A.T. Kearney conducted a study of 3,500 U.S. banked mass affluent consumers on their investment behaviors and preferences. The results showed that in order to compete in what will be an increasingly competitive market, investment services providers will need to adjust their business models in six ways.

1. Why Investing Will Never
Be the Same
Six Requirements for Success
The Future of Advice

2. The Future of Advice
There are six requirements
to successfully compete in
an increasingly competitive
market for investment
services providers,
according to A.T. Kearney’s
study of 3,500 U.S. banked
mass-affluent consumers
and their investment
behaviors and preferences.

3. The Future of Advice
Expect increasingly explicit
price competition and a
higher level of switching.
1

4. The Future of Advice
Incorporate digital capabilities
into all investment service
offerings, both products
and experiences.
2

5. The Future of Advice
Understand digital investing
to be about client interface,
user interfaces, and access
to relevant information
and reporting, rather
than investing
algorithms.
3

6. The Future of Advice
Make “human”
access available
as a resource for
both interpretation
and digital help
desk support.
4

7. The Future of Advice
Expect mass-affluent investor
migration in both directions,
both toward more “human”
advisor support as well
as increased digital
capabilities.
5

8. The Future of Advice
Plan for a world
with much greater
competition and
many more flavors
of hybrid advice
and service
delivery models.
6

9. To learn more about the
Future of Advice study
and download the full
Why Investing Will Never
Be the Same findings,
please visit:
www.atkearney.com/financial-institutions/
future-of-advice