Client Discussion Model
The Client Discussion Model (CDM) is a simple structure for turning financial data into focused, outcome-driven client conversations.
It helps you move beyond reporting numbers to guiding better business decisions.
Why it matters
Without structure, client meetings can:
- Focus too much on detail
- Stay historic rather than forward-looking
- Miss clear actions
The CDM gives you a consistent way to deliver value across all clients.
The CDM Structure
Every client conversation follows three steps:
1. What?
What do the numbers say?
→ Key trends, changes, and performance
2. So What?
Why does it matter?
→ Implications, risks, opportunities
3. What Next?
What should happen next?
→ Actions, decisions, priorities
How to use the CDM
- Identify 3–5 key points before the meeting
- Run each through: What → So What → What Next
- Focus on outcomes, not just analysis
Example
Issue: Margin has dropped
- What: Margin down this period
- So What: Profitability under pressure
- What Next: Review pricing or costs
Key takeaway
The value isn’t in the numbers, it’s in the conversation.
The CDM ensures every client meeting leads to clear insight and action.