Does your BDM have one foot out of the door?

by AB19 Jun 2013

Eight out of 10 business development managers (BDMs) and personal development managers (PDMs) are planning to leave their current role in the next three years, according to new research into the financial planning industry.

A white paper from advisory firm Business Health has revealed that a third of BDMs and PDMs are dissatisfied with their current position, with deteriorating team cultures, increasing workloads and too much time spent on administration cited as sources of friction. Many of these issues are unlikely to be restricted to the planning industry alone.

As a result, 78% of BDMs and PDMs say they intend to move into a different role or to a different company within the next three years. Forty-six per cent planned to move into a senior management role, while just 9% intend to become advisers. Two-thirds of BDMs have already been approached by a competitor about a move in the last 12 months.

Business Health partner Rod Bertino warned this shift could have a major impact.

"Three out of four existing adviser relationships will need to be moved within the next three years," said Bertino. "That has significant implications across the whole value chain."

The question for employers is one of client management, he added.

"Do employers have information about advisers, or is it all in the BDM's head? What transfer of corporate history and relationships takes place? If it's all in the BDM's head and they walk, that relationship walks with them."

Another concern was the lack of training for BDMs and PDMs, with 90% of respondents revealing they didn't spend any time on professional development. Bell argued that there is a real need and desire for more professional development opportunities, and that more support is needed from employers.

The report, which surveyed 115 BDMs and PDMs in March, also revealed that business development is typically a 'young person's game', with more than half of respondents under the age of 40. However, BDMs and PDMs certainly aren't on the breadline, with six out of 10 earning a base annual salary of between $100,000 and $150,000 with bonuses on top.


  • by Gold Coast broker 19/06/2013 8:13:19 PM

    Most of the bank BDM:S just rotate and cant help and wont return phone calls
    they all go to the MFAA to find the next GIG
    there are some really Great No Bank BDM"S
    who answer there phones

  • by Papery 20/06/2013 10:09:53 AM

    Me thinks this article relates primarily to the Financial Planning Industry. Traditional (Mortgage Broker) BDMs are less effective than a few years ago with many of the office based call centre Broker support staff more able to sort out issues with live deals in progress.
    A lot of BDM's are good spruikers for their employers, great for the occassional lunch but you cant really rely on any pre submission promises from them until the deal hits the credit assessors desk.
    Many of the Lenders have policies which curtail escalation requirements we put to them, which is usually a critical function & where Brokers do ask for BDM support. I dont need to pester a BDM to tell me about their published policies, processes IR & current offers...but I do need them to help get through sticky deals & escalate with approvals, vals, docs, pre settlement certifications etc when timeframes & Bank work flows get tight.
    Do they deserve salaries of $100k+ gpa.... I dont think so, but I wouldn't mind a piece of that!