The Challenge:
Client Advisor relationships are under increasing stress which puts continued growth at risk.
The nature of client-advisor relationships is eroding; threatened on one side by commoditization through Internet “procurement” processes and by the relationship-breaking consequences of Sarbannes Oxley on the other. Because of the nature of advisory services, a company’s decision-making process is best based on both technical skill as well as advisory skills. That is, both what is done and how it is done by both the advisor and their client makes an enormous difference to the success of a client advisor engagement. In the current climate, what does excellent client advisor behavior look like and how do we measure it?