Adding Value for your Clients

How do you add value to your clients relationships? I think that there is more to this than just investment performance, as lets face it, times have been tough and volatile so showing the other things that you do for your clients (in pounds and pence, try to avoid % terms) adds massive value and justifies your ongoing fees.

A few ideas are shown below - this is not an exhaustive list and you can add many, many more, but its a start!

Investment

•           Extra returns

•           Costs saved

Tax

•           Pension tax savings

•           CGT tax savings

•           Investment earnings tax savings

•           Income tax savings

•           PAYE/NI savings

Insurance

•           Premiums saved

•           Claims paid out

•           Quality of cover (definitions) increased

•           Insurance premium tax savings

Education

•           Books recommended to client

•           Articles provided to client

•           Seminars held for client

•           External seminars recommended to client (and paid for by us for ‘A’ clients)

Debt

•           Interest saved

•           Debt made tax deductible & tax saved

•           Debt eliminated

•           Debt created (& value added as a result)

•           Debt re-structured successfully

Estate Planning

•           Wills established

•           Trusts established (& assets or people protected as a result)

•           IHT saved

•           Other tax saved

Problems Avoided

•           Recommendations to NOT do something

•           Strategies or structures established that avoid problems in future

Other Professionals

•           Referrals to other professionals

•           Tax saved as a result

•           Costs avoided as a result

•           Structures established as a result

•           Any benefits from advice given

Administration Hassle

•           Stuff ups fixed without the clients knowledge (hours spent)

•           Stuff ups fixed raised by the client (hours spent)

•           Benefits of fixing the stuff ups