Hello
and
welcome
to
our
2021
Results.
I'm
joined
by
Stephanie
Bruce,
our
CFO;
Chris
Demetriou;
René
Buehlmann;
Noel
Butwell;
and
Caroline
Connellan,
our vector
CEOs.
I
will
kick
off with
a
summary
of
our
2021
results,
my
first
few
years
as
CEO.
I
will
then
update
you
on
our
progress
in
delivering
our
strategy
which
demonstrates
the
power
of
our
client-focused
business
model.
Stephanie
will
then
take
you
through
the
financial
results
in
detail,
and
we
will
then
open
up
for
questions
from
the
broader
team.
2021
was
a
reset
year.
We
set
out
a
clear
strategy
and
the
results
that
we
expected
to
deliver.
Our
strategy
is
based
on
creating
long-term
sustainable
growth
and
in
the
short
term,
arresting
the
decline
in
revenue.
And
today,
I'm
very
pleased
to
report
strong
progress
for
the
first
year
of
our
three-year
plan.
For
the
first
time
since
the
merger,
we
have reported
increased
revenue
for
the
full
year,
up
by
6%.
This
is
in
the
context
of
disciplined
cost
management
which
has
enabled
us
to
improve
operating
leverage,
our
cost/income
ratio,
and
increased
operating
profit
by
47%.
On
this
graph,
you
can
see
our
progress
on
improving
operating
margin,
an
increase
of
6
percentage
points
in
the
year.
In
year
two
of
our
plan,
we
will
continue
our
relentless
focus
on
improving
operating
margin
as
we
progress
towards
our
target
of
30%.
This
combines
three-year
revenue
CAGR
of
high
single
digits
and
disciplined
cost
management
to
deliver
a
cost/income
ratio
of around
70%
as
we
exit
2023.
We
are
very
alive
to
the
heightened
volatility
of
markets.
So,
this
– so
far
this
year,
it's
been
evident
to
everyone,
and
I
will shortly
highlight how
we
will
continue to
improve
that
operating
margin
in
spite
of
this
environment.
We
will
also
improve
our
competitive
position
through
the
proposed
acquisition
of
the
UK's
leading
subscription-based
direct
investment
platform,
interactive
investor.
We
expect
ii to
be
double-digit
earnings
accretive
in
its
first
full
year
as
part
of
abrdn.
I'm
also
pleased
to
report
that
this
year
our
dividend
is
fully
covered
by
the
adjusted
capital
that
we
have
generated.
These
strong
financials
are
underpinned
by
the
various
bold
actions
that
we
took
in
2021
to
drive
growth.
Our
strategic
partnership
with
Phoenix
is
very
important
to
us,
and
that's
why
we
invested
our
time
early
in
the
year
in
simplifying
and
extending
it
to
at
least
2031.
As
our
single
largest
client
and
a
leading
life
company
in
the
UK,
we
jointly
bring
best-in-class,
sustainable
investment
solutions
to
the
UK
pensions
market.
We
have
new
and
innovative
solutions
in
the
pipeline,
and
the
first
of
these
tax
efficient,
low
cost,
sustainable
funds
is
already
winning
open
business
for
Phoenix.
A
lot
of
my
time
in
2021
was
spent
in
the
effective
management
of
our
capital.
We
successfully
realized
capital
from
non-core
asset
sales
particularly
from
the
sale
of
Parmenion
and
Nordic
real
estate,
as
well
as
the
monetization
of
stakes.
Together
with
the
increased
earnings
from
the
business,
these
actions
generated
£1.6
billion
of
capital.
In
addition,
in
early
2022,
we
sold
down
some
of
our
stake
in
Phoenix,
and
we're
pleased
to
be
returning
these
proceeds
to
shareholders.
Our
remaining
holding
of
10.4%
in
Phoenix
represents
a
commitment
to
this
key
strategic
partnership.
We
also
have
streamlined
our
operating
model
to
bring
decision-making
closer
to
our
clients
and
have established
our
three-vector
model
with
accountable,
strong
CEOs
driving
performance.
We
have
brought
in
new
talent,
alongside
promoting
homegrown
leaders,
and I'm
pleased
to
have
René,
Chris,
Noel
and
Caroline
here
with
us
today.
We
completed
platform
integration
in
the
Investments
vector
which
simplifies
our
global
investment
operations
and
improves
efficiency
and
collaboration.
And
we
have replaced
five
different
brands
with
a
powerful
single
brand,
abrdn,
that
works
digitally
and
that
we
own
globally.
This
successful
implementation
makes
it
simpler
for
our
clients
to
understand
who
we
are
and
serves
to
unify
us
as
a
single
team.
Let
me
talk
a
little
bit
more
about
growth.
We
have
sharpened
our
focus
and
our
core
investment
strengths
to
those
where
our
clients
recognize
that
we
are
truly
distinctive.
We
will
not
try
to
compete
across
the
entire
waterfront.
For
the
Adviser
vector,
we
are
building
and
capitalizing
on
our
leadership
position.
When
I
joined
the
company,
I
describe
this
business
as
a
hidden
gem,
and
its
strong
results
in
2021
reinforce
why.
In
the
Personal
vector,
the
acquisition
of
ii,
the
UK's
number
two
direct
investing
platform,
will
transform
our
position
in
the
rapidly
growing
UK
wealth
market.
You
can
now
see
that
two
of
our
three
vectors
will
be
leading
platform
businesses,
which
we
will
support
by
investing
in
data,
digitization,
cutting-edge
research,
and
information
that
expands
our
capabilities.
In
2021,
we
acquired
Finimize,
a
global
investing
insights
platform
with
over
1
million
users.
We
are
utilizing
these
insights
daily
alongside
our
existing
capabilities
in
our
abrdn
Research
Institute.
Quality
information,
the
signal
and
the
noise
sits
at
the
heart
of
enabling
clients
to
be
smarter
investors.
Before
I
turn
to
individual
vector
performance
in
more
detail,
I'd
like
to
reinforce
the
power
of
our
strategy.
This
will
be
familiar
to
you.
We
drive
client-led
growth
and
create
value
for
our
shareholders
by
enabling
clients
to
be
better
investors.
We have
reorganized
our
business
around
our
clients
in
three
distinct
areas:
our
Investments
business,
our
Adviser
business,
and
our
Personal
business.
And
we
appointed
leaders
with
clear
accountability.
As
a
result,
we're
diversifying
our
revenue
streams,
accessing
new
growth
opportunities,
and
serving
a
broader
range
of
clients.
We're
focused
on
high-growth
areas,
where
we
believe
we
have
distinctive
capabilities.
Asia
and
emerging
markets,
private
markets,
sustainable
investing,
solutions,
and
the
UK
adviser
and
consumer
markets.
This
clear
strategic
framework
is
the
bedrock
of
current
and
future
performance.
Here
for
the
first
time,
you
can
see
the
power
of
our
client-focused
business
model.
Each
of
these
vectors
has
delivered
growth
in
revenue,
good
profit
performance,
and
improved
flows.
A
positive
picture
that
Stephanie
will
look
at
in
more
detail
shortly.
Let
me
focus
now
on
our
Investments
vector,
our
largest
business
and
where
I
spend
most
of
my
time.
Firstly,
as
I
mentioned
earlier,
we
simplified
our
relationship
with
Phoenix,
a
very
important
step
in
underpinning
the
asset
and
revenues
from
our
largest
client.
In
addition
to René
and Chris, we
have
made
new
appointments
in
Wholesale
and
Institutional
distribution,
and
we
flattened
structures
to
speed
up
decision-making.
We
brought
the
public
markets
investments
team
together
under Devan
Kaloo
to
improve
collaboration,
sharing
of
ideas,
and
efficiency.
Within
private
markets,
we
consolidated
our
growing
real
assets
business
under
Neil
Slater.
We
completed
the
integration
of
our
investment
platform,
and
we've
had
the
best
flows
since
the
merger.
With
more
than £100
billion
of
assets
invested,
we
are
unquestionably
one
of
the
world's
leading
investors
in
Asia
and
emerging
markets.
René has
tightened
the
focus
in
Asia
to
allow
us
to
go
faster;
exiting
some
unsure
franchises,
such
as
Indonesia,
Taiwan;
and
focusing
resources
where
we
are
in
the
best
position
to
compete
and
to
grow.
We
are
an
acknowledged
leader,
too,
in
the
UK
and
Europe
in
real
assets.
In
2021,
our
AUM
increased
by
25%.
We
have
accelerated
in
the
growing
logistics
segment
through
the
acquisition
of
Tritax,
and
you
will
have seen
that
we
are
the
leading
investor
in
the
£1.7
billion
fundraising
for
Britishvolt
Gigaplant.
Our
solutions
capability
enables
us
to
address
complex
needs.
The
new
solutions
that
we
have
created
for
Phoenix
this
year
are
helping
them
to
win
new
business.
And
when
they
grow,
we
grow.
In
the
UK
wealth
market,
our
investment
content
is
increasingly
well
placed
to
compete
in
our
and
other
open
architecture
platforms,
and
our
connected
ecosystem
provides
unique
insights.
This
industry
has
a
critical
role
to
play
in
decarbonizing
the
global
economy.
There
are
two
key
elements
here,
direct
investment
in
green
assets
and
the
greening
of
brown
assets.
We
do
both,
and
our
actions
match
our
words.
In
2021,
we
publicly
committed
to
a
50%
reduction
in
carbon
intensity
and
our
investments
by
2030.
And
we
launched
four
new
climate
funds,
and
we've
extensions
of
these
fund
ranges
planned
for
this
year.
In
the
context
of
the
deeply
troubling
escalation
of
conflict
by
Russia
against
Ukraine,
we
have
acted
to
reduce
our
holdings
in
Russia
and
Belarus
in
a
disciplined
manner,
protecting
our
clients'
interests.
And
we've
concluded
that
we
will
not
invest
in
Russia
and
Belarus
for
the
foreseeable
future
on
ESG
grounds.
Central
to
our
future
success
is
our
investment
performance.
For
the
third
year
in
a
row,
our
rolling
three-year
investment
performance
has
improved
now
standing
at
67%,
up
from
50%
in
2018.
Importantly,
this
figure
includes
79%
of
assets
outperforming
in
the
critical
Institutional
and
Wholesale
channel.
These
performance
numbers
are
testament
to
the
significant
work
that
has been
undertaken
in
recent
years
by
our
investment
teams.
It
is
the
combined
power
of
our
three-vector
model
that
will
continue
to
deliver
profitable
growth
through
time.
Let
me
cover
just
some
of
the
highlights.
Firstly,
Investments.
To
reinforce
my
comment
in
the
previous
slide,
our
focus
in
emerging
markets
is
twofold.
Firstly,
we
want
to
be
the
go-to
place
for
investors
seeking
asset
exposure
to
Asia
and
China
in
particular.
And
secondly,
we're
enhancing
our
distribution
in
Asia
and
emerging
markets
for
clients
seeking
exposure
to
global
investment
solutions.
In
real
assets,
we
will
continue
to
accelerate
growth
in
our
logistics
capability,
and
are
also
building
on
our
strong
position
in
infrastructure
and
European
residential.
We
have a
number
of
new
funds
and
products
across
thematics,
sustainability,
and
wealth
solutions
planned
over
2022
and
2023.
At
the
same
time,
we
will
work
towards
rationalizing
our
existing
fund
suite,
which
is
currently
too
broad.
I
have
mentioned
our
growth
partnership
with
Phoenix,
which
will
be
further
enhanced
in
2022
via
additional
tailored
solutions
in
workplace
pensions,
and
will
support
their
announced
acquisition
of
£5.5
billion
of
bulk
purchase
annuities.
Beyond
our
Phoenix
relationship,
we're
launching
a
newly
created
abrdn
pension
master
trust,
which
is
a
consolidation
vehicle
for
UK
DB
pension
schemes.
Our
strong
pipeline
of
£11.3
billion
is
up
20%
on
this
time
last
year.
We
have
made
progress
on
Morningstar
ratings
as
well, which
are
a
key indicator
for
the Wholesale
market. And
we
have 52
positive
consultant
ratings,
which
are
important
to our
Institutional
clients.
In
Adviser,
the
focus
of
our
team
is
constantly
improving
the
Adviser
experience
to
ensure
that
we
sustain
and
build
on
the
leadership
position
that
we
have.
New
technology
and
development
will
enable
advisers
to
be
more
effective
and
more
productive
for
their
clients
and
will
encourage
advisers
to
use
us
as
their
primary
platform.
New
capabilities
like
Junior
ISAs
will
be
rolled
out
in 2022
and
2023,
and
we
will
continue
to
improve
our
service
to
Advisers
and
to
their
clients.
Together,
this
will
enable
us
to
serve
more
Advisers,
more
of
their
clients
and
sustain
at
already
high
retention
rates.
In
the
Personal
vector,
our
market
presence,
scale
and
profitability
will
be
transformed
by
the
acquisition
of
ii.
The
connectivity
between
ii and
abrdn
will
enable
us
to
offer
clients
a
full
range
of
capabilities,
so
that
together
we
can
grow
faster.
Our
existing
discretionary
management
business,
for
example,
has
top
quartile
performance
and
is
very
well
placed
to
continue
its
growth
journey
supported
by
our
financial
planning
business.
Let
me
now
take
a
more
detailed
look
at
the acquisition
of
ii, which
is
being
put
to
shareholder
vote
later
this
month.
ii
is
the
UK's
leading
subscription-based
direct
investment
platform.
As
I
said
when
we
announced
the
deal,
this
is
right
on
strategy
for
us.
We're
building
a
leading
position
in
a
high-growth
market.
Direct
investing
is
the
highest
growth
part
of
the
UK
retail
and
savings
market,
and
ii is
the
clear
number
two.
It
is
the
disrupter
and the
consumers'
champion.
This,
along
with
its
simple
pricing
model
and
higher
average
customer
balances,
is
what
sets
it
apart.
It
has
leading
and
scalable
technology
already,
so
does
not
require
significant
technology
investment
nor
integration.
ii
has
continued
to have
good
momentum
during
the
second
half
of
2021,
during
which
time
the
business
added
around 17,500
new
customers,
about
12% higher
than
in
the
comparable
period
in
the
prior
year.
It
also
continues
to
retain
high
levels
of
assets
per
customer
with
trading
volumes
remaining
significantly
above
pre-COVID-19
levels,
as
you
can
see
on
this
slide.
ii
would
transform
the
Personal
vector
and
will
give
us
both
scale
and
client
reach.
There
is scope
to
develop
the
existing
offering
for
ii
customers
over
time
through
thematic
investment
content,
discretionary
fund
management,
and
digital
advice.
In
conclusion,
I
look
forward
to
welcoming
Richard
Wilson,
CEO
of
I,
as
part
of
the
abrdn
executive
team,
to
ensure
continuity
and
delivery
of
this
plan.
The
ownership
of
ii
by
abrdn
will
provide
the
resources
and
the
stability
to
drive
further
growth
to
realize
our
full
ambitions.
Over
to
Stephanie
now.
S
Stephanie Bruce
Chief Financial Officer & Director, abrdn Plc
Thank
you, Stephen,
and
good
morning,
all.
Our
financial
strength
and
strategic
focus
enable
us
successfully
to
navigate
the
impacts
caused
by
the
pandemic
and
the
ongoing
uncertainties
in
global
markets.
I'm
pleased
to
report
the
strong
progress
towards
our
financial
aims
while
recognizing
that
we
have
more
to
do.
With
stronger
markets
persisting
for
the
majority
of
2021,
fee-based
revenue
was
6%
higher.
Encouragingly,
strong
revenue
growth
was
delivered
in
all
vectors.
In
Investments,
our
activities
in
Asia
and
the
US
returned
to
growth
following
restructuring
of
these
businesses.
EMEA
was
impacted
by
the
Nordic
sale.
And
the
UK
remained
constrained
largely
due
to
the
decline
in
insurance
revenue.
In
Adviser,
growth
benefited
from
both
the
restructuring
of
the
Phoenix
arrangements
and
strong
underlying
growth of
12%
on
the
lower
base
of
2020,
which
of
course
was
during
the
height
of
the
pandemic.
Within
Personal,
abrdn
discretion
reported
its
best
every
year.
Higher
levels
of
revenue
growth
in
the
Adviser
and
Personal
vectors
are
delivering
the
diversification
benefits
we
are
seeking.
Together,
these
represent
18%
of
group
revenue
compared
with
15%
in
2020.
We've
also
been
working
hard
to
improve
our
operating
leverage, and
we
delivered
a
6
percentage
points'
improvement
in
our
cost/income
ratio
to
79%.
Again,
the
improvement
is
evident
in
all
three
vectors.
The
benefit
from
both
increased
revenue
and
lower
costs
results
in
an
increase
of
47%
in
adjusted
% operating
profit
to
£323
million
compared
to
2020.
This
result
is
also
7%
higher
than
2019,
the
last
full-year
period
of
reference
before
the
impacts
of
COVID.
AUM
may
have
increased
by
1%
to
£542
billion
with
the
strongest
growth
recorded
in
the
Adviser
vector,
which
saw
a
benefit
of
8%
from
markets
and
6%
from
positive
flows.
Overall,
the
net
outflows
excluding
Lloyds
and
liquidity
are
£3.2
billion,
which
is
a
significant
improvement
compared
with
net
outflows
of
£12.3
billion
in
2020.
So, 2021
was
a
period
of
reset,
as
Stephen
has
outlined.
Arresting
the
decline
in
revenue
was
key,
and
this
is
the
first
time
in
five
years
that
revenue
has
increased.
Markets
were
positive
through
2021,
which
benefited
growth
of
AUMA
and
revenue.
Now,
an
important
contributing
factor
for
revenue
growth
in
2021
is
the
diminishing
drag
on
revenue
from
both
the
impact
of
prior-year
outflows
and
in-year
outflows.
The
impact
on
revenue
of
net
outflows
arising
in
the
current
year
has
encouragingly
now
reduced
to
less
than
0.5%
of
annual
revenue.
It
is
worth
reflecting
overall
that
by
comparison,
the
impact
of
net
outflows
in
2021
is
4
times
less
than in
2020,
and
6
times
less
than
the
impact
in
2019.
So,
this
is
a
helpful
tailwind
now
for
revenue
growth.
And
importantly,
current
year
inflows
are
into
higher-margin
assets,
with
gross
flows
into
equities
and
real
assets
increasing
by
7%
and
43%,
respectively.
Revenue
from
acquisitions,
primarily
through
Tritax,
was
broadly
offset
by
revenue
foregone
through
disposals,
of
which
the
largest
were
Parmenion
and
our
Nordics
real
assets
business.
Overall,
total
revenue
yield
improved
slightly
to
27.3
basis
points.
We
also
generated
an
increase
in
performance
fees,
a
total
of
£46
million
in
total
for
2021.
Now,
in
terms
of
flows,
excluding
liquidity,
the
positive
trend
that
we
reported
in
the
first
half
of
2021
pleasingly
has
continued
in
the
second
half
of
the
year.
In
quarter
four,
total
flows
excluding
liquidity
were
positive.
The
improvement
in
flows
was
seen
in
all
vectors.
Now,
within
Investments,
it
was
really
pleasing
that
flows
in
Asia,
EMEA,
and
the
US
all
move
to
positive
net
flows
this
year.
In
Investments,
while
Institutional
and Wholesale
remained
the
net
outflows
for
the
full
year
at
£2.1
billion,
the
improvement
of
£6.8
billion
excluding
liquidity
creates
a
stronger
position
entering
2022.
This
improvement
was
most
evident
in
private
markets
and
fixed
income,
with
good
progress
also
in
equities
and
multi-asset.
An
improvement
of
14%
in
the
level
of
redemptions
excluding
liquidity
was
a
significant
contributing
factor.
Now,
turning
to
Adviser
and
Personal
vectors.
Here,
net
inflows
more
than
doubled
in
2021,
driven
by
higher
gross
flows
in
both
vectors,
44%
and
55%,
respectively.
Adviser
delivered
the
highest
net
flows
in
three
years,
and
Personal
generated
record
flows
from
abrdn
discretionary.
Now,
turning
to
costs.
As
I
highlighted
last
year,
our
planned
reduce
costs
in
the
near
term
and
focuses
on
improving
the
split
between
fixed
and
variable
costs
in
our
business,
so
that
costs
can
track
performance
in
the
medium
term.
It
is essential
that
we
take
costs
out
of
our
existing
structural
cost
base,
thereby
creating
capacity
for
investing
in
the
business
and
our
ability
to
pay
for
performance
as
the
business
delivers
that
performance.
This
greater
efficiency
ensures
delivery
of
our
target
operating
margin
and
builds
protection
from
market
volatility
given
our
reliance
on ad
valorem fee
revenues,
and,
of
course,
inflationary
pressures.
So,
let
me explain
about
progress
in
2021
and
looking
forward.
In
2021, our
costs
have
decreased
11%
compared
to
the
2019
pre-COVID
period
and
reduced
by
1%
compared
to
2020.
Now,
while
our
cost/income
ratio
has
improved
to
79%,
we
have
more
work
to
do
as
we
progress
to
our
2023
exit
target,
particularly
on driving
down
the
level
of
our
existing
structural
costs
in
our
Investments
vector.
The
reshaping
of
the
cost
base
undertaken
in
2021
included
£82
million
worth
of
reductions
in
costs,
some
7%
relating
to
legacy
technology
services,
disposals
of
noncore
activities,
and
a
14%
reduction
in
overall
staff
numbers.
This, in
turn,
generated
the
capacity
for
investing
£72
million
into
the
business,
a
6%
increase
relating
to
the
investments
in
Tritax,
ESG,
brand,
and
increased
compensation
levels.
We
have
also
now
achieved
the
£400
million
synergy
target
set
in
the
context
of
the
two
historic
transactions
with
our
large
integration
migration
program
complete
in Investments
and
the
separation
program
from
Phoenix
completing
in
2022.
And
I
am
confident
that
the
reshaping
of
our
cost
base
can
now
move
further
and
faster.
The
key
is
addressing
costs
in
our
largest
vector,
Investments.
Now,
here,
the
cost/income
ratio
improved
in
2021
to
79%,
not
yet
where
it
needs
to
be.
We
have,
however,
shown
really
good
progress
in
Asia,
US,
and
EMEA
to
deliver
the
levels
of
efficiency
required
where
cost/income
ratios
are
already
at
72%
or
below.
However,
costs
remain
too
high
in
the
UK.
The
new
vector
leadership
team
are
focused
on
delivering
growth,
building
on
the
momentum
of
2021
in
the
areas
of
core
strength
that
Stephen
has
just
highlighted.
With
this
very
clear
focus
on
our
growth
priorities,
the
leadership
team
are
also
now
able
to
drive
faster
the
reshaping
of
the
existing
cost
base
in Investments
and
are
doing so
with
our
turnaround
plan
that
is
already
underway.
The
main
focus
is
threefold:
simplifying
the UK
operational
model,
rationalizing
noncore
activities
and
sub-scale
funds,
and
streamlining
the
complexity
of
specific
mandates.
This
will
result
in
further
reductions
in
head
count
and
supporting
operational
costs
to
create
the
efficiency
we're
looking
for.
The
extent
of
future
investment
and
performance-related
costs
will
depend
on
the
achievement
of
this
efficiency.
If
we
perform
well,
I
would
expect
costs
over
the
medium
term
to
track
the
improving
profile
of
performance
of
the
business
as
we
have
increased
our
ability
to
pay
for
performance
and
invest
in
the
business.
If
performance
is
not
delivered,
then
the
absolute
costs
will
have
to decrease
from
the
current
levels
as
a
result
of
our
turnaround
plan.
In
addition,
it's
worth
noting
that
ii
obviously
has
both
revenue
and
cost
to
our
business;
but
at
the
margin
of
34%,
ii
is
already
more
efficient
than
our
overall
group.
Now
turning
to
earnings
per
share.
Adjusted
diluted
EPS
has
increased
to
£0.137,
a
movement
of
£0.049,
reflecting
the
increase
in
adjusted
operating
profit.
Adjusted
capital
generation
benefits
from
the
increased
operating
profit,
increasing
by
40%
to
£366
million
and
creating
a
45%
improvement
on
adjusted
diluted
capital
generation
per
share.
The
dividend
is
retained
at
£0.146
on
a
full
year
basis.
And
on
this
basis,
dividend
cover
improved
to
1.18
times.
We
have
also
continued
to
strengthen
our
balance
sheet
in
terms
of
both
capital
and
liquidity
– sorry,
capital
and
liquidity
with
surplus
regulatory
capital
increasing
by
50%
to
£1.8
billion
on
an
IFPR
basis,
and
cash
and
liquid
resources
of
£3.1
billion
at
year
end.
Overall,
our
disciplined
approach
to
capital
management
generated
£1.6
billion
of
capital
during the
year, which
Stephen
highlighted
earlier.
In
addition
to
the
stake
sales
and
capital
generated
from
the
business
areas,
we
also
issued
an
additional
Tier
1
debt
instrument
of
£0.2
billion,
making
us
the
first
asset
manager
to
offer
this
capital-efficient
security.
Capital
was
deployed
to
support
key
growth
priorities
within
private
markets
and
digital
content
through
the
acquisitions
of
Tritax
and
Finimize,
and
circa
£0.3
billion
was
returned
to
shareholders
through
dividends
and
the
share
buyback,
which
completed
in
February
2021.
For
the
proposed
acquisition
of
ii for
circa
£1.49
billion,
we
will
fund
the
purchase
from
our
existing
strong
capital
resources.
ii
immediately
improves
growth
in
revenues
and
profits,
and
the
acquisition
further
diversifies
our
business
from
ad
valorem
revenue
streams.
Supplementing
our
regulatory
capital,
we
have
significant
further
capital
resources
through
our
stakes
in
our
listed
financial
investments,
and
we
factor
all
these
resources
into
our
disciplined
approach
to
capital
allocation.
Looking
forward
in
2022,
our
pro
forma
surplus
post
the
acquisition
of
ii
is
around
£0.7
billion.
Our
listed
stakes
as
of
last
Friday
are
£1.8
billion
following
our
successful
monetization
in
January
2022
of
a
4%
holding
in
Phoenix,
raising
£0.3
billion.
We
have
no
plans
to
dispose
of
the
remaining
10%
holding
in
Phoenix,
which
remains
our
strategic
partner.
Over
time,
we
plan,
subject
to
market
conditions,
to
monetize
our
Indian
stakes,
releasing
further
funds
for
deployment.
Our
capital
allocation
framework
evaluates
each
opportunity
in
the
context
of
the
generation
of
long-term
sustainable
value
for
shareholders.
We
also
balance
within
our
capital
allocation
an
appropriate
management
buffer
for
the
business
above
the
regulatory
capital
requirement.
Now,
following
the
deployment
of
capital
to
acquire
ii,
we
have
a
clear
view
on
the
management
buffer
over
the
period
to
2023.
Subject
to
the
regulatory
and
market
environment,
we
plan
to
maintain
a
buffer
of £0.5
billion.
Now, we
will
either
invest
our
capital
in
those
areas
which
create
value
for
shareholders
or
deliver
returns
to
shareholders. We
will
invest to
innovate
our
business
and
accelerate
growth
with
inorganic
bolt-on
acquisitions.
This
includes
strengthening
our
wholesale
offering
and
innovating
our
ESG
product
suite,
digital
skills,
and
capabilities.
On
returns
to
shareholders,
we
evaluate
both
dividends
and
other
return
programs.
For
example,
the
buybacks,
the
last
of
which
was
completed
in
February
2021
of
£400 million.
Following
our
recent
monetization
of
the
4%
stake
in
Phoenix
raising
£0.3
billion,
we
announced
our
intention
to
return
this
to
shareholders,
and
the
details
will
follow
as
soon
as
practicable.
We
will
continue
to
evaluate
opportunities
for
further
returns.
Our
dividend
policy
remains
as
previously
communicated,
set
at
the
level
of
£0.146
per
annum
with
the
objective
of
growing
the
dividend
based
on
our
estimates
of
sustainable
growth
once
the
dividend
is
covered
1.5
times
by
adjusted
capital
generation.
We
are
very
focused
on
delivering
our
pathway
to
achieving
that
cover.
We
expect
the
acquisition
of
ii to
positively
contribute
to
this
objective,
given
its
projected
contribution
to
earnings.
And
I'll
now
hand
you
back
to
Stephen.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Thank
you, Stephanie.
To
summarize,
this
was
the
reset
year
for
abrdn.
The
first
year
of
our
three-year
plan,
and
I'm proud
of
how
our
people
have
contributed
to
delivering
a
great
performance.
We
set
out
our
strategy
to
return
the
business
to
long-term
sustainable
client-led
growth.
We
have both
arrested
the
decline
and
indeed
generated
growth
in
revenue
and
profit,
while
improving
our
flow
performance
across
the
board.
I
recognize
that
there
is
still
much
to
do.
I
have
set
out
for
you
my
areas
of
focus
for
years
two
and
three
of
this
strategy.
We
will
continue
to
invest
in
high-growth
areas
in
a
disciplined
manner
and
remain
laser-focused
on
improving
productivity
and
efficiency
across
our
business.
Despite
the
geopolitical
uncertainties,
we
are
positioned
for
both
resilience
and
growth.
We
will
adapt
along
the
way
to
the
challenges
posed
by
the
external
environment.
I'm
confident
that
we
have
the
right
strategy,
the
right
leadership,
and
the
right
focus
to
drive
the
growth
agenda
that
we
have
set
for
this
business.
Taking
account
of
all
the
progress
we
have
made
in
2021
and
our
future
plans,
the
company
that
is
now
emerging
looks
very
different
to
the
one
that
was
created
by
the
merger.
Thank
you,
and
we'll
be
right
back
for
your
questions.
[Break] (00:33:01-00:34:08)
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Welcome
back to
the
Q&A, and
we're
happy
to
open
up
the lines
now
for
your
questions.
[Operator Instructions]
Operator
And
question
number
one
is
coming
from
Steven
Haywood
from
HSBC.
Your
line
is
open.
Please
proceed.
S
Steven Haywood
Analyst, HSBC Bank Plc
Good
morning.
Thank
you
for
taking
my
questions.
I've
got
three
questions,
please.
After
the
announcement
of
the
ii
acquisition,
are
there
any
businesses,
portfolios,
or
capabilities,
or
teams
that
you
think
you're
missing
or
would
like
to
have?
Or
if
not,
then
can
we
assume
that
any
further
excess
capital
could
be
returned
to
shareholders?
The
second
question
is
related
to
that.
On
slide
17,
you
show
– sorry,
slide
16,
you
show
£0.8
billion
of
allocated
capital
out
of
the
£2.5
billion
available
capital
resources.
This
is
on
top
of
the
£0.3
billion
already
set
aside
to
be
returned
to
shareholders.
Is
this
£0.8
billion
potentially
returnable to
shareholders
as
further
excess
capital
returns?
And
then
third
question
from
me
is
on
ii.
Is
the
current
market
volatility
do you
think
the
driver
of
new
customers
for
ii?
And
I
always
– I
see
that
the
majority
of
new
ii customers
joined
in
the
first
half
due
to
the
tax
year end,
but
can
you
provide
any
figures
on
customers
leaving
that
were
not
associated
to
acquisitions?
So,
organic
customers
leaving
in
a year
if
you
could
compare
that
to
the
47,000
new
organic
customers
you've
got
in
2021.
That'd
be
very
helpful.
Thank
you.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
So,
first
of
all,
Steven,
thank
you
for
your
questions.
Let
me
talk
a
little
bit
about
capital,
and
I'll
hand
it
over
to
Stephanie
for
a
detailed
answer.
So
after
acquiring
ii,
I
mean,
you
won't –
we
don't
need
to
do
another
deal
of
this
size.
Clearly,
we've
formed
our
business
model
now.
When
I
came
in
to
the
company,
I
said
that
we
would
test
any
acquisition
against
the
ability
to
drive
revenue
growth,
drive
returns
for
shareholders
and
have
relevance
and
scale,
and
ii
is
a
fantastic
fit
for
that
criteria.
Number
two
player
in
a
fast-growing
market
with
a
strong
margin
already
with
its
tech
stack
already
built
out.
We
are
very
confident
that
this
is
a
very,
very
attractive
investment
for
shareholders.
Now,
you
won't
expect
us
to
make
another
acquisition
of
that
scale.
We
will,
and
we
look
at
a
lot
of
deals,
and
we
should.
You
would
expect
us
to
scrutinize
many
opportunities.
And
I
think
in
the
environment
going
forward
in
a
tighter
rate
environment,
I
think
there
will be a lot of
opportunities.
But
they
–
from
our
standpoint,
we
would
be
looking
for
bolt-on
capabilities
like
Tritax,
for
example.
Tritax,
we –
you
saw we
reported
terrific
results,
the
business
is
performing
ahead
of
what
we
modeled
when
we
acquired
it,
and
we
will
invest
in
areas
of
distinctive
investment
capability.
And
we
have
this
high
exogenous
growth
such
as
private
market.
So,
you
can
expect
us
to
look
to
do
that
type
of
transaction,
which,
of
course,
is
not
on
a
scale
of
an
ii.
Let
me
ask
Stephanie
to
comment
a
little
bit
about
– we've
given
a
lot
of
detail
this
morning
on
capital
stack
and
then
the
surplus
that
we
have.
So, it's...
S
Stephanie Bruce
Chief Financial Officer & Director, abrdn Plc
Absolutely.
And I
think
it
really –
it
follows
on
from
what
you've
just
been
articulating,
Stephen,
in
terms
of
what
we
look
to
understand
is
really
the
value
that
we
can
create
using
that
capital
for
shareholders.
And
the
reason
that
we've
provided
more
clarity
this
morning
is,
having
done
the
ii
acquisition,
we're
very
clear,
therefore,
on
the
buffer
that
we
think
is
appropriate
over
our
regulatory
requirement.
That's
why
I
articulated
that's
£0.5
billion
looking
out
in
the
current
conditions.
The
way
we
think
about
the
additional
funds
that
we
have
is
exactly
what
Stephen
has
just
said,
it's
about
how
we
create
that
value.
Tritax
is
a
fantastic
example,
but
we
will
also
do
other
innovation
within
the
business.
For
example,
putting
more
into
seed
and
co-invest
when
we
can
and
when
those
opportunities
present
themselves.
But
as
I
said
in
my
script
there,
it's
very
much
about
assessing
both
the
opportunities
to
invest.
And
if
that
is
– and if
that's
also
appropriate,
we
will,
of
course,
look
at
alternative
–
sorry,
further
returns
to
shareholders
using
schemes
such
as
buybacks
in
the
future.
So,
it's
very
much
looking
at
all
the
time
doing
that
sort
of
assessment.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
And
let
me
talk
a
little
bit
about
ii.
You've
asked
a
few
detailed
questions
there,
Steven.
And
as
you
can
imagine,
we've
done
a
very
detailed
data
analytic
on
the customer
numbers,
their
trading
volumes.
We've
compared
activities
at
different
periods
of
market
cycles.
It's
true
that
when there
is
higher
volatility,
there
is
more
trading.
So,
the
business
does
benefit
from
the
increased
market
attention
[indiscernible]
(00:39:51)
high
volatility.
I
gave
you
some
numbers,
and
we
included them
in
the
circular,
that
you've
got
to
allow
for
seasonality
because
the
business
picks
a
lot
more
clients
in
the
first
half of
the
year than
the
second
half
of
the
year.
And
we
showed
that
that's
why
I
gave
the
numbers
on
the
second
half
of
2021
versus
the
second
half of
2020,
and
those
17,500
full
12%
higher
than
the
previous
same
season.
We
also
have
been
able
to
demonstrate,
when
we
looked
at
the
numbers,
that
trading
volumes
are
about
3
times
higher
than
the
pre-COVID
level,
so
there's
some
real
underpins
to
our
projections.
I
also
highlighted
when
we
announced
the
deal
that
the
business,
of
course,
benefits
from
a
tightening
cycle,
and
it's
why
our
original
modeling
already
has
been
exceeded
by
the
tightening
cycle
that's
taking
place
because
the
market
has
– rates
have
gone
up
more
quickly.
On
the
low-value
customers,
you
mentioned
about
is
there
from
– ii
has
done
consolidations
of
The Share
Center, EQi,
etcetera.
There
are
low-value
customers
that
leave
when
the
consolidation
takes
place
because
low-balance
customers
don't
fit
the
model
of
a
subscription-based
model.
And
the
evidence
of
that
is
that
ii has
a
far
higher
average
balance
than either
Hargreaves Lansdown or
AJ
Bell. ii
is
£135,000
on
average.
So,
clients
select
that
subscription
model
and
have
higher
balances.
And
that's
a
great
proxy
for
sophistication
and
need
of
financial
planning,
a
need
of
discretionary
fund
management,
and
that's
actually
why
Richard
and
team
feel
so
good
about
abrdn
ownership
because
we
already
have
those
services.
We've
built
them
out
already.
Operator
Our
next
question
is
coming
from
Haley
Tam
from
Credit
Suisse.
Please
proceed.
H
Haley Tam
Analyst, Credit Suisse Securities (Europe) Ltd.
Morning,
everyone.
Thank
you
for
the
presentation
and
the opportunity
to
ask
questions. If
I
could
ask
a
couple,
please.
Firstly,
in
terms
of
costs
on
slide
13,
thank
you
very
much
for
the
very
clear
message
that
you
will
be
driving
down
the
level
of
structural
costs
in
the
Investments
sector.
I
wondered,
can
you
talk
to
us
about
the
shape
of
maybe
investment
versus
some
of
the
rationalization
plans
you
have
this
year
rather
than
for
2023?
And
should
we
think
about
the
85%
of
core
structural
costs
in
2021
as
a
proxy
for
fixed
costs?
That's
my
first
question.
Second
question
in
terms
of
a
fund
flow
momentum,
I
think
it
is
– again,
it's
great
that
you
saw
positive
flows
in
Q4
of
£2.2
billion,
which obviously
was
led
by
the
institutional
side.
Could
you
give
us
any
more
color
perhaps
on
what
your
outlook
is
for
other
parts
of the
business, 2022
and
2023?
And
I
guess
I'm
thinking here
in
particular
about
adviser
and
whether
you're
seeing
the
benefits
of
some
of
the
improvements
to
the
technology
that
you
made
last
summer
and
trying
to
get
more
advice
to
use
you
as
the
primary –
as
their
primary
partner.
Thank
you.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Yeah.
Thank
you
very
much,
Haley,
for
those
questions.
Let
me
do
this.
I'd
like
to
bring
in
Chris
Demetriou
to
talk
a
little
bit
about
it
because
Chris
and
his
team
have
already
built
the
turnaround
plan
for
the
Investments
vector.
Chris
and
René,
but
Chris
particularly,
focused
being
here
in
the
UK
on
addressing
our
UK.
And
as
we've
analyzed,
we
gave
you
more
information
today
about
the
Investments
vector in
terms
of
areas
where
we're
already
seeing
growth.
And
we
gave
you
some
detailed
cost/income
ratios
of
those
businesses
because
that's
what
happens
when
you
run
a
three-vector
growth
model.
You
get
management
accountable
for
a
smaller
part
of
the
overall
business,
and
you
get much
more
detailed
analytics
around
what's
going
on,
and
you
can –
your
actions
get
more
traction.
So,
we'll
turn
to
Chris
first,
and
then
we'll
actually
switch
to
Noel
because
he's
got
some
stats
on
how
we
did
in
terms
of
primary
position
and
what
you
can
expect
going
forward.
So,
Chris?
C
Christopher Thomas Demetriou
Yeah. Thank
you, Stephen.
So,
the
starting
point
today
is
that
really
critical
to
our
turnaround plan
is
the
clear
focus
that
we're
articulating
today.
We've
picked
five
key
areas
of
focus for
the
Investment
vector that
Stephen
stepped
through,
the
focus
on
Asia
and
emerging
markets.
We have
assets
in
private
markets
more
generally,
sustainability
solutions
in
UK
wealth.
And
these
areas
are
[ph]
arrived
at
(00:44:57),because
they
offer
us
the
opportunity
to
– they
are
the
areas
in
our
business
where
we
have
absolutely
credible
credentials
to
go
to
market
with.
We
have
scale,
we
have
investment
performance
that
is
greater
than
our
book coverage,
and
we
are
demonstrating
good
progress
in
the
marketplace
from a
flow
standpoint.
In
addition,
those
are
the
areas
that
we
see
are
most
online.
So,
the
global
megatrends
that
will
provide
the
tailwind
where
investors
are
looking
to
invest
behind
those
key
themes.
This
is
the first
time
since
the
merger
where
we've
been
as
explicit
about
what we're
going
to
focus
on as
an
Investments
vector.
And
that
gives
us
and
creates
the
framework
for
us
to
then
look
at
areas
that
are
not
aligned
to
our
key
areas
of
focus
and
drive
the
rationalization
and
simplification of
the
business
behind
those
areas.
We're
going
to
do this
through
a
deep
look
at our
existing
product
line
up
to
work
out
where
it's
serving
us
in
the
pursuit
of
these
key
areas
of
focus.
And there's
a
number
of
processes
[indiscernible]
(00:45:55) that
we
can
simplify
in
the
UK
that
will
enable
us
to
operate
at
a
more
efficient
level.
The
plans
are
in
place,
as
Stephanie
alluded
to
in
her
comments,
and
those
actions
will
be
undertaken
over
the
course
of
2022
and
the
impact
of
those
will
most
notably
be
felt
from
2023
onwards.
So,
from a
flow
standpoint,
we
are
already
seeing
net
positive
flows
in
the
UK
– sorry,
in
the
US,
in
EMEA
and
in
Asia.
And
the
UK
is
the
one
area
where
we
still
need
to
address
a
negative
flow
situation.
But
we
are
very
optimistic
because
we
have
a
really
strong
relationship
with
Phoenix
here
in
the
UK.
And
the
relationship
that
we
have
with the
other
vectors
is
giving
us
great
insight
to
tighten
the
quality
of
our
investment
solutions
for
the
wealth
and
adviser
channels.
So,
whilst
the
UK
is our
area of
focus
on
both
cost
standpoint
and
a
flow
standpoint,
we've
got
a
lot
of levers
to
fall
on
both the
growth
and
cost
side
to
accelerate
our
journey
towards the
guidance
that's been
issued
at
the
end
of
2023.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Thank
you,
Chris.
Stephanie,
do you
want to
add
anything
to
that?
S
Stephanie Bruce
Chief Financial Officer & Director, abrdn Plc
No.
The
only
thing
I
would
add,
Haley,
is
in
terms
of
your
question
about
how
it
will
sort
of
evolve
through as
we
go
towards
that
target
is
I
think
it's also
bearing
in
mind
that
we
are
continuing
to
create
the
benefits
coming
through
from
our
synergy
program
as
well.
So,
obviously,
some
of
those
fixed
cost
around
premises,
further
reductions
in
technology,
a
similar
process
that
we
have
already
seen
in
2021
will,
of
course,
start
to
come
through
in 2022
as
well.
And
that
also
starts
to
help
Chris
and
René
and
the
team
start
to
create
some
of
that
capacity
because
we
are
– our
absolute
focus
is
obviously
to
get
from
the
79%
cost-to-income
ratio
to
that
operating
margin
of
30%,
i.e.
the
cost-to-income
ratio
of
70%
by
the
end
of
2023.
So,
we
will
be
stepping
that
down
during
2022.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Thank
you,
Stephanie.
Noel, would
you
like
to
talk
about
the
Adviser
vector,
please?
N
Noel Thomas Butwell
Chief Executive Officer-Adviser, abrdn Plc
Yeah. Well, thanks,
Stephen.
And
thanks
for
the
question,
Haley.
So, first
of
all,
just
building
on –
I suppose,
on
what
Stephen
touched
on
earlier.
The
Adviser
vector
is
about
sustaining
and
building
on
what
is
a
leading
position.
So,
throughout
last year,
we
retained
our
position
as
the
number
one
advice
platform
in
the
market
for both
gross
flows
and
AUA
– AUM.
And
so,
from
that
perspective,
we
ended
the
year
in
a
very
strong
position.
And
that
came
through
in
the
numbers,
as
you're
seeing,
because
obviously in
terms
of
the
doubling
our
net
flows.
Particularly
in
Q4,
we
had
a
particularly good
Q4
in terms
of
flows
with
gross
flows
at
£9.1
billion
as
well.
And
I think
the
key
thing
looking
forward
then,
Haley,
is
really
around
how
do
we
build
upon
that
position.
As
you
know,
I
mentioned
before
around
our
Adviser experience
program
and
how
we
will
compete
and differentiate
in
this
market
on
the
quality
of
our
content
and
the
quality
of
our
experience.
So,
Stephen
mentioned
we've
got
a
big
delivery
plan
in
progress
that
we'll
deliver
throughout
2022 into
2023. So,
you'll
see
a
full
range
of
junior
suite
tax
wrappers.
But
in
addition
to
that,
coming
back
to
the
focus
on
being
the
easiest
platform
in
the
market
to
partner
with,
which
is
about
creating
capacity
for
advisers
to
advise
on
more
clients
given
the
capacity
constraints
and
the
adviser
gap
in
the
market,
how
does he
absolutely sort
of
follow
through in
terms
of
user
experience
as
well
as
the
launch
of
simplified
journeys and
the
introduction
of
new
processes
all
designed
to
make
advisers
much
more
efficient
and
allow
them
to
spend
more
time for
their
clients
and,
importantly,
also
new
clients
as
they
want to
bring
those
onboard
as
well.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Thanks,
Noel.
Operator
Next
question
is
from
Nicholas
Herman
from
Citigroup.
N
Nicholas D. Herman
Analyst, Citigroup Global Markets Ltd.
Yes.
Good
morning.
Thank
you
for
the
presentation
and
for
taking
my
questions.
Three
for
me,
please.
Quick clarification
on
margin.
On
the
surplus capital at the ii
acquisition,
you
noted
that
you
wanted
to
hold –
you
were looking
to
hold
somewhere
between
£0.5 billion
to
£1
billion
depending
on
the
circumstance.
Now,
you
are
committing
to
£0.5
billion,
so
just
curious
what's
changed.
On
ESG,
you've
invested
into
and
developed
your ESG
[ph]
capital (00:50:24)
quite
notably
in
2021,
including
carbon
footprint
and
transition
assessment in your house score.
I'd be
interested
to know
what
the
next
steps
are
in
the
evolution
of
your
ESG
offering.
And
I also
be
interested, if
possible,
if
you
can
provide
the
volume of
ESG
flows
in
2021,
but
also
what
the
pipeline
looks
like
following
the evolution
of
the offering,
that
would
be
interesting.
And
then
finally,
just
on
the
margin,
just
could
you
clarify
please
what
drove
the
strong
step
up
in
the
Personal margin
in
the
second
half?
But
also
within
Institutional/Wholesale,
there
were
some
notable
decreases
in
private
equity
and
real
assets.
Those are
two
asset
classes
which
would
normally
expect
to
be more
resilient,
so
if
you
could
help
understand
that –
the
drivers
to there,
that
will
be
helpful. Thank
you.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Terrific.
Thank
you
for
your
questions,
Nicholas.
I
think
that
let's
do
this.
So,
question
on
ESG,
the
development of
our
ESG
program,
and
then
a
question
on
margin
within
the
Personal
vector,
and
then
questions
on
where
we're
seeing
flows.
And
so,
let's
do
this.
Let's ask,
I
think,
Chris,
if
Chris
can
talk
a
little
bit
about
the
development
of
our
ESG
offerings
and
flows.
And
also,
I
note
we
recently
appointed
a
new
Head
of
Sustainability
and
we're
accelerating
our
actions
there.
And
then,
we'll
turn
to
Caroline.
Caroline
joined
us
last
year,
maybe
five,
six
months
ago,
and
has
made great
progress
in
the Personal
vector,
and
maybe
she
can
talk
a
little
bit
about
what
we're
doing
there.
So,
Chris,
please?
C
Christopher Thomas Demetriou
Yeah. Thanks.
So, ESG
is
clearly
a
key
part
of
our
growth
projections
going
forward.
What
we've
done
over
the
course
of
2021
is
we've
invested
in
ensuring
that
we
have
the
appropriate
systems
and
tools
in
place
to
make
sure
that
we
can
offer
our
clients
the
appropriate
level
of
transparency
around
what's going
on
[indiscernible]
(00:52:31).
This
is
increasingly important
for
our
client
base. It's
not
enough to
show
[ph]
badge
(00:52:36) or
products
to
be
compliant
with
Article 8
or
Article
9
or
the
equivalent
in
other
regulatory
jurisdictions.
It's
really
important
that we're
able
to
evidence
the
actions
that
we're
taking
in
the
underlying
portfolio.
So,
we've
been
dialing
up
our
investment
to
make
sure
that we
can
offer
that
level
of transparency
and
authenticity
to
our
clients. What
you
also
saw
in
2021
was
the
conversion
of
around
23
funds
to
Article
8
and
Article
9,
and
that
–
we'll do at
least the
same
number again
in
2022, but
we're
expecting
to
do
more than
that.
From
a
flow
standpoint,
most
of
the
AUM
shift
that's
grown
to
around
£29
billion
of
AUM
that's
explicitly
in delivering
sustainable
outcomes
has
come
from
the
conversions
of
strategies
that
already
existed
within
our
suite
rather
than
flows.
We've
launched a
suite
of
climate
transition
funds
over
the
course
of
the
year.
They're
in
the
early
stages, but
we're
really
pleased
with
the
progress
and
the
traction
that
we're
getting
from
consultants.
We've
had consultants
provide
positive
ratings
to
our
sustainability
index,
as
well
as our
Climate
Transition Bond
Fund.
And
so
we
think
the
outlook
for
2022
from
a
flow
generation
standpoint
is
positive.
So
far
in
2021,
it's
largely
been
around
getting
the
appropriate
suite
launched
from
a
new
product
standpoint and
getting
the
existing
capabilities,
which
already
met
very
high
ESG
standards
converted
to
meet
the SFDR
requirements.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Thank
you,
Chris. Actually,
I
think
just
before
we
go
to
Caroline,
I'd
like
to
bring
René
in,
because
we
recently
launched
a
sustainability
institute
in
Singapore and
we're
getting
a
lot
of
traction
and a
lot
of
attention
on
our
credentials
in
the
Far
East
on
sustainability.
René,
would
you
like
to talk
a
little
bit
about
that?
R
René Buehlmann
Sure.
Thank
you,
Stephen.
I
think
what
is
quite
clear
is
that
the
demands
and
requirements
that
we
see
actually
from
Asian
investors
are
not
fully
identical
to what
we
see
in
demand
in
Europe.
And
so,
I
think
we
felt
it's
incredibly
important
that
as a
very
large
investor
in
these
regions,
and
we
manage
close
to £100
billion,
as
you
have
seen
from
Stephen's
presentation
in
emerging
market
and
Asian
assets,
that
we
make
sure
we
set
standards
and
help
define
standards here
in
the
region.
So,
one
of
the
goals
of
the
sustainability
institute
is,
A, not
only
to
do
sort of
like
lead
and
walk
the
talk,
but
also
engage
with
regulators,
clients,
and
stakeholders
in
the
region
to
really
accelerate
the
discussion
that
is necessary.
And
as
Chris
earlier
highlighted,
we
have
launched
quite
a
range
of
products
and
quite
a
few
of
them
are
Asia
and
China
related.
So,
we
want
to make
sure
we
really
differentiate
our
offering,
particularly
also in
this
region
around
sustainability.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Thank
you,
René.
Caroline,
give
us some
insights
into
the
Personal
vector.
C
Caroline Mary Connellan
Great.
Thanks,
Stephen,
and
hi,
Nicholas.
So,
I
think there's
two
angles
to
this.
One
is, obviously,
we've
had a
great
year
from
a
flows
perspective,
and
that's
record
flows of
£600 million,
getting
to
£14
billion
of
assets
under
advice
and
management.
And
that
has
really
helped
drive
the
revenue
up.
We've
also
seen,
from
a
revenue
yield
perspective,
that
tick
up
very
slightly.
What
we're
not
seeing is
any
pricing
pressure.
We
are
seeing
a
slight
shift
in
business
mix,
and
we've
had
a
very
small
amount
of
non-AUM
related
income
come
in
this
year
as
well,
which
has
slightly
ticked
that
up
a
bit.
So,
I
would
expect
to
see
that
flat from
a
pricing
perspective.
As
I
say,
we're
not
seeing
any
pricing
pressure
per
se.
But
the
business
mix
may
shift
going
into
next
year,
particularly
as
we
see
MPS
in
line
with
the
broader
market
really
continue
to
drive
sort of
increased
growth
along
with
our
core
offering
and
discretionary.
The
other
point
to
note
is
that
financial
planning
has
been
through
a
year
of cost
reduction
and
transformation,
and
we've
taken
significant
cost
out of
that
business
which
we'll
run
into
next
year
as
well.
But
I
would
like
to
say
that,
actually,
the
cost
reduction
has
now
delivered.
The
focus
on
financial
planning
is
all
about
growth,
and
that's really
what
we're
looking
to
deliver
going
through
2022,
which
obviously
where
it's
appropriate
for
a
client
to
use discretionary
also
flows through
into
that.
S
Stephanie Bruce
Chief Financial Officer & Director, abrdn Plc
Can
I maybe
just
come
back
to
Nicholas'
point
on
capital?
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Please,
yeah.
S
Stephanie Bruce
Chief Financial Officer & Director, abrdn Plc
Nick,
you
asked
about
in
terms
of –
previously
we've
talked
about
£0.5
billion
to
£1
billion
in
terms
of
that
overall
buffer
level,
I
would
you take
back
to
when
we
– when
we
talked
about
that,
we
were
still
working
through
exactly
what
we
were
going
to
do
in
terms
of
the
timing
of
monetization
of
the
HDFC
stakes,
and
we've
made
it
clear
today
that
our
intention
is
over
time
to
monetize
those.
We
were
now
very
clear
on
that.
But,
obviously,
the
biggest
piece
that
has
changed
is
actually
very
much
being
understanding
the
size
and
scale
of
the
shape
of
the
inorganic
acquisition
that
we
were
going
to
do
in
personnel.
We're
obviously
very
delighted
that
that
is
ii
and
therefore
we
have
a
very
clear
understanding
of
the
parameters
of
that.
That
allows
us
now
through
our
capital
allocation
framework
to
be
very
clear
that
it's
that
£9.5
billion
in
the
current
conditions.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
And
then, I'm
going
to
turn
to
Devan
to
talk
a
little
bit
about
flows.
But
just
to
put
margins
and
the
impact
of
flows,
but
just
to
put
that
in
context,
we
actually
feel
very,
very
good
about
what
we
just
delivered.
So,
for
an
overall
business,
we
had
a
fee
revenue
yield
of
27.3
bps.
That
was
up
by
0.4
bps
from
26.9 bps.
So,
that was
for
the
overall
business.
Investments,
we
expanded –
sorry,
Adviser,
Noel's
business,
we
expanded
fee
revenue
yield
from
22.3 bps
to
24.9 bps.
And
then
Personal,
Caroline
just
talked
about
the
fact
that
we
had
a
fee
revenue
yield
of
61 bps versus
58.5 bps
in
the
prior
year.
Though
coming
to
Investments,
which
we're
going
to
talk
about this
now,
we
had
a
stable
performance,
actually
slightly
better.
We
were
25.8
bps in
full-year
2020
and
we're
25.9
bps in
full-year
2021.
So,
the
overall
effect
was
positive.
Devan,
would
you
like to
talk
a
little
bit about
flows within
different products?
D
Devan Kaloo
Global Head-Equities & Public Markets, abrdn Plc
So,
absolutely.
So, thanks,
Stephen.
So,
when
we're
looking
at
the
flows,
what
we
see
in –
generally
speaking
with
regard
to
the
equity
book
business, first
and
foremost,
is
that
has
been
strong
flows
into
some
of
the
small
cap product
but
also,
more
broadly,
single
cover
inflows
with
our
EM,
Asia,
and
indeed
European
franchise.
More
generally,
we're
seeing
continued
strong
flows
into
our
fixed
income
business.
Although,
obviously,
one
of
the
elements
there
has
been
the
weaker
than
the expected
performance
in
terms
of
the
insurance
products
flowing
through
to
that.
And
that's also
impacted
the
multi-asset.
I
think,
overall,
we
certainly
see
a
much
better
gross
flow
picture
than
we've
–
we're
anticipating,
and
the
trend
remains
pretty
positive.
I
think
one
of
the
key questions
for
us
going
forward,
obviously, is
what's
going
to happen
in 2022.
And
there, we
still
remain
pretty
positive
about
the
outlook
for
that.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Thank
you,
Devan.
So,
it's
9:44.
We
obviously
still have
time
for
one
more
question
if
we
have
any
callers
with
a
pressing
question
on
the
line.
Operator
In
this
case,
our
last
question
is
coming
from
Hubert
Lam
from
Bank
of
America.
Please
proceed.
H
Hubert Lam
Analyst, BofA Securities
Hi,
everybody.
Thank
you
for
taking
my
questions.
I've
got
three
from
my
side.
Firstly,
more
on
the
costs,
you
talk
about
cost
being
more
variable
if
performance
is
–
particularly if
performance
is
weaker.
What
is
this
performance
based
on?
Is
it
based
on
markets
or
it's some
internal
targets
you
have?
Just
to better
get
a
sense
of
the
basis
of
this
durability.
And,
I
guess,
related
to
that
also
is
if
performance
is
weaker,
does
this
mean
you're
going to
have
less
investment
going
forward?
That's the
first
question.
The
second
question
is
on
the
revenue
target.
Again,
your
– it
seems
like
you're
reiterating
your
high-single digit
revenue
growth
target.
From
where
you
stand
today,
how
do
you
expect
to achieve
this?
Is
it
through,
I
guess,
markets –
more
markets
or
inflows?
Just
what's
the
breakdown
between
the
two?
Obviously,
markets
are
off
to a bad
start
this
year.
So, I'm
wondering
if
what
your
outlook
is
in
terms
of
achieving
this
target.
And
lastly,
in
terms
of
the
stake
sales,
I
think
Stephanie
mentioned
that
the
Indian
stakes
are
probably
not
strategic
anymore.
Just
wondering
if
you
can
also
confirm
that
the
HDFC
Asset
Management
stake
is
one
that
you
would
monetize?
You
currently have 16%
of
that
company.
Do
you
expect
it
to
go
down
to
zero
over
time
or
do
you
expect
the
level
that
you're
going
to
hold
going
forward?
Thank
you.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
Thank
you
for
your
questions,
Hubert.
So,
first
of
all,
in
terms
of
our cost
base,
of
course
when
–
if
markets
aren't
there
and
the
revenue
isn't
there,
there
is
a
natural
offset
in
variable
compensation.
That's
standard
across
the
industry.
So,
you
do
get
a
bit
of
a
natural
variation.
But
we're
working
– we've
been working very,
very
hard
to
reduce
our
fixed
costs
and
variabilize our
structure
in
a
way
that
we
actually
are
more
effective,
dynamically
adjusting
in
a
different
environment.
We've
actually
made
some
good
progress
on
that.
Could
I
ask
Stephanie
to
talk
a little
bit
about
that?
S
Stephanie Bruce
Chief Financial Officer & Director, abrdn Plc
Yeah.
I
think,
Hubert,
the
way
I
think
about
it
is
it's
about
creating
that
capacity
so
that
we
can
continue
to
invest,
being
able
to
have
clarity
for
the
business
as
to
how
in
particular
vectors
will
they
actually
manage
that.
So,
Investments
as
we've
said
is
very
clearly
focused
on
its
turnaround
plan.
They've
got
very
clear
steps
to
take
the
– to
change
that
structural
cost
but
in
order
to
therefore
that
they
can
reinvest
into
the
business.
And
that
is
precisely
the
process
that
they
will
be
going
through.
Even
once
we
get
through
into
2023
in
terms
of
our
operating
margin
at
70% –
sorry,
30%
with
a
cost
income
ratio
of
70%,
we
will
still
have
that
ethos
because it's
about
the
business
continuing
to
evolve,
creating
the
capacity
to
reinvest
in
the
future,
to
reinvest
in
innovation
and to
also
pay
for
performance.
So,
that's
very
much
the
dynamic
that
the
team
are
working
on.
But
that
would
be
the
same
in
all
of
our
vectors.
And
we
are
particularly
drawing
out
the
focus
in
the
UK
investments
this
period.
But
let's
bear
in
mind
the
Adviser
vector,
the
Personal
vector,
once
we've
completed
the
acquisition
of
ii
and
the
regional
parts
of
the
Investments
business
are
already
working
to
the
cost
income
ratios
that
we
want.
So,
they're
already
using
that
ethos
to
create
the
capacity
to
reward,
and
to
pay
for
performance,
and
to
make
sure
that
they
have
those
investments.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
And
let
me
talk
a
little
bit
about
revenue,
Hubert,
because
we
said
that
we
would
really
expand
our
margin.
So,
when
I
joined
the
business
with
a
margin
of
about 15%,
we
have
just
reported
a
margin
of
21%,
and
I've
made
a
commitment
to
get
to
an
exit
margin
of
30% in
2023.
And
if
you
look
at
the
way
the
shape
of
the
business
is
changing,
so,
we
delivered
for
you
6%
revenue
growth
this
year
in
2021,
last
year,
and
that
was
5%
came
from
the Investments
business.
We had 30%
growth
in
our
Adviser
business,
but
underlying
revenue
growth
of
12%,
double
digits.
Our
Personal
business
had
15%
revenue
growth.
Now,
if
you
look at
the
composition
of
our
revenues,
our
whole
strategy
has
been
increasing
the
quantum
of
revenue
that
comes
from
platform
sustainable,
recurring
earnings. Now,
when
we
complete
the
acquisition
of
ii,
you're going
to
have
the
best
part
of
£400
million
across
two
large
platform
businesses
that
are
operating
in
markets
that
have
between
12%
and
15%
growth.
So,
that really
is
what –
how
you
have
to
model
this.
As
we
– as
you
grow
the
business
and
you have
an
increasing
quantum
of
revenue
coming
from
those
businesses,
you
can
easily
see
how
we
can
deliver
a
CAGR
through
time
in
the
high-single digits.
And
I
was
asked
last
year,
what
does
high-single digits
mean,
anything
above
6%.
We
just
delivered
one,
which
was
6%
for
last
year.
So,
that's
the
way
we
think
about
it.
Stephanie?
S
Stephanie Bruce
Chief Financial Officer & Director, abrdn Plc
And
Stephen,
just
to
add
to
that,
I
mean,
I
said
earlier
on,
Hubert,
that
our
diversification
that
we're
now
getting
in
our
revenue
stream
from
Adviser
and
Personal
has
now
gone
from
15%
to
18%.
With
ii,
that
goes
to
26%.
So,
you
can
see
all
the
time,
as
Stephen
saying,
we're
changing
the
makeup
of
the
revenue
so
that
it's
not
just
about
market.
Clearly,
it's
a
huge
driver
as
well,
but
it's
not
just
about
that.
So,
that's
how
we're
thinking
about
different
components
that
will
help
us
grow
our
revenue.
S
Stephen Bird
Chief Executive Officer & Director, abrdn Plc
And
I'll
end
the
call
here.
But
it's
important
to
recognize
and
leave
with
you
the
commitment
that
our
job
is
to
get
this
business
to
a
30%
margin.
We've
now
peeled
the
onion
and
you
can
see
we've
shown
you
for
the
first
time,
three
businesses
with
three
P&Ls.
And
then
we've
also
explained
that
within
our
biggest
business,
where
I
spend
most
of
my
time,
we
now
have
got
Asia
growing,
the
US
growing,
Europe
growing,
and
we've
got
a
very
strong
Chief
Executive
in
Chris
focused
here, he's
in
London
with
us
today,
on
addressing
the
challenges
within
the
UK
business.
And
we
will
do
that.
The
business
is
becoming
much
clearer
in
terms
of
how
you
drive
a
three-vector
model,
where
you
derive
growth,
and
how
you address
the
remaining
challenges
that
we
have.
There's
much
still
to
do
and
we
delivered
a
lot
last
year
and
we're
going to
deliver
a
lot
this
year
too.
Thank
you
very
much
for
joining
us
this
morning.
Thank
you.
Hello and welcome to our 2021 Results. I'm joined by Stephanie Bruce, our CFO; Chris Demetriou; René Buehlmann; Noel Butwell; and Caroline Connellan, our vector CEOs. I will kick off with a summary of our 2021 results, my first few years as CEO. I will then update you on our progress in delivering our strategy which demonstrates the power of our client-focused business model. Stephanie will then take you through the financial results in detail, and we will then open up for questions from the broader team.
2021 was a reset year. We set out a clear strategy and the results that we expected to deliver. Our strategy is based on creating long-term sustainable growth and in the short term, arresting the decline in revenue. And today, I'm very pleased to report strong progress for the first year of our three-year plan. For the first time since the merger, we have reported increased revenue for the full year, up by 6%. This is in the context of disciplined cost management which has enabled us to improve operating leverage, our cost/income ratio, and increased operating profit by 47%.
On this graph, you can see our progress on improving operating margin, an increase of 6 percentage points in the year. In year two of our plan, we will continue our relentless focus on improving operating margin as we progress towards our target of 30%. This combines three-year revenue CAGR of high single digits and disciplined cost management to deliver a cost/income ratio of around 70% as we exit 2023.
We are very alive to the heightened volatility of markets. So, this – so far this year, it's been evident to everyone, and I will shortly highlight how we will continue to improve that operating margin in spite of this environment. We will also improve our competitive position through the proposed acquisition of the UK's leading subscription-based direct investment platform, interactive investor. We expect ii to be double-digit earnings accretive in its first full year as part of abrdn.
I'm also pleased to report that this year our dividend is fully covered by the adjusted capital that we have generated. These strong financials are underpinned by the various bold actions that we took in 2021 to drive growth. Our strategic partnership with Phoenix is very important to us, and that's why we invested our time early in the year in simplifying and extending it to at least 2031.
As our single largest client and a leading life company in the UK, we jointly bring best-in-class, sustainable investment solutions to the UK pensions market. We have new and innovative solutions in the pipeline, and the first of these tax efficient, low cost, sustainable funds is already winning open business for Phoenix.
A lot of my time in 2021 was spent in the effective management of our capital. We successfully realized capital from non-core asset sales particularly from the sale of Parmenion and Nordic real estate, as well as the monetization of stakes. Together with the increased earnings from the business, these actions generated £1.6 billion of capital.
In addition, in early 2022, we sold down some of our stake in Phoenix, and we're pleased to be returning these proceeds to shareholders. Our remaining holding of 10.4% in Phoenix represents a commitment to this key strategic partnership. We also have streamlined our operating model to bring decision-making closer to our clients and have established our three-vector model with accountable, strong CEOs driving performance. We have brought in new talent, alongside promoting homegrown leaders, and I'm pleased to have René, Chris, Noel and Caroline here with us today.
We completed platform integration in the Investments vector which simplifies our global investment operations and improves efficiency and collaboration. And we have replaced five different brands with a powerful single brand, abrdn, that works digitally and that we own globally. This successful implementation makes it simpler for our clients to understand who we are and serves to unify us as a single team.
Let me talk a little bit more about growth. We have sharpened our focus and our core investment strengths to those where our clients recognize that we are truly distinctive. We will not try to compete across the entire waterfront. For the Adviser vector, we are building and capitalizing on our leadership position. When I joined the company, I describe this business as a hidden gem, and its strong results in 2021 reinforce why.
In the Personal vector, the acquisition of ii, the UK's number two direct investing platform, will transform our position in the rapidly growing UK wealth market. You can now see that two of our three vectors will be leading platform businesses, which we will support by investing in data, digitization, cutting-edge research, and information that expands our capabilities.
In 2021, we acquired Finimize, a global investing insights platform with over 1 million users. We are utilizing these insights daily alongside our existing capabilities in our abrdn Research Institute. Quality information, the signal and the noise sits at the heart of enabling clients to be smarter investors.
Before I turn to individual vector performance in more detail, I'd like to reinforce the power of our strategy. This will be familiar to you. We drive client-led growth and create value for our shareholders by enabling clients to be better investors. We have reorganized our business around our clients in three distinct areas: our Investments business, our Adviser business, and our Personal business. And we appointed leaders with clear accountability.
As a result, we're diversifying our revenue streams, accessing new growth opportunities, and serving a broader range of clients. We're focused on high-growth areas, where we believe we have distinctive capabilities. Asia and emerging markets, private markets, sustainable investing, solutions, and the UK adviser and consumer markets. This clear strategic framework is the bedrock of current and future performance.
Here for the first time, you can see the power of our client-focused business model. Each of these vectors has delivered growth in revenue, good profit performance, and improved flows. A positive picture that Stephanie will look at in more detail shortly.
Let me focus now on our Investments vector, our largest business and where I spend most of my time. Firstly, as I mentioned earlier, we simplified our relationship with Phoenix, a very important step in underpinning the asset and revenues from our largest client. In addition to René and Chris, we have made new appointments in Wholesale and Institutional distribution, and we flattened structures to speed up decision-making.
We brought the public markets investments team together under Devan Kaloo to improve collaboration, sharing of ideas, and efficiency. Within private markets, we consolidated our growing real assets business under Neil Slater. We completed the integration of our investment platform, and we've had the best flows since the merger.
With more than £100 billion of assets invested, we are unquestionably one of the world's leading investors in Asia and emerging markets. René has tightened the focus in Asia to allow us to go faster; exiting some unsure franchises, such as Indonesia, Taiwan; and focusing resources where we are in the best position to compete and to grow.
We are an acknowledged leader, too, in the UK and Europe in real assets. In 2021, our AUM increased by 25%. We have accelerated in the growing logistics segment through the acquisition of Tritax, and you will have seen that we are the leading investor in the £1.7 billion fundraising for Britishvolt Gigaplant. Our solutions capability enables us to address complex needs. The new solutions that we have created for Phoenix this year are helping them to win new business. And when they grow, we grow.
In the UK wealth market, our investment content is increasingly well placed to compete in our and other open architecture platforms, and our connected ecosystem provides unique insights. This industry has a critical role to play in decarbonizing the global economy. There are two key elements here, direct investment in green assets and the greening of brown assets. We do both, and our actions match our words.
In 2021, we publicly committed to a 50% reduction in carbon intensity and our investments by 2030. And we launched four new climate funds, and we've extensions of these fund ranges planned for this year. In the context of the deeply troubling escalation of conflict by Russia against Ukraine, we have acted to reduce our holdings in Russia and Belarus in a disciplined manner, protecting our clients' interests. And we've concluded that we will not invest in Russia and Belarus for the foreseeable future on ESG grounds.
Central to our future success is our investment performance. For the third year in a row, our rolling three-year investment performance has improved now standing at 67%, up from 50% in 2018. Importantly, this figure includes 79% of assets outperforming in the critical Institutional and Wholesale channel. These performance numbers are testament to the significant work that has been undertaken in recent years by our investment teams. It is the combined power of our three-vector model that will continue to deliver profitable growth through time. Let me cover just some of the highlights.
Firstly, Investments. To reinforce my comment in the previous slide, our focus in emerging markets is twofold. Firstly, we want to be the go-to place for investors seeking asset exposure to Asia and China in particular. And secondly, we're enhancing our distribution in Asia and emerging markets for clients seeking exposure to global investment solutions.
In real assets, we will continue to accelerate growth in our logistics capability, and are also building on our strong position in infrastructure and European residential. We have a number of new funds and products across thematics, sustainability, and wealth solutions planned over 2022 and 2023. At the same time, we will work towards rationalizing our existing fund suite, which is currently too broad.
I have mentioned our growth partnership with Phoenix, which will be further enhanced in 2022 via additional tailored solutions in workplace pensions, and will support their announced acquisition of £5.5 billion of bulk purchase annuities. Beyond our Phoenix relationship, we're launching a newly created abrdn pension master trust, which is a consolidation vehicle for UK DB pension schemes.
Our strong pipeline of £11.3 billion is up 20% on this time last year. We have made progress on Morningstar ratings as well, which are a key indicator for the Wholesale market. And we have 52 positive consultant ratings, which are important to our Institutional clients. In Adviser, the focus of our team is constantly improving the Adviser experience to ensure that we sustain and build on the leadership position that we have.
New technology and development will enable advisers to be more effective and more productive for their clients and will encourage advisers to use us as their primary platform. New capabilities like Junior ISAs will be rolled out in 2022 and 2023, and we will continue to improve our service to Advisers and to their clients. Together, this will enable us to serve more Advisers, more of their clients and sustain at already high retention rates.
In the Personal vector, our market presence, scale and profitability will be transformed by the acquisition of ii. The connectivity between ii and abrdn will enable us to offer clients a full range of capabilities, so that together we can grow faster. Our existing discretionary management business, for example, has top quartile performance and is very well placed to continue its growth journey supported by our financial planning business.
Let me now take a more detailed look at the acquisition of ii, which is being put to shareholder vote later this month. ii is the UK's leading subscription-based direct investment platform. As I said when we announced the deal, this is right on strategy for us. We're building a leading position in a high-growth market. Direct investing is the highest growth part of the UK retail and savings market, and ii is the clear number two. It is the disrupter and the consumers' champion. This, along with its simple pricing model and higher average customer balances, is what sets it apart. It has leading and scalable technology already, so does not require significant technology investment nor integration. ii has continued to have good momentum during the second half of 2021, during which time the business added around 17,500 new customers, about 12% higher than in the comparable period in the prior year.
It also continues to retain high levels of assets per customer with trading volumes remaining significantly above pre-COVID-19 levels, as you can see on this slide. ii would transform the Personal vector and will give us both scale and client reach. There is scope to develop the existing offering for ii customers over time through thematic investment content, discretionary fund management, and digital advice.
In conclusion, I look forward to welcoming Richard Wilson, CEO of I, as part of the abrdn executive team, to ensure continuity and delivery of this plan. The ownership of ii by abrdn will provide the resources and the stability to drive further growth to realize our full ambitions.
Over to Stephanie now.
Thank you, Stephen, and good morning, all. Our financial strength and strategic focus enable us successfully to navigate the impacts caused by the pandemic and the ongoing uncertainties in global markets. I'm pleased to report the strong progress towards our financial aims while recognizing that we have more to do.
With stronger markets persisting for the majority of 2021, fee-based revenue was 6% higher. Encouragingly, strong revenue growth was delivered in all vectors. In Investments, our activities in Asia and the US returned to growth following restructuring of these businesses. EMEA was impacted by the Nordic sale. And the UK remained constrained largely due to the decline in insurance revenue.
In Adviser, growth benefited from both the restructuring of the Phoenix arrangements and strong underlying growth of 12% on the lower base of 2020, which of course was during the height of the pandemic. Within Personal, abrdn discretion reported its best every year. Higher levels of revenue growth in the Adviser and Personal vectors are delivering the diversification benefits we are seeking. Together, these represent 18% of group revenue compared with 15% in 2020.
We've also been working hard to improve our operating leverage, and we delivered a 6 percentage points' improvement in our cost/income ratio to 79%. Again, the improvement is evident in all three vectors. The benefit from both increased revenue and lower costs results in an increase of 47% in adjusted % operating profit to £323 million compared to 2020. This result is also 7% higher than 2019, the last full-year period of reference before the impacts of COVID.
AUM may have increased by 1% to £542 billion with the strongest growth recorded in the Adviser vector, which saw a benefit of 8% from markets and 6% from positive flows.
Overall, the net outflows excluding Lloyds and liquidity are £3.2 billion, which is a significant improvement compared with net outflows of £12.3 billion in 2020. So, 2021 was a period of reset, as Stephen has outlined. Arresting the decline in revenue was key, and this is the first time in five years that revenue has increased. Markets were positive through 2021, which benefited growth of AUMA and revenue.
Now, an important contributing factor for revenue growth in 2021 is the diminishing drag on revenue from both the impact of prior-year outflows and in-year outflows. The impact on revenue of net outflows arising in the current year has encouragingly now reduced to less than 0.5% of annual revenue. It is worth reflecting overall that by comparison, the impact of net outflows in 2021 is 4 times less than in 2020, and 6 times less than the impact in 2019. So, this is a helpful tailwind now for revenue growth.
And importantly, current year inflows are into higher-margin assets, with gross flows into equities and real assets increasing by 7% and 43%, respectively. Revenue from acquisitions, primarily through Tritax, was broadly offset by revenue foregone through disposals, of which the largest were Parmenion and our Nordics real assets business.
Overall, total revenue yield improved slightly to 27.3 basis points. We also generated an increase in performance fees, a total of £46 million in total for 2021. Now, in terms of flows, excluding liquidity, the positive trend that we reported in the first half of 2021 pleasingly has continued in the second half of the year. In quarter four, total flows excluding liquidity were positive. The improvement in flows was seen in all vectors. Now, within Investments, it was really pleasing that flows in Asia, EMEA, and the US all move to positive net flows this year.
In Investments, while Institutional and Wholesale remained the net outflows for the full year at £2.1 billion, the improvement of £6.8 billion excluding liquidity creates a stronger position entering 2022. This improvement was most evident in private markets and fixed income, with good progress also in equities and multi-asset. An improvement of 14% in the level of redemptions excluding liquidity was a significant contributing factor.
Now, turning to Adviser and Personal vectors. Here, net inflows more than doubled in 2021, driven by higher gross flows in both vectors, 44% and 55%, respectively. Adviser delivered the highest net flows in three years, and Personal generated record flows from abrdn discretionary.
Now, turning to costs. As I highlighted last year, our planned reduce costs in the near term and focuses on improving the split between fixed and variable costs in our business, so that costs can track performance in the medium term. It is essential that we take costs out of our existing structural cost base, thereby creating capacity for investing in the business and our ability to pay for performance as the business delivers that performance. This greater efficiency ensures delivery of our target operating margin and builds protection from market volatility given our reliance on ad valorem fee revenues, and, of course, inflationary pressures.
So, let me explain about progress in 2021 and looking forward. In 2021, our costs have decreased 11% compared to the 2019 pre-COVID period and reduced by 1% compared to 2020. Now, while our cost/income ratio has improved to 79%, we have more work to do as we progress to our 2023 exit target, particularly on driving down the level of our existing structural costs in our Investments vector.
The reshaping of the cost base undertaken in 2021 included £82 million worth of reductions in costs, some 7% relating to legacy technology services, disposals of noncore activities, and a 14% reduction in overall staff numbers. This, in turn, generated the capacity for investing £72 million into the business, a 6% increase relating to the investments in Tritax, ESG, brand, and increased compensation levels.
We have also now achieved the £400 million synergy target set in the context of the two historic transactions with our large integration migration program complete in Investments and the separation program from Phoenix completing in 2022. And I am confident that the reshaping of our cost base can now move further and faster.
The key is addressing costs in our largest vector, Investments. Now, here, the cost/income ratio improved in 2021 to 79%, not yet where it needs to be. We have, however, shown really good progress in Asia, US, and EMEA to deliver the levels of efficiency required where cost/income ratios are already at 72% or below. However, costs remain too high in the UK. The new vector leadership team are focused on delivering growth, building on the momentum of 2021 in the areas of core strength that Stephen has just highlighted. With this very clear focus on our growth priorities, the leadership team are also now able to drive faster the reshaping of the existing cost base in Investments and are doing so with our turnaround plan that is already underway.
The main focus is threefold: simplifying the UK operational model, rationalizing noncore activities and sub-scale funds, and streamlining the complexity of specific mandates. This will result in further reductions in head count and supporting operational costs to create the efficiency we're looking for.
The extent of future investment and performance-related costs will depend on the achievement of this efficiency. If we perform well, I would expect costs over the medium term to track the improving profile of performance of the business as we have increased our ability to pay for performance and invest in the business. If performance is not delivered, then the absolute costs will have to decrease from the current levels as a result of our turnaround plan.
In addition, it's worth noting that ii obviously has both revenue and cost to our business; but at the margin of 34%, ii is already more efficient than our overall group.
Now turning to earnings per share. Adjusted diluted EPS has increased to £0.137, a movement of £0.049, reflecting the increase in adjusted operating profit. Adjusted capital generation benefits from the increased operating profit, increasing by 40% to £366 million and creating a 45% improvement on adjusted diluted capital generation per share. The dividend is retained at £0.146 on a full year basis. And on this basis, dividend cover improved to 1.18 times.
We have also continued to strengthen our balance sheet in terms of both capital and liquidity – sorry, capital and liquidity with surplus regulatory capital increasing by 50% to £1.8 billion on an IFPR basis, and cash and liquid resources of £3.1 billion at year end. Overall, our disciplined approach to capital management generated £1.6 billion of capital during the year, which Stephen highlighted earlier.
In addition to the stake sales and capital generated from the business areas, we also issued an additional Tier 1 debt instrument of £0.2 billion, making us the first asset manager to offer this capital-efficient security.
Capital was deployed to support key growth priorities within private markets and digital content through the acquisitions of Tritax and Finimize, and circa £0.3 billion was returned to shareholders through dividends and the share buyback, which completed in February 2021. For the proposed acquisition of ii for circa £1.49 billion, we will fund the purchase from our existing strong capital resources. ii immediately improves growth in revenues and profits, and the acquisition further diversifies our business from ad valorem revenue streams.
Supplementing our regulatory capital, we have significant further capital resources through our stakes in our listed financial investments, and we factor all these resources into our disciplined approach to capital allocation. Looking forward in 2022, our pro forma surplus post the acquisition of ii is around £0.7 billion. Our listed stakes as of last Friday are £1.8 billion following our successful monetization in January 2022 of a 4% holding in Phoenix, raising £0.3 billion. We have no plans to dispose of the remaining 10% holding in Phoenix, which remains our strategic partner. Over time, we plan, subject to market conditions, to monetize our Indian stakes, releasing further funds for deployment.
Our capital allocation framework evaluates each opportunity in the context of the generation of long-term sustainable value for shareholders. We also balance within our capital allocation an appropriate management buffer for the business above the regulatory capital requirement. Now, following the deployment of capital to acquire ii, we have a clear view on the management buffer over the period to 2023. Subject to the regulatory and market environment, we plan to maintain a buffer of £0.5 billion.
Now, we will either invest our capital in those areas which create value for shareholders or deliver returns to shareholders. We will invest to innovate our business and accelerate growth with inorganic bolt-on acquisitions. This includes strengthening our wholesale offering and innovating our ESG product suite, digital skills, and capabilities.
On returns to shareholders, we evaluate both dividends and other return programs. For example, the buybacks, the last of which was completed in February 2021 of £400 million. Following our recent monetization of the 4% stake in Phoenix raising £0.3 billion, we announced our intention to return this to shareholders, and the details will follow as soon as practicable. We will continue to evaluate opportunities for further returns.
Our dividend policy remains as previously communicated, set at the level of £0.146 per annum with the objective of growing the dividend based on our estimates of sustainable growth once the dividend is covered 1.5 times by adjusted capital generation. We are very focused on delivering our pathway to achieving that cover. We expect the acquisition of ii to positively contribute to this objective, given its projected contribution to earnings.
And I'll now hand you back to Stephen.
Thank you, Stephanie. To summarize, this was the reset year for abrdn. The first year of our three-year plan, and I'm proud of how our people have contributed to delivering a great performance. We set out our strategy to return the business to long-term sustainable client-led growth. We have both arrested the decline and indeed generated growth in revenue and profit, while improving our flow performance across the board.
I recognize that there is still much to do. I have set out for you my areas of focus for years two and three of this strategy. We will continue to invest in high-growth areas in a disciplined manner and remain laser-focused on improving productivity and efficiency across our business.
Despite the geopolitical uncertainties, we are positioned for both resilience and growth. We will adapt along the way to the challenges posed by the external environment. I'm confident that we have the right strategy, the right leadership, and the right focus to drive the growth agenda that we have set for this business. Taking account of all the progress we have made in 2021 and our future plans, the company that is now emerging looks very different to the one that was created by the merger.
Thank you, and we'll be right back for your questions.
[Break] (00:33:01-00:34:08)
Welcome back to the Q&A, and we're happy to open up the lines now for your questions. [Operator Instructions]
And question number one is coming from Steven Haywood from HSBC. Your line is open. Please proceed.
Good morning. Thank you for taking my questions. I've got three questions, please. After the announcement of the ii acquisition, are there any businesses, portfolios, or capabilities, or teams that you think you're missing or would like to have? Or if not, then can we assume that any further excess capital could be returned to shareholders?
The second question is related to that. On slide 17, you show – sorry, slide 16, you show £0.8 billion of allocated capital out of the £2.5 billion available capital resources. This is on top of the £0.3 billion already set aside to be returned to shareholders. Is this £0.8 billion potentially returnable to shareholders as further excess capital returns?
And then third question from me is on ii. Is the current market volatility do you think the driver of new customers for ii? And I always – I see that the majority of new ii customers joined in the first half due to the tax year end, but can you provide any figures on customers leaving that were not associated to acquisitions? So, organic customers leaving in a year if you could compare that to the 47,000 new organic customers you've got in 2021. That'd be very helpful. Thank you.
So, first of all, Steven, thank you for your questions. Let me talk a little bit about capital, and I'll hand it over to Stephanie for a detailed answer. So after acquiring ii, I mean, you won't – we don't need to do another deal of this size. Clearly, we've formed our business model now. When I came in to the company, I said that we would test any acquisition against the ability to drive revenue growth, drive returns for shareholders and have relevance and scale, and ii is a fantastic fit for that criteria. Number two player in a fast-growing market with a strong margin already with its tech stack already built out. We are very confident that this is a very, very attractive investment for shareholders.
Now, you won't expect us to make another acquisition of that scale. We will, and we look at a lot of deals, and we should. You would expect us to scrutinize many opportunities. And I think in the environment going forward in a tighter rate environment, I think there will be a lot of opportunities. But they – from our standpoint, we would be looking for bolt-on capabilities like Tritax, for example. Tritax, we – you saw we reported terrific results, the business is performing ahead of what we modeled when we acquired it, and we will invest in areas of distinctive investment capability. And we have this high exogenous growth such as private market. So, you can expect us to look to do that type of transaction, which, of course, is not on a scale of an ii.
Let me ask Stephanie to comment a little bit about – we've given a lot of detail this morning on capital stack and then the surplus that we have. So, it's...
Absolutely. And I think it really – it follows on from what you've just been articulating, Stephen, in terms of what we look to understand is really the value that we can create using that capital for shareholders. And the reason that we've provided more clarity this morning is, having done the ii acquisition, we're very clear, therefore, on the buffer that we think is appropriate over our regulatory requirement. That's why I articulated that's £0.5 billion looking out in the current conditions.
The way we think about the additional funds that we have is exactly what Stephen has just said, it's about how we create that value. Tritax is a fantastic example, but we will also do other innovation within the business. For example, putting more into seed and co-invest when we can and when those opportunities present themselves. But as I said in my script there, it's very much about assessing both the opportunities to invest. And if that is – and if that's also appropriate, we will, of course, look at alternative – sorry, further returns to shareholders using schemes such as buybacks in the future. So, it's very much looking at all the time doing that sort of assessment.
And let me talk a little bit about ii. You've asked a few detailed questions there, Steven. And as you can imagine, we've done a very detailed data analytic on the customer numbers, their trading volumes. We've compared activities at different periods of market cycles. It's true that when there is higher volatility, there is more trading. So, the business does benefit from the increased market attention [indiscernible] (00:39:51) high volatility.
I gave you some numbers, and we included them in the circular, that you've got to allow for seasonality because the business picks a lot more clients in the first half of the year than the second half of the year. And we showed that that's why I gave the numbers on the second half of 2021 versus the second half of 2020, and those 17,500 full 12% higher than the previous same season.
We also have been able to demonstrate, when we looked at the numbers, that trading volumes are about 3 times higher than the pre-COVID level, so there's some real underpins to our projections. I also highlighted when we announced the deal that the business, of course, benefits from a tightening cycle, and it's why our original modeling already has been exceeded by the tightening cycle that's taking place because the market has – rates have gone up more quickly.
On the low-value customers, you mentioned about is there from – ii has done consolidations of The Share Center, EQi, etcetera. There are low-value customers that leave when the consolidation takes place because low-balance customers don't fit the model of a subscription-based model. And the evidence of that is that ii has a far higher average balance than either Hargreaves Lansdown or AJ Bell. ii is £135,000 on average. So, clients select that subscription model and have higher balances. And that's a great proxy for sophistication and need of financial planning, a need of discretionary fund management, and that's actually why Richard and team feel so good about abrdn ownership because we already have those services. We've built them out already.
Our next question is coming from Haley Tam from Credit Suisse. Please proceed.
Morning, everyone. Thank you for the presentation and the opportunity to ask questions. If I could ask a couple, please. Firstly, in terms of costs on slide 13, thank you very much for the very clear message that you will be driving down the level of structural costs in the Investments sector. I wondered, can you talk to us about the shape of maybe investment versus some of the rationalization plans you have this year rather than for 2023? And should we think about the 85% of core structural costs in 2021 as a proxy for fixed costs? That's my first question.
Second question in terms of a fund flow momentum, I think it is – again, it's great that you saw positive flows in Q4 of £2.2 billion, which obviously was led by the institutional side. Could you give us any more color perhaps on what your outlook is for other parts of the business, 2022 and 2023? And I guess I'm thinking here in particular about adviser and whether you're seeing the benefits of some of the improvements to the technology that you made last summer and trying to get more advice to use you as the primary – as their primary partner. Thank you.
Yeah. Thank you very much, Haley, for those questions. Let me do this. I'd like to bring in Chris Demetriou to talk a little bit about it because Chris and his team have already built the turnaround plan for the Investments vector. Chris and René, but Chris particularly, focused being here in the UK on addressing our UK.
And as we've analyzed, we gave you more information today about the Investments vector in terms of areas where we're already seeing growth. And we gave you some detailed cost/income ratios of those businesses because that's what happens when you run a three-vector growth model. You get management accountable for a smaller part of the overall business, and you get much more detailed analytics around what's going on, and you can – your actions get more traction. So, we'll turn to Chris first, and then we'll actually switch to Noel because he's got some stats on how we did in terms of primary position and what you can expect going forward.
So, Chris?
Yeah. Thank you, Stephen. So, the starting point today is that really critical to our turnaround plan is the clear focus that we're articulating today. We've picked five key areas of focus for the Investment vector that Stephen stepped through, the focus on Asia and emerging markets. We have assets in private markets more generally, sustainability solutions in UK wealth. And these areas are [ph] arrived at (00:44:57),because they offer us the opportunity to – they are the areas in our business where we have absolutely credible credentials to go to market with. We have scale, we have investment performance that is greater than our book coverage, and we are demonstrating good progress in the marketplace from a flow standpoint. In addition, those are the areas that we see are most online. So, the global megatrends that will provide the tailwind where investors are looking to invest behind those key themes.
This is the first time since the merger where we've been as explicit about what we're going to focus on as an Investments vector. And that gives us and creates the framework for us to then look at areas that are not aligned to our key areas of focus and drive the rationalization and simplification of the business behind those areas. We're going to do this through a deep look at our existing product line up to work out where it's serving us in the pursuit of these key areas of focus. And there's a number of processes [indiscernible] (00:45:55) that we can simplify in the UK that will enable us to operate at a more efficient level. The plans are in place, as Stephanie alluded to in her comments, and those actions will be undertaken over the course of 2022 and the impact of those will most notably be felt from 2023 onwards.
So, from a flow standpoint, we are already seeing net positive flows in the UK – sorry, in the US, in EMEA and in Asia. And the UK is the one area where we still need to address a negative flow situation. But we are very optimistic because we have a really strong relationship with Phoenix here in the UK. And the relationship that we have with the other vectors is giving us great insight to tighten the quality of our investment solutions for the wealth and adviser channels. So, whilst the UK is our area of focus on both cost standpoint and a flow standpoint, we've got a lot of levers to fall on both the growth and cost side to accelerate our journey towards the guidance that's been issued at the end of 2023.
Thank you, Chris. Stephanie, do you want to add anything to that?
No. The only thing I would add, Haley, is in terms of your question about how it will sort of evolve through as we go towards that target is I think it's also bearing in mind that we are continuing to create the benefits coming through from our synergy program as well. So, obviously, some of those fixed cost around premises, further reductions in technology, a similar process that we have already seen in 2021 will, of course, start to come through in 2022 as well. And that also starts to help Chris and René and the team start to create some of that capacity because we are – our absolute focus is obviously to get from the 79% cost-to-income ratio to that operating margin of 30%, i.e. the cost-to-income ratio of 70% by the end of 2023. So, we will be stepping that down during 2022.
Thank you, Stephanie. Noel, would you like to talk about the Adviser vector, please?
Yeah. Well, thanks, Stephen. And thanks for the question, Haley. So, first of all, just building on – I suppose, on what Stephen touched on earlier. The Adviser vector is about sustaining and building on what is a leading position. So, throughout last year, we retained our position as the number one advice platform in the market for both gross flows and AUA – AUM. And so, from that perspective, we ended the year in a very strong position.
And that came through in the numbers, as you're seeing, because obviously in terms of the doubling our net flows. Particularly in Q4, we had a particularly good Q4 in terms of flows with gross flows at £9.1 billion as well. And I think the key thing looking forward then, Haley, is really around how do we build upon that position. As you know, I mentioned before around our Adviser experience program and how we will compete and differentiate in this market on the quality of our content and the quality of our experience.
So, Stephen mentioned we've got a big delivery plan in progress that we'll deliver throughout 2022 into 2023. So, you'll see a full range of junior suite tax wrappers. But in addition to that, coming back to the focus on being the easiest platform in the market to partner with, which is about creating capacity for advisers to advise on more clients given the capacity constraints and the adviser gap in the market, how does he absolutely sort of follow through in terms of user experience as well as the launch of simplified journeys and the introduction of new processes all designed to make advisers much more efficient and allow them to spend more time for their clients and, importantly, also new clients as they want to bring those onboard as well.
Thanks, Noel.
Next question is from Nicholas Herman from Citigroup.
Yes. Good morning. Thank you for the presentation and for taking my questions. Three for me, please. Quick clarification on margin. On the surplus capital at the ii acquisition, you noted that you wanted to hold – you were looking to hold somewhere between £0.5 billion to £1 billion depending on the circumstance. Now, you are committing to £0.5 billion, so just curious what's changed.
On ESG, you've invested into and developed your ESG [ph] capital (00:50:24) quite notably in 2021, including carbon footprint and transition assessment in your house score. I'd be interested to know what the next steps are in the evolution of your ESG offering. And I also be interested, if possible, if you can provide the volume of ESG flows in 2021, but also what the pipeline looks like following the evolution of the offering, that would be interesting.
And then finally, just on the margin, just could you clarify please what drove the strong step up in the Personal margin in the second half? But also within Institutional/Wholesale, there were some notable decreases in private equity and real assets. Those are two asset classes which would normally expect to be more resilient, so if you could help understand that – the drivers to there, that will be helpful. Thank you.
Terrific. Thank you for your questions, Nicholas. I think that let's do this. So, question on ESG, the development of our ESG program, and then a question on margin within the Personal vector, and then questions on where we're seeing flows. And so, let's do this. Let's ask, I think, Chris, if Chris can talk a little bit about the development of our ESG offerings and flows.
And also, I note we recently appointed a new Head of Sustainability and we're accelerating our actions there. And then, we'll turn to Caroline. Caroline joined us last year, maybe five, six months ago, and has made great progress in the Personal vector, and maybe she can talk a little bit about what we're doing there.
So, Chris, please?
Yeah. Thanks. So, ESG is clearly a key part of our growth projections going forward. What we've done over the course of 2021 is we've invested in ensuring that we have the appropriate systems and tools in place to make sure that we can offer our clients the appropriate level of transparency around what's going on [indiscernible] (00:52:31).
This is increasingly important for our client base. It's not enough to show [ph] badge (00:52:36) or products to be compliant with Article 8 or Article 9 or the equivalent in other regulatory jurisdictions. It's really important that we're able to evidence the actions that we're taking in the underlying portfolio. So, we've been dialing up our investment to make sure that we can offer that level of transparency and authenticity to our clients. What you also saw in 2021 was the conversion of around 23 funds to Article 8 and Article 9, and that – we'll do at least the same number again in 2022, but we're expecting to do more than that.
From a flow standpoint, most of the AUM shift that's grown to around £29 billion of AUM that's explicitly in delivering sustainable outcomes has come from the conversions of strategies that already existed within our suite rather than flows. We've launched a suite of climate transition funds over the course of the year. They're in the early stages, but we're really pleased with the progress and the traction that we're getting from consultants.
We've had consultants provide positive ratings to our sustainability index, as well as our Climate Transition Bond Fund. And so we think the outlook for 2022 from a flow generation standpoint is positive. So far in 2021, it's largely been around getting the appropriate suite launched from a new product standpoint and getting the existing capabilities, which already met very high ESG standards converted to meet the SFDR requirements.
Thank you, Chris. Actually, I think just before we go to Caroline, I'd like to bring René in, because we recently launched a sustainability institute in Singapore and we're getting a lot of traction and a lot of attention on our credentials in the Far East on sustainability. René, would you like to talk a little bit about that?
Sure. Thank you, Stephen. I think what is quite clear is that the demands and requirements that we see actually from Asian investors are not fully identical to what we see in demand in Europe. And so, I think we felt it's incredibly important that as a very large investor in these regions, and we manage close to £100 billion, as you have seen from Stephen's presentation in emerging market and Asian assets, that we make sure we set standards and help define standards here in the region.
So, one of the goals of the sustainability institute is, A, not only to do sort of like lead and walk the talk, but also engage with regulators, clients, and stakeholders in the region to really accelerate the discussion that is necessary. And as Chris earlier highlighted, we have launched quite a range of products and quite a few of them are Asia and China related. So, we want to make sure we really differentiate our offering, particularly also in this region around sustainability.
Thank you, René. Caroline, give us some insights into the Personal vector.
Great. Thanks, Stephen, and hi, Nicholas. So, I think there's two angles to this. One is, obviously, we've had a great year from a flows perspective, and that's record flows of £600 million, getting to £14 billion of assets under advice and management. And that has really helped drive the revenue up. We've also seen, from a revenue yield perspective, that tick up very slightly. What we're not seeing is any pricing pressure. We are seeing a slight shift in business mix, and we've had a very small amount of non-AUM related income come in this year as well, which has slightly ticked that up a bit.
So, I would expect to see that flat from a pricing perspective. As I say, we're not seeing any pricing pressure per se. But the business mix may shift going into next year, particularly as we see MPS in line with the broader market really continue to drive sort of increased growth along with our core offering and discretionary.
The other point to note is that financial planning has been through a year of cost reduction and transformation, and we've taken significant cost out of that business which we'll run into next year as well. But I would like to say that, actually, the cost reduction has now delivered. The focus on financial planning is all about growth, and that's really what we're looking to deliver going through 2022, which obviously where it's appropriate for a client to use discretionary also flows through into that.
Can I maybe just come back to Nicholas' point on capital?
Please, yeah.
Nick, you asked about in terms of – previously we've talked about £0.5 billion to £1 billion in terms of that overall buffer level, I would you take back to when we – when we talked about that, we were still working through exactly what we were going to do in terms of the timing of monetization of the HDFC stakes, and we've made it clear today that our intention is over time to monetize those. We were now very clear on that.
But, obviously, the biggest piece that has changed is actually very much being understanding the size and scale of the shape of the inorganic acquisition that we were going to do in personnel. We're obviously very delighted that that is ii and therefore we have a very clear understanding of the parameters of that. That allows us now through our capital allocation framework to be very clear that it's that £9.5 billion in the current conditions.
And then, I'm going to turn to Devan to talk a little bit about flows. But just to put margins and the impact of flows, but just to put that in context, we actually feel very, very good about what we just delivered. So, for an overall business, we had a fee revenue yield of 27.3 bps. That was up by 0.4 bps from 26.9 bps. So, that was for the overall business.
Investments, we expanded – sorry, Adviser, Noel's business, we expanded fee revenue yield from 22.3 bps to 24.9 bps. And then Personal, Caroline just talked about the fact that we had a fee revenue yield of 61 bps versus 58.5 bps in the prior year. Though coming to Investments, which we're going to talk about this now, we had a stable performance, actually slightly better. We were 25.8 bps in full-year 2020 and we're 25.9 bps in full-year 2021. So, the overall effect was positive.
Devan, would you like to talk a little bit about flows within different products?
So, absolutely. So, thanks, Stephen. So, when we're looking at the flows, what we see in – generally speaking with regard to the equity book business, first and foremost, is that has been strong flows into some of the small cap product but also, more broadly, single cover inflows with our EM, Asia, and indeed European franchise. More generally, we're seeing continued strong flows into our fixed income business. Although, obviously, one of the elements there has been the weaker than the expected performance in terms of the insurance products flowing through to that. And that's also impacted the multi-asset.
I think, overall, we certainly see a much better gross flow picture than we've – we're anticipating, and the trend remains pretty positive. I think one of the key questions for us going forward, obviously, is what's going to happen in 2022. And there, we still remain pretty positive about the outlook for that.
Thank you, Devan. So, it's 9:44. We obviously still have time for one more question if we have any callers with a pressing question on the line.
In this case, our last question is coming from Hubert Lam from Bank of America. Please proceed.
Hi, everybody. Thank you for taking my questions. I've got three from my side. Firstly, more on the costs, you talk about cost being more variable if performance is – particularly if performance is weaker. What is this performance based on? Is it based on markets or it's some internal targets you have? Just to better get a sense of the basis of this durability. And, I guess, related to that also is if performance is weaker, does this mean you're going to have less investment going forward? That's the first question.
The second question is on the revenue target. Again, your – it seems like you're reiterating your high-single digit revenue growth target. From where you stand today, how do you expect to achieve this? Is it through, I guess, markets – more markets or inflows? Just what's the breakdown between the two?
Obviously, markets are off to a bad start this year. So, I'm wondering if what your outlook is in terms of achieving this target.
And lastly, in terms of the stake sales, I think Stephanie mentioned that the Indian stakes are probably not strategic anymore. Just wondering if you can also confirm that the HDFC Asset Management stake is one that you would monetize? You currently have 16% of that company. Do you expect it to go down to zero over time or do you expect the level that you're going to hold going forward? Thank you.
Thank you for your questions, Hubert. So, first of all, in terms of our cost base, of course when – if markets aren't there and the revenue isn't there, there is a natural offset in variable compensation. That's standard across the industry. So, you do get a bit of a natural variation. But we're working – we've been working very, very hard to reduce our fixed costs and variabilize our structure in a way that we actually are more effective, dynamically adjusting in a different environment. We've actually made some good progress on that. Could I ask Stephanie to talk a little bit about that?
Yeah. I think, Hubert, the way I think about it is it's about creating that capacity so that we can continue to invest, being able to have clarity for the business as to how in particular vectors will they actually manage that. So, Investments as we've said is very clearly focused on its turnaround plan. They've got very clear steps to take the – to change that structural cost but in order to therefore that they can reinvest into the business. And that is precisely the process that they will be going through.
Even once we get through into 2023 in terms of our operating margin at 70% – sorry, 30% with a cost income ratio of 70%, we will still have that ethos because it's about the business continuing to evolve, creating the capacity to reinvest in the future, to reinvest in innovation and to also pay for performance. So, that's very much the dynamic that the team are working on. But that would be the same in all of our vectors. And we are particularly drawing out the focus in the UK investments this period. But let's bear in mind the Adviser vector, the Personal vector, once we've completed the acquisition of ii and the regional parts of the Investments business are already working to the cost income ratios that we want. So, they're already using that ethos to create the capacity to reward, and to pay for performance, and to make sure that they have those investments.
And let me talk a little bit about revenue, Hubert, because we said that we would really expand our margin. So, when I joined the business with a margin of about 15%, we have just reported a margin of 21%, and I've made a commitment to get to an exit margin of 30% in 2023. And if you look at the way the shape of the business is changing, so, we delivered for you 6% revenue growth this year in 2021, last year, and that was 5% came from the Investments business. We had 30% growth in our Adviser business, but underlying revenue growth of 12%, double digits. Our Personal business had 15% revenue growth.
Now, if you look at the composition of our revenues, our whole strategy has been increasing the quantum of revenue that comes from platform sustainable, recurring earnings. Now, when we complete the acquisition of ii, you're going to have the best part of £400 million across two large platform businesses that are operating in markets that have between 12% and 15% growth.
So, that really is what – how you have to model this. As we – as you grow the business and you have an increasing quantum of revenue coming from those businesses, you can easily see how we can deliver a CAGR through time in the high-single digits. And I was asked last year, what does high-single digits mean, anything above 6%. We just delivered one, which was 6% for last year. So, that's the way we think about it. Stephanie?
And Stephen, just to add to that, I mean, I said earlier on, Hubert, that our diversification that we're now getting in our revenue stream from Adviser and Personal has now gone from 15% to 18%. With ii, that goes to 26%. So, you can see all the time, as Stephen saying, we're changing the makeup of the revenue so that it's not just about market. Clearly, it's a huge driver as well, but it's not just about that. So, that's how we're thinking about different components that will help us grow our revenue.
And I'll end the call here. But it's important to recognize and leave with you the commitment that our job is to get this business to a 30% margin. We've now peeled the onion and you can see we've shown you for the first time, three businesses with three P&Ls. And then we've also explained that within our biggest business, where I spend most of my time, we now have got Asia growing, the US growing, Europe growing, and we've got a very strong Chief Executive in Chris focused here, he's in London with us today, on addressing the challenges within the UK business. And we will do that. The business is becoming much clearer in terms of how you drive a three-vector model, where you derive growth, and how you address the remaining challenges that we have.
There's much still to do and we delivered a lot last year and we're going to deliver a lot this year too. Thank you very much for joining us this morning. Thank you.
Thank you.