How Can I Differentiate My Services?

How can I deliver exceptional, relevant service to my family business clients?

The shift to the connection economy is redefining how we create value, where relationships, trust, and who knows us are becoming the real differentiators. Without embracing this change, advisors risk losing relevance in an ever-evolving landscape. Through "Working with Family Businesses: Beyond Transactions", you will begin your journey to mastering the skills required to work with family businesses. You’ll learn how to stand out in an increasingly competitive landscape, connect with family businesses in ways that build deeper trust and create strategies that go beyond surface-level financial advice.

Key Transformations You'll Experience

  • Transparency and Trust

    Address the rising demand for transparency and trust by building authentic, long-lasting client relationships that position you as an advisor who understands the complexity of family businesses.

  • Build Relationships

    Start building the foundation for longer-term advisory relationships with family businesses by addressing their unique challenges and fostering trust across generations.

  • Facilitate Meaningful Conversations

    Facilitate more meaningful conversations around ownership, leadership, and legacy, helping family businesses navigate key decisions.

  • Differentiate Your Services

    Stand out from the competition by tailoring your services to the unique needs of family businesses, providing tailored strategies and insights that set you apart from other technical advisors.

  • Understand Family Business Dynamics

    Gain an understanding of the complex dynamics between family, business, and ownership systems, and develop the skills to effectively understand these dynamics to contribute to lasting success.

  • Implement Actionable Frameworks

    Implement actionable frameworks and tools to transform your advisory approach, enabling you to deliver more strategic and impactful guidance to family businesses.

Course curriculum

    1. Welcome

    2. Quick Survey

    3. Overview of Course

    4. Downloadable Course Guidebook

    5. Navigating Course Content

    1. Introduction to the Changing Nature of Advising

    2. Activity: Trends and Advancements Changing Your Industry

    3. Not Business as Usual

    4. Activity: Mapping High Value Advice in Your Industry

    5. The Opportunity with Family Businesses

    6. Interview with Trusted Family Enterprise Advisor

    7. Key Insights

    8. Module 1 Quiz

    1. Introduction to Opportunities in Family Business Advising

    2. Activity: Flores Family Case Analysis

    3. Flores Family Case Study Debrief

    4. Transitions in Family Business

    5. Activity: Where are Your Clients at Today?

    6. Where Family Businesses Need Support

    7. Case Study: Stroh's Brewery

    8. The Advisor Role

    9. Key Skills of Family Business Advisors

    10. Video: The Sandpaper Story

    11. Family Business Advisor Skills Assessment

    12. Activity: Family Business Advisor Skills Assessment

    13. Key Insights

    14. Module 2 Quiz

    1. Introduction to Complexity in Family Businesses

    2. Holmes Family Case Study - Part 1

    3. Activity: Holmes Family Case Analysis

    4. Holmes Family Case Study Debrief - Part 1

    5. Governance in Each System

    6. Strategy in Each System

    7. Leadership in Each System

    8. Using the 3-Circle Model

    9. How to Explain and Use the 3-Circle Model with Family Business Clients

    10. Why the 3-Circle Model is Useful

    11. 3-Circle Model Quiz

    12. Types of Assets in a Family Business

    13. It's More than Just a Business

    14. Understanding Family Enterprise Assets

    15. Activity: Matching Family Enterprise Asset Classes

    16. Holmes Family Case Study - Part 2

    17. Activity: Mapping the Holmes Family Enterprise

    18. Holmes Family Case Study Debrief - Part 2

    19. The FAMILY Path Model

    20. Activity: FAMILY Path Worksheet

    21. Key Insights

    22. Module 3 Quiz

    1. Introduction to Succession and Continuity in a Family Business

    2. Reflection: Illuminating Differences

    3. Succession vs. Continuity

    4. Succession vs Continuity Quiz

    5. Ownership Continuity

    6. Value and Control

    7. Reflection: Issues of Value and Control

    8. Challenges with Transitioning Control - A Case Example

    9. Key Considerations in Ownership Transitions

    10. How to Explain Ownership Continuity to Family Business Clients

    11. Ownership Continuity Key Insights

    12. Ownership Continuity Quiz

    13. Leadership Continuity

    14. Reflection: Leadership in a Family Business

    15. Leadership Continuity Challenges

    16. Interview with Family Business Member: Unintended Consequences

    17. Leadership Continuity Key Insights

    18. Family Continuity

    19. Influences on Family Continuity

    20. Advisors and Family Dynamics

    21. Family Continuity Key Insights

    22. Leadership and Family Continuity Quiz

    23. Key Success Factors in Successful Transitions

    24. Successful Transition - The Oostwegel Family

    25. Oostwegel Family Succession Video

    26. Key Insights

    27. Key Success Factors Quiz

    1. Introduction to Building Relationships Beyond the Founder

    2. Reflection: Who is Your Client?

    3. Why Build Relationships Beyond the Founder?

    4. A Trusted Client-Advisor Relationship

    5. Trust Building Involves Empathy

    6. Activity: Practice Empathy

    7. The Keys to Connection

    8. Activity: Expanding Your Relationships

    9. Top Pitfalls to Avoid

    10. Managing Our Biases

    11. Reflection: Your Continuity Biases

    12. Mitigating Bias: What Can We Do

    13. Client Practice Management Assessment

    14. Activity: Client Practice Management Assessment

    15. Key Insights

    16. Module 5 Quiz

About this course

  • $1,499.00
  • 127 lessons
  • 6.5 hours of video content

Instructor

Wendy Sage-Hayward

Wendy is a seasoned consultant specializing in advising business leaders, family firms, and boards globally. She facilitates continuity planning for enterprising families focused on governance, leadership development, next-generation preparation, and building sibling and cousin teams. In addition to her consulting role, Wendy is deeply involved in her family business ventures. This experience inspired her to focus on serving the unique needs of family enterprises as a consultant and educator. Her commitment to the field is evident in her co-authorship of two significant books and numerous articles and book chapters. Currently, Wendy serves as the Academic Director at Family Enterprise Canada (FEC), where she leads instruction for FEC’s Family Enterprise Advisors (FEA) program and is faculty in the Family Shift program at Western’s Ivey Business School. Wendy is the co-founder of mGen Education Inc, dedicated to educating and training family firms and their advisors for successful generational transitions.

FAQ

  • Who is this course for?

    Advisors looking to expand their knowledge of family businesses and start building or expanding relationships within this sector.

  • Is this course suitable for those new to family business advising?

    Absolutely. This course is designed as the first step in your journey toward working with family businesses.

  • Is this course suitable for a Family Enterprise Advisor (FEA)?

    Yes. This course is a great refresher for those who are currently working with family businesses, offering new tools and frameworks to deepen your understanding and enhance your approach.

  • What do I get after completing the course?

    Upon completion, you'll also earn a digital badge, signaling your dedication to understanding the unique challenges of family enterprises and your commitment to further developing your expertise in this field.

  • What if I can’t complete the program within the 3-month window?

    We understand that unexpected events can arise. If you’re unable to complete the course within the 3-month window, we offer a one-time extension to ensure you have the time you need to finish the program. Simply reach out to us, and we’ll work with you to provide a flexible solution.

  • Do I get Continuing Education credits for this course?

    Yes! You get 12 credits from CIRO/OCRI. More accreditations coming soon.

Pricing options

Sign up for our Early Access Pricing by November 30. Choose the Early Access option below.

Contact us for institutional pricing

Are you ready to unlock new opportunities and elevate your career as an advisor to family business clients?