Pensions  

Have you got your centralised retirement proposition?

  • Identify the differences between Centralised Retirement Proposition and Centralised Investment Proposition
  • Describe what ability to bear loss means
  • Describe some of the risks you have to take account of with centralised retirement propositions
CPD
Approx.30min
Have you got your centralised retirement proposition?

A Centralised Retirement Proposition, or CRP, seems to be the new talking point in town. 

No surprise really considering the market has turned on its head in the last five years and we have more clients than ever going into drawdown.

Whenever I talk about the concept of a CRP however, I am always asked the same things: what exactly is a CRP and why do I need one? 

So let’s start at the beginning and forget about CRPs for a second, let’s consider a Centralised Investment Proposition. 

This is where, to quote Adele, I turn the tables and start to ask a series of questions with the most common or frequent answers listed:

Question

Typical response

Do you currently have a CIP?

Yes

Does this include a range of options?

Yes, typically Adviser Model Portfolios, Discretionary Model Portfolios and Multi Asset funds

Has it been reviewed recently?

Not really

When constructed, what were the main considerations?

Risk profile of the client and wealth

Why did you implement a CIP in the first place?

Concerns about regulatory change, means we have a consistent process that is repeated across the firm. It demonstrates we have done our due diligence and have robust governance in place.

Does it primarily focus on clients in accumulation?

Yes, probably

Would you agree that the needs and objectives of clients nearing and/or going into retirement differ?

Well, yes

Therefore the associated risks and concerns will also be different?

Yes

Are any of these risks and concerns taken into account within your CIP? 

Hmmm…

You can see where I’m going with this. 

What we ultimately think advisers need to consider is if their existing CIP needs to be reviewed and developed to reflect the differing needs of their retirement clients. 

The main consideration for clients in accumulation is really how much risk they are prepared to take – that tends to be the starting point in the advice process.

For clients approaching and entering retirement however, that question comes later on and this is why it is important to consider that a Centralised Investment Proposition, for me, really is about the client’s attitude to risk.

A Centralised Retirement Proposition however is so much more – there are two elements in my view.

Yes, you need the right investment solution, but is their attitude to risk the driving factor?  Probably not.

Advisers know their clients and it is unlikely their attitude to risk is going to change overnight – but what is going to change is that the event they have been saving for is here.

It is right in front of them. They are making plans or assumptions based on the amount of money they have right now – can they really afford or are they prepared to take the rough with the smooth now, in the same way they did when this event was way off in the distance?

Ability to bear loss

For most clients, probably not – and that, I believe, should be the driving factor here. It is not their attitude to risk, it is their capacity for loss - or ability to bear loss as the regulator now refers to it. 

Investment approach is therefore one layer of a Centralised Retirement Proposition and should be driven by the client's ability to bear loss, rather than their attitude to risk.

If your client is approaching or enters into retirement, are they genuinely comfortable with the same investment solution they have been in throughout their accumulation period?

CPD
Approx.30min

Please answer the six multiple choice questions below in order to bank your CPD. Multiple attempts are available until all questions are correctly answered.

  1. A centralised retirement proposition is based as much on clients' attitude to risk as is a centralised investment Proposition. True or false?

  2. What does ability to bear loss mean in a centralised retirement proposition?

  3. Which of the following is not part of the process in centralised retirement proposition:

  4. What is one of the consequences of more clients going into drawdown?

  5. Which of the following is not a way to segment clients:

  6. Which of the following is not an area to stress-test:

Nearly There…

You have successfully answered all the questions correctly, well done!

You should now know…

  • Identify the differences between Centralised Retirement Proposition and Centralised Investment Proposition
  • Describe what ability to bear loss means
  • Describe some of the risks you have to take account of with centralised retirement propositions

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