Frazier & Deeter · Advisor Opportunity Engine

Where should advisors see their leads?

Each client’s returns, financials, ledgers and notes are read against the firm’s service catalog, and a few strong leads are surfaced per client — each with the evidence, a sized estimate and a suggested talk track. The relationship owner accepts or rejects every lead; that verification count is the headline metric. The three prototypes below show the same client and the same leads in three different places. They are real alternatives, not three looks for one product.

Sample client (fictional)
Harlow Precision Components, Inc.
Gainesville, GA
Profile
$85.2M FY25 revenue
320 employees
Relationship owner
Catherine Hale
Partner, Tax
Leads shown
SALT Nexus Review · R&D Tax Credits
Cost Segregation Study · 401(k) Plan Audit
A

Standalone workspace

“F&D Leads” — its own app, built only for this

A dedicated place with a client list, a page per client with its leads, and a pipeline of what has been verified. Nothing else competes for attention, so the experience can be the simplest of the three.

GainBest product experience; we control every detail.
RiskOne more place to visit. Adoption depends on change management and habit.
Helps answer
  • Which placement do advisors actually live in — will they come to a new tool?
  • Is a clean, focused list enough to change behaviour?
Open option A → B

Inside the CRM

A leads panel on the CRM account page

Leads sit beside the account’s stage path, contacts, activity and opportunities. Accepting a lead turns it into an opportunity on the account, owned by the specialist.

GainMeets advisors where pipeline work already happens; reporting comes for free.
RiskThe CRM is built for sales. Many advisors may not open it day to day.
Helps answer
  • Real CRM adoption among advisors, versus sales-team tracking only.
  • Do leads belong next to deals, or next to client work?
Open option B → C

Inside the PMS

A “Leads” section on the client record

The client record lists all 30 service lines: 4 delivered in FY25, 2 in earlier years, 22 not delivered and 2 not applicable. Each lead ties back to a line that isn’t delivered yet, so the gap and the lead are seen together.

GainMost workflow-native: it lives in the record advisors already use for client work.
RiskDepends on PMS integration access we have not confirmed.
Helps answer
  • How much of the PMS do advisors use daily, and which screens?
  • Can we read and write the client record through its API?
Open option C →

Relationship owner first

In every option, leads go to the relationship owner first. Specialists see a lead only after the relationship owner accepts it, so no one contacts a client without the person who owns the relationship.

Open questions for all three

  • Which of these places do advisors actually spend their day in?
  • Incentive structure is still unknown — version 1 does not assume commission tracking.
  • Reject reasons (already discussed, not a fit, client declined before, data wrong) are kept to improve future leads.