By Duncan MacPhersonas posted on horsesmouth on Sept. 4, 2009
Acting as a sounding board helps clients and their CPAs better understand the advantages of working with an advisor—and that you’re looking out for their best interests.
Are you one of the many financial advisors who have referred clients to accountants over the years but have gotten
virtually [...]

By Steve MacNAULL
of “The Okanagan Saturday”
In business, common sense isn’t always common practice. “It’s easy to take a good client for granted and ignore them as you clamour around trying to attract new clients,” said Duncan MacPherson of Kelowna-based Pareto Systems.
“Actually, the best way to get new clients is to treat your existing clients [...]

Running your business during an economic meltdown

What should you do in today’s economic meltdown to protect your business? Duncan MacPherson, co-founder of Pareto Systems, a business-development firm that helps small businesses and Fortune 500 companies, offers this advice:
Maintain your fees and pricing. You want to attract clients, [...]

July 21st, 2008
by Duncan MacPherson
Naturally, the revenue of your business should grow year after year, but that does not mean that the number of relationships you manage must increase too. In fact, when it comes to relationships, the goal is not to see how large your client-base can reach, [...]

How to Use a ‘Right Fit’ Agenda in First Appointments
By Duncan MacPherson
Prospect meetings are all about exploring a potential relationship. Following a written agenda to evaluate the “fit” showcases you as a professional, rather than a salesperson. Here’s how to do it, including sample scripts.
If you feel like your sales skills stink, I’m going [...]

Do You Value Yourself & Your Business High Enough?
By Jim Kukral · June 24, 2008 @ 1:44 pm
Good question, eh? I’m willing to bet you suffer from what most people suffer from… devaluing yourself or your business. You know… charging too little, or not making your value known to customers and employers.
Admit it, it’s ok. [...]

Keep Your Clients Close to You
by Duncan MacPherson, co-author of “Breakthrough Business Development: A 90 Day Plan to Build Your Client Base And Take Your Business To The Next Level” and co-founder of Pareto Platform
With the economy in a somewhat slow mode, it becomes increasingly important to take good care of the business you already [...]

How to Grow Your Practice During a Recession
It’s time to recognize the upside to today’s economic downturn and leverage the current climate to grow your referrals.
By Duncan MacPherson
When times are tough, many advisors make the mistake of “running scared” and doing anything and everything to get new business.
[...]

The Lost Art of Saying Thanks
Improving communication is key to solidifying relationships with your best clients.
You probably already know that consistent communication has the greatest impact on your ability to competitor-proof your favorite clients and to stimulate quality referrals. Proactively conveying to a client that you genuinely value the relationship is without question the foundation [...]

Business Insight
Nurturing clients during a downturn
June 2, 2008
Duncan MacPherson, consultant
Set your sights on a long-term relationship
Duncan MacPherson is co-author of Breakthrough Business Development and co-founder of the consultant firm Pareto Platform, based in Kelowna, British Columbia. Today, he offers advice on surviving tough times.
Why is it important not to drop prices to attract clients during [...]