My dentist is not flashy, nor operates in a flash building. He is an expert. A 6-month check-up is 20 minutes of intense examination, remedial action, preventative and contingent dental care advice and polishing. Small talk is eschewed. With good fortune, I have had no significant need for treatment in the past decade.

When you review your clients’ existing and future needs, can you explain why it should take hours, days and weeks to impart your wisdom to your customers (insurance, wealth management, legal)? Have you considered “speed” as well as “quality” as your metric for customer satisfaction? If you haven’t, there is your competitive advantage.