One of the most important fiduciary duties of a Financial Advisor is to evaluate every service provider. One core component to support this review is through the use of a Request for Proposal (RFP). This step gives you information on every provider, services offered/rendered, pricing and more.
In years past, you’d find that this was done primarily by elite advisors but with the recent DOL announcements and the requirements set forth within ERISA, this is a step that shouldn’t be skipped by anyone. Here are several reasons an RFP is valuable to an Advisor.
Client Acquisition and Retention: RFPs present an opportunity for financial advisors to acquire new clients. Organizations or individuals that release RFPs are actively seeking financial advisory services, signaling a readiness to engage. Winning an RFP can lead to a long-lasting client relationship.
Market Visibility Responding to RFPs increases the visibility of a financial advisor in the market. Even if an advisor doesn’t win a particular RFP, they can still gain recognition and potentially be considered for future opportunities.
Competitive Analysis RFPs provide insight into what potential clients are looking for. By regularly participating in RFP processes, advisors can gauge the competitive landscape, understand market demands, and tailor their services accordingly.
Service Validation and Enhancement Crafting responses to RFPs often requires financial advisors to articulate their value proposition, investment strategies, and differentiating factors. This introspective process can be a valuable exercise in refining and enhancing the services they offer.
Standardization and Efficiency The structured format of RFPs allows advisors to create a repository of answers, methodologies, and case studies. Over time, this can streamline the proposal process, making it more efficient for future RFP responses.
Feedback and Learning Even if an advisor doesn’t win a particular RFP, they can often request feedback on their submission. This feedback is invaluable as it can guide improvements in future proposals and service offerings.
Diversification of Client Base RFPs can come from various sectors, industries, or individual backgrounds. By responding to a diverse range of RFPs, financial advisors have the opportunity to diversify their client base, reducing dependency on any single sector or client type.
Risk Management An RFP process can also serve as a due diligence mechanism. It allows financial advisors to understand the risk profile, expectations, and requirements of potential clients before entering into a contractual relationship. Additionally, running investment analysis reports using a scorecard based on your methodology through PlanTools will further support the steps you’re taking to avoid risk.
Transparent Expectations RFPs typically lay out the scope of work, performance expectations, and other requirements upfront. This clarity ensures that both the client and the advisor have aligned expectations, reducing the potential for misunderstandings later.
Establishing Credibility A well-crafted RFP response can establish the credibility of a financial advisor. Providing detailed answers, showcasing past successes, and demonstrating expertise can position the advisor as a trusted and knowledgeable professional in the eyes of potential clients.
In conclusion, RFPs are not just an avenue to secure new business; they’re a tool for continuous growth, market understanding, and service refinement for financial advisors. Using solutions like Catapult that accommodate both the issuance and responding experiences further amplifies the possibilities of automation, standardization and a turn-key experience.
