ProVisors PHILOSOPHY on Exclusivity
Unlike many network organizations, ProVisors does not promote absolute exclusivity of professions in one group. For example, we are not restricted to only one attorney or one accountant. While groups often DO exclude people who occupy the same, or very close to the same, niche,
the ProVisors structure for a group is based on the following concepts:
- Two or more persons in the same profession may want to co-exist in the same group.
- Membership is on an individual basis. Each person is unique. One member's personality may not match the prospect's style. Often, you may want to refer two or three persons to a prospect. For some of us, providing more than one referral is a requirement of their profession or firm.
- In addition to personality differences, very few persons even in the same discipline do the same work. For example, two intellectual property attorneys may have totally diverse practices. One may handle only patents; the other specializes in trademarks and copyrights. A group would
probably not, however, have two residential mortgage brokers who catered to clients in the same geographical/financial market.
- Each group should know these types of distinctions.
- More important than the discipline may be the client base of that person. Two corporate attorneys could fit well in the same group. The size of the firms might be significant (large vs. small). The type of client (technology vs. healthcare providers) may distinguish the two. Also,
firm "conflict of interest" could necessitate a referral to the other corporate counselor. The key is to find and emphasize the differences, rather than automatically assuming that the two are competitive and inappropriate for the same group.
- Certain categories of professionals are over-broad. For example, a financial planner might provide life and health insurance products, investment advice, tax counsel, etc. That person should join a ProVisors group under one of those areas as a specialty. No one person should be allowed
to corner two or more disciplines within a professional category.
- Lastly, if you really believe in yourself and services, why are you afraid of a little competition? Isn't it better to know your adversary than not? More than likely, you will find ways to cross-refer to that so-called competitor.