Knowing me, knowing you

To a large extent, personal relationships are the bedrock on which many adviser firms are built: be it the unique relationship between adviser and client, the trust that exists between both parties, or the fact that most get a significant proportion of their new clients from existing client referrals. In theory, building on what is inherent within a business may sound simple, but in practice it requires the same commitment as the implementation of other strategic approaches. The adviser’s ability to harness a consumer’s willingness to pay for more, even if you are not their doorstep, and...