DCPA2402. The Spectrum of Client Advisory Services – What Clients Want Today

Client Advisory Services (CAS) are evolving quickly, and clients often don’t know how to express their needs during the sales process in ways that translate to defined services. During this session, we’ll explore the spectrum of client advisory services, and talk about the regular discovery processes you can use with clients to match services to their needs. You’ll learn more about listening to client pain points while continuing to meet clients with standardized services that can be delivered by your CAS staff in profitable ways, leading to better satisfaction for clients … and for staff.

Learning Objectives:

• Recall the breadth of services that fall under the client advisory services.
• Recognize the ways that firm staff, key referral sources, and clients understand the value and services offered.
• Identify how to connect the typical CAS sales-to-onboarding journey with your services to increase client satisfaction and practice revenue.