Transcript:
With any client, the only way to really make a difference for them is to know them, and the only way to know them is to ask the right questions and ask more questions. Usually we just ask whatever questions we need to complete this round of transaction or service, and we don’t go deeper, and so yes, the art of query is really critical in serving NextGen clients. You’ve got to ask more questions, you have to do more research around the client, too. You have to know more before they even come in the room or before you meet with them. You’ve got to go out and read about them on the web and understand the industry that they’re in, if they’re a corporate client or a business client. You’ve got to understand the trends and know what kinds of questions to ask around the research that you’ve done. That’s how you’re really going to make a difference for those clients.
