To provide our clients with high quality tailored consulting and research, we need to know the financial services industry and our clients. To build lasting and profitable relationships, we dedicate ourselves to staying not just current on, but ahead of industry trends. This blog is intended to share our industry insights and, at the same time, to capture feedback from our readers.

What are the Real Opportunities Offered by the Robo Advisor Phenomenon?

When you think about robo advisors, you may think about crafty machines that are systematically doing the work of human advisors, but when you boil down the robo phenomenon, what you get is not quite that sophisticated.  In fact, it’s quite simple. Robo isn’t going to replace humans at all.  It will make them more effective. 

Still, there is a disruptive force in the phenomenon that, though it won’t replace advisors, will dramatically change the way advisors, intermediaries, and asset managers perform their wealth management functions and how they interact with each other. 

Technology Investments for Wealth Management

Beyond the acquisitions of fintech companies, the moderate deployment of new capabilities and the slow-but-steady build out of online and social channels, robo will force wealth management firms to assess the technology that supports their core functionality. Firms capable of integrating core functionality with new means of servicing customers will find new audiences... [read more]

Asset Manager Response to Brexit: Timing is [Almost] Everything

This blog is co-written and researched by Tracy Needham. Special thanks to Hannah Marshall from Idio for her contribution towards data analysis for this blog. 

Delivering a successful response to important market events requires both timeliness and relevance.  Since we started tracking asset manager responses to market turmoils starting with the January 2015 market volatility, we’ve seen much faster responses by asset managers to Brexit. However, it is also incumbent on asset managers to frame the issues and implications for their clients – to meaningfully connect the dots on what it means for their advisors and investors, in both the short- and long-term.  If not, someone else will – and they will win the trust of those advisors and investors too.  In this regard, marketers in our industry still have a lot to do.

By partnering with Idio, a personalization platform with content analytics, we found that asset managers produced more content in response... [read more]

Managing Market Disruption: 4 Tips for Sales Teams

With global markets reeling from last week’s Brexit vote, advisors are working overtime to reassure panicked clients. While market disruptions are challenging for asset managers as well, leading firms can take advantage of events like these to bolster their thought leadership credentials and build trust with advisors.  Marketing is on the front line during disruptive events, ensuring that timely and relevant commentary is featured prominently on the firm’s website, in social media posts, and ideally on third party media channels that advisors use for research.  However, the sales team also plays a vital role in reaching out to advisors, providing key information and support to advisors who, in many cases, are overwhelmed with calls and emails from concerned clients.

When reaching out to advisors in the wake of a disruptive market event, asset management sales teams can maximize the value of their efforts by keeping these four principles in mind:

Deliver... [read more]

Teaming Up to Connect with Advisors Where They Are

The importance of aligning sales and marketing to focus on delivering a consistent customer experience can’t be overstated. The positive results of shorter sales cycles, increased business opportunities and greater customer loyalty are evident in many industries. Yet our research shows that asset managers still have a lot of work to do. Just 38.5% of asset manager sales and marketing teams have jointly mapped advisor decision journeys to deliver a single, coordinated customer experience.

Sales and Marketing Need to Align on Customer Focus 

Recently, I presented our research on increasing advisor engagement and using engagement metrics to demonstrate business impact to several DST kasina clients, and the ensuing discussions confirmed that sales teams are notoriously protective about their personal relationships with top producers. At these firms, the “long tail” is left to marketing teams to manage while sales teams focus on a tiered list of current customers. But by limiting those... [read more]


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