On Wealth - Family wealth: a hard look at the ?soft' issues
The International Family Offices Journal
Vol. 4 - Iss. 4 pp. 53–54
In today's turbulent world of ruthless competition in the financial services industry, business can be won or lost on subtle differentiators. The stakes have never been higher. Yet too often family offices and wealth management firms approach their client and prospect meetings as nothing more than performance and product reviews, and lead with their pitch books and performance numbers. They are squandering a critical chance to focus on what keeps their client families up at night, and often lose those business opportunities to other firms who treat clients as families and not just as assets under management.