The Client Relationship: Creating and Maintaining Your Competitive Edge

Add this program to MyWharton (Login required)

Dates Location Tuition
Apr 18, 2010 - Apr 21, 2010 Philadelphia $5,950

As the financial landscape recovers, wise counsel from trusted advisors is becoming more important for investors than ever. When deciding which advisors to trust — and to keep — investors are looking for two equally important qualities: the technical ability to manage a portfolio and the capacity to sustain effective client-advisor relationships. At a series of roundtable discussions hosted by Wharton, high-net-worth investors expressed that authentic and meaningful communication with their advisors was critically important.

The Client Relationship: Creating and Maintaining Your Competitive Edge brings to bear Wharton’s expertise in finance, management, and marketing to help your business thrive through effective communication and relationship-building approaches. The intense three-day program engages highly regarded financial research to examine the larger picture: how current events affect investment choices and how to plan for the future of wealth management. You will closely examine your communication style so that you can build long lasting partnerships with your clients more effectively. You will also learn how to use new marketing vehicles such as social media, and discover how to integrate them into more traditional methods of growing your business.

Tuition for Philadelphia programs includes lodging and meals. Prices are subject to change. Program Consultants are available to provide more information on course specifics and discuss how this program might meet your needs. Please contact them by telephone at +1 215.898.1776 or by e-mail.


Ready To Register? Apply for This Program
Want To Learn More? Contact a Program Consultant
Still Researching? Request Materials

This comprehensive program examines your individual style of relating and communicating, and how your style affects your perspectives and interactions — and your ability to attract and keep clients.

You will:

  • Learn to identify and eliminate barriers to your business approach by understanding how your client thinks and how to avoid your own hot buttons.
  • Understand how stress affects your view of reality, and learn how to read your audience so that you can better adjust your message for the intended impact.
  • Discover how to build trust by becoming more conversational in your presentation and pitch style.
  • Learn the practical marketing and management principles that can help you expand your client base.

This program is for wealth management professionals and other financial advisors who understand that building strong relationships with clients creates a competitive advantage. It is designed to give key knowledge to finance professionals who are prepared invest time and energy in cultivating their relationship-building skills.

We encourage companies to send cross-functional teams of executives to leverage the application and value of the program. Additional benefits are available when four or more participants attend a program.

This program will help you to:

  • Build a personal brand that embodies your trustworthiness and financial acumen
  • Generate word-of-mouth referrals
  • Create a business approach that integrates your technical expertise and relationship skills
  • Capitalize on the latest technologies for marketing your business

undefined RICHARD C. MARSTON, PhD
James R.F. Guy Professor of Finance
Professor of Economics
Director, Weiss Center for International Financial Research
The Wharton School

Dr. Richard Marston is the James R.F. Guy Professor of Finance at the Wharton School and the Director of the George Weiss Center for International Financial Research. He has a BA from Yale University (summa cum laude), BPhil from Oxford University, and PhD from MIT. He is the recipient of a Rhodes Scholarship and a Fulbright Fellowship. Dr. Marston is the author or editor of six books, including International Financial Integration among the Industrial Countries, which won the Sanwa Bank Prize in International Finance.

Dr. Marston regularly participates in the Investment Management Consultants Association (IMCA) Program and the Advanced Management Program. He is also director of the Institute for Private Investors Program at Wharton.

Dr. Marston has given presentations in more than a dozen countries in Europe, Latin America, and Asia. He has also given presentations for a number of securities firms in the United States, including most recently Merrill Lynch, Lincoln Financial, and Smith Barney. His work has been widely cited in the press, including publications such as Barron's, the Financial Times, Newsweek, and The Wall Street Journal, and he has also appeared on television programs such as the Nightly Business Report and on CNBC.
Bobbi Block BOBBI BLOCK
Consultant

Bobbi Block is a consultant with The Ariel Group, an award-winning training and development firm that uses theatrical approaches to teach leadership presence and authentic connection. She is also an independent consultant for the Wharton School's Aresty Institute of Executive Education, and Temple University's Training and Development Department. She teaches and performs improvisational theatre in Philadelphia and is an adjunct professor in the Department of Theater at Temple University.

Prior to her work as a consultant, Bobbi worked for Team Builders Plus, an international training and development firm in the Philadelphia area. In addition to co-founding and performing with Barrymore Award-winning ComedySportz Philadelphia for 16 years, Bobbi founded and is the artistic director of the unique reality-based improv company, Tongue & Groove. She has taught improvisation at numerous theaters and universities including The Wilma Theater, the University of Pennsylvania, the Wharton School, the University of the Arts, and Villanova University. She works extensively with Philadelphia Young Playwrights, teaching playwriting to young people and training teachers and teaching artists on the integration of theatre in the classroom, and from whom she received the Adele Magner Memorial Award for excellence in Collaborative Teaching.

Bobbi received two bachelor's degrees from the University of Pennsylvania, one in English and one in Development Through Creative Expression. She received a masters degree in theatre from Villanova University, and trained with master improvisers in Chicago and NYC at renowned theatre centers such as Second City, ImprovOlympic, the Annoyance Theatre, Upright Citizens Brigade Theatre, and the New Actors Workshop.
Christopher C. Geczy, PhD CHRISTOPHER C. GECZY, PhD
Adjunct Associate Professor of Finance
Academic Director, Wharton Wealth Management Initiative
The Wharton School

Christopher C. Geczy is an assistant professor in the Finance Department of the Wharton School at the University of Pennsylvania. His current research focuses on various topics including risk management, multifactor models, the performance of managed funds, various aspects of equity lending and short-selling, and shareholder agreements among parties to firms. His work has appeared in various books and scholarly journals including the Journal of Finance, the Journal of Financial Economics, and the Journal of Political Economy. It has also been covered in The Wall Street Journal, The New York Times, the Financial Times, Forbes, SmartMoney Magazine, on CNBC's Squawk Box, and in numerous other media outlets.

Professor Geczy is a Fellow of the Wharton Financial Institutions Center and has been the New York Stock Exchange Fellow and the Geeweax-Turker Fellow at the Rodney L. White Center for Financial Research at Wharton. He has a BA in economics from the University of Pennsylvania and a PhD in finance and econometrics from the Graduate School of Business at the University of Chicago. Before his studies at Chicago, Professor Geczy worked for the Board of Governors of the Federal Reserve System, Washington, D.C., in its Division of Research and Statistics. He regularly teaches investment management, and co-created the first full course on hedge funds at the Wharton School along with a number of executive education courses. He has taught AIMR-accredited professional risk management courses through the University of Chicago's Graduate School of Business. Dr. Geczy also has appeared often in the annual Institute of the Securities Industry Association®, speaking about hedge funds and alternative investments. He is on the Economic Advisory Board of the NASDAQ, serves on the editorial board of the Journal of Alternative Investments, is a founding board member of the Mid-Atlantic Hedge Fund Association, and serves on the curriculum and exam committees of the Chartered Alternative Investment Analyst Association.

Professor Geczy has consulted for clients in the areas of asset allocation, hedge fund portfolio analysis and development, financial risk management, and the development of investment and trading strategies.
Anthony Palombit ANTHONY PALOMBIT, PhD
HBDI Facilitator

Anthony Palombit, PhD, brings more than two decades of corporate and consulting experience in the areas of change management, organizational effectiveness and leadership development. Specializing in leadership development assessments, he is the master trainer for Herrmann International (Thinking Styles) and Genos Americas (Emotional Intelligence) and has trained over 1,000 facilitators in these technologies at companies such as MTV, Cirque du Soleil, IBM, Microsoft, HP, Target, Pfizer, Johnson & Johnson, the UN, the CIA, the Department of Defense, Victoria’s Secret, the GAP, Roger’s Communications and Cadbury.
undefined PATRICIA WILLIAMS, PhD
Associate Professor of Marketing
The Wharton School

Patti Williams is Associate Professor of Marketing at the Wharton School. She currently teaches courses on advertising/marketing communications to both undergraduates and MBA students at Wharton, and has also taught on marketing and the Internet. She is the recipient of an Excellence in Teaching Award.

Her research interests include the role of emotions in persuasion and consumer decision making and automatic and effortful processes in consumer behavior. Her papers have appeared in the Journal of Consumer Research and the Journal of Marketing Research, among others. She serves on the Editorial Review Board for the Journal of Consumer Research and the Journal of Consumer Psychology.

Prior to joining the Wharton School in 2000, Dr. Williams was an assistant professor at the Stern School of Business at NYU. She received a BA in communications from Stanford University and an MBA and PhD in marketing from UCLA.