Getting a number of members of your team to be engaged with clients in the early phase of their relationship with your firm helps the new clients to appreciate the resources your firm can apply to their issues, and gets clients used to the notion that you're not the only person who can help them with their advice needs. There's another benefit, however, that may not be so obvious but is just as important: It is also the best way to develop the next generation of talent.
The senior principals at the firm of GW & Wade in Wellesley, Massachusetts and Silicon Valley, California, take this very seriously–junior advisors at the firm shadow senior advisors for one year to learn how to respond to a full range of client interactions and situations. At Buckingham Asset Management, based in St. Louis, associates lead a portion of the client meeting, and receive feedback from their supervisors afterward.
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