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A Hard Look at the Soft Issues of Family Wealth for Family Offices and Wealth Managers

A Hard Look at the Soft Issues of Family Wealth for Family Offices and Wealth Managers

In today’s turbulent world of ruthless competition in the financial services industry, business can be won or lost on subtle differentiators. The stakes have never been higher. Yet too often, firms approach their prospect and client meetings as nothing more than performance and product reviews, and lead with their pitch books. They are squandering a critical chance to focus on what keeps client families up at night, and risk losing that business to firms who treat clients as families and not just as assets under management.

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