kwr wealth management shortened slideshare presentation 24 june 2013

Exploring the value you deliver to clients

How expert qualitative research can help meet 2013’s HNW

opportunities

KW Research2013

External e.g.

•Economy•Markets•Europe/euro•Regulation•Competition•Internet & IT development

Wealth management market facing many challenges & great change…

Internal e.g.

•Bedding in RDR•Business & remuneration models•Changing role of relationship managers

Clients e.g.

•Trust in financial services•Increasingly well-informed•Very varied•Internet & DIY?

Customer acquisition & retentionTransparency of fees

…so how are your business models meeting these challenges?

How are clients, their other advisers & your own people reacting

to changing service & charging models?

What have you asked them so far?

For example, what are client attitudes to & what are they prepared to pay for…

Full discretionary service?

Advisory service? Asset allocation advice?

DIY online?

Funds vs. direct investment? Your brand?

What better time than now to find

out?

How sure are you that they feel

happy and well-served?

How much do they value their

investment manager’s

contribution?

How happy are they to pay your

fees & management

charges?

Might your clients be looking around for other options?

As for your clients’ other advisers, what are intermediaries thinking?

Who we are & what we

can offer you

KW Research

KW Research

ExperiencedIndependent

ExpertHands on

Specialists in strategic qualitative research

With financial services specialism

Principals & co-founders of Corporate & Financial Unit at TRBI, then the UK’s largest qualitative agency

• Strategic qualitative research expert with strong emphasis on financial services, employee research & internal comms

• Founder director of TRBI (13 years), final 4 years leading C&FU

• KWR since 1994• Also top chef, classical music

buff & keen to get on the next train to the Highlands

• Strong background in strategic financial research & planning in advertising & comms agencies

• Ex-marketing director of retail stockbroking firm

• 12 years with TRBI leading C&FU

• JJRP since 2001• Also stone carver, equestrienne,

classic car enthusiast & keen to take next plane to France

Kate Willis Judy Jones

KW Research: The Big Picture We provide qualitative business research that unearths feelings, identifies motivations & behaviours to inform:

Brand & communications strategies & campaigns

Product development programmes

Client service models

Employee service delivery & satisfaction:

employee motivation, recruitment, engagement &

retention

Business & marketing strategy

Staff-client relationship & brand alignment

The Nitty Gritty:Clear identification of role of research

Client’s brief to us:•Business objectives•Use of results & by whom•Existing relevant research

Joint process

Clarification & agreement of research

objectives

Our response to client

• Sample • Internal • Stakeholders• Clients• Potential clients• Advisors

• Possible research methodologies• Individual?• Group?• Online?• Research by

walkabout (RBW)?• Finding respondents• Timings & budget

What you will get

Robust unbiased professionally recruited

samples…

Objective insights based on exhaustive analysis & consumer knowledge

Engaged respondents who enjoy the research

experienceResearch which reflects well on commissioning

client

Clear strategic recommendations in line with business objectives,

based on relevant experience

…Clients, potential clients, intermediaries, internal

audiences, opinion-formers & other influencers

What you will not get

Bar charts & graphs based on unrepresentative

samples

Poor client service

Unclear or misleading or subjective data

Radio silence while the research takes place

Junior inexperienced researchers unfamiliar with this marketplace (we don’t

have any!)

Data based on “friendly opinions” or panel

members who are regularly canvassed

We work in a close collaborative model

Actionable results which meet the brief

KW Research team

Client representative

Emphasis on understanding & delivering what client needs

Some of our clients

How to contact us

Kate Willis: Tel 01403 700829 Mobile 07850 725103 Email kate@katewillis.co.uk

Judy Jones: Tel 020 7482 6338 Mobile 07880 783054 Email judyjones@jjrp.co.uk