Types of institutional clients
DC corporate/ERISA plans 98.2%
DB corporate/ERISA plans 62.1%
Public/government plans 20.5%
Union/Taft-Hartley plans 13.7%
Hospitals 24.7%
Nonprofits 55.3%
Nonqualified plans 52.1%
Endowment/Foundations 28.3%
Other 1.4%
Target market
z $500,000 to $2mm
z >$2mm – $20mm
z >$20mm – $75mm
z >$75mm – $200mm
z >$200mm – $500mm
z >$500mm
23.8%
51.9%
18.1%
4.4%
0.6%
1.3%
Number of qualified plan clients
z Fewer than 10 16.2%
z 10 – 20 18.7%
z 21 – 40 24.7%
z 41 – 60 18.2%
z 61 – 75 4.0%
z More than 75 18.2%
z Yes 69.1%
z No 30.9%
Business plan revision frequency
z Quarterly 19.1%
z Semi-annually 10.6%
z Annually 34.2%
z As needed 24.6%
z Never 11.6%
adviser’s top concerns
z Sales and marketing
z Revenue and expenses
z Plan servicing
z Legislation
z Running the business
z Market/economy
z Participant servicing
z Investment management
z Fiduciary
z Regulatory/compliance
22.5%
14.1%
14.1%
13.6%
11.7%
10.0%
4.8%
3.5%
3.0%
2.7%
Number of plans in each category
Defined contribution 401(k) plans
Defined contribution 403(b) plans
Defined contribution 457 plans
Defined benefit corporate/ERISA plans
Nonqualified plans
Endowment/foundations
AVERAGE
42
11
5
9
6
5
MEDIAN
26
2
2
3
2
3
concerns changed in the last 12 months?
z Yes 39.2%
z No 60.8%
Number of plans by asset size
Less than $1mm
$1mm to $9mm
$10mm to $49mm
$50mm to $199mm
More than $200mm
AVERAGE
22
22
12
6
3
MEDIAN
10
10
5
2
2
most significant growth areas in the next year
1 New plan acquisition 19.2%
2 Rollovers 6.4%
3 Specialty services* 6.1%
4 Business model changes 5.6%
5 Wealth management 5.3%
6 Firm growth (new advisers) 5.1%
7 Fiduciary 4.4%
8 Participant ed/advice 4.1%
9 Investments 4.1%
10 Ongoing client service 3.9%
* group benefits, insurance, health and welfare
