Focusing on technical delivery rather than demonstrating tangible client value has created a “great chasm” where MSPs are ...

That’s how financial advisors often describe what they do for clients. Now there’s new research that lends credence to that idea, noting the importance of advisors who provide emotional ...

What clients value and what accountants think they value are rarely the same thing, and Joe Woodard makes the case that it's accountants who need to change their ideas around value, not clients.

September 16, 2022 - In a pitch to a prospective client, it is common to see the general counsel ask attorneys to provide information on three topics: approach for the matter, proposed budget, and the ...

Opinions expressed by Entrepreneur contributors are their own. Sales 101 says that determining the lifetime value certain customers have has to do with how well you initially take care of them and how ...

In the past, I’ve likened a client’s view of a financial advisor to watching a duck swim across a pond. To the observer, it looks like the duck is effortlessly gliding across the water, but beneath ...

If you don’t know who you’re selling to, what’s the point? Success doesn’t stem from promoting products and services off into the ether; you have a purpose, an end goal in mind with every interaction.

Wealth management services and products are commodities. But, that does not mean that all wealth managers are inherently fungible. Without question, some wealth managers are better than others. That ...

A wave of disruptive technology is reshaping the wealth management industry. New ESG screening tools, generative AI and conversational ChatGPT marketing have helped firms elevate their offerings, ...

So you have the engagement and are busy drafting your client’s new estate-planning documents. The initial consultation went well, and you believe that you’ve laid the foundation for a successful ...

Do you know and appreciate your value? Do you spend your time where it pays you best? Do you know what your client or prospect is worth? Years ago I was doing business with a southern bank. They ...