Business Development


Archive by category: Sales and NetworkingReturn

Working A Wirehouse Branch: Tips for the TPA

Over the past couple of decades, I have had the opportunity to lead a variety of wholesaling teams at major Wirehouse's. I have witnessed best and not so best practices by TPAs as they work on building lasting relationships with Advisors in Wirehouse branch offices.

Business Development Best Practices — Part I: Developing the Plan

A business development plan is like a road map. It provides you with direction and becomes your guide as you move through the year(s). You begin by looking back in order to understand where you have been and what will be required to move forward. It would be considered a best practice to have one, to document it, and then review and monitor it on a regular basis.

Focused Business Development Strategy

The first step in the development of a strategy is to fully understand where your new business came from in the past and what you did to get it. This will require you to gather a few years of data, because many times what we think happened may be a bit different than what actually occurred.

Business Development Policy and Process

Best practice dictates that companies have a business development policy in place. It provides the guidance needed to ensure successful growth of the company. It also helps to mitigate risk. Once a policy is established a process for implantation is the next step to drive consistency in execution and messaging. The following are some of the questions you should be asking and answering as you put your plan into place.
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