Standard Life develops 'customer proposition' toolkit

A compelling client proposition will enable a company to focus around "relationships and advice rather than price, products and performance," according to Standard Life. The guide was developed with help from adviser consultancy Threesixty and details four key steps advisers should follow. First, advisers should segment their client base. The guide aims to help advisers organise their client database into groups using pre-determined data such as life stage, future plans and aspirations, attitude to risk, social attitudes and net worth. Second, the guide looks at an adviser's promis...