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Case Planning

We have many custom deliverables that will help you in planning your next big case.

Family Wealth Blueprint®

A Family Wealth Blueprint® is a client report that illustrates the benefits of three or more strategies. It presents the results in pictures, charts, text, and numbers. The Comprehensive Plan takes into consideration the cumulative impact of all strategies with respect to income taxes, cash flow, charitable benefits, and wealth distribution. It is usually 50-80 pages in length.

Value Proposition Letter

This two-page letter summarizes the clients’ current situation and compares it with potential results of a planning process. Advisors use the VPL to show a client how the benefits of planning are many times greater than the costs. The VPL provides an excellent way to motivate the client to proceed with a strategy feasibility study or comprehensive planning process.

Current Analysis

This document examines how well the client is fulfilling his or her goals regarding investments, wealth transfer, income tax, asset allocation, business succession, retirement planning, etc. The report helps to demonstrate the need for planning by highlighting the difference between what a client wants to accomplish and what the client’s current plan actually does. It is actually the first part of the Family Wealth Blueprint® process but can be used as a stand-alone deliverable.

Tactical Plans

A Tactical Plan is a strategy illustration that focuses on just one or two strategies and demonstrates how the strategy can reduce taxes, increase income, or achieve other benefits. Another way to describe a Tactical Plan is a packaged sales idea. Click the link below to view or download a partial list of strategies.


Over the past 20 years, we have refined our process to work in almost every situation. Each step is flexible and tailor made to fit your client and circumstance.

1. Make the Right Approach

This step involves developing a plan for the very first prospect meeting.

We are here to help you:

  • Position yourself as a thought leader rather than a sales person
  • Decide whether to take a transaction oriented approach or a process oriented approach
  • Think about what kind of engagement to promote
  • Identify potential problems or opportunities that may be of interest to the client
  • Know what other information you need to get and why it is important

2. Get Engaged

To get engaged, you need to demonstrate that hiring you is a no brainer.

We are here to help you:

  • Get really clear about client goals
  • Get really clear about “what is” and collect financial data
  • Get really clear about the gap between client goals and what is”
  • Draft a value proposition letter to make your fee seem very small relative to the potential results of planning

3. Deploy Your Advisor Strategy

Have you ever had an idea shot down by another advisor? We all have.

We are here to help you:

  • Explain the benefits of collaboration to the client
  • Get the client to position you properly with the other advisors
  • Get the other advisors on board
  • Lead the other advisors in a productive strategy selection and design process
  • Get the other advisors to be your allies and endorse your recommendations

4. Select the Best Strategies

Do you wonder whether there are powerful strategies the client would like but you don’t know about? The problem is you don’t know what you don’t know.

We are here to help you:

  • Be aware of strategies outside your knowledge base
  • Evaluate and choose from among the best strategies
  • Work with the other advisors to agree on ideal strategies
  • Tactfully bring in outside resources if other advisors need them

5. Design the Strategies

What would happen if England disappeared? I am not trying to pick on our British friends but I am certain there would be many significant and some surprising outcomes. Likewise, when it comes to designing a comprehensive plan containing multiple strategies, changing one strategy can have a surprising ripple-effect.

We are here to help you:

  • Establish more credibility with other advisors
  • Be aware of and sensitive to complex design constraints
  • Avoid mistakes
  • Blend the best strategies to achieve the client goals

6. Present to the Client

It is critical that the meeting during which you present your solutions to the client run smoothly and professionally.

We are here to help you:

  • Present an elegant and professional report
  • Rehearse the key benefits and design considerations in advance
  • Bring other advisors into the discussion at the right time
  • Provide information in three different formats designed to communicate to the client, lawyer and accountant

7. Address Objections

We know clients will have questions. We are here to help you address the key issues:

  • Can I afford it?
  • This seems complicated.
  • What if I want to change my mind?
  • How risky is this?

8. Close the Case

You are at the finish line. We are here to help you:

  • Maintain advisor consensus and enthusiasm
  • Lead and coordinate the implementation process
  • Set expectations for future engagements and avoid future free work
  • Ask for referrals