Guide to client segmentation

Published by FTAdviser | Jan 05, 2012

Increasingly advisers will need to segment their clients in order to succeed.

This guide tackles how to break-up your client

Answers supplied by David Shelton, independent consultant and author of The Business of Advice.

Q: How do you segment clients?

It is essential to have a basis for segmentation that is practical, that everyone in the business understands and is linked to client value.
Q: How do you collect information on your clients?

The main source of information has to be the fact find, which clearly provides the basis for financial advice and planning but also has the...
Q: How do you make sure information is accurate?

The best way to make sure the information you have about your clients is accurate and relevant is through the fact find, according to David...
Q: How do you tailor your proposition?

There are several issues to consider when developing the proposition.
Q: What should I charge different clients?

Adviser charging should be directly related to the service proposition and the cost of service delivery.
Q: How can I make sure my clients are satisfied?

It is essential that you pay considerable attention to the processes and systems you need to have in place so your clients have a consistent and...
Q: How regularly should I review my client book?

It is very important to regularly review your client book to make sure clients are still in the right segments.