Facing up to price-sensitive clients

For many adviser firms, the RDR focus on adviser charging is causing sleepless nights. Although many advisers are understandably worried about the challenge to sales processes, business cash-flows and client interaction, the prevailing fear is that clients will become more price-sensitive to the services provided by financial advisers and possibly less inclined to pay for their expertise. However, these changes also represent a significant opportunity. In implementing a new remuneration model, advisers can improve business efficiency by: • Ensuring that they are paid for everything th...