A Checklist for Growing the Practice

Source: Partner Insights

Returning to basics is the theme of this article by August Aquila. Here are highlights, excerpted with permission.

• Look at clients that are only using one of your services, such as high income individual tax return clients who are not using your wealth management services.
• Hold partners and managers more accountable for cross-serving clients.
• Encourage partners and managers to get a copy of the client’s current strategic plan.
• Meet with key clients quarterly about their needs and goals. Focus on understanding your clients’ real needs. Then figure out how to satisfy them.
• Circulate industry best practices to your team.
• Maintain a pipeline report by partner and manager on cross-serving opportunities. Focus on the pipeline reports at your monthly partner and manager meetings.
• Provide incentives for clients to use more of your services.
• Quiz your partners and managers about your services and products to be sure they are knowledgeable about them.
• Have niche or industry teams develop prospect lists including new companies moving to the area.
• Keep adding to this list!

For the complete article, click here.

From Partner Insights, Aquila Global Advisors, LLC, March 10, 2009, www.aquilaadvisors.com.