Parts one and two covered trends in investor psychology and structural industry changes driving the wealth management craze. In this column and the next, we’ll look at wealth management business drivers in private client banks and brokerage firms. Crisis of…
In part one, we covered the widespread shift in investor psychology driving the wealth management trend. In this installment, we’ll continue the discussion, focusing on some of the structural changes affecting the securities industry. Structural Changes in the Industry In…
Wealth management is a trend sweeping the securities industry. Readers of this column would call it something else: CRM for investment firms. That’s what wealth management strategies are. They enable financial planners and stock brokers to develop deeper and more…
This is the last of a three-part series that looks back at some industry forecasts I made when I started this column back in early 2001, which, in some important ways, seems a million years ago. In parts one and…
This is the second of a three-part column that looks back at some industry forecasts I made when I started this column back in early 2001. If you didn’t read part one, that’s just fine with me. It was the…
When I started writing this column a mere 18 months (but seemingly a million years) ago, I cited some key industry trends and made five projections. Given the vast changes in our environment — social, economic, technical, political, and cultural…
When I started writing this column a mere 18 months (but seemingly a million years) ago, I cited some key industry trends and made five projections. Given the vast changes in our environment — social, economic, technical, political, and cultural…
This is the final installment of a three-part series on customer profitability management. To recap part one, though many businesses see changing customer mix as the key to improving profitability — attracting big accounts and shunning smaller clients — smarter…
In this, the second of a three-part series on customer profitability management, we’ll look at a real-life case study in the retail brokerage business. To recap part one: As many businesses look at changing customer mix as the key to…
Conventional wisdom says if you can’t make money on some types of customers, dump them — preferably by sending them to your competition, who will be only too happy (i.e., dumb enough) to pick them up and proceed to lose…
