Held-away assets

What a wealth client holds at other firms, from the financial plan or fact-find with a date, or estimated from the firm's own fully-held clients of similar profile. The denominator of share of wallet minus assets here.

DefinitionWhat a wealth client holds at other firms, from the financial plan or fact-find with a date, or estimated from the firm's own fully-held clients of similar profile. The denominator of share of wallet minus assets here.

Source on every line

Plan, fact-find or estimate, with the date. A share of wallet computed on an estimate says so.

Stale is a finding

A fact-find older than a stated age is flagged; the conversation is a refresh before it is a consolidation.

How it is computed

Assets a client holds elsewhere, from dated disclosures in reviews and fact-finds, or estimated from the norm for fully held clients, with the source graded.

Example

A client holds $1.2 million with the firm and disclosed $2.0 million elsewhere at a review fourteen months ago. The disclosure is stale and the gap is the largest on the adviser's list.

Where it goes wrong

Recorded in a document and never totalled. The firm's largest growth pool is in filing cabinets.

Articles that use this term

Board and management reporting · Wealth managers

Fee margin by client: advisory fees against the cost of the service model

How 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.

16 Sept 20263 min read Wallet share and penetration · Wealth managers

Held-away assets: estimating what a client keeps elsewhere from what they tell you

How 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 labelled as one.

16 Sept 20263 min read Wallet share and penetration

Share of wallet by industry: what the denominator is in twelve industries

Share of wallet is one formula and twelve different denominators. This hub sets out, for twelve industries, what the customer's wallet is, where the number comes from, what the numerator is in that industry's ledger, and the natural ceiling a share can reach, with a link to the full guide for each. Written for a commercial leader who has heard the term and wants to know what it means for their desk.

16 Sept 20263 min read Data quality and reconciliation

Stated and estimated: the column that says how much a number is worth

Why every figure that depends on something the company does not hold, a customer's wallet, a project's value, a fee wallet, an estate, a held-away balance, carries a source column that says stated or estimated, the three grades of source, stated by the customer, norm from the company's own base, scaled from a public figure, what each grade lets a reader do, how a stated figure ages into an estimate, the rule that estimates never produce a claim, and how the source column changes the reading of a share, a gap and a list.

16 Sept 20263 min read Alternatives and comparisons · Wealth managers

How to choose analytics software for wealth managers: questions, data and traps

How wealth firms should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.

24 Sept 20264 min read Board and management reporting · Wealth managers

Client KPIs for wealth managers: ten measures that matter, each with its formula and the export it comes from

The 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.

17 Sept 20264 min read