Motilal Oswal Private Wealth, a leading player in India’s wealth management space, has projected a growth target of 20-25%, significantly outpacing the industry’s expected growth of 14-15%. This ambitious projection is anchored in structural shifts within the industry and strategic monetisation efforts, according to Ashish Shanker, MD and CEO of the firm.

Shanker underlined that the construct of the wealth management sector currently offers huge opportunities for nimble and well-positioned players to accelerate their expansion plans.

“The industry might grow probably at 14-15%, but there's a big opportunity for players like us to grow at about 20-25% because of the construct of the industry at the moment,” said Shanker.

Monetisation and Fee Stability

One of the key factors supporting this optimistic outlook is fee-based income stability. According to Shanker, wealth management companies generally earn between 55 to 60 basis points in fees, which is considered both sustainable and stable in the long term.

He also noted that providing additional services beyond core offerings could help improve the monetisation rate while maintaining long-term client relationships.

“Offering complementary services to clients will enable firms to increase their revenue per client without compromising loyalty or satisfaction,” Shanker added.

Organised Wealth Management to Take the Lead

One of the most significant trends contributing to this surge is the transition from unorganised to organised wealth management platforms. Shanker stated that only around 20% of India’s financial savings are currently managed through formal wealth platforms, leaving an enormous gap for expansion.

“This shift presents a phenomenal opportunity for professional firms that can deliver value-added services, create robust digital platforms, and attract the right talent,” said Shanker.

This movement reflects an evolution in investor behaviour as individuals increasingly seek structured financial planning and investment solutions backed by credible institutions.

Capital Market Dynamics Fueling Momentum

The influx of capital into the economy from sources like IPOs, promoter stake sales, and employee stock ownership plans (ESOPs) has created a strong tailwind for wealth management firms.

“We are benefiting from the multiple business lines we operate that are linked to capital markets,” Shanker noted. This diversification ensures the firm remains agile and can capture opportunities from a variety of investment channels and client profiles.

Platform and Talent Will Decide the Winners

Despite rising competition in the sector, Shanker believes that firms focused on building strong platforms and attracting top talent will be best positioned to win in the long term.

“It's not just about being present in the market, but about creating infrastructure that allows you to scale and deliver superior client experiences,” he stated.

The shift in focus from mere distribution to value-driven advisory is evident, and players like Motilal Oswal are aligning themselves with this transformation.

Regulatory Environment Now More Stable

Adding to the positive outlook, Feroze Azeez, Joint CEO of Anand Rathi Wealth, mentioned that major regulatory changes are now behind the sector, bringing policy stability that was earlier seen as a risk factor.

“Wealth management is central to the India growth story,” Azeez affirmed.

However, he also flagged high employee turnover as a key concern, highlighting the need for strong HR strategies and employee engagement practices to retain top-tier talent in a competitive market.

Key Takeaways

• Structural Shift: The Indian wealth management industry is undergoing a structural evolution from informal to formal channels, creating growth tailwinds.

• Capital Market Linkages: Rising capital flows from IPOs, ESOPs, and stake sales are creating new client bases with larger investable surpluses.

• Stable Fees & Monetisation Strategy: A robust 55-60 basis point fee model ensures revenue predictability and scope for incremental growth through service expansion.

• Platform & Talent Strategy: Firms that invest in technology, platforms, and talent are likely to take the lead in market share and brand trust.

• Regulatory Clarity: With fewer regulatory uncertainties, wealth management is becoming a more attractive and stable segment for long-term business building.

The Bigger Picture

The trajectory of Motilal Oswal Private Wealth and its peers points towards a more organised, tech-enabled, and client-centric future for India’s wealth management industry. This shift is also a reflection of India’s growing economic strength and a maturing investor class that seeks better value, advice, and long-term planning.

As India’s financial savings rate continues to improve and capital markets become more accessible to the masses, wealth management is expected to play a pivotal role in the financial ecosystem, enabling wealth creation and preservation for both individuals and institutions.

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