Client ArchetypesCourse

Clients and Markets / 5 weeks

Client Archetypes

Teaches advisors how to read the client in front of them — their maturity, buying behavior, stakeholder structure, and engagement style — and adapt the approach to fit.

Learning path

Six modules with practical application.

  1. Why client archetypes matter: the same recommendation succeeds or fails depending on who is receiving it and how they decide
  2. Reading where a client sits from laggard to leader on a capability, and matching ambition to what they can actually absorb
  3. Recognizing how the client actually decides — consensus, champion-led, or top-down — and shaping the path to a yes accordingly
  4. Reading the individuals around the table — the sponsor, the skeptic, the blocker, the technocrat — and engaging each on their terms
  5. Matching the engagement model to the client, from transactional advice to deep transformational partnership
  6. Synthesizing the signals into one read and adapting the whole approach — message, pace, evidence, and people — to fit

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