The market for management advisory services is fundamentally
inefficient, because at any given time:
Advisor expertise is underutilized, because it's hard to
identify the clients who have a problem that could benefit from each
advisor's particular expertise
Clients are frustrated for lack of good advice, because it
takes time to find the right advisor and establish trust with him/her.
As a result, sales and marketing costs for advisory firms are
inordinately high, both in terms of direct and opportunity cost; and
more often than not they are a source of annoyance rather than help to
clients.
Productive relationships between advisors and clients are a
result of a stepwise development of:
Credibility
Trust
Loyalty
As an intermediary in this market, we add value by:
Helping the clients articulate their need
Qualifying expertise that would be helpful in meeting the need
Resolving barriers to a candid and constructive exchange
between advisor and clients
Facilitating introductory conversations based on the client's
need and the advisor's expertise
Ensuring that all parties learn from the experience
