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市場調查報告書
加強財務規劃投資銷售及諮詢服務：行政角色也跟著自動化（戰略）
Strengthening Financial Planning in Investment Sales and Advice: The Role of Front-Office Automation (Strategic Focus)
| 出版商 |
Datamonitor |
| 出版日期 |
2010年05月 |
商品編碼 |
121675 |
| 內容資訊 |
英文 Pages: 26 |
| 價格 |
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加強財務規劃投資銷售及諮詢服務：行政角色也跟著自動化（戰略） 是由出版商Datamonitor在2010年05月所出版的。
這份英文市場調查報告書包含Pages: 26 價格從美金3395起跳。
此報告書針對歐洲、北美、亞太地區的投資市場販賣及諮詢服務，強化投資理財規劃的部分進行調查分析，並統整各國消費者需要、投資理財規劃的角色進行考察，以下列概略為您呈現。
摘要
第1章 投資商品的分銷商必須強化諮詢力
- 消費者對於理財專員的信賴感相當薄弱
- 有些人認為理專會因為自己的利益而採取行動，消費者對於服務的信賴感減低
- 消費者決定購入商品時，也會使用其他的金融情報
- 在某些動向需要透明性時，也就意味著理專需要讓客戶感覺自身存在的價值
- 法規機關希望業者提高透明性以及強化受託者義務
- 理專並不是「將產品售出後就結束」，而是應該以提供優質的諮詢為主，並與顧客維持良好關係
第2章 櫃臺自動化能夠讓效率及諮詢業務品質提高
- 投資理財規劃與投資組合的建構都能夠經由軟體工具來強化
- 更客觀的投資理財規劃及圖表工具能夠強化諮詢
- 企業強化風險檔案，在資產/分配及投資組合當中應該要考量風險
- 理專經由增加與客戶的互動，必須要在各管道之中設立可以強化顧客服務的平台
- 透過CRM技術可以改善關係
- 理專的平台應該是可以支持效率的
- 多重管道的支援在線上服務是最為重要的
第3章 提案
- 針對企業的提案
- 企業也必須將整體考量櫃臺專員
- 在平台的評價當中不該僅重視事業機能，也該重視柔軟性
- 針對廠商的提案
- 廠商必須要支援轉移至比多重管道更複雜的諮詢構造
- 供應商應該要關注SaaS設備的支援
附錄
Abstract
Introduction
The marketplace for investment sales and advice is about to get more
challenging. Several markets are shifting from commission to adviser charging
models and most are demanding greater levels of adviser disclosure. With
general consumer sentiment, distributors are going to need to significantly
strengthen the financial planning experience. This report examines how this
should be done.
Scope
- Coverage of the investment markets across Europe, North America and Asia
Pacific
- Drill-down in consumer investment demands in Australia, Germany, the UK
and US
- Examination of the role of financial planning across the investment sales
and advice lifecycle, including client management, origination and review
Highlights
For many advisors moving to an ongoing relationship model, managing a high
frequency of client contact is challenging given the high typical
client-to-advisor ratios and significant advisor compliance workloads. Firms
need to support advisors by providing ' workbench' -type support platforms
that combine CRM sales and client management functionality.
Regulatory attention on financial advice, in response to misselling scandals,
has created a common goal of greater disclosure and desire for stronger
advice. This is leading a number of countries to tackle the remuneration
conflict-of-interest issue head-on, requiring advisors to move from provider
commission to advisor charging models.
Reasons to Purchase
- Unique analysis of Datamonitor' s Financial Services Consumer Insights
study to analysis implications of adviser charging on investment distribution
- Analysis of resulting business and technology strategy requirements to
strengthen financial planning and move to a true client relationship model
- Examines what functionality adviser platforms need to support now and
develop for the future
Table of Contents
SUMMARY
- Catalyst
- Ovum view
- Key messages
- Consumer trust in financial advice has suffered from inherent conflicts of
interest, driving demand for alternative information sources and
execution-only services
- Advisors will need to move from a ' sell and forget' attitude to a
relationship-based client engagement model centered around high-quality advice
- Goal-setting, risk profiling and portfolio construction can be enhanced
through software tools
- Advisors need platforms that allow greater client contact time and the
ability to prioritize client servicing
- Firms need to consider the full front office in scope, even when
addressing specific pain points
- SaaS delivery should be considered as a viable method of driving platform
transformation
- Table of Contents
INVESTMENT DISTRIBUTORS NEED TO ENHANCE ADVISORY CAPABILITIES
- Consumer trust in financial advice has suffered from inherent conflicts of
interest, driving demand for alternative information sources and
execution-only services
- The perception that advisors act in their own interest has reduced
consumer trust in the service
- Consumers are increasingly turning to alternative sources of financial
information to support purchasing decisions
- Push for greater transparency means advisors will have to show value of
advice
- Regulators are pushing for greater transparency and enhanced fiduciary duty
- Most regulators are looking to enhance disclosure and client suitability
requirements
- Regulators are looking to remove conflicts of interest in the sales
process through banning commission or more upfront disclosure
- Advisors will need to move from a ' sell and forget' attitude to a
relationship-based client engagement model centered around high-quality advice
FRONT-OFFICE AUTOMATION SHOULD IMPROVE PRODUCTIVITY AND ADVISORY PERFORMANCE
- Financial planning and portfolio construction can be enhanced through
software tools
- Advice can be enhanced through objective planning and illustration tools
- Firms need to enhance risk profiling and include risk in asset allocation
and portfolio construction
- Advisors need platforms that allow greater client contact time and enhance
customer service across channels
- CRM technologies around review scheduling and alerts can support the move
to a relationship model
- Advisor platforms need to support productivity through automated document
creation and case management and analytics, with collaboration a future
requirement
- Multi-channel support will be essential, particularly online delivery
RECOMMENDATIONS
- Recommendations for enterprises
- Firms need to consider the full front office in scope, even when
addressing specific pain points
- Platform evaluation should focus on flexibility as well as business
functionality coverage
- Recommendations for vendors
- Vendors need to support the shift to multi-channel distribution and more
complex advisor structures
- Vendors should also look to support SaaS delivery, given the distribution
structure of industry
APPENDIX
- Ask the analyst
- Further reading
- Methodology
- Disclaimer
List of Figures
- Figure 1: Financial advisors are consistently distrusted by consumers
across major markets
- Figure 2: Consumers making financial decisions are more likely to use
online resources than professional advisors
- Figure 3: Summary of main proposals of the FSA' s Retail Distribution Review
- Figure 4: Investing in technology improvement is an important strategy for
a third of independent advisors
- Figure 5: The main stages of the sales and advice cycle in the provision
of financial advice
- Figure 6: Key elements of an optimal integrated advisor platform
- Figure 7: There is high variation in customer contact frequency in the
independent advisor sector
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