Mark C. Tibergien & Rebecca Pomering 
Building Leverage and Capacity 
The Challenge of Growth

One of the most important strategies for a successful investment advisory or wealth management firm is how to manage growth and profits. Once an advisory firm begins to add any staff, it has started to accelerate its growth. It will need to monitor and measure performance, coach and counsel people, produce an increasing amount of revenue to cover the added overhead, and invest in more technology solutions, office space, and employee benefits. Author Mark Tibergien, named by Investment Advisor as one of the most influential people in the industry, provides a comprehensive analysis of:

* Managing the rising costs of an advisory firm

* Management and quality control

* Client satisfaction

* Training staff

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.

表中的内容

Preface.

Acknowledgments.

Introduction.

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.

Human Capital.

6 The Care and Preening of Staff.

Professional Development.

7 The Payoff for the Firm.

Compensation Planning.

8 The Tools That Count.

Financial Management.

9 Income, Profit, Cash Flow.

(and Other Dirty Words).

10 Referrals and Joint Ventures.

The Search for Solutions.

Afterword.

Appendix.

Index.

关于作者

Mark C. Tibergien was chairman of the Securities and
Insurance Niche and a principal at Seattle-based Moss Adams LLP,
the twelfth-largest accounting firm in the United States.
Accounting Today has recognized Tibergien among its ‘100
Most Influential People’ in the accounting profession, as well as
‘One of the 10 People to Know in Financial Planning.’ He
writes a monthly column for Investment Advisor magazine and
is coauthor of How to Value, Buy, or Sell a
Financial-Advisory Practice. Tibergien is now CEO of
Pershing Advisor 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.