Adviser 360 Practice Valuator Qorus-NTT DATA Innovation in Insurance Awards 2025

Concept and Objectives The Adviser 360 Practice Valuator tool optimizes how financial advisers assess, manage and grow their practices, offering real-time, data driven insights into an adviser’s practice, allowing them to make informed decisions during leadership transitions and ultimately enabling succession planning. Designed to provide a clear, structured adviser journey—Know Your Practice → Improve Practice Quality → Identify and action opportunities → Enhance Practice Value—this tool ensures that advisers can maximise their long-term practice potential. Unlike traditional valuation tools that provide only historical estimates or static revenue projections, this tool delivers instant, dynamic practice valuation, future revenue projections integrating personalised business quality metrics and strategic growth insights. Through a data-rich valuation dashboard, advisers receive accurate estimates of their practice valuation, with the ability to track performance metrics, persistency trends and engagement levels. This tool leverages Discovery’s valuation model, pre-populating commission flows across different product verticals and applies quality metrics – such as Vitality status – to accurately value the practice. This approach ensures advisers not only understand the current value of their practice but have a roadmap to enhance it over time. Additionally, it provides, automated, personalised recommendations, including cross-selling, up-selling and client retention strategies, ultimately maximizing long-term profitability. Seamlessly integrated with Adviser 360, the tool sits within the single sales platform used by advisers, providing immediate access to all other platform features. Advisers can track practice performance and action growth opportunities – with the ability to send marketing campaigns, client reminders and follow ups, as well as action and active quotes with a single click – all from the same platform. This streamlined workflow eliminates manual processes, allowing advisers to focus on high-value client interactions and revenue-generating activities.

Reasons behind the innovation Financial advisers face increasing challenges, including market commoditization, digital disruption and increasing client experience expectations. Many advisers struggle with ensuring long-term practice sustainability, often leading to suboptimal practice management, declining growth over time, lack of succession planning and an undervaluation of their practice as a result. Traditional valuation methods rely on static financial assessments and fail to capture the evolving nature of an adviser’s practice. The Adviser 360 Practice Valuator was developed to solve these challenges by transforming valuation into a continuous, strategic process rather than a one-time estimation. The tool ingests internal data continuously which enables this real-time valuation. It introduces predictive analytics and shared-value insights, using the impact that Vitality has been proven to have on an adviser’s practice to provide a more accurate long-term valuation. The tool helps advisers identify areas of risk, provides possible mitigation strategies and leverage business quality metrics to grow the future worth of their practice. Furthermore, by providing personalised and real-time practice growth opportunities, it allows advisers to take proactive steps towards increasing their practice’s value rather than just assessing it at sporadic points in time, and sometimes only at point of exit.

Additionally, the Practice Valuator streamlines the succession planning process. With an objective and dynamic assessment of an adviser’s practice value, potential future value and growth opportunities, the tool solves some challenges identified in the succession planning process. By making valuation an ongoing business growth strategy, this tool future-proofs advisers against missed revenue opportunities and succession risks. State of competition Current financial advisory valuation tools lack depth, real-time data and actionable insights. Most solutions available offer generic estimations based on historic revenue rather than future revenue potential. They often require manual inputs and do not consider shared-value data or client engagement trends when determining practice quality. It is Discovery’s wealth of shared-value data gathered in real time over product lifetimes ensuring the adviser receives more precise, data-driven estimates that evolve alongside their practice. Sources of inspiration Originally designed as a marketplace for buying and selling an adviser’s practice, the tool evolved to focus on strategic practice valuation and growth. The tool was inspired by behavioural economics and shared-value insurance principles. Drawing on studies showing how a client’s engagement can directly impact persistency, quantum of sale, future opportunities and an overall long-term practice performance led to the integration of shared-value data into the valuation model. Early action is key, and advisers who focus on engagement, client retention, and practice quality throughout their careers will maximise their valuation. Departments involved The development of the Adviser 360 Practice valuator required input and expertise across various business units across the Discovery group, including commissions team, actuarial, finance, systems, legal and compliance.

Main results so far Early results indicate that the Adviser 360 Practice Valuator tool has the potential to unlock up to 50% more value for an adviser by differentiating the quality of the practice and encouraging behaviour changes. By enabling advisers to toggle between various business quality metrics and instantly see their impact on practice valuation, advisers are empowered to use these insights to make more informed decisions and take targeted actions to enhance their current practice valuation. Personalised recommendations for cross-selling and up-selling along with pro-active, strategic insights to improve client persistency ensures that advisers are continuously optimizing their practice potential.