Summary
The new power of consumers means that a focus on the customer now matters more than any other strategic imperative. Customer segmentation allows firms to systematically understand and serve their clients. Wealth management firms commonly segment their clients by investable assets. Our research reveals another dimension that reliably predicts many investor attitudes and behaviors: self-directedness. By combining these two variables, we get a segmentation that can help eBusiness and channel strategy professionals understand their prospects and serve their clients better.
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