RIA Edge Podcast: Adding Client Services Doesn’t Always Add Value

RIA Edge Podcast: Adding Client Services Doesn’t Always Add Value

Growth-minded RIAs often look to bring new services to clients. Research from WMIQ and Marshberry shows widely different motivations and approaches—and sometimes elevated expectations for the impact on firm value.

In this episode of the RIA Edge Podcast, David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, talks with Rob Madore, vice president of financial services for MarshBerry, about recent research the firm has done with Wealth Management’s WMIQ to explore how firm leaders think about adding new client services, both to pursue organic growth and preserve fees. With over 70% of advisors actively exploring ways to enhance services, Madore warns it’s no panacea. Firms that make it work need to undergo a ruthless self-appraisal and have a clear view of how the move will impact the business’ bottom line. 

Specifically, David and Rob discuss:

  • The top reasons firms look to expand client services, and the services most firms are looking to add.
  • How firms decide whether to outsource, acquire, or partner with others to bring clients additional services.
  • What RIAs often get wrong about service expansion, and the impact on the business. 
  • Where fee compression and margin dynamics fit in the decisions and strategies RIAs pursue.
  • Why technology is the pivotal enabler for enhancing client experiences.


Connect With David Armstrong:

Connect With Rob Madore:

About Our Guest: 

As a Vice President on MarshBerry’s Financial Advisory team, Rob helps RIAs develop and implement sustainable growth strategies.

Prior to MarshBerry, Rob held leadership positions at companies like Wise Rhino Group, WebMD and Questis, where he was a sought-after speaker and consultant focused on giving firms the tools to thrive through the convergence of the wealth, retirement and insurance industries.

He holds a Bachelor’s of Business Administration from the University of Vermont Grossman School of Business and is a proud supporter of veteran groups like SEALKids.

Previously a collegiate and professional hockey player, most recently with the Toronto Maple Leafs organization, Rob now lives in Charleston, S.C., with his wife, Allie, and his two sons, Louis and Teddy.

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