Predictable organic growth. By design.
We design and build structured, repeatable, disciplined growth functions for diversified financial services firms, turning existing and untapped demand into measurable, compounding revenue.
Most growth problems aren't growth problems.
Diversified financial services firms already generate meaningful demand. An inquiry from the website. A referral emailed to an adviser. A client mentioning an issue beyond their current scope of advice. Distribution partners surfacing opportunities. Significant untapped value within existing client bases.
When the same people are responsible for delivering client solutions and generating new business, the latter is consistently deprioritised. Follow-up becomes inconsistent. Opportunities are missed. Lead leakage compounds. Existing client relationships go untapped.
Growth becomes principal-dependent and cyclical, not for lack of demand, but for lack of structure, ownership, and systematic execution.
When prospecting and delivery sit in the same role, growth becomes inconsistent by design.
A dedicated growth function. Built to capture, qualify, and convert.
A dedicated function combining people, process, and technology, responsible for capturing, qualifying, and progressing opportunity across inbound, referrals, existing clients, and targeted outbound.
Separate from service delivery. Structured properly. Measured rigorously.
The result is a disciplined, repeatable system for converting latent demand into revenue, without relying on individual adviser exertion or inconsistent effort.
- Multi-channel demand captureInbound leads, referrals, distribution partners, existing clients, targeted outbound — all worked systematically.
- Disciplined engagement, automatedStructured outreach, consistent follow-up, and qualification on every opportunity. No lead cold, nothing dropped.
- Tailored playbooks for each business lineSpecific positioning, qualification, and conversion paths for every part of the firm.
- CRM-led, AI-enabled workflowsVisibility, accountability, and control — built into the system, not bolted on.
Protect your advisers. Compound your revenue.
This isn't a replacement for your advisers. It's a force multiplier. By removing the burden of ad-hoc prospecting and inconsistent follow-up, your advisers stay focused on high-value advice and client relationships, where they earn their fee.
The economics work in three ways.
Lower acquisition cost
Capture demand you're already generating, instead of buying new demand at the margin.
Higher lifetime value
A structured approach to existing client relationships compounds wallet share and retention.
Growth without proportional headcount
Pipeline expands without adding advisers, because the work that doesn't need advisers no longer falls to them.
A four-stage methodology.
Map. Design. Activate. Scale.
Map
A clear picture of where demand is leaking and where structure is missing.
Design
An operating model with defined roles, playbooks, and governance in place.
Activate
A live growth team with systems, workflows, and validated performance.
Scale
A compounding growth function embedded across the firm.
Built for diversified, growth-focused financial services firms.
We work with firms across wealth, accounting, lending, insurance, and advisory. Typically, these firms have:
Multiple service lines, divisions, or joint ventures
Established client bases and consistent referral flow
Acquisition strategies that need an organic growth complement
Growth ambition constrained by the current operating model
Built from experience, not theory.
Dune Advisory is led by Ian Marshall. Ian spent more than two decades at Macquarie Bank in senior leadership roles, working at the intersection of growth strategy, sector leadership, and the structural design of how commercial banks generate and convert demand at scale.
As a divisional leader and executive committee member, Ian set growth strategy across the bank's commercial businesses and led the national business development team. His remit spanned new business acquisition, sector growth, organisational design, and the operating disciplines that underpin scalable commercial performance.
Ian identified the need to move beyond the bank's existing relationship-led model and was subsequently asked to design and build a dedicated growth capability. The work spanned the creation of a new sales development function, the rollout of sales enablement across the national footprint, the codification of best practice and sales process, the embedding of consistent operating discipline, and the implementation of the supporting technology stack.
This new growth function delivered more than $3 billion in qualified pipeline within its first two years.
Dune Advisory brings that experience to financial services firms looking to build the same. Engagements are led by Ian and supported by a small team of specialists.
Start a conversation.
If you're looking to accelerate growth, improve conversion, or build a more structured approach to generating new business, get in touch. We'll spend time understanding your current model, your growth ambitions, and where the opportunity sits.
Or reach out directly: ian.marshall@duneadvisory.com.au