Description

As Client Advisory Services (CAS) continues to evolve, firms are navigating how to define, position, and grow their advisory offerings. Join peers for a candid discussion on distinguishing true advisory services from compliance work, communicating CAS value to clients, developing business opportunities, and equipping teams to identify and support advisory engagements.

Defining & Positioning CAS

• How are you defining CAS within your firm today?
• What services are truly advisory vs. “compliance plus”?
• How do you communicate the value of CAS to clients who are used to transactional work?

Client Selection & Segmentation

• What types of clients are the best fit for CAS?
• Have you “fired” or redirected clients who aren’t a fit?
• How do you move existing compliance clients into advisory relationships?

Sales & Business Development

• Who owns the sale of CAS in your firm? Partners? Dedicated roles?
• What has been your most effective way to generate CAS opportunities?
• How do you train staff to identify advisory opportunities?

Target Audience

For Client Advisory Services Member Section members only!