Advisers can service the projected hard to reach middle-market post-Retail Distribution Review (RDR) with a good value proposition, according to Aviva.
Concerns have been raised that low net worth consumers are likely to be priced out of full advice from 2013 due to the change in legislation.
"Inevitably there will be some customers who will be ‘orphaned' through the RDR," said intermediary director Andrew Beswick. "But I think a lot of IFAs will find a way to service their mid-market customers.
"So the question is: how do they find a method and a model that allows them to service their clients profitably?"
Beswick said a successful process could be less bespoke or have less frequency of contact, but insisted advisers must "understand what the customer wants and values" and develop a solid value proposition to reflect that.
"Advisers can build a perfectly good proposition for people with simple investment needs, which is profitable, and providers can work to give good value for money," he said.
"But without a value proposition it will be really tough, because how will they demonstrate what they do for their customers?"
He added: "If providers can work out what a highly cost-effective platform is and build investment solutions that are suitable for clients with simple needs and generally medium to low risk tolerances, then package that really well, that allows advisers to service more mid-market customers."
Earlier this month a Deloitte report said the RDR will create 5.5 million advice ‘orphans' unwilling or unable to pay for advice.
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