VALUE /ˈvalyo͞o/
noun
1. the regard that something is held to deserve; the importance, worth, or usefulness of something. similar: worth, advantage, benefit, profit, effectiveness, importance
Every business relationship is subjected to an ongoing examination of value. Nowhere is that more profound than in financial services, where the interaction between the client and financial advisor is centered around touchpoints and trust-building exercises; whether in-person events or frequency of conversation. Finances are extremely personal, shared with only the closest and trusted confidantes. The role wealth managers play in their clients’ lives is substantial, not unlike other professional service providers like physicians, attorneys, and tax accountants. But unlike these providers whose role in their clients’ lives are predicated on solving problems, investment professionals are expected to predict future problems, almost guiding the client relationship towards a solution in advance.
The implications of recent digital disruptions mean wealth advisors must work to eliminate any potential gaps in the value delivery chain that could introduce doubt into the relationship. To accomplish this, it is vital to manage investor experience and engagement. This is where our Wealth Management Value Delivery Pillars play an important role.
If you’ve ever had a challenge in articulating your value, or you simply want to take the perception of your value to the next level, this framework will help you to be more trusted and more referred to as the ‘go to’ wealth advisor in your respective market.
Navigating Value Delivery
Wealth Management Value Delivery Pillars represent how value is delivered, supported and experienced. When incorporated into the business relationship these
Pillars work to fortify value and close any potential gaps within the delivery chain.
Pillar One: Product/Service Solution Promise
Pillar Two: Business Delivery Functions
Pillar Three: Customer Relationship Management
Pillar Four: Product Solution Results