Second relationship

A second named person at the firm who has had a logged contact with the client in the last twelve months. A name on the record with no contact does not count.

DefinitionA second named person at the firm who has had a logged contact with the client in the last twelve months. A name on the record with no contact does not count.

Contact, not a field

The CRM's second-adviser field is a name. The relationship is a logged conversation. The measure requires the second.

Where it is used

Wealth management, professional services, brokers: anywhere one person's departure can take the client.

How it is computed

Clients who have had a logged contact with a second named person at the firm in the last twelve months, divided by clients, by adviser.

Example

Of one adviser's 140 clients, 22 have a second relationship: 16 percent. The office median is 48.

Where it goes wrong

Clients seen as belonging to an adviser. When the adviser goes, so does everything the firm knew about them.

Articles that use this term

Board and management reporting · Wealth managers

Adviser concentration: how much of the book leaves if one adviser does

How 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.

16 Sept 20262 min read Board and management reporting

Concentration by industry: where a large top-ten share is normal, and where it is risk

Concentration is measured the same way everywhere, top-n share, count to half, the index, and what a high figure means depends on the desk: normal in a category with a few large buyers, a dependency in one with many. This hub gives, for twelve industries, what is concentrated, on which axis, what a typical top-ten share looks like, when it is a strength and when it is a risk, and the guide for each.

16 Sept 20263 min read Data quality and reconciliation · Investment banking

Coverage officer transitions: handing over a client list without losing recency

How an investment bank's coverage group manages a banker's departure or move from the coverage file and the contact log: the clients whose last contact was with the departing banker, the days since any other banker touched them, the fee wallet at risk, the handover list ranked by it, and the ninety-day check that says which clients the new officer has actually met.

16 Sept 20262 min read Coverage and territory · Wealth managers

Referral source by adviser: where new clients come from, and what each source is worth

How 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.

16 Sept 20262 min read