Picking the right shade for your target market

future of distribution

Advisers will need to adapt to a fast-changing market to survive and focusing on the right type of clients with the right sales process will be key to ensuring a sustainable business

In writing this article, it occurred to me that trying to forecast the shape of distribution in 2010 is akin to guessing the number of jellybeans in a jar at the local village fete. There are lots of possible answers, but no easy way of working it out for yourself. One trick is to segment the jellybeans - focus on the red ones and extrapolate an estimate based on the other types in the jar. If only distribution were that simple. Segmenting the adviser population has never been an easy task. Advisers come in many colours and flavours and are constantly re-inventing themselves. It is th...