Mr Dingwall added: "As the customer grows older, things will change through their lifestyle so it is important to make sure they have a sustainable income. The relationship with the adviser through that lifetime is so important."
Mr Richards agreed: "For people going into drawdown, [a long relationship] is absolutely essential.
"But advisers are already on the case. To leave someone to fend for themselves after taking them into drawdown would just not be where most advisers are."
This video was created by FTAdviser in association with Just