Segmenting customers into groups or bands can therefore make sense for many advisers, enabling you to tailor a slightly different service level to each.
This guide looks in more detail at why advisers segment clients, different methods of segmenting, how to tailor your different adviser propositions and how to construct different charging structures, before looking at what advisers should do with clients who are not profitable and how segmentation may affect your back office.
Answers supplied by Alan Dick, partner at Forty Two Wealth Management; Phil Billingham, director at Phil Billingham Partnership; and Fiona Tait, business development manager at Scottish Life.