Case Study

PROBLEM

Our client, a boutique wealth management advisory firm and portfolio manager registered with the OSC, retained DES to lead a search for a series of Investment Counsellors (ICs) to join the firm as it took aim at the bank-owned brokerage platforms. The firm is led by former Wealth executives from the Canadian banks.

With a focus on the UHNW and HNW segments of the market (modelled after the RIA model in the U.S.), our client stood out for being advisor-owned, operating at a fiduciary standard and serving the “whole” family, offering a range of services beyond traditional wealth management.

As this firm was new to the market, the key was to identify top-performing advisory candidates with sizeable books of business who shared the firm’s philosophy and who possessed the entrepreneurial orientation to build a career on an independent platform.

APPROACH

Our efforts centred on registered IC candidates, who brought a strong understanding of investment strategies, risk management techniques and portfolio construction principles. As ICs would be responsible for understanding clients' financial goals, risk tolerance, and investment preferences to develop tailored investment strategies and manage their portfolios, we met with candidates at independent platforms as well as brokerages.

We identified a series of high-performing ICs who brought a “builder” profile, having succeeded as HNW/UHNW advisors, in terms of their business development efforts, client relationship management skills and investment performance.

This mandate is ongoing as we continue to round out the team.