ATE - Effective adviser-client relationships

Meridian West's latest study explores the changing nature of the relationship between professional advisers and their clients across law, accountancy, property and consulting. It was produced in collaboration with the Financial Times and mpf. In this webinar, our experts reveal the core competencies and practical tools that add most value to the client-adviser relationship, and share other insights from over 580 interviews with senior clients and advisers worldwide. Findings from the online study were supplemented by 18 in-depth interviews with representative of senior management and partners at both advisory firms and client organisations.\r
\r
The study finds that firms in the advisory sector are undergoing a radical transition, driven by a fundamental shift in client needs. As challenging macro-economic factors persist, and the regulatory environment becomes more complex, clients are becoming more demanding about quality and consistency of service, and the price they are willing to pay.Our Experts highlight the implications for four core 'building blocks' of advisory firms:• The contribution of management\r
• Knowledge and commercial awareness\r
• Added-value services\r
• Supporting people: tools and training.\r
 Our expertsBen KentBen Kent is the founding director of insight-led consultancy Meridian West. He advises law firms, accountancy firms, banks, asset managers and other advisory firms on marketing and client service strategy. Ben's clients include KPMG, BDO, DLA Piper, Nabarro, Grant Thornton, Eversheds, Credit Suisse and JP Morgan. Many of his assignments include analysis of European, Asian and US markets.Ben started his career as a corporate lawyer at Freshfields. He then moved into research-based consultancy, working at CSS, City Research Group and NFO, where he was a director. He was seconded to JPMorgan Fleming to drive their European research. Ben has a History degree from Cambridge University.Alastair BeddowAlastair is a consultant at Meridian West. He has experience working with clients in financial services, property consultancy, accountancy and in the legal sector. His recent clients have included three of the 'Big Four' accountancy firms, ACCA, Nabarro, Canada Life and Cushman & Wakefield.Alastair's recent projects include working with the consulting practice of a 'big four' accountancy firm to develop their go-to-market strategy amongst private sector clients in the mid-market, and managing the delivery of a client feedback programme for a large accountancy firm. During his time as a consultant in the Meridian West team, Alastair has also completed a secondment with a major law firm.He was the lead consultant on Meridian West's recent study exploring the changing nature of the client-adviser relationship, conducted in conjunction with the Financial Times and Managing Partners Forum. Alastair regularly conducts interviews with C-suite individuals, mostly recently among CEOs and CFOs of FTSE 250- and AIM-listed businesses, and Managing Partners of leading advisory businesses. He is also one of Meridian West's lead copy-writers, and has written thought leadership collateral for KPMG, ACCA, Cushman & Wakefield and the Financial Times.He has published widely and presented seminars on various aspects of the client-centric firm; his most recent articles on thought leadership and effective client-adviser relationships have appeared in The PSMG Magazine and pm magazine. Alastair has an MPhil in American Literature from Cambridge University and a BA from Durham University.