In the strongest client relationships, an outsider can't tell who's the client and who's the service provider because they're both focused on solving the problem.

When you approach a sales call needing the deal, clients can feel it immediately. Desperation lowers perceived value.

When leaders think of how to improve their customer's experience, they often associate this practice with retail or technology services that are digital-first, transactional businesses. While the need ...

In the context of third-party liability claims, a familiar arrangement arises when an insurer retains defense counsel for its insured: the tripartite relationship among the insured, the insurer, and ...

As you well know, being a wealth management advisor is a demanding job. It involves far more than a knowledge of the markets and various investment products. You have to be good with clients — the ...

Client advisory services (CAS) is the fastest-growing service area for CPA firms, and the rewards can be great. The median growth rate for CAS services was 17% in 2024, and CAS-related revenue is ...

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 ...

When it comes to the advisor-client relationship, research finds that retention and new client acquisitions may depend more on the level of trust a client has in the advisor, than on the advisor’s ...

We can all agree that putting a client’s interests first is important for long-term practice success. It's not only a regulatory responsibility for many advisors, but it’s also good business practice ...

The Great Wealth Transfer is on the horizon, which will mark a shift of up to $90 trillion from baby boomers to the next generations. During this time, financial advisors must be prepared to help one ...