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The Big Question That Launched the Research

Is a fee-only firm’s service focus so engrained in their culture that business development and sales are perceived as negative? And does this prevent the advisors from willingly committing to business development efforts?

If the answers to the questions above are yes, is this situation limited to only a few firms, or does it reveal a systematic challenge within fee-only advisory firms? For those firms that have successfully reached the next stage of growth despite encountering problems:

  • How have they tackled this challenge effectively?
  • What are some of the best practices of founders/owners who have invested their time, money, and energy to bring their firm to a point of continued growth, independent of their personal efforts?  
  • What was tried and didn’t work?

In case you’re wondering: To remove any biases as we examined the dependency on the founder's efforts for fee-only firms' growth, we funded this study ourselves.