5 Resources You Can Give Your Family Business Clients to Help Them Grow Their Business
By Kyle Danner
As a family business advisor, you want to see your clients succeed. Often, however, it feels like the odds are stacked against them. The competitors seem to have it all figured out, and even though your clients’ products or services are incredible, they don’t have the brand recognition they need to grow.
Fortunately, you can provide your family business clients with everything they need to succeed, even if you aren’t an expert in all things business growth. These are a few of the resources I have shared with clients in the past that have made a tremendous impact on their growth trajectory.
1. For the Client Who Needs to Change: James Clear’s blog
You may be a financial planner, a CPA, or an attorney, but you’re really a change agent. Your clients come to you for help with their business and that implies a change will be made. They may need some help to make that change stick.
James Clear’s blog is the perfect place to look for tips and strategies to help your clients create the change they seek. His articles on procrastination will help you and your clients understand why they put off finishing those exit or estate plans.
2. For the Clients Who Needs Help with the numbers: Chris Mercer’s Blog
When it comes to exit planning, everyone throws around the term “value.” But value means different things to different people, and if your client and their family aren’t on the same page, problems can occur. That’s why it’s crucial to explain the value of your client’s business in a way they can understand. Of course, for advisors, you know this is easier said than done.
I’ll be the first to admit I’m not a numbers person. My brother, Eric, will second that. If you’re not a numbers person either, or if you need help explaining numbers and valuations to your client, Chris’s blog is a great resource. Few explain value as well as Chris Mercer. This article alone lists over 25 specific things you can do to increase your company’s value.
3. For the Clients Who Wants to Improve their Company Culture: the WorkLife Podcast
I love Adam Grant’s mission. He’s committed to making work not suck. His podcast, WorkLife, tackles issues related to creating a better workplace. He presents content in a way that’s easy to grasp and easy to apply. And he’s not afraid to tackle tough issues like sexual harassment in the workplace.
If your client wants to create an engaging work environment but doesn’t know where to start, WorkLife is an excellent tool to send their way. I also highly recommend anyone who wants to get the most out of their work-life, including advisors, listen to the podcast when they have some time. It’s truly one of a kind.
4. For the Client Who Can't Seem to Gain Any Traction: Rocket Fuel
Does your client have 20 new ideas a day but can never seem to accomplish just one? Or are the two daughters who are supposed to take over the business bicker nonstop with one another? Before you recommend counseling, send your client Rocket Fuel: The One Essential Combination That Will Get You More Of What You Want From Your Business.
This book can help business owners of all backgrounds establish harmony in their business and get things done. Great companies are built on a key relationship: the Visionary and the Integrator. Just like the names sound, the visionary is the big picture, creative thinker while the integrator is the “nose-to-the-grindstone” detail person who gets things done. Once this key relationship is in place and they respect each other’s boundaries, the magic happens.
You can download a free chapter of Rocket Fuel here.
5. For the Client Whose Desk Is Overflowing with Sticky Notes: Evernote
Speaking of having 20 new ideas a day, the app Evernote is a super-easy way to keep track of those great ideas rather than a computer monitor plastered with sticky notes or 5 different notebooks scattered between home and office.
I use it for taking notes at conferences, storing favorite quotes, or filing an always growing list of articles to read. My notes are mostly just text, but it’s sophisticated enough to search handwriting and scan important papers and business cards.
When Your Client Needs More Help Than You Can Provide
If your client feels like they’re in over their head, they might need more than a blog article to feel confident in the direction of their business. I’ve worked with dozens of clients over the years who are overwhelmed and concerned about the stability of their business. They’re already doing everything they can to help the business and the family succeed, but it seems like they’re barely getting by.
In situations like these, the book Traction: Get a Grip on Your Business can be a big help. The book is easy to read and outlines a system they can follow to gain traction, resolve conflicts permanently, and grow their business.
Think your clients might benefit from Traction? Reach out, and I’ll mail them a free copy.
The biggest benefit of upgrading to EOS is clarity. In the family business, it’s easy to feel like you don’t have a handle on things. You only see the work you do every day. Everything that happens outside of your office, on the other hand? You just hope for the best.