Armchair Critic: Balancing new and existing clients

Advisers do come out well

clock • 6 min read

When deciding what to include in client statements, providers often just focus on what the regulations require - yet, asks our Armchair Critic Brendan Llewellyn, why not seek competitive advantage from doing more?

As always, look at what people do rather than what they say. We might proclaim that existing clients are more valuable than new ones but the evidence points to a continued focus on the latter. Advisers, though, are much more even-handed - their business is typically based on clients continuing to need their service year on year, so on that model a new client is no more desirable then an existing one. Banks and major insurers might protest that the terms for new customers are no better than those for existing ones. Though, all things being equal, wouldn't you expect terms for current cust...

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