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The ClientWise Blog
Posts by
Ray Sclafani
The Valuation Trap: Why Market-Based Multiples Alone Miss the Mark
So I’m checking into a conference recently, and as I’m wrapping up at the hotel front desk, an advisor recognizes me and asks if he can have a word—confidentially. Of...
Bridging the Valuation Gap: How Deal Structure Can Salvage an M&A Impasse
Mergers and acquisitions are heating up across the wealth management landscape. Some firms are building pipelines as serial acquirers. Others are testing the...
The Best Defense Is A Good Offense: How volatile times can help propel your business
Imagine this: your client opens their quarterly statement, and it’s all green arrows. Their 401(k) is humming. Their investment accounts look like they’ve been on a...
“What’s Your Stock Worth?” Why Billion-Dollar RIAs Should Track Their Share Price Like a Public Company
By all traditional measures, you are already winning. Year-over-year revenues and profitability continue to grow steadily. AUM and AUA are both on an upward trajectory....
Retaining Top-Tier Advisors: Career pathing and compensation are key
As we have noted in the past, a rapidly aging advisor population means that competition for top-tier advisor talent will continue to intensify. As a result, we expect...
Winning the Advisor Talent War: How to Overcome the Great Talent Squeeze
The financial advisory industry is on the brink of a perfect storm. Within the next decade, we will face a projected shortfall of 100,000 advisors due to retirements,...
Facilitating the Future of Wealth Management: How Top Firms Win with Tech, Talent & Integration
What if I told you that your firm's biggest competitive edge isn't just your expertise—but your ability to make wealth management easier for clients? Today, clients...
The Forbidden Word: A Fiduciary Perspective on Organic Growth in a Legacy-Driven Firm
A few years ago, I received a call out of the blue from the CEO of a $5 billion RIA. He needed help facilitating his firm’s strategic planning offsite and wanted to...
Setting the Right Growth Pace: Balancing Ambition and Stability for Financial Advisory Firms
Growth is the lifeblood of any thriving organization, especially in the competitive world of financial advisory firms. Yet, unchecked or poorly managed growth can derail...
Confronting the Advisor Shortage: Scaling Your Practice for Sustainable Growth
Imagine this: You’re sitting across from one of your most valued clients—the type of relationship you’ve cultivated over the years. They’re looking for clarity on their...
More Than a Transaction: The Human, Cultural, and Operational Realities of Merger Integration
Mergers and acquisitions (M&A) are a strategic move that can help drive growth, increase market share, and enhance your profitability. M&A also represents an opportunity...
The Proven Blueprint for Building Advisory Career Paths
Creating structured career paths for your team members. It's one of the most crucial (yet all too often overlooked) aspects of running a successful advisory business....
Tackling Partner Challenges: A COO's 5-Step Playbook for Success
One of the most complex and sensitive issues a financial advisory firm, particularly its Chief Operating Officer, can face is when a partner's actions, decisions, or...
4 Team Communication Steps to Build Trust and a Collaborative Culture
Effective communication is the cornerstone of every high-performing team. Research shows that companies with effective communication practices are 4.5x more likely to...