Connected CRM, recurring fees, compliance, and adviser reporting

Client Overview

Company Name

Montrose Independent Financial Advisers Ltd.

Company Address

28 Walker Street, Edinburgh, EH3 7HR, Scotland.

Industry Details

FCA-authorised independent financial advice practice providing whole-of-market advice on pensions, ISAs, investment portfolios, life assurance, and estate planning to private clients and owner-managed businesses across Scotland. Around 1,400 active client relationships across 6 advisers.

Entity Size

Around 22 employees including advisers, paraplanners, compliance, and client services.

Product/Solutions Implemented

Dynamics 365 Sales, Dynamics 365 Business Central.

Duration of Project

5 months.

Montrose Independent Financial Advisers logo

We deployed Dynamics 365 Sales and Business Central at Montrose IFA to replace a combination of Intelliflo, Excel fee trackers, and a standalone Sage accounting package that had no link to client or adviser records. Client relationships, recurring fee schedules, compliance activity logs, and adviser performance reporting now run from a connected Dynamics 365 environment. Automated workflows for annual reviews, recurring fee schedules, and compliance tracking have reduced manual administration while improving service consistency. With real-time insights into client portfolios, adviser productivity, and financial performance, the firm is better equipped to deliver exceptional client experiences and support long-term business growth.

As an independent financial advisory practice, success depends on maintaining strong client relationships while ensuring accurate recurring billing and regulatory compliance. Dynamics 365 brought these critical business functions together in one connected platform, enabling advisers to deliver a more consistent client experience while improving operational efficiency and business oversight.

Financial Services - Independent Financial AdviceDynamics 365 SalesDynamics 365 Business Central
Dynamics 365 implementation for independent financial advice

An FCA-authorised independent financial advisory firm providing personalized wealth management, retirement planning, and investment solutions to individuals and businesses across Scotland.

The Challenge

  • Client records were maintained in Intelliflo while adviser notes, meeting outcomes, and follow-up actions were recorded separately in Outlook and notebooks.
  • Ongoing adviser charges were calculated manually from adviser fee spreadsheets, with at least three clients per quarter missed due to errors or oversight.
  • Annual client review scheduling was tracked by individual advisers in Outlook with no management visibility of overdue reviews.
  • Compliance suitability records, fact finds, and letter of authority logs were stored in a shared drive with no version control.
  • New client pipeline was invisible to management, with no consistent view of prospects, proposal status, or conversion rates by adviser.
  • Adviser performance reporting took three days each month and never reconciled precisely.

Our Solution

Client Relationship and Pipeline Management

  • Dynamics 365 Sales was deployed as the central client relationship platform. All 1,400 active client records were migrated with relationship history, product holdings, and adviser assignment.
  • A new client pipeline was built in D365 Sales from initial enquiry through fact find, suitability report, and onboarding.
  • Annual review scheduling is managed from D365 Sales with adviser tasks generated 8 weeks before each anniversary and escalation if reviews are not booked.
  • All adviser activity including meeting notes, calls, and correspondence is logged against the client record.

Fee Billing, Compliance, and Finance

  • Ongoing adviser charge schedules are configured in Business Central against each client record and billed automatically on the correct schedule.
  • Compliance documents are linked to the client record in D365 Sales so evidence packs can be generated in minutes.
  • Business Central produces monthly adviser performance reports from fee billing data without manual spreadsheet work.

The Impact

Montrose IFA connected client relationships, recurring fees, annual reviews, compliance documentation, and adviser performance reporting in Dynamics 365.

$0K+

Annual Revenue Protection

Recurring advisory revenue protected annually by eliminating missed client fee billings.

0%

Annual Review Scheduling Compliance

Workflow-driven review scheduling means no client anniversary is missed.

$0K+

Revenue Optimization

Enhanced revenue management through centralized fee schedules, sales pipeline tracking, and financial reporting.


We built this practice on relationships. But relationships do not pay the bills. The ongoing fee does. And when you cannot see which clients have been billed, which reviews are overdue, and which prospects are still open, you are not running a practice. You are chasing your own tail. Dynamics sorted that.

Fiona Montrose
Principal
Montrose Independent Financial Advisers Ltd.

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