A large wealth manager wanted to capture untapped revenue potential from its proprietary managed account platform through a more data-driven pricing approach.
To inform its pricing strategy, the wealth manager needed to understand its competitive positioning, quantify advisor sensitivity to pricing changes, and determine the optimal approach for capturing value across managed account programs.
Integrating advisor insights, pricing analytics, and revenue forecasting, the team identified optimal price points across the wealth manager's managed account programs.
The team conducted advisor interviews to understand behaviors, value perceptions, and drivers of platform choice, then complemented these insights with a Gabor-Granger survey to quantify price sensitivity.
Revenue projections helped identify price points that would maximize fee-based income, while implementation planning highlighted key risks, mitigants, and additional upside opportunities, including improvements to investor-facing price presentation tactics.
The new pricing approach gave the client a clear path to accelerated growth
Following the project, fee-based income grew at a compound annual growth rate of more than 18%. The client also had a better understanding of FA value perceptions and optimal price points.
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