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This post follows beaton’s successful joint webinar with APSMA on 22 November 2016. During this webinar, Paul Hugh-Jones (Partner, beaton) and George Beaton (Executive Chairman, beaton) discuss trends in client buying behaviour, best practice in client centricity and why becoming more client centric will improve your firm’s financial performance. To watch the full webinar, please click on this link. Few would argue that clients’ expectations and buying behaviour with respect to professional services have changed. These structural changes reflect a transition to a buyers’ market, where clients have increasing levels of sophistication and expectation of value. Firms also face demand for better