Put care into negotiating roles.
By Russ Alan Prince
Building and growing your accounting firm’s elite wealth management practice hinges on a team of accountants, elite wealth managers, and other talented and capable professionals and providers working under close direction.
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In the team approach that is pretty characteristic of the wealth management industry, the wealth managers have contacts with other experts they can refer to or call upon to help address various client matters. Unfortunately, from the client’s perspective, this approach is commonly very inconsistent and sometimes even counterproductive. Also, accountants usually play a subservient role, diminishing the value clients receive.
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