Speaking to InvestorDaily, AllianceBernstein executive director Ross Kent said the firm is interacting with non-aligned dealer groups to distribute two of its "relatively new" funds.
"The way that the [non-aligned] intermediaries are sourcing product is very similar to an institutional process," said Mr Kent.
When it comes to financial planning groups that are aligned with the big four banks, AMP and IOOF, there is "much greater rigidity" in terms of a minimum amount of commitment from an existing group of advisers, he said.
"For example, the platform’s not going to want to list a strategy unless they're comforted that there’s already existing volume," said Mr Kent.
"Secondly, you need to have a very strong existing asset consulting rating from one of the big four [ratings houses]."
Finally, from a commercial standpoint it is no longer enough to simply be on an approved product list, said Mr Kent.
"You really have to be able to find your way into the model portfolios," he said.
Non-aligned financial planning dealer groups are increasingly interested in "more outcome orientated, less relative-return focused investment strategies", said Mr Kent.
In a sense, non-aligned groups are beginning to deal with firms like AllianceBerstein the same way as institutions do, he said.
"It means the nature of our sales process is starting in a similar way to the institutional sales process has traditionally worked," said Mr Kent.
"We’ve been open to much more customisation ... and that’s going to be applied in that intermediary end of the market as well and it will be led by these more independent-minded [groups]," he said.
