Conference Programme
Transformational strategies for leaders
February 1st London, February 3rd Manchester
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9:05am Chairman’s opening comments
Paul Armson, Prestwood Software Ltd
9:05am - Key Note Speech: What makes a successful wealth management/IFA business?
What really makes a successful IFA business? By looking back at lessons learned over the past 10 years of establishing, growing and running a successful wealth management firm, Fiscal Engineers’ Shane Mullins shares practical insights into challenges he faced along the way.
- What are the key success factors in shaping an advisory business?
- Who are our real competitors and how do we tackle them?
- What are the fundamental issues that need to be addressed going forward?
Shane Mullins – Managing Director, Fiscal Engineers, NMA of the year Midlands 2007, 2008 & 2009
9:45am The future is for the taking – Key opportunities
Looking beyond 2012, this session will focus on key advice opportunities for the future and how intermediaries can capitalise by answering the following questions:
- What are the key markets of the future and profile of the major client segments within them?
- How to position your business for each of these growth markets?
- How the industry can engage with younger consumer groups?
- How can different advice models operate economically to meet demand?
- How can digital marketing help to differentiate your business?
Paul Harrison - Head of Business Consultancy, Prudential
10:20am The State of Independence - From product to proposition
Advice, service and relationships are worth more than products. As product providers rationalise their offerings to market in favour of platforms, the value of independence as we know it becomes less important. This session will propose;
- The industry needs to depart from the product focused definition of independence
- There is modest value in the financial products themselves, relative to the value of advice, strategy, service and relationship
- As product providers rationalise their offerings to market in favour of platforms, and fewer products become available, we need to rethink what we mean by “independence” and what the client is paying for
Simon Olive – Business Consultant, AXA Distribution Services
11:05am Professional Connections - A two way street
It has been well documented that IFAs can build a more efficient and profitable business by forming professional relationships with accountants and solicitors. Here we reveal the findings from an exclusive survey of the professions on preferred characteristics for IFA partners.
- What makes an IFA attractive as a business partner?
- What qualities can an IFA bring to a solicitor or accountant?
- How can the relationship be worked to the maximum benefit of all?
- What knowledge an IFA needs to truly leverage these connections
Jasper Berens – JP Morgan Asset Management
11:45am Coffee
12:00pm PRACTITIONER PANEL: The commoditisation process – How to build an advice factory
A panel of leading IFAs discuss how streamlining their client offering enabled them to build efficiencies and increase earnings. Here we discover what it means to commoditise the advice process, and why being sale ready is a good discipline.
Moderator: Mark Polson – Standard Life
Panelists to include:
London:
Graham Ponting – Managing Partner, Clearwater Wealth Management
David Soper – Director, David Soper & Co
Manchester:
Simon Booth- Principal, Foresight Independent Financial Planners
David McGowan- Managing Director, David McGowan Associates Ltd
12:25pm What not to do – The deadly habits of inefficient advisers
As businesses grow, managers need to understand which ways of working need to be changed or abandoned altogether. In this insightful and revealing session, we discover the seven deadly sins that could be preventing your business from reaching its full potential.
- Review the brutal facts of your business
- Re-focus on what matters - not AUM
- Understand strategic opportunities - service, geography, clients segment, backers
- Understand the problems you are actually trying to fix
- Tap into the potential of teams outside your firm
Peter Hugh-Smith – Managing Director, Russell Investments
1:15pm Lunch
2:15pm Differentiate or die: How to be a post-Olympic winner
In spite of other’s confusion, there exists a small group of advisers poised for even greater success in the future. So, what exactly separates this savvy group from the rest? And why do you need to know the answer before time runs out, and the competition becomes too good?
- Why most advisers are operating under an illusion regarding life after 2012
- What business models and behaviour already separates the survivors from the thrivers
- Why understanding marketing is not an option in this new world
- The 5 strategies you must know if you’re to consistently attract superb quality, profitable clients
David Scarlett – Creator of ‘The Adviser Gym'
2:55pm Survival of the fittest – a five year plan for smaller businesses
The big players claim there is no future for small businesses. Is that the case, or are their ways in which boutique firms can outperform their super-sized competitors? Here we suggest a five-year plan for smaller firms.
- How consumers are likely to engage with financial services post RDR
- The anticipated market split between various distribution channels
- The characteristics of practices most likely to prosper post RDR
- Can smaller IFA businesses survive independently?
David Brattesani – Partner, Threesixty
3:35pm Coffee
3:50pm Building your brand action plan
Building a great financial planning practice requires that a strong foundation of investment and life planning are successfully supported with the right business skills. This presentation introduces the ‘five star’ better practice model to show how each of these elements are blended to create a powerful and compelling brand.
- How do you create a robust investment proposition?
- Do you ‘do-it-yourself’ or use external resources?
- How does the development of your unique brand help you build a better business?
David Jones – Regional Director, Dimensional
4:35pm The power of yes - Communication models for directors
When people say ‘No’ – in business and in their personal lives – they do so for a very good reason. There is always a positive intention behind any behaviour. Change is an inevitable component of all business; it is therefore imperative that organisations are able to win the hearts and minds of their staff so that uncertainty or resistance to change is recognised and managed. This session introduces you to a structured approach to turning ‘No’ to ‘Yes’.
- Getting stuck – recognising the reasons for resistance
- Knowing yourself - exploring your fundamental sense of self
- Core values – the power of enabling beliefs
- Capabilities and skills - identifying needs and solutions
- Behaviours – work on the practicalities of promoting change
- Environmental factors - I can’t do that HERE!
Bob Perry – Director, The Chiswick Partnership
5:10pm Chairman’s closing remarks
5:15pm Close of conference and networking drinks
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