Creating the tangible out of the intangible

Three recent Huthwaite papers : Winning trust - Selling to clients at a premium - What buyer value really means, identified that according to the Huthwaite research clients were willing to pay a premium when a trusted advisor had:
- identified a previously unrecognised problem
- helped realise and unforseen opportunity
- established an unanticipated solution
- served as a implementer of capabilities to contribute to the success of the client

All true. So what's the implementation piece that an advice business can enact?

It depends on the type of business and the type of capabilities the business is willing to build to serve the businesses way to play. That is the business needs to have a pitch for what it is that they do and how they create value and then be willing to develop 3 to 6 capabilities that deliver on that promise, that are best of breed.

In regard to that initial leap of faith a client must take, it is those businesses that are clear in articulating the value they have provided for other clients - story telling - and have a process for identifying the unrecognised needs of clients- that have maximised the possibility of success post FOFA.

Tools like the Wealth Management Index developed by Positive Client Engagement help to simply identify those unrecognised problems that Huthwaites study confirms maximises the clients propensity to pay premium for services.