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Fidelity® Finds High Performing RIA Firms Are Seeing 1.5x the Growth, 1.3x the Profitability and 1.5x the Productivity of Other Firms

Fidelity Institutional Wealth Services®1, a leading custodian for registered investment advisor (RIA) firms, today released findings from The 2013 Fidelity RIA Benchmarking Study2, which found “High-Performing Firms3” are seeing 1.5x the growth, 1.3x the profitability and 1.5x the productivity of “All Other Eligible Firms4.” The study explored the factors contributing to High-Performing Firms’ success, and found that while focusing on a range of areas was important, these firms also have in common a focus on smart technology adoption.

Performance Indicator     High-Performing Firms     All Other Eligible Firms


    15 percent     10 percent


    67 percent     50 percent


    $333,000     $219,000

Clients Per Advisor8

    93     68

Assets Under Management (AUM) Per Advisor6

    $117M     $81M

Revenue Per Advisor6

    $910K     $542K

Assets from New Clients4

    9 percent     8 percent

New Assets from Existing Clients4

    8 percent     5 percent

Assets Withdrawn by Existing and Departing Clients4

    -5 percent     -9 percent
Close Business in 2 or Fewer Meetings     77 percent     57 percent
State of Technology Environment – Strong, Not Cutting-Edge     74 percent     53 percent
Source: The 2013 Fidelity® RIA Benchmarking Study

“High-Performing Firms are growing faster and smarter than other firms, reporting a growth rate that is 50 percent higher than that of All Other Eligible Firms,” said David Canter, executive vice president and head of practice management and consulting, Fidelity Institutional Wealth Services. “In addition to attracting and retaining more of the right clients, High-Performing Firms are focusing on more effectively harnessing the technology they have instead of chasing the very latest innovations.”

According to the study, High-Performing Firms were focused on creating strong technology environments by investing in their current systems:

  • Seventy-four percent of High-Performing Firms described their technology environment as strong, not cutting-edge.
  • While they recognize the importance of investing in technology – it is a strategic priority for 47 percent of High-Performing Firms, as compared to only 34 percent of All Other Eligible Firms – only 12 percent of High-Performing Firms invest in the “latest and greatest” technology.
  • When it comes to their biggest technology opportunity, 67 percent of High-Performing Firms ranked integrating existing systems9 in their top three opportunities.

The study found that this pragmatic approach to technology may be rooted in High-Performing Firms’ concern about disrupting their business and delivering excellent client experience in order to integrate the latest technology:

  • High-Performing Firms were more likely than All Other Eligible Firms to say disruption to their business is their biggest challenge when integrating systems (60 percent compared to 43 percent of All Other Eligible Firms) and less likely to cite cost or staff skillset.
  • High-Performing Firms were more likely to cite improving their clients’ experience and satisfaction as a top technology goal (77 percent vs. 61 percent of All Other Eligible Firms).

“When it comes to smart technology adoption, it’s no longer just about improving efficiency. RIA firms need to stop and ask – is this helping me grow my business? Does this enhance my clients’ experience?” continued Canter. “As new technologies come to market, RIA firms that see technology as a vehicle for success—not a measure of success—will rise to the top.”

The study also explored strategies that may help advisors build on their efforts to adopt technology in a smart and efficient way. RIA firms may want to consider10:

  • Initiatives that streamline their technology environment, such as shifting to cloud-based solutions, implementing mobile technologies and creating process workflows and automation.
  • Overcoming one of the biggest barriers to technology optimization: people, as the study found the top three barriers were staff related. Addressing these challenges may help firms get more out of their existing technology.
  • Utilizing more functionality of current systems. The study found that those most satisfied with their systems are the firms that are utilizing the most functionality.
  • Leveraging vendor-hosted systems in order to relieve the burden of supporting locally installed systems.
  • Outsourcing, particularly for key processes, such as data reconciliation and client reporting.

Fidelity’s Technology and Operations Consulting offering helps RIA firms understand the importance of smart technology adoption and offers a comprehensive, practical approach to evaluating a firm’s readiness for change. Fidelity’s latest resource, Enabling the Next Wave of Growth with Workflows, was designed to help RIA firms better understand how to implement workflows that could positively impact both client and employee experience. For more details, visit

About Fidelity Investments
Fidelity Investments is one of the world’s largest providers of financial services, with assets under administration of $4.6 trillion, including managed assets of $1.9 trillion, as of December 31, 2013. Founded in 1946, the firm is a leading provider of investment management, retirement planning, portfolio guidance, brokerage, benefits outsourcing and many other financial products and services to more than 20 million individuals and institutions, as well as through 5,000 financial intermediary firms. For more information about Fidelity Investments, visit

The content provided herein is general in nature and is for informational purposes only. This information is not individualized and is not intended to serve as the primary or sole basis for your decisions as there may be other factors you should consider. Fidelity Investments does not provide advice of any kind. You should conduct your own due diligence and analysis based on your specific needs.

The registered trademarks and service marks appearing herein are the property of FMR LLC.

Fidelity Institutional Wealth Services provides brokerage products and services and is a division of Fidelity Brokerage Services LLC. National Financial is a division of National Financial Services LLC through which clearing, custody and other brokerage services may be provided. Both members NYSE, SIPC.
200 Seaport Boulevard Boston, MA 02210

Fidelity Investments Institutional Services Company, Inc., 500 Salem Street, Smithfield, RI 02917


© 2014 FMR LLC. All rights reserved.

1 Clearing and custody provided by National Financial Services LLC.

2 The 2013 Fidelity RIA Benchmarking Study (“the Study”) was fielded from 5/1/2013 - 6/28/2013. 325 firms participated in the Study. Fidelity was identified as the Study sponsor. The Study was administered by an independent third-party research firm, unaffiliated with Fidelity Investments.

3 Refers to firms identified in The 2013 Fidelity RIA Benchmarking Study. For purposes of the Study, Fidelity classifies “High-Performing Firms” as those advisory practices that demonstrate excellence (top 25 percent) in the areas of growth, profitability and productivity. In order to be deemed a “High-Performing Firm,” participants in the Study were required to meet certain criteria. Reference to the concept of "performing" in the name of the group is not intended to connote investment returns. Past performance is no guarantee of future results.

4 Firms that did not rank in the top 25% of firms eligible to be High-Performing Firms. To be considered eligible, firms had to meet the following criteria: 1) their practice was established prior to December 31, 2009, 2) they had assets under management (AUM) of $50M or more as of December 31, 2009, 3) they had two or more full-time employees as of December 31, 2012, and 4) their merger or acquisition activities contributed no more than 25% of the change in AUM between 2010–2012.

5 3 year Assets Under Management (AUM) Compound Annual Growth Rate (2009-2012)

6 2012 Earnings Before Owners’ Compensation (EBOC) Margin; EBOC Margin = EBOC as a % of revenue

7 2012 Revenue per Full-Time Equivalent (FTE)

8 Values represent 2012 median data

9 It should be noted that there are various definitions and levels of integration. For purposes of the study, integration was defined in terms of three levels: Limited integration (e.g., systems updated via a file delivery process), Moderate integration (e.g., automated data synchronization), or Full integration (e.g., automated synchronization with single sign-on and seamless user interface).

10 These strategies may have legal and compliance considerations to take into account.

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