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ting to know the client and serving the client, and then we sup- the expert team from what it was (with two individuals) about
port them by making sure they have all the tools, the resources a decade ago to now upwards of 125.
and everything that’s up to date so they don’t have to be an We do work with outside experts if the clients want
expert at everything. them — for example, our ultra-high-net-worth clients in the
They have that deep bench built around them, and it’s in- $100 million-and-up range. They tend to have their own [out-
house. This means they don’t have to worry about talking to an side experts] for their taxes because they [pay] multi-jurisdic-
external expert at an hourly rate. tional taxes across the world. We do tend to work with them
through support; we’re the extra set of eyes.
Have you always had in-house experts or at some
point did you use third parties? What services are most important to clients in this
We built [this team] out over time. When I started at Mercer space overall?
10 years ago, we had basically two in-house experts, and it’s It depends on the client’s needs. Especially when you get in the
really been our clients that have [driven] demand. We built out ultra-high-net-worth range, the client is going to dictate what

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