Aviva calls for 'courageous conversation' on orphaned clients

Stephen Gay, Aviva's director of distribution development, says although the matter remains a "sensitive" one, consumers' interests must be put first. He says some clients are "indisputably orphaned", adding advisers are being forced to segment customers as a result of changes proposed in the Retail Distribution Review (RDR) and could profit from selling some client banks to other adviser firms or providers. It follows criticism of the insurance giant over the last two months after it sent out its new terms of business to advisers outlining the situations it deemed acceptable to marke...