By Jeff Pawlow
While firms intellectually understand what it means to move from a “compliance” to an “advisory” posture, most are lagging when it comes to actually making the pivot.
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Part of this is based on the fact that most firms are still run the way they have always been run – designed to produce the core services as efficiently as possible. In order to function in an advisory capacity, a complete retooling is necessary – where the emphasis is less about efficiency and more about engagement.
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