PLANADVISER - September/October 2018 - 4

intro
The Next Level
A
s you grow your practice by taking
on new clients and expanding your
assets under advisement (AUA), at
some point it becomes necessary to expand
your
team.
" Multifaceted Considerations, "
our cover story (page 26), discusses what
you need to think about as you decide on a
strategy to expand your business, starting
with determining your business model.
Many advisers focus on delivering excelWinning
Strategies for Retirement Plan Advisers
September-October 2018 | planadviser.com | $30
2018
Retirement
Plan Adviser
Survey
The complexities in building adviser teams
lent customer service as a way to retain
existing clients and help them improve their
retirement plan-thereby naturally boosting
AUA. With so many talented prospects
working at recordkeepers, you can attract
them to your practice by offering more
autonomy and client ownership than they may find at their current employer.
It's also important to recruit people with a mix of skills and, as the owner of
your practice, to focus on the 10,000-foot-view when developing your growth
strategy. Finally, the story examines the pros and cons of both remaining
independent and joining an adviser network, or aggregator firm-for which
specialist advisers now have many options.
The 2018 PLANADVISER Retirement Plan Adviser Survey (page 32) takes
a deep dive into the types of services that investment managers and recordkeepers
offer advisers, plan sponsors and participants and reveals with which
companies advisers most like to work.
Every industry is experiencing data overload, and the retirement planning
industry is no different. How you manage that data to more effectively
serve your clients is the focus of feature " Narrowing the Scope " (page 44). In
fact, actionable data produced by defined contribution (DC) plans has doubled
every two years for the last 10 and is expected to increase at an even faster
pace over the next 10. Probably the most telling data points show how specific
demographic groups within a retirement plan are faring with respect to their
investments, deferral rate and overall retirement outlook. Working with the
recordkeeper, advisers can bring this data to their plan sponsor clients, where
it can help to better inform plan design decisions and to target education and
communication.
This issue's Marketing Mechanics story (page 48) explains how The
Catanella Institutional Consulting Group, a member of UBS Institutional
Consulting, has expanded its AUA over the past three years by $1 billion
through partnering with UBS private wealth advisers. These advisers have
a minimum account balance of $10 million to $25 million and-here's the
key-work with C-suite executives. Introductions to these execs opens the
door for Catanella advisers to prospect for new retirement planning business.
In return, the practice shares a portion of its fees for a period of time with the
private wealth advisers.
The pension risk transfer market has been steadily growing for the past
decade and shows no signs of decelerating. " Pension Risk Transfer " (page 50)
explains the various ways this off-loading can be achieved, the role advisers
can play in regard to de-risking, as well as in consulting on investments, and
the benefits pension risk transfer can offer their practice.
We hope these stories open your eyes to new opportunities and revenue
streams. -Lee Barney, Managing Editor
editor-in-chief: Alison Cooke Mintzer
Alison.Mintzer@strategic-i.com
creative director: SooJin Chun Buzelli, svp
SooJin.Buzelli@strategic-i.com
managing editor: Lee Barney
Lee.Barney@strategic-i.com
managing editor, planadviser.com: John Manganaro
John.Manganaro@strategic-i.com
editorial staff: Judy Faust Hartnett, Rebecca Moore,
Amanda Umpierrez, Karen Wittwer
contributors: John Keefe, Judy Ward
surveys & research: Quinn Keeler, svp;
Brian O'Keefe, Jackie Scott
design & production: Donna Bien-Aime,
Lynn Connelly, Chris Kwon, Claire Merchlinsky,
Tiffany Pai, Micky Walls
design contributor: Cherese Rambaldi
art contributors: Tim Bower, Chris Buzelli (cover),
Davor Gromilović, Jacqueline Kaulfersch, Alex
Kiesling, Summer Lien, Amy Matsushita-Beal,
Mary Kate McDevitt, Muhammad Mustafa,
Daniel Špaček, Simone Virgini, Luyi Wang
head of media sales: Katie Bacon, vp
Katie.Bacon@strategic-i.com
online & digital products: Paul Zampitella, vp
Paul.Zampitella@strategic-i.com
advertising sales: Meighan McGowan, Bill Murray,
Lisa Reilly
global sales administrator: Anthony Groccia
conferences: Carol Popkins, vp; Katie Campbell,
Rebecca Fahey, Melissa Groccia, Lucille Velander
global controller: Younes Ismael-Aguirre
accounting operations: Abeer Abu-Issa, Mayrillane
Bahi, Ruth Fissaha, Doreen Fucci, Kristin Keeler,
Ricky Kostik, Karen Kurtz, Vivian Panton,
Harris Weinstein
chief technology officer: Phil Herzog
development director: Justin Hoffman
technology operations: Ray Lucibello, Aaron Montecalvo,
Bhakti Patel, Jigar Patel, Dexter Reaves, Stephen
Widom
custom media program manager: Drew Donaldson,
Drew.Donaldson@strategic-i.com
reprints: Michelle Judkins 203-595-3276
Michelle.Judkins@strategic-i.com
PLANADVISER is a Strategic Insight business.
chief executive officer: Joel Mandelbaum
chief financial officer: Karl Jaeger
chief content officer: Tony White
PLANADVISER (ISSN 1935-9098) is published
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PLANADVISER - September/October 2018

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