Netting the big fish

There are three phases advisers need to consider when attracting business clients: planning, research and approach. The first step advisers need to take is to put a business plan together. Decisions need to be made on the type, size and location of the business they would like to attract. The ideal target is small to medium-sized enterprises as they tend to be more reliant on key people for their survival. These businesses are categorised as having 250 employees or less but it might be better to concentrate on the smaller end - say up to 50 employees - which still accounts for over 97% of...