“Request for proposals (RFPs) are now a standard part of prospecting,” says CAPTRUST Director Greg Middleton. Middleton is featured in an article in the July/August issue of PLANADVISER Magazine discussing plan sponsors’ increased use of the RFP as part of the process to hire a retirement plan advisor. The article focuses on how plan sponsors are using advisor RFPs as a way to evaluate and select advisors, how advisory firms are responding to the heightened level of activity, and how a plan sponsor needs are best addressed in a response.
The article stresses the need for advisors to do the “pre-RFP prep work” and use the internal and external resources available to them to produce a thorough and effective response. Often, 70 to 80 percent of an advisor RFP covers standard questions such as explaining the firm’s investment analysis process. “It’s that 20 to 30 percent that distinguishes or separates the respondents,” Middleton says.
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CAPTRUST Financial Advisors is an independent investment research and fee-based advisory firm specializing in providing retirement plan and investment advisory services to retirement plan fiduciaries, executives, and high-net-worth individuals. Headquartered in Raleigh, NC, the firm represents over $170 billion in client assets with offices in Alabama, California, Connecticut, Florida, Georgia, Iowa, Michigan, Minnesota, Missouri, New York, North Carolina, Ohio, Pennsylvania, Texas, and Virginia.