Services

A firm’s CRM, the records held in its back-office system, is the library of the business, and increasingly the source its AI tools draw on. Its value depends on what reaches it, and a significant part of what a firm knows resides with individuals rather than in the system.

We establish what should be recorded and apply that standard across the firm’s clients and contacts, working alongside the team so that the structure reflects their existing practice and the firm is equipped to maintain it independently.

We work within a firm’s existing system, and with the people who hold what it does not yet contain.

What the firm knows becomes institutional rather than individual: consistent across advisers, and available to whoever needs it.

On AI and record quality

What was built to hold information is now being asked to produce it.

Back-office systems increasingly use AI to summarise meetings, prepare advisers for reviews and surface relevant information. They draw on what the firm has captured, and cannot account for what was never entered.

The structure therefore has to come first. Where these tools are already in use, the work improves what they return. Where they are not, it prepares the firm for adoption.

Introducer relationships are among a firm’s most important sources of new business. They warrant the same discipline a firm brings to its clients, and a distinct approach of their own.

Much of the underlying information already exists in the CRM: who introduced whom, when, and with what result. But a record of origin is not yet a strategy for the relationship.

We map the firm’s introducer relationships and assess their historic contribution and future potential.

Referral activity becomes something the firm directs rather than receives.

On maintaining referral relationships

Bringing structure to the firm’s principal growth channel.

Different introducers value different forms of engagement. A uniform approach is therefore unlikely to be effective.

The position we produce covers every referral relationship a firm holds, not only the few already front of mind.