There is a strong bond between the quality of your client relationships and your ability to grow your business. In this article, we map out the linkages between laying a strong service foundation and then leveraging that foundation to grow, either organically or through external sources. Most advisors recognize that strong client service is an opportunity in and of itself; our focus here is how to take the first steps toward defining or refining your foundation while simultaneously identifying opportunities to grow your existing client relationships.

The way in which you define your target clients and the goals you have set for your business will strongly influence the tactics that will have the greatest impact on your business. Next, we'll make the case that business development success is a balance between starting with a solid foundation, selecting the right tactics and executing those tactics consistently and well. Financial advisors, it seems, agree.

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