In the current climate, post Retail Distribution Review, more press space is being given over to discussion on issues like client segmentation and client proposition.
I see this as a positive step and quality work in this area can eliminate many problems for IFAs as they grow and develop. However, in my work with larger IFA firms one of the issues that seems to arise is that many of their ‘clients’ have arrived on their database via the acquisition of another IFA firm. If the acquiring firm has also taken on staff from the acquired firm as part of the deal, there may be a chance that the clients are known. However, while some staff may come across the original advisers often do not; meaning client relationship continuity is lost. I appreciate that ...
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