms of disciplines. The future of professional advice is not more expertise but more connections around the objectives of your clients.

Clients think in goals. Professionals think in services. This is logical. Professionals need to deliver like a professional, but they can miss hidden opportunities by not being client-centric - opportunities for collaboration, client retention and referral of business.

When next you think about how to grow your business ask yourself one question - what is happening in the client’s world when they need your services - wealth management - sale of a business - sale of a house - estate agent - then think about connections - now you are thinking strategically

Professionals often say that they do not refer work more often due to reputational risk - but is that were the case - then there would be more referrals within a firm. No the real reason why referrals are rare is because they don’t know where you fit into the concerns of their client