Redefining your HNW value proposition with managed accounts
For many high-net-worth (HNW) advisers, the traditional value proposition has centred on investment selection - demonstrating expertise through stock picking and tactical portfolio moves. This transactional approach has long been seen as the hallmark of sophisticated advice. Yet, as markets evolve and client expectations shift, advisers are increasingly challenged to deliver value beyond the mechanics of investment selection. Creating a relevant and meaningful client value proposition for this segment can be particularly complex, especially when considering the adoption of managed accounts
Do Managed Accounts Have a Place in HNW Portfolios?
A common question among advisers is whether managed accounts are truly suitable for HNW portfolios, given the complexity and bespoke nature of these clients’ needs. The answer, as outlined in our recent webinar, Scale Up & Stand Out with Managed Accounts for HNW Investors, is unequivocally yes.
Managed accounts are not just for retail accumulators. Leading Australian practices are demonstrating that, when implemented thoughtfully, managed accounts offer significant advantages for HNW clients.
Personalisation at Scale
Managed accounts enable advisers to tailor portfolios to individual circumstances—locking legacy positions to manage capital gains, excluding specific securities that conflict with personal values, or blending models to tailor income and risk profiles. These customisations deliver tangible value and help overcome initial resistance to adoption.
Whole-of-Wealth Integration
Managed accounts provide consolidated reporting and direct ownership, supporting broader wealth goals such as philanthropy, property, and family grouping for fee aggregation. This makes managed accounts highly effective for multi-generational wealth strategies.
Strategic Flexibility
Advanced features like ESG overlays, asset substitutions, and family grouping for fee aggregation make managed accounts highly effective for complex, multi-asset portfolios.
Efficient Core Portfolio
Managed accounts can be complemented by satellite investments, such as property or specialist positions, consolidated into a single, whole-of-wealth reporting framework.
Our latest research found that 88% of advisers report improved client outcomes after adopting managed accounts.¹ The webinar highlighted that, when implemented effectively, managed accounts deliver faster execution, greater portfolio consistency, meaningful personalisation, enhanced transparency, and free up time to focus on strategic planning rather than administrative tasks.
The adviser’s strategic advantage
The time saved by adopting managed accounts is the key to delivering high-quality holistic advice. The two to three hours spent per client on preparation, execution, and follow-up—accounting for around a day per week per adviser—are released to redeploy on strategic conversations and deeper engagement. Ultimately, this benefits clients through improved responsiveness and enhanced service quality.
Justifying the cost: linking value to outcomes
As advisers redefine their value proposition with managed accounts, the question of cost inevitably arises. For many, the transition introduces an additional fee, prompting clients to ask: “What am I paying for if you’re not hand-picking every investment?”
This is where the adviser’s strategic advantage comes to the fore. Managed accounts shift the focus from transactional execution to delivering outcomes that matter - personalisation, efficiency, and strategic insight. The fee is not simply for portfolio administration; it is an investment in a higher standard of service and advice.
By mapping the cost to tangible benefits, advisers can demonstrate how managed accounts unlock new capabilities:
- Enhanced service quality: more time for strategic advice, less time on administration.
- Potential offsets: brokerage savings, improved after-tax returns, and reduced opportunity costs.
- Outcome-based reviews: agreeing on metrics and reviewing outcomes after twelve months builds trust and demonstrates commitment to client success.
In practice, advisers who address the fee openly, explain the advantages clearly, and commit to reviewing outcomes find that cost concerns typically dissipate once clients experience the efficiencies and improved service.
Practical Talking Points for Client Conversations
- State the fee clearly and explain how it is charged.
- Map benefits to client goals: faster execution, daily rebalancing, direct ownership, and customisation options.
- Quantify potential offsets such as brokerage savings and tax advantages.
- Discuss the benefits of technology, including secure digital portals, daily portfolio updates, and streamlined approvals.
- Agree on review metrics after six to twelve months.
- Highlight service improvements: more time for strategic planning and less time on administration.
- Refer to our Managed Accounts Brochure.
Setting a New Standard for High-Net-Worth Advice
As investment selection becomes increasingly commoditised, advisers who embrace managed accounts are redefining what it means to deliver sophisticated, client-centric advice. By leveraging managed accounts, advisers move beyond transactional portfolio management to offer truly bespoke solutions - adapting to regulatory changes, integrating multi-generational wealth strategies, and responding to the evolving needs of high-net-worth clients.
For discerning HNW individuals who value personalisation, efficiency, and a holistic view of their wealth, managed accounts present a compelling proposition. This approach has transformed the growth trajectory of leading advisory firms, with client referrals now driving new business—a testament to the enhanced client experience and outcomes delivered.
While managed accounts do introduce an additional cost, the benefits for the right client profile are clear and substantial. Clients gain coordinated execution, daily discipline, direct ownership, and the ability to customise portfolios to their unique requirements. Enhanced transparency and strategic adviser engagement further strengthen the relationship, positioning advisers as trusted partners in their clients’ financial journeys.
Advisers who lead with transparency and commit to measuring outcomes consistently are seeing strong acceptance among HNW clients. Supported by robust industry evidence of improved client outcomes and efficiency gains, the case for managed accounts is not only compelling—it is rapidly becoming the benchmark for excellence in Australian wealth management.
Discover adviser insights
To explore advanced strategies and hear how managed accounts are reshaping the adviser value proposition for high net worth clients, watch our webinar: Scale Up & Stand Out with Managed Accounts for HNW Advisers today.
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¹ Core Data/ Praemium Managed Accounts Research 2025