January 24, 2019

Keys to Successful Succession Planning for RIAs

Insights on optimizing negotiating power for firms in transition.

Registered Investment Advisors (RIAs) share one essential characteristic—they put their clients’ interests above all other concerns. While this client-centric approach is the hallmark of RIAs, it’s important that firms and advisors plan for their own futures as well. Developing a succession plan is one of the most important activities RIAs can undertake.

The Survey Says. . .

As part of our mission to help advisors succeed, we partnered with Institutional Investor to conduct a research study to explore RIAs’ succession planning practices and concerns. 162 RIAs were surveyed in conjunction with a series of interviews with RIAs and valuation consultants to gather additional insight into the survey findings. The results of our survey indicate that the RIA industry looks to be at a major inflection point. A significant number of RIA firms are contemplating a change in ownership over the next five years.

However, the survey also finds that many firms are woefully underprepared when it comes to planning for the transfer of stewardship of their firms.

See the research

Keys to Successful Succession Planning for RIAs

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Succession Planning is a Critical Component of Success

Veteran consultants believe that succession planning should begin at the founding of a firm, can take 3-5 years to solidify, and should be updated continually. A lack of readiness can undermine a would-be seller in numerous ways.

Sellers who haven’t emphasized succession planning are coming to the negotiating table unprepared. In doing so, they are at risk of suboptimal outcomes for their firm as well as for the future of their clients and employees. And, they may struggle to secure the best terms and receive full valuation on an otherwise attractive firm.

This raises the question: What do RIA leaders need to do now to ensure the survival of their legacies?

Keys to Successful Succession Planning

This white paper outlines insights on optimizing negotiating power for firms in transition, including:

    • The most important contributing factors to a firm’s valuation
    • What’s whetting buyers’ appetites
    • The importance of culture and how to assess cultural fit
    • Expert insights on deal breakers for prospective buyers

We hope this research is helpful to you as you plan for the future of your firm.

Click here to access the white paper.

Franklin Templeton commissioned Institutional Investor’s Custom Research Lab to conduct a survey of 162 RIA leaders at small, medium and large US firms ranging from approximately $100 million in AUM to upwards of $5 billion. The survey was administered in the autumn of 2018.