The PLANADVISER Interview: Kourtney Gibson, Chief Institutional Client Officer, TIAA

Kourtney Gibson

Kourtney Gibson joined TIAA more than one year ago as chief institutional client officer, leading the team’s retirement solutions business in areas that include strategy, sales, services management and participant consulting and guidance.

She helms the position at a crucial time in the retirement industry. The SECURE 2.0 Act of 2022 has brought both mandated and optional changes to the industry on a rolling basis. Guaranteed income, of which TIAA has been a leader on 403(b) plans, is looking to find its place among defined contribution plans. Meanwhile, the retirement savings gap still looms as a massive problem as the country reaches so-called “Peak 65” retirement next year.

Gibson has been hitting the challenge head on. In her time at TIAA, she has reorganized the team working with clients, made new hires and even changed her group’s name to better focus on its retirement solutions goals. She spoke with PLANADVISER about these and other initiatives.

PLANADVISER: You’ve been at TIAA for about a year now. Tell us about your role and the background you brought from investment bank and advisory Loop Capital?

GIBSON: I lead TIAA’s core retirement business, overseeing the development and distribution of strategies and services for institutional clients, consultants and in-plan participants, reaching over 15,000 plan sponsors and millions of their employees. My business segment accounts for $740 billion of the firm’s $1.2 trillion in assets under management.

It’s a challenging and rewarding role that allows me to use all the skills I gained in two decades at Loop Capital. As a wife and mother of four, my family is very important to me. Faith and family are top priorities.

I left Loop Capital from the position of executive vice chairman. In that role, I was responsible for setting long-term strategy and aligning talent and other resources to deepen client relationships. I oversaw corporate, governmental, institutional and consultant client relations and led multiple functions, including asset management, strategy, sales and trading.

My vastly wide and deep experience, built on a firm foundation of relationship-building and financial strategy, business and investment acumen, positioned me well for my work here at TIAA.

PLANADVISER: Why did you choose to join TIAA and this industry?

GIBSON: I was attracted to TIAA’s mission of helping people retire with dignity. TIAA is addressing the retirement crisis head-on. I’m proud of that and of what we’re going to accomplish in the future. TIAA has an incredible opportunity to take the blueprint that it has used to more Americans.

TIAA’s asset manager, Nuveen, is of the world’s largest investment managers that delivers award-winning investment capabilities across asset classes. That, along with our wealth management business, are incredible advantages for TIAA’s clients, and we offer outcome-oriented solutions to help clients reach their long-term goals.

In addition, the TIAA General Account is a difference-maker. It is a liability-driven investment portfolio specifically built around delivering lifetime retirement income solutions through TIAA Traditional, as well as other retirement products like the Secure Income Account. TIAA invests in private asset classes to leverage specific expertise within Nuveen and to build long-term, higher-return capital appreciation potential for the portfolio. It is a source of diversification and non-correlated risks relative to the rest of the portfolio.

Because our corporate structure returns profits to participants, our participants can have the benefit of exposure to alternatives through the general account, without it being an individual selection within a plan.

PLANADVISER: What are your impressions of TIAA’s plan sponsor client base and how the firm is looking to meet its needs?

GIBSON: Over the past year, I’ve focused on fine-tuning our client relationships. We’ve done this in various ways. For example, we changed our segment name to Retirement Solutions, which represents our focus on understanding our clients’ needs and serving as their advocates to influence the development of offers and solutions. We’ve also laid out a multi-year strategy for our business segments that includes vastly expanding access to lifetime income to more Americans and making sure we’re serving clients with excellence, efficiency and speed.

That strategy includes building out our leadership team, adding some key hires and aligning resources to best serve clients and expand the distribution of our guaranteed lifetime income default products.

PLANADVISER: What is your relationship like with retirement consultants and plan advisers right now?

GIBSON: Organizationally, from our CEO down, we view consultants as clients. We are in the relationship business, built on trust. We are delivering for them.

In our annual consultant survey that took place in Q4 2022, approximately 60 consultants serving TIAA clients rated the consultant support they receive from us as “best in class” when compared to our competitors.

This rating stems from TIAA specifically prioritizing the role of consultants. Since January, I have met with 10 different consultant firms, made up of over $375 billion in assets and 880+ clients. We are open to their feedback and view them as partners in our fight to close the retirement gap for more Americans.

Commitment to technology: This is a key focus. We have made huge investments in technology to make it simpler to do business with us. BusinessEdge is our consultant portal. We have added capabilities so that advisers can manage their entire book of business with us. We have seen an overwhelmingly positive response to BusinessEdge.

We are also building out retirement adviser support. So we’re investing in technology, but also in people. Finding the right talent across the industry is challenging, so we’re leveling up to invest in people. Many of the people on my team are former consultants. 

PLANADVISER: As noted, lifetime income is a focus for you and the team. But in speaking with advisers, many are skeptical of leveraging it in retirement plans. How do you approach them?

GIBSON: Consultants are at the front line of educating plan sponsors and investment committees about the potential benefits of adding lifetime income to their plans and how to do that as a plan fiduciary.

Seven out of our top 10 clients have implemented or are looking to implement lifetime income in their default solution within the next 12 months. Our partners in the consultant community played an important role in that. The feedback has been tremendous.

Our RetirePlus is a tested and proven solution that offers our clients enhanced retirement security. It’s a retirement plan default solution that uses TIAA Traditional as the fixed‐income portion of the portfolio.

Consultants are aware that RetirePlus is the retirement plan of the future, and they want to engage. They are hungry for knowledge on how solutions work, how they help participants and plan sponsors, and how to implement solutions and support that decision.

When one of our largest clients adopted RetirePlus, projected retirement income increased 24% on average for their employees. That’s the equivalent of an extra $7,000 per year. Notably, their account expenses dropped 55% at the same time.  

Another accomplishment that I’m particularly proud of: We have increased the number of personalized advice sessions by 28% year over year, truly making a difference in creating a better future for the people we serve.

PLANADVISER: What is on the horizon?

GIBSON: Every American deserves a secure retirement, but most working people who are trying to save for retirement don’t have the right tools.

Also, there are many risks that erode savings, and these are larger issues that most individuals cannot solve by themselves:

• Longevity: There is a 46% chance that one partner of a couple aged 65 will live to 95;
• Market: During 2008-2009, there was a 47% drop in the stock market;
• Cognitive: More than 5 million Americans may have dementia; and
• Inflation: Recently, we have seen the highest levels in more than 40 years. It erodes purchasing power over time.

In this system, 40% of all Americans will run out of money. Are we good with that?

There’s an opportunity here to do better. If Americans are better equipped for retirement, it will have broader positive implications on the economy and society.

A low-cost, in-plan annuity can offer guaranteed income that can never be outlived, reducing volatility and providing stable returns without sacrificing performance.

That means that in addition to stocks and bonds, you have an in-plan annuity that provides you a guarantee that, regardless of the market, it won’t go negative. You won’t outlive it. Plus, it can complement your overall financial allocation in planning for retirement.

Lifetime income can also serve as an additional lifeline for Americans who rely, or expect to rely, on entitlements like Social Security.

The Social Security Administration has said that future changes to the program are certain and that those changes should reflect the “desires of each new generation.” Adding a lifetime income option to a retirement plan can help to hedge against any potential changes made to this critical program.

Finding ways to close these gaps and secure the retirement futures for more Americans is a critical part of TIAA’s company’s mission—it’s what we are fighting for every day.