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ABA Building Client Advocacy: New Opportunities for Wealth Management Firms
Telephone Briefing*

This recording of the live, ninety minute telephone briefing held on May 20 examines the results of a recent IBM Institute for Business Value study and discusses the implications and solutions for organizations who wish to become their clients' "trusted advisor."

The IBM Institute for Business Value announced the results of a new study that reveals more than half (57 percent) of US wealth management clients are not advocates of their firm and over 40 percent do not consider their firm a "trusted advisor" to help them meet their financial goals. This study comes at a time when providers are scrambling to differentiate themselves in an increasingly crowded marketplace.

The study finds that more than half of affluent investors lack trust and confidence in their financial advisors at banks and brokerages, signaling future problems for attempts by these companies to retain clients or grow assets under management. 

Register today and get your questions answered by the experts.

Program Date	Audio CD Now Available
Per CD Fees**	$225 ABA/Service Member • $355 Non-Member
Registration	Not applicable
Audio CD	Order Online (PDF)
Credits	2.0 CTFA (FID) 1.5 CPE for CPAs, 1.5 CFP (currently under review)

Topics to be addressed  

• Ways to effectively leverage your investment in staff and resources, particularly on the "front lines"
• Gaining "wallet share" of existing clients
• Defining the value of a "customer-focused enterprise" model 
• Integrating the analysis of detailed client satisfaction data into business decisions
• Retooling operating models to spread and strengthen client service expertise.
  .

Speakers

• Bob Heffernan, Associate Partner and Global Leader in the CRM Service Area 
  of the IBM Institute for Business Value, Cambridge, MA
• Brian Lincoln, Associate Partner and leader in the wealth management practice, IBM Global Business Services, New York, NY

Audio CDs for this telephone briefing will be available for purchase
7-10 days after the airing of the program.

*ABA's Telephone Briefings include reference materials and telephone audio. Telephone/Webcast Briefings include reference materials, telephone audio, and simultaneous webcast presentation (requires 56K or faster with JavaScript and cookies enabled in the browser, i.e., Microsoft Internet Explorer 4.0 or later, or Netscape 4.7X).

**Each site license (registration fee) entitles you to one phone connection and one Internet connection  (when there is a simultaneous webcast presentation) where an unlimited number of listeners can participate.

Any transmission, retransmission or republishing of the audio or Web portions of this briefing is strictly prohibited.

Questions? Please contact Joe Mach / Linda Shepard / Cari Hearn for more information.