A premium wealth management firm with advisors serving HNW and ultra-HNW clients faced structural pricing challenges that constrained its ability to grow.
Pricing opacity, repricing inertia, client churn concerns, and significant fee dispersion created wide variations in advisor pricing. Centralized pricing guidance was difficult to implement and advisors resisted repricing despite market evidence supporting fee increases.
To establish an advisor-informed and centrally guided repricing program, the Simon-Kucher team identified pricing headroom, assessed willingness to reprice, and diagnosed barriers and the revenue opportunity.
Simon-Kucher's approach included quantitative analytics, extensive qualitative input, and practical enablement. The team analyzed billing records, interviewed internal stakeholders, conducted rigorous repricing analysis, and quantified upside.
A pricing communication toolkit equipped advisors for effective client fee conversations.
Under the new approach, the wealth management firm had a path to repricing with strong advisor support.
To support implementation, Simon-Kucher delivered KPI dashboards, execution roadmaps, rollout governance, advisor segmentation, coaching, and a communications playbook.
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