Once you’ve landed the clients, it’s crucial to develop a plan that matches service levels to client segments
Creative destruction is often the best course for an ailing financial advisory firm
Henry has developed an effective marketing plan. His next step is to devise a system for managing the prospects that will come his way as a result of that marketing — a pipeline of prospects who are not yet clients. Throughout our discussions, Henry has discovered that knowing how to manage the people in his […]
In an implausible but informative tale, class reunion becomes a discussion of charitable strategies
Once you’ve generated leads, you have to decide who goes into your sales pipeline, and how long they stay there
Henry knew that having a clear idea of the type of clients he was looking for, both in terms of their wealth and their outlook on life, was only the first step in achieving his vision. He knew it was time to move forward with his plan, but he was unsure of the next steps.Henry […]
Area of psychology that encourages focus on the positive could be useful for client interviews
Knowing what you want is not enough; you need a concrete plan to make it happen
Thomas Deans provides a road map for the orderly succession or sale of a family business