How Do We Find Good Talent?

Beverly Flaxington is a practice management consultant. She answers questions from advisors facing human resource issues. To submit yours, email us here.

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Dear Bev,

How do we find good talent? Our biggest challenge is identifying those who can take the mantle from our existing partners and bring us to the next level.

The young people we meet are all motivated, but seemingly for themselves. They don’t seem to care about our firm and what we have built. They have no respect for our partners. The partners aren’t that advanced in age (i.e., early 50s), but the urgency grows every year to find some way to keep the firm running once they decide to retire. Where have all of the good candidates gone? How do we find them?


Dear A.P.,

I’m curious – what does your firm have to offer these new employees? Why would someone want to join your firm and be part of the succession and longer-term growth? I wrote a book years ago called Understanding Other People: The Five Secrets to Human Behavior. The first secret is “It’s all about me.” As I read your note, it hit me that this is your need, your objective and your viewpoint but there isn’t anything about the needs or viewpoint from the candidate position.

I respect that your partners have built your firm and have done a great job – I am also a business owner – but if you want to engage the next generation and have them be excited about what you are doing and show their enthusiasm, you have to influence and motivate them so they want to be part of what you are doing!