I know your name, your address, your Social Security number, your account numbers, the whereabouts of those accounts and the balances within them. I know where you work and your adjusted gross income.

When someone seeks out a professional service, they’re searching for the provider who can best address their current needs and, hopefully, provide sustainable solutions going forward. Likewise, ...

A few weeks ago, I did a post on identifying bad clients and knowing when to fire them. In the emails and comments that followed, many of you mentioned the flip side of the coin - building a business ...

Pop quiz: What’s the difference between risk tolerance and risk profile? Risk tolerance and risk profile are often used synonymously yet are distinct constructs when determining suitable risk levels ...

For a lot of marketers, it is important to understand who exactly you are serving and how you can best provide for their needs. But there is the problem at this point. How exactly will you understand ...

What Goes Into Meaningful Client Conversations Take Client Engagement From Static to Stunning With Direct Advisory Suite How This Tool Will Strengthen Advisor-Client Relationships What Goes Into ...

Sviokla, John J., Margaret King, and C.J. Meadows. "Client Profiling: The Prudential Insurance Company of America." Harvard Business School Case 193-084, January 1993 ...

Let’s say you’re my client, and that I know your name, your address, your Social Security number and other account numbers. I know the whereabouts of those accounts and the balances within them. I ...