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Targeting RIAs

by Michelle

In August of last year, just before the market collapse, we discussed the growing RIA segment in our Industry Analysis. Discovery Database research showed that between 2006 and 2008 there was a nearly 200% increase in assets under management by RIAs.

Given this growth, we wrote, the introduction of particular Web site elements can help effectively target this group online. Features such as clear platform markers, targeted share class information, dedicated RIA service centers, and sales team maps can go a long way in demonstrating dedication and creating loyalty.

Now, as everywhere, substantial revenue losses are occurring within this segment, a recent Ignites article reported that RIAs are interested in ideas of how to better manage their business.

It is now even more important than before for firms to recognize their clients' plights and provide timely and tailored materials, be it through customized RIA Web features and online offerings, or in person, through true business building support in place of irrelevant product pitches.