Blog · Industry
Which clients hold one product and could hold four. Which adviser has not spoken to a top-tier client in a quarter. Which book is growing on new money and which on markets. From the data you already report, with client IDs only.
Group wealth-management relationships by service needs, assets, fees and recorded effort. Build a reconciled segment view from account, billing and activity exports, then use it to plan adviser capacity.
Oct 25, 20265 min readBuild a wealth management dashboard from household, cash-movement, and fee exports. Compare adviser retention and client segments, then reconcile the figures before the monthly review.
Oct 17, 20265 min readA wealth management business earns advisory and planning fees while paying for the people and services that support each household. Work through a fee-to-contribution example, then see how additional service hours change segment profitability.
Oct 11, 20266 min readBuild a wealth management practice cost view from adviser time, support payroll and platform expense. Compare client segments, reconcile the practice total and distinguish released staff capacity from a reduction in cash expense.
Sep 7, 20265 min readHow wealth firms should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
Sep 3, 20264 min readThe complete held-away and share of wallet calculation on five wealth clients, small enough to check by hand: assets here from the custody record, the held-away figure from a fact-find with its date or estimated from the norm, the source grade per client, the stale fact-find that is treated as an estimate, total investable, share of wallet, the consolidation list of clients whose plan the firm writes, the norm from the two fully-held clients of similar profile, and the assertion that assets here sum to the custody ledger, so a reader can reproduce every figure and then run it on their own client master.
Aug 13, 20263 min readThe ten client KPIs a wealth management firm should run on, each with its formula, the export it comes from and what it tells you: net new assets split from market movement, held-away assets, contact recency by client value, outflow watch, adviser concentration, fee margin by client after service cost, referral source value, client age and succession coverage, review completion, and household consolidation. Also the three measures most wealth firms miss, the figures to drop, the identities, and who owns what.
Aug 10, 20264 min readThe ten questions the chief executive of a wealth management firm puts to the advisers and the operations team, which advisers' books leave with them, which clients keep most of their assets elsewhere, which clients have gone quiet before an outflow, where do new clients come from and what does each source keep, which clients receive a service model their fee does not pay for, which introducers does the firm depend on, which fact-finds are stale, which advisers are at capacity, what is fee margin per client, and what changed, each with the table from the client master, the assets and fee records and the activity log, and the answer to send back.
Aug 1, 20263 min readHow a wealth management firm measures its new client sources from the client master and the assets and fee records: clients won per source per adviser, assets and first-year fees by source, retention at three years by source from the firm's own history, the advisers whose books grow from client referrals against those dependent on one introducer, and the concentration risk in an introducer that sends a third of a firm's new assets.
Jul 19, 20262 min readHow a wealth management firm estimates each client's total investable assets and the share it holds, from the financial plan, the fact-find and the firm's own client base: the held-away figure per client with its source and date, the share of wallet that follows, the clients with the largest held-away balances whose plan the firm already writes, and the rule that keeps an estimate labeled as one.
Jul 3, 20263 min readHow a wealth management firm measures the margin on each client relationship, from the fee ledger and the service records: fees earned, the cost of the service the client actually receives in adviser and support hours at stated rates, the margin per client against the norm for its segment, the clients receiving a premium service model on a standard fee, and the two responses, re-tiering the service or repricing the fee.
Jul 1, 20263 min readCompare salary, revenue payout and salary-plus-incentive structures from an advisory firm's budgeting perspective. Work the same client books through each structure, include employer costs and test the effect of lower revenue.
Jul 1, 20266 min readHow a wealth manager measures days since last contact per client and per adviser from the CRM and the book, why the top tier's silence matters most, and how to turn it into a weekly list that reaches the adviser before the client calls to transfer out.
Jun 25, 20264 min readHow a wealth management firm measures the share of assets and revenue attached to each adviser, the client-level dependency behind it, the succession list of advisers whose books have no second relationship, and why the figure is reported per office and per team, not just for the firm.
Jun 20, 20262 min readClient coverage analytics for wealth management advisers.
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