Building Leverage and Capacity: The Challenge of Growth
Managing the rising costs of an advisory firm
Management and quality control
Filled with models, statistics, and case studies, this chapter from Practice Made Perfect looks at the client-service approach, infrastructure, and compensation techniques necessary for an advisory firm to grow into an elite practice.
1 The Financial Advisory Business.
The View from Here.
2 Strategic Business Planning.
Defining the Direction.
3 Knowing Your Clients.
The Value of Surveys.
4 Building Leverage and Capacity.
The Challenge of Growth.
5 The Fulcrum of Strategy.
6 The Care and Preening of Staff.
7 The Payoff for the Firm.
8 The Tools That Count.
9 Income, Profit, Cash Flow.
(and Other Dirty Words).
10 Referrals and Joint Ventures.
The Search for Solutions.
Rebecca Pomering is a principal with Moss Adams LLP, specializing in strategic-planning and compensation consulting to the financial-advisory industry. She is a certified senior professional of human resources and the head of Moss Adams's compensation consulting and benchmarking practice.
—Ross Levin, CFP
President, Accredited Investors, Inc.
Author, The Wealth Management Index
"This is the book a lot of practitioners have been waiting for.
Mark and Rebecca are the foremost experts in this area, so
expectations are high. They exceeded my expectations by a wide
margin. Practice Made Perfect is loaded with
practical items as well as meaningful insights that will
surely help advisers become better businesspeople."
—Dan Moisand, CFP
Principal, Spraker, Fitzgerald, Tamayo & Moisand, LLC
"Mark Tibergien and Rebecca Pomering have served up a real treat
in Practice Made Perfect. I've known them both for quite a
while, as consultants to our firm and as two of the most respected
commentators on our profession's business management. I thought I
had heard it all. Not so. Mark and Rebecca offer many new
and important insights. Everybody in this business needs
to read this book."
—Tim Kochis, JD, MBA, CFP
CEO, Kochis Fitz Wealth Management
Author, Managing Concentrated Stock Wealth
"Most financial planners, including myself, start a practice
because we love the work. It doesn't take long to recognize that if
we want to be successful long-term, we have to build a
business. Building a business is what Practice Made
Perfect is all about. This book is not a "how to start" a
practice. Rather, it is a guide to taking your practice from
where it is today to where you want it to be tomorrow. A
must-read for practitioners who are serious about our
—Elaine E. Bedel, CFP
President, Bedel Financial Consulting, Inc.
"Mark and Rebecca are a dynamic duo--they are bright,
insightful, and able to get right to the heart of what is
important in managing and growing a financial-advisory
business. Practice Made Perfect is full of
practical advice and ideas that every serious financial
adviser should know to manage their business. Their
continued advice and this book are priceless."
—Greg Sullivan, CPA, CFP
President, Sullivan, Bruyette, Speros & Blayney, Inc.
"Practice Made Perfect is outstanding. Mark Tibergien and
Rebecca Pomering have captured the key strategic-planning issues
for financial advisers who are serious about making money with
their practices. The ideas offered in this book are worth many
times the cover price."
—John J. Bowen Jr.
Founder and CEO, CEG Worldwide, LLC