The Current State

While nearly all advisors have a checklist of topics to discuss with clients and standard forms for collecting information as a part of their discovery process, there is significant variation in the kind of information advisors consider most valuable.  There is also a growing spread in the tools/methods advisors are using to collect and capture information—driven in large part by advances in technology and behavioral science.

 

Some major development opportunities we see emerging include:

  • Adopting more rigorous methods and policies around the quality of information advisors collect (and “how” that information is collected and kept up-to-date).
  • Finding appropriate ways to use technology to improve and monitor quality and “freshness” of information.

Our Research

See the overall benchmark results for the Integration with Information Management activity area:

StateOfClientUnderstanding_Mockup

Download Activity Area Benchmarks

 

Resources to Help You Succeed

 

Development Opportunities

How good is the information underlying your understanding of clients? Conventional approaches are being replaced with tools -- giving advisors access to greater depth, efficiency, precision, and accuracy.  

Resources

Take a quick self-assessment of your client information: access self-assessment.

 

While most advisors still aggregate and organize client financial data manually (e.g., using client questionnaires, bank statements), many have migrated to digital tools (e.g., client portals; document vaults).  What are the costs and benefits?

 

Read more about the evolution and emerging value of data aggregation tools:

  • Read industry opinions on the evolution and emerging value of digital portals here and here
  • Learn more about document vaults and how they fit into an overall data aggregation strategy here.

How are advisors incorporating social media/online research to deepen their understanding of clients?

 

It's not just for prospecting: See how other advisors are doing it