54% of international advisers transitioning their business model


Old Mutual International launches White Paper on the future of the international advice market

Research* from Old Mutual International, part of Old Mutual Wealth, shows 54% of financial advisers across international markets are transforming their business model away from upfront remuneration towards a model that includes more recurring revenue streams aligned to a more consistent ongoing client offering.

The research forms part of a new White Paper from Old Mutual International on the evolution already underway in the international advice market, which includes market perspectives from strategy and transformation consulting organisation Capgemini Consulting UK.

The paper aims to help advisers understand how the combination of regulatory convergence and shifting client expectations are creating new opportunities for international advice businesses. It identifies and navigates some of the subsequent threats associated with these changes, showing how advisers can adapt and thrive in this new world.

While all international markets are not progressing at the same speed of regulatory change, the direction of travel is consistent. Globally, client expectations are evolving, demanding greater transparency and value. Advances in technology are also contributing to a change in expectations, with clients being able to access more information and demanding greater access to online services.

Capgemini Consulting UK, with its experience of the evolution of the UK wealth market and the wider international adviser landscape, believes that advisers need to consider the following which may help them to thrive over the long term:

  • Sustainability – advisers need to consider providing differentiated advice and engagement models offering wider choice of services to clients.
  • Striving for better customer outcomes – advisers need to ensure they are offering customers compelling value that can be clearly articulated and demonstrated.
  • Efficient business models – advisers need to review their business practices and leverage technology where possible to ensure they achieve a lower cost of advice model and at the same time remain profitable and sustainable.

Over the coming months, Old Mutual International will open the debate with international advisers to help shape its new Future Fit programme of support. Adviser feedback and input will ensure its Future Fit programme develops the specific support and expertise required to help advisers evolve their business.

Steven LevinSteven Levin, CEO investment platforms, Old Mutual Wealth, comments:

“The transformation taking place in the international advice market is a positive change and will help ensure the future success and credibility of the sector. Forward thinking advisers will be the long-term winners, and those who do not embrace change risk being left behind. The debate we are leading with financial advisers will help demonstrate the importance of these changes, and, importantly, will help shape the support we offer firms going forward.” 


Rod Bryson, Principal, Wealth, Long Term Savings and Insurance, Capgemini Consulting UK, comments:

“Today’s clients are in a better position to question and challenge – but also to appreciate the value a financial adviser can offer. Financial advisers across many international markets are becoming acutely aware of the need to evolve and transition their business, and it is easy to see how this evolution might snowball. The lead taken by Old Mutual International is a welcome move, and will help open discussions with advisers, encouraging and supporting those looking to evolve with sustainable and customer centric business models.” 

The White Paper is available at

* Old Mutual International survey to international advisers, Q4 2015



For more information contact

Sophie HeywoodOld Mutual Wealth 02380 916 77007834 499

Notes to editors:

Quilter is a leading wealth management business in the UK and internationally, helping to create prosperity for the generations of today and tomorrow.

On a ‘go forward basis’, Quilter oversees £ 111.6 billion in customer investments (as at 31 March 2018).

It has an adviser and customer offering spanning: financial advice; investment platforms; multi-asset and single strategy investment solutions; and discretionary fund management.

The business is comprised of two segments: Wealth Platforms and Advice and Wealth Management.

Wealth Platforms includes the Old Mutual Wealth UK Platform; Old Mutual International, including AAM Advisory in Singapore; and the Old Mutual Wealth Heritage life assurance business.

Advice and Wealth Management encompasses the financial planning network, Intrinsic; Old Mutual Wealth Private Client Advisers; discretionary fund management business, Quilter Cheviot; and Old Mutual Wealth’s multi-asset investment solutions business.

The Quilter businesses will be re-branded to Quilter over a period of approximately two years following separation from Old Mutual:

  • Intrinsic to Quilter Financial Planning
  • Private Client Advisers to Quilter Private Client Advisers
  • The Multi-Asset business to Quilter Investors
  • The UK Platform to Quilter Wealth Solutions
  • The International business to become Quilter International
  • The Heritage life assurance business to Quilter Life Assurance
  • Quilter Cheviot will retain its name.

On 19 December 2017, Old Mutual Wealth announced that it has agreed to sell its Single Strategy asset management business to the Single Strategy Management team and funds managed by TA Associates. The proposed transaction is subject to customary closing conditions, including regulatory approvals. 

Quilter is part of Old Mutual plc, a FTSE 100 group that provides investment, savings, insurance and banking. For the year ended 31 December 2017, Old Mutual reported an adjusted operating profit before tax of £2.0 billion. For further information on Old Mutual plc and the underlying businesses, please visit the corporate website at


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