Embracing change - including the consumer duty regulations - will help advisers to thrive in 2023, according to one chief executive.
Dynamic Planner boss Ben Goss said regulatory and technological change were not to be feared but instead viewed as "opportunities to be seized".
According to Goss, advice firms are positioned to thrive in 2023 if they view regulatory and technological change as opportunities to better support clients old and new.
He listed five things that would provide opportunities to better support clients:
- Consumer duty
- Uncertainty
- Hybrid models of advice
- Sustainability disclosure requirements
- Professionalisation.
Consumer duty
According to Goss, the new consumer duty regulations will drive embrace of Prod.
He said: "With consumer duty, the regulator has set the industry an exam question: what’s the net value you’re delivering to your client – if they’re in drawdown, if they’re in accumulation, if they’re just starting out.
Challenging times are also the times when innovations emerge and find fertile ground.Ben Goss, Dynamic Planner"But it’s also provided an answer in the form of Prod and target markets.
"Like many industries before it, the advice industry has an opportunity to embrace mass personalisation, using technology to deliver differentiated propositions for different client segments, at different price points."
Uncertainty is the only certainty
With the UK in a recession, which has been forecast to last more than a year, and with war in Ukraine continuing to send repercussions through economies and markets, Goss said existing clients would need more support and the wave of new clients looks set to persist.
He explained: "As with all periods of uncertainty, these challenging times are a reminder of the value of advice, the power of diversification and the importance of risk-based planning."
Hybrid models unlock value
Advice firms have hung on to the hybrid working models they established during the pandemic – and are reaping a clear productivity dividend.
"The opportunity now is to build on that", he said, adding: "Access to advice has been constrained by the traditional financial, commercial and technical model."
According to Goss, technology can help firms to "crack that open, unlocking pockets of profitability and value in existing client bases and opening up new addressable markets".
SDR heralds sustainability 2.0
Goss says if the energy crisis brought an end to the first flight to sustainable investing, it has also provided the latest reminder that the shift away from fossil fuels is not optional.
The FCA's Sustainability Disclosure Requirements and fund labels on the horizon.
As reported by FTAdviser, the FCA is keen to clamp down on greenwashing, and restrict how investment managers use terms such as “ESG” and “green”.
Access to advice has been constrained by the traditional financial, commercial and technical model.GossGoss said this, together with various studies suggesting that more investors are concerned about the sustainability of their investments, the "task for advisers becomes to help clients fund their futures at a risk that is right for both themselves and the planet".
Professionalisation
According to Goss, professionalisation of the advice industry will drive further consolidation.
He says: "As the industry continues to professionalise and address cost to serve, it only becomes more attractive to private equity investors."
Therefore, the consolidation trend should continue apace, with buyers continuing to drive efficiencies by centralising businesses around simpler propositions and consistent customer experiences.
Goss added: "Regulatory and technological change should help increasing numbers of clients to find the support they need by removing barriers to advice and reducing cost to serve.
"Challenging times are also the times when innovations emerge and find fertile ground.
"As an industry, I hope we’ll embrace opportunities to become more responsive, more tech-driven, more professional, more consumer-focused and more accessible."
simoney.kyriakou@ft.com
