Client Acquisition and Expansion
Best Practices in Practice Development
Syncopate recommends that financial advisors “white board” their clients to uncover issues and opportunities using the process described below. We also like the the Issues Analysis Template because it offers more than just bullet points, but is short enough to not overwhelm a client. Most importantly, the implications column frames out what might result if a client acts or doesn’t act.
How Clients Choose
Here are several articles from legendary professional services firm expert, David Maister, on business development for professional services firms. Maister generously opened up all content from his website which can be found at davidmaister.com. Also attached is a summary by Steve Pappaterra of one of Maister’s book, The Trusted Advisor. It’s a must-read for anyone offering professional services for a fee.
