Building Durable RIA Growth Beyond Market Returns

For RIAs, sustainable growth isn’t about the market, it’s about AUM you control.

Many RIAs benchmark portfolios to the S&P 500. That means market appreciation alone rarely creates true competitive advantage. When markets rise, AUM rises, but when markets fall, so does revenue.

That’s not growth. That’s exposure.

In a fee-based business, long-term success depends on net new AUM, not market beta.

So what actually drives durable RIA growth?

• Acquiring new AUM is the only growth lever you control. Market returns are cyclical and unpredictable. New assets from new or existing clients compound regardless of volatility.
• Client acquisition strengthens revenue stability. Organic growth through new households and wallet-share expansion smooths revenue during downturns and protects margins.
• Scale unlocks reinvestment. More AUM supports better talent, technology, compliance infrastructure, and client experience 
• Buyers value repeatable asset gathering. In M&A, firms with consistent net inflows command premium valuations compared to those reliant on market performance alone.

The most successful RIAs treat asset gathering as a core competency, whether through organic growth initiatives, strategic acquisitions, or expanding relationships with existing clients.

In today’s environment, growth isn’t about matching the market, it’s about outgrowing it.

Let’s connect to discuss strategies for driving durable, controllable growth in 2026 and beyond.