The Identify & Prioritize Tool is included in the Initiate step of the Trusted Client Adviser process. Use the Research Tactics Checklist to assist in meeting preparation. During the meeting, listen and establish rapport. Use this tool and the Client Goals & Challenges Worksheet to evaluate the client’s needs.
The Identify & Prioritize Tool is used to help you identify and prioritize projects and concerns where you believe you may be able to help the client. Based on your prior research, write down questions to focus the conversation at the initial consultation in case your client has difficulty articulating their thoughts. This tool provides a number of sample questions to assist you in facilitating the discussion and while you may want to use these, you should formulate your own questions tailored to the specific client. Be sure to listen to the client and document their projects, concerns, and priorities. You will have many ideas, very good ideas, as to how you can help this client, but listen to what the client needs and look for the questions that they may not know to ask. Prioritize the items identified and move to the Client Goals & Challenges Worksheet to provide an overall prospective.