Mike Kaufman, of the K&H Group of Merrill Lynch, was interviewed Friday on the CEO Hour internet radio show. You can listen to the program here. Continue reading
Author: Stephen Wershing
Results From Client Engagement Think Tank, Part 1
The first of a series of posts on an industry think tank on client engagement I facilitated in conjunction with FPA Business Solutions 2011 Continue reading
Nice series of articles about client advisory boards in Fast Company
Lisa Nirell recently posted a nice three-part series on client advisory boards of the Fast Company website. Continue reading
Ask For Introductions – Not Referrals
Don't place the burden of prospecting on your clients. Use research to find prospective clients. Then ask your clients for an introduction. Great presentation by Sam Richter at FPA Business Solutions Continue reading
Let Your Clients Guide Your Marketing
Summary: Your clients know how to describe your value better than you do. Seek their guidance, and your marketing messages will connect better with prospects. Continue reading
The Client Feedback Loop
Gathering client feedback increases client loyalty. Reporting what you learned and, more important, what you did with it, helps engage clients and drive referrals. Continue reading
Steve Featured in Inside Information
We at The CDP were given quite a boost last week when our message was featured in an article by Bob Veres in his newsletter, Inside Information. He very generously considered whether the kind of advice we encourage financial advisors to take might make for “a new era dawning in the planning profession.” Well, that...Continue reading
How Do Your Clients Describe You?
How your clients describe your unique value can be more important than how you do. Devote attention to that as well as your value proposition. Continue reading
Is Your Target Market A Tribe?
Let's get away from the clichés when defining a target market. Look below the surface, and find your tribe. Continue reading
the problem with asking for referrals
Asking for referrals is about the worst way to try getting them. Too frequently, it sets up a scenario that actually compromises the client relationship. Continue reading