A highly practical book which looks at the issues, skills and methods of marketing to private and corporate clients and also to all the audiences on whom a company depends for its success, including product providers, networks and other suppliers of professional services. It should be equally relevant to these groups of people supplying the products and services. Although the book is aimed primarily at all independent financial advisers (and their directors and managers) whether they are self regulated, in a network, considering a multi-tie arrangement or already tied, it has considerable relevance and practicality for anyone in the financial advice field. Tony Wiles focuses mainly on high net worth clients - the 20 per cent or so of the population who collectively hold the lion's share of the private "wealth" in the country. Using four "factional" clients, he provides practical examples and realistic references to assist advisers to meet the challenges of the radical changes affecting financial services and transform potential threats into commercial opportunities.