Client Segmentation & Growth

Project Example: Growing your SDI Clients

WHY IT IS CRITICAL

Around one-third of HNW assets are self-directed and MPB Research shows that this number is set to grow in the next 5 years. Currently, around USD 17trn of HNW assets under management are invested using self-directed means. This development represents the greatest threat to the traditional wealth management model since the robo-advisor and, like with this earlier disruptive technology, ignoring this threat will ultimately lead to losing out on an important client segment.

We offer clients our expert assistance in meeting this challenge head on. Our advisory services help firms determine how big of a threat self-directed investors pose to their bottom line and offer individually tailored plans for mitigating this threat. 

Deliverables:

Our expert analysts develop a data driven strategy to combat the threat of self-directed investing. During the course of the project, we build a concrete action plan that covers the following points:

  • Strategy: a data driven strategy to increase market share of HNW self-directed investors tailored to the unique needs of your firm
  • Planning for client recruitment: Develops a client recruitment plan based on different demographic and motivational profiles of HNW self-directed investors
  • Planning for client retention: Develops a client retention plan that helps retain high-risk HNW while preserving your bottom line
  • Design: Develops a design plan that includes online and offline digital features necessary to recruit and retain HNW self-directed investors
  • Digital Health Check-up: Provides a detailed examination of which digital capabilities your firm needs to implement in order to serve HNW SDIs
  • Competitor analysis: Provides an overview of what actions and services your direct competitors have taken regarding self-directed investors.
  • Optional vendor proposal: if necessary, we can develop a vendor proposal that provides detailed recommendations about third party vendors who provide the tools most closely suited to your firm’s needs.

Project Activities:

DISCOVERING YOUR FIRM’S PROFILE REGARDING SELF-DIRECTED INVESTORS

In order to provide the best plan possible, our experts first spend time getting to know your business: your history,strengths, weaknesses, and current needs along with your exact market share. We work with stakeholders within your firm to assure that we have a complete understanding of who you are and what you need from us.

ASSESSING YOUR CURRENT SITUATION AND FUTURE NEEDS

How many of your clients are already using self-directed investing platforms? What percent of their AuM are they managing in this way? Why have they chosen this method? Our experts will evaluate your current needs in terms of client recruitment and retention and also to develop a plan to safeguard against self-directed investing’s popularity in the future.

DESIGNING CUSTOMIZED RECOMMENDATIONS AND DELIVERING A ROADMAP

Finally, we provide a comprehensive report that includes concrete recommendations for countering the SDI threat. The above-mentioned deliverables are combined with key data insights and high-quality visuals in order to provide a clear roadmap for your firm moving forward.

PRESENTATION OF RESULTS

In addition to the comprehensive project report, we also include a presentation of the results of the project—either in person or via a webinar. You will also have access to our experts throughout the project as well as in the future.