Integrating Wealth Management in Financial Institutions: Case Studies
For decades financial institutions have expected to flesh out their banking relationships with their clients to also serve their wealth management needs, but progress generally has been disappointing. Banks have lost market share of household investable assets, while both traditional wealth management firms and disrupter lenders have encroached on the lending business. And the promised stabilizing impact of fee income from wealth management has lagged behind expectations.
Integrating Wealth Management in Financial Institutions:
Case Studies
Some view this disappointing history as a result of how banks have organized their wealth management businesses. Typically, as banks began offering wealth management services beyond traditional fiduciary services, they bolted on these businesses to existing structures, resulting in redundancy, internal competition, and a patchwork of client experiences. Now some firms are taking a fresh look at delivering wealth management services, examining:
- Who should serve the different wealth management needs of different kinds of clients?
- Is there a better way to acquire clients? service them?
- Can advisor-facing and client-facing technology be integrated so that the client wealth management journey is optimized?
To help the financial institution wealth management community understand the breadth and depth of the integration underway, in 2019 LPL Financial Institutions commissioned Dr. Kehrer to identify firms that are representative of the innovations in progress.
We profiled a dozen institutions that reflect the opportunities that financial institutions have to enhance the client and advisor experience, capture a larger share of client assets, and grow stakeholder value. Since the publication of the case studies, additional firms have launched their own unique wealth management integration initiatives, and some of the firms in the case studies have made further progress while others have dialed back or ceased their initiatives.
We propose to add additional case studies based on information provided by executives participating in our wealth management study groups as well as executive interviews.
Sponsorship fee: $25,000.