For many years, the pricing structures of the vast majority of advisory firms have remained relatively stable but, argues Jonathan Fry, nobody should take it for granted that this state of affairs will continue
If there is one important lesson, I have learned during my time at the coalface of running an advisory business, it is that people vary considerably in the way they understand price and value. Consider Hargreaves Lansdown and St James's Place, for example - both have built substantial businesses, yet each has a very different approach to pricing. For many years, particularly those prior to the implementation of the Retail Distribution Review, Hargreaves was hugely successful in attracting customers with its simple - and unrelenting - message: dealing direct would cut out the middleman an...
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