Lead generation: Execution is just as important as selection

Advisers continue to see client servicing and growth as top prioroties but say that time remains a constraint.  As a result, many firms are reconsidering how they attract new clients. Lead generation hasn't always enjoyed the best reputation in financial services, but with growing evidence of positive outcomes, now could be the time to reassess that position.  Lead generation comes in many forms and, historically, results have been mixed. Advisers have often struggled to contact leads, found prospects already engaged elsewhere, or questioned the quality altogether. Therefore, it is...