The Research Tactics Checklist is included in the Initiate step of the Trusted Client Adviser process. This checklist is used to assist in meeting preparation. During the meeting, listen and establish rapport. Use the Identify & Prioritize Tool and the Client Goals & Challenges Worksheet to evaluate the client’s needs.
Since all clients are unique, it is essential to do your homework prior to each new opportunity that comes your way. Be sure to refresh your understanding of your current client’s business and industry to better meet their needs. The Research Tactics Checklist will help you gather information about a current client and their business. You should use all available avenues of information gathering, including members of your own team. Speak to mutual connections, review the client’s website, leverage social media, and thoroughly review the client’s business and industry. Proper preparation builds confidence, so make sure you are adequately prepared prior to the initial consultation.