Commerciality in a client-centric world

What is it?  Why now?  Why do I need to be commercial?  Why do so many people struggle with it? And isn’t it really cross-selling with a fancy new name? These are the type of questions we are regularly asked by our clients when the subject of “Commerciality” comes up.

This article by Ben Kent and Andy Smith tries to answers these questions and looks at: what is commerciality, why do advisers need to be more commercial now and how can that be achieved.