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CareersbriefINSIDE47 Commentary 49 My Beautiful Career49 People on the Move 50 Development Focus

Advisers have no problem demonstrating their technical profi ciency to clients. The requirement to

be level four qualifi ed, with many advisers going beyond this to become chartered, is proof they have achieved a certain level of knowledge and understanding. But when it comes to soft skills there are no formal training requirements or minimum standards for engaging with people.

This does not mean soft skills are unimportant or advisers naturally know how to deal with people at times of emotional stress such as bereavement or divorce.

Plutus Wealth Management chartered fi nancial planner Sebastian Hurst says some advisers are better than others at connecting with clients, but the more attuned advisers are to soft skills, the more confi dent they become. “Soft skills can be diffi cult for some advisers to master. You often have to say some uncomfortable things to clients and talk a lot about death,” he says.

Part of the problem could also be soft skills run against the grain of what some advisers have been taught. Ovation Finance fi nancial planning consultant and managing director Chris Budd, who is also a qualifi ed business coach, says: “Advisers are taught to run to a solution for clients as quickly as possible through a little bit of information about them and technical questions. Traditionally the fi rst step is advice, then the factfi nd, then the solution. There are modern fi rms that do fi nancial planning fi rst, then advice, then the solution.”

For Budd there is another way where soft skills come into their own and the adviser can really get to know their client. That is coaching fi rst, then fi nancial planning, then advice. “Coaching is a complete 180-degree about-turn over the usual way advisers deliver the things they know. It can build strong client relationships.”

Soft skills that give clients a better experience ultimately benefi t the adviser’s business, so how can they be developed? There are workshops and training sessions on soft skills and coaching for advisers run by various providers. For example, Budd has devised Quiver Management’s one-day

Interpersonal Skills for Financial Advisers and Planners workshop.

The Personal Finance Society is also promoting soft skills and has been running a series of sales communication workshops for its members, with executive business coach Bernie De Souza as a keynote speaker. He says advisers have had a lot of bad press in the past and soft skills can be helpful in rebuilding trust. “If we put the client fi rst we are always going to win,” he says.

Given soft skills are essential to advice and planning, is it an area that those in the industry would like to see formally assessed like technical competence? No, says Budd. He argues that to pass exams, questions need to be answered in the way the examination body wants, which may not refl ect what people would do in real life, so it would be unsuitable for soft skills to be assessed that way.

De Souza believes some form of training is needed so advisers can learn these skills, but says the diffi culty is not many people can deliver it. He says some fi rms are insisting their advisers do 14.5 hours of non-technical CPD, which would include things like attending the PFS workshops, so things are moving in the right direction. He says: “PFS chief executive Keith Richards has been instrumental in this. He asked me to deliver 30 events for the PFS in the fi rst quarter. If we are helpful to clients they are more likely to trust advisers, whose recommendations are met with less resistance.”

AMANDA NEWMAN SMITH

Should soft skills be formally assessed?Soft skills are essential to building strong client relationships, so should they be judged in the same way as technical skills?

ADVISER VIEWMartin BamfordManaging directorInformed ChoiceWhile communication is a natural quality for most people, it is also a skill which can be improved with training. It should never become a regulatory requirement to brush up on soft skills, but something firms actively want to do to deliver the best possible service to their clients. Individual advisers should be chomping at the bit to find suitable training courses and resources that make them better at what they do.

Featured jobs

IFATo £45K plus bonus, benefits & uncapped OTE

Leeds

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Financial Planning Assistant£28-32K, bonus, benefits, study support

London

Full details p46

Business Development ManagerExcellent Salary with Good Bonus & Bens

West Midlands

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ParaplannerTo £35,000 + benefits & bonus

Southampton

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Estate Planning PractitionersHighly Competitive Income

England & Wales

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21 April 2016 moneymarketing.co.uk

46 Careersbriefwww.retailfinancialcareers.com

Financial Planning AssistantFinancial Planning in an Accountancy fi rm

London£28 - 32k, bonus, benefi ts, study support

One of the UK’s leading accountancy practices, based in London, require a progressive Financial Planning Assistant.

You will be working with one of the top fi nancial planners in London who has a book of blue chip City fi rms and their Executives. The role will have you providing a full sales support service and moving towards Paraplanning and client management.

You will play a key role in supporting the Financial Advisers ensuring the smooth running of the Financial Planning department which will include working with new and existing clients supporting on-boarding, client queries, and support across pensions, investments and employee benefi ts. The role will work across a portfolio of both Private clients and Corporate clients and will give you an excellent step forward in your Financial Planning career.

Ideally you will have worked for at least 1 year within a fi nancial planning environment perhaps within an IFA fi rm and they will sponsor your studies and will help you reach Diploma. They are well known as a training fi rm and the path will take you through Paraplanning towards Advice. However, this business is a leading Employee Benefi ts Consultancy, Private Client Adviser and offer an Investment management service so you will not be short of career options.

Financial Divisions is a specialist wealth management recruiter and we have worked with this fi rm for a number of years successfully. We have seen how well our candidates have been trained here and how their careers have fl ourished. We are happy to be recruiting for them again as a result of their expansion.

Please call Mark Flannery on 0207 3975544 for more information or send your CV tomarkfl annery@fi nancialdivisions.co.uk

T: 0207 397 5544E: recruitment@fi nancialdivisions.co.uk

FinancialDivisions_HH_MM_210416_app.indd 1 19/04/2016 15:15

Email: info@astoncharles.co.uk Web: www.astoncharles.co.uk

Leeds 0345 193 2419Essex 0345 193 0694A personalised service from industry experts

IFALoughborough £40-50K basic plus excellent bonus & benefits

Due to the continued acquisition of new clients, an exciting opportunity has arisen to join a large regional IFA practice to work within its highly successful joint venture with a leading local law firm. Inheriting an existing client bank, you will be tasked with servicing existing business. You will also work closely with the numerous fee earning Partners of the legal practice, managing a regular flow of referrals, offering financial planning solutions to both corporate and private clients. Benefiting from the significant support infrastructure of the IFA practice, comprising paraplanning, admin and technical teams, you will focus purely on engaging with clients and managing relationships with in-house introducers. The package on offer is entirely negotiable, with no upper limit on salary, and a flexible bonus structure that will be tailored to incentivise you and maximise earnings potential.

ParaplannerHarlow, Essex £35-40K basic salary plus benefits

An exciting opportunity has arisen with a leading provincial wealth manager for an experienced Paraplanner. Due to continued growth and success, the firm now requires an individual that can support several top performing IFA’s in areas of pension and investment advice. You will be expected to research and analyse products, as well as preparing detailed reports. Whilst not essential, ideally you will already be Level 4 Diploma qualified, or working towards this. More importantly, however, is your existing knowledge of pensions and investments, as you will be an integral part of the financial planning process. If you are considering progressing to an Advisor role, this can be accommodated as well. In return, you will receive a fantastic package comprising a competitive basic salary and a range of company benefits.

Independent Financial Adviser Surrey Employed or Self Employed, plus excellent company benefits

This leading wealth management organisation in the Surrey area is seeking a Senior Wealth Advisor/IFA to provide holistic advice to the company’s key existing clients. You will inherit circa 110 private clients, and develop existing professional connections, benefitting from a directly authorised model where you will be able to offer truly independent, whole of market advice. You’ll need a genuine passion for client service and be a team player, fully immersing yourself in a stimulating and hands-on team environment. An excellent package on offer with substantial additional bonus potential, alongside all necessary equipment including laptop and phone. You will also be actively encouraged to continue your professional development towards Level 6 qualification.

Diploma Paraplanner London West End £35-50K plus benefits

Our client has built a solid reputation in the local market for offering exceptional client service and specialist advice. Encompassing a wealth of expertise through a highly successful team of Independent Financial Advisers, it covers all aspects of international finance for both the private and corporate client. It specialises in discretionary portfolio management, international brokerage of pensions and life contracts, long-term care planning, tax planning strategies and international company and trust formation. Being an integral part of the advice process, the main purpose of the role is to provide technical and administrative support to the firm’s IFA’s. You will conduct research on products, providers and funds, providing supporting suitability reports for Consultants. You will also write product recommendations for presentation to clients, whilst completing portfolio reviews and rebalancing requests. Excellent remuneration and benefits are on offer, as well as genuine opportunities for progression and professional development.

Independent Financial Adviser Leeds to £45K plus bonus, benefits & uncapped OTE, with clients provided

A highly successful and reputable national financial advice practice currently requires an ambitious and driven IFA to help service existing clients and introducers in the HNW and UHNW space. You will provide expert financial advice to the firm’s existing clients and generate new business opportunities. The role is both office and home based, where you will service clients predominantly in and around the Leeds area with occasional client meetings further afield. You must have experience of face to face advice; preferably having managed inherited client relationships, as well as displaying the drive and determination necessary to develop a profitable portfolio. Given the volume of both existing clients and referrals, this role offers outstanding long-term earnings potential. You will also be provided with full support, alongside a comprehensive package including practice buy-out.

Paraplanner Loughborough to £35K plus benefits

Due to business growth, our client is looking to appoint an experienced and qualified individual to provide technical research support, assist the Advisers with recommendations to clients on financial products, and ensure that all advice is compliant. Previous experience within a similar position is required, and you will ideally hold industry qualifications, as well as being thorough and analytical by nature. In return, you will be rewarded with a very attractive basic salary and benefits package. The training and development programme on offer is unrivalled, with staff encouraged and financially supported to pass further qualifications. Should it be of interest, there is a genuine opportunity to progress to a client facing advice role in the medium-term.

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47Careersbrief

fees and brings in like-minded individuals with a sponsor within the group. We also tend to gain commitment and loyalty from such individuals. This should only be considered as part of a wider recruitment strategy, however. You still want to ensure you have access to as wide a pool of talent as possible.� Build a positive brand: While some turnover is healthy, excessive turnover can be costly and time- consuming. With this in mind, you should make sure you have a good reputation in your local area or market by ensuring your pay and benefi ts are competitive and by creating an environment where staff are empowered and engaged. This helps to cultivate high morale within your fi rm. Equally, you do not want to lose new joiners you have trained to your high standards to rival fi rms, so ensure you provide a challenging role with good opportunities for development.

Rewarding good employees and creating a strong, trusted brand should put you in a good position to recruit and retain the best candidates for your business.Lisa Winnard is HR director at Sesame Bankhall Group

anchored as disproportionate and unaff ordable. And the problem with anchoring is it is very hard to undo.

Returning to the present/future trade-off , £800 can be seen as a sacrifi ce made at the expense of something else. Council tax and rounds of drinks all have a cost attached, which must be met from overall income. However, it is not uncommon to attach mental labels and view types of spending in diff erent ways. Bills may be tagged as “obligations” and rounds of drinks as “fun”. If many things seem unattainable – for example, buying a house or paying off a student loan – there may be less inclination to “give up” yet more fun money and put it towards something that will not materialise for years.

Ultimately, there is an emotional element in all our decisions, including fi nancial ones. How a question or suggestion is framed can have a signifi cant infl uence on the answer. As far as this debate is concerned, back in your box £800 and let the underlying messages have their turn in the spotlight.Sam Rees-Adams is head of external accreditation at the Chartered Institute for Securities & Investment

In today’s employment world, the idea of a job for life is dying out. With this in mind, it is more important than ever for fi rms to be able to demonstrate they are committed to their employees

over the long term, whether through fi tting reward and recognition, or a shared cultural vision. But how do you attract and retain employees who are going to thrive in your business and hopefully stay for a number of years?� Check references carefully: It may seem obvious but references have traditionally been the hallmark of a good candidate. Saying that, the litigious society we live in means references provide only the minimum detail. While we still see value in gaining references from the past fi ve years to understand reasons for leaving and dates of employment, we carry out additional checks to ensure suitability, such as around criminal records and credit.� Reaching the right candidates: Use a variety of methods to attract candidates. To steer clear of the expensive agency approach, look into options such as web-based recruitment, social media such as

Where do you stand on numbers? Do you see them as harmless creatures whose role

is to be helpful and illustrate a well-made point, or as sneaky devils waiting for the chance to cause trouble?

A recent article about retirement saving included a number that caused more than its fair share of trouble. To achieve a retirement income of £30,000 a year, £800 was cited as the average required monthly contribution into a pension over 40 years.

The article was built from words of common sense but like an attention-seeking frontman, the number pushed the supporting words into the background and hogged the limelight. Twitter erupted.

So why did a single number cause quite such a reaction? Context is important and the 20-somethings at whom the article was targeted would not have to think hard about how aff ordable £800 a month was.

When fi nancial planners talk about the client’s number, it is

LinkedIn and Twitter, and searching for available candidates through a CV searching facility.

In addition to the standard interview, use a wide range of assessment techniques and methods based around strengths, competencies and behaviours, as well as social interactions with established staff . For technical roles, you should also assess candidates’ knowledge and application, through case studies or simulated exercises.Make sure the recruitment experience is a positive one. The right candidate will need to leave the process wanting to join. � Recommend a friend: We have a recommend-a-friend policy, where employees can get a fi nancial award when a friend or family member is successful in joining the company. We fi nd this reduces recruitment

a positive thing, heralding the achievement of an established goal. In the article, this was the £30,000 a year retirement income. A benign number, seemingly realistic and achievable. But then comes the reality check. Work out the size of the pot needed to deliver that annual income, the level of contribution necessary to build that pot, and out leaps your sharp-toothed number.

Those of you familiar with the basics of behavioural fi nance will recognise some of the factors at play in the strength of reaction to the £800 fi gure - not least the trade-off between the present and an unknown future.

Think about how the fi gure might be anchored in people’s minds. For a 20-something on an annual salary of £23,000 a retirement income of £30,000 seems reasonable. If the expectation is to be earning signifi cantly more before retirement, then £30,000 may be a realistic proportion of fi nal salary. So far so good. But the £800 a month contribution is a diff erent story. If the point of reference is monthly rent, student loan repayment, travel costs or what is left at the end of the month, £800 can become

Commentary

It is important for fi rms to be able to demonstrate they are committed to their employees over the long term

THE CISI’S VIEW

SAM REES-ADAMS

The trouble with numbers

ADVISER’S VIEW

LISA WINNARD

Attract the right staff

moneymarketing.co.uk 21 April 2016

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48 Careersbriefwww.retailfinancialcareers.com

Carlton House, 19 West St, Epsom, Surrey KT18 7RLT: 01372 237058 E: enquiries@recruitment-connection.co.uk

making the connections that count ................... www.recruitment-connection.com

Paraplanner Southampton - To £35,000 + benefi ts and discretionary bonus. Ref: 4729

My client is an independently owned, wealth management and employee benefi t company who advise private individuals, trustees and business owners. They are part of a larger operation and have centralised compliance, back offi ce systems and panels of researched funds, operate to high ethical standards and are directly authorised by the FCA.

You must be able to work within a small team and have the confi dence to deal directly with clients and advisers. They are looking for a qualifi ed and experienced paraplanner who has drive and determination to succeed in their role, with an eye for detail, a willingness to learn and a “can do” attitude to support Advisers in carrying out high quality research on a full range of fi nancial planning products in line with Group IFA’s advice process and compliance framework.

You will be responsible for writing detailed reports resulting in specifi c product/company recommendations. You should have a strong working knowledge of pre and post retirement planning (including pension transfers), investments and taxation. You should have already commenced study to obtain a minimum CII Diploma status and ultimately will be expected to obtain Chartered status. In return for your enthusiasm and motivation you will have a challenging role in a professional, friendly environment with career development and support through industry exams.

Experienced Paraplanner Southern Europe - To C£45,000 + benefi ts inc travel costs, accommodation, health cover. Ref: 4735

My client is a successful FCA registered fi nancial planning and tax consultancy with very successful and established operations throughout Southern Europe. The company is looking for an experienced paraplanner within investment and retirement planning to work on at least a 6 - 12 month contract in Malta to cover maternity leave. It’s highly likely this will be extended and you’ll also have the opportunity to work in one of the jurisdictions they cover.

You will be working closely with the advisers and their clients in various locations throughout southern Europe. Not only an experienced paraplanner you should also have some client facing experience as you will be dealing with clients who are of long standing with the company.

You should be suitably qualifi ed and most likely working in the UK, or living locally, and whilst experience in the overseas market would be an advantage it’s not essential as training is provided.

RecruitmentConn_MM_HH_210416_RecConn_app.indd 1 19/04/2016 15:25

www.crsrecruitment.eu

EMPLOYED IFA’S – GREAT NEGOTIABLE SALARY WITH GOOD BENEFITS PACKAGE

NationwideOur Client is a well-renowned and successful IFA Practice with its head of ce based in the West Midlands. They are currently looking for advisers on an employed basis to service self-generated and introduced business. You will be well supported by in-house marketing, business development (including lead generation team), Administration, Paraplanning, Legal Services, In-House Investment Team and Stock Broking Services. Their proposition is client centric so incoming advisers must demonstrate high ethical standards and be aligned to the company values. Will suit an adviser moving from an existing employed model, or Bancassurance background into their rst IFA position. Must have existing client relationships, Level 4, CAS Status.

REGIONAL COMPLIANCE SUPPORT & FILE REVIEW CONSULTANT X 2

(Crawley or Maidstone & Edinburgh – To £50k + Car Allowance + Bene tsOur Client is a Well Known, Highly Respected, and well known throughout the IFA / Financial Services Market. They are now looking to meet with an Experienced Compliance / File Review Consultant who is Level 4 Diploma Quali ed and used to dealing with IFA’s, to cover London & Surrounding Areas. The Role: Will be to visit IFA Organisations, Delivering a Range of Compliance Support Services, offering guidance and support in all areas of Compliance and File Review.

DESK BASED COMPLIANCE SUPPORT CONSULTANT’S X 4

Manchester / Cheshire / West Yorkshire / Leeds– £35k - £40k + Bene ts (Option to Work From Home Part of the Working week)Our Client is well known and operates within the Financial Services/IFA Market. They are now looking to meet with an Experienced Compliance Professional and one who has Experience of Reviewing and Signing Off New Business Written. Knowledge/Experience & Quali cations: * Must be at least Level 4 Diploma Quali ed * Must have current or very recent experience of File Assessment ideally within an IFA environment * Ability to provide constructive feedback to IFAs and colleagues.

BUSINESS DEVELOPMENTMANAGER

West Midlands – Excellent Salary with Good Bonus & Bene ts Our Client is currently looking for a BDM to work with both their external and internal partners to support a team of Financial Advisers. The role will be to develop new relationships with professional introducers, manage existing referral partner relationships and manage a team of telesales representatives. You must have experience in developing referral partnerships with Af nity Groups, Solicitors and Accountants, whilst being able to develop and train the team, and have extensive Financial Services knowledge & Experience. This is an exciting opportunity for the right individual to work at the heart of a large and reputable IFA Business.

FOR FURTHER DETAILS ON THESE FANTASTIC OPPORTUNITIES, PLEASE VISIT OUR WEBSITE WWW.CRSRECRUITMENT.EU TO APPLY AND / OR REGISTER YOUR DETAILS!

Compliance Support Consultant – Greater Manchester New Business Assessor – Swindon Compliance Support Consultant – South Manchester Self Employed IFA’s – Nationwide

Head Of National Sales Team (Employed IFA’s) – Any Location Employed IFA – Gibraltar Compliance Risk Assessor – Swindon

UK OFFICE3rd Floor, 207 Regent Street, London W1B 3HHUnited KingdomTel: 0845 121 4271uk@crsrecruitment.eu

GIBRALTARCRS Recruitment, Suite 4, 62 Main Street, GibralterTel: 00350 200 61995gibralter@crsrecruitment.eu

SPAINEstepona Port Business Center, Local 2&3, Urb Puerto Paraiso,Estepona, 29680, Malaga, Spain.Tel: 0034 667 023 191spain@crsrecruitment.eu

OTHER EXCITING ROLES AVAILABLE

CRS_HH_MM_210416_APP.indd 1 19/04/2016 15:49

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moneymarketing.co.uk 21 April 2016

Careersbrief 49

Sam Woods will succeed Andrew Bailey as deputy governor for Prudential Regulation at the Bank of England and chief executive of the Prudential Regulation Authority on 1 July. Bailey is moving to the FCA, where he becomes chief executive. Woods is currently executive director of insurance supervision at the PRA. He joined the FSA in 2011 and transferred to the Bank of England in 2013. He will serve a five-year term in his new role.

The Investment Association has made Chris Cummings its new chief executive, six months aft er the departure of Daniel Godfrey. Cummings, who was director general of the Association of Independent Financial Advisers between 2003 and 2010, joins the IA aft er six years as founding chief executive of independent membership body TheCityUK.

Sanlam chief executive Jonathan Polin has joined Argonaut Capital as chairman. Polin was involved in founding Argonaut during his time at Britannic Asset Management, which subsequently became Ignis. He left the firm in 2011 aft er seven years. With Barry Norris recently taking full control of Argonaut Capital, fund manager Oliver Russ will move to Liontrust as head of European income, taking with him the Argonaut European Income fund and European Enhanced Income fund.

Architas Multi Manager chief investment off icer Caspar Rock is joining Cazenove Capital Management later this year. Rock, who has 29 years’ industry experience, previously headed up the multi-manager business at Axa Framlington. He has also managed a range of directly invested equity and bond portfolios, and was previously head of European equities at Framlington.

Former FNZ boss Martin Jennings has been hired in the newly created role of head of digital at Aberdeen Asset Management. Jennings will oversee the digital strategy and integration of Parmenion into the business as well as the firm’s joint venture with platform Hymans Robertson. Before working at FNZ, where he was responsible for the UK, Europe and Australia business, Jennings was managing director for Axa’s Elevate platform.

Sipp and SSAS specialist Talbot and Muir has appointed Michael Hurley as business development consultant for Central London. Hurley has over 25 years’ experience of working with intermediaries and joins from Friends Provident. He has prior experience as a senior pension consultant at National Mutual Life and Scottish Life.

Jupiter Asset Management has made several promotions within its fixed income team. Katharine Dryer has moved from product specialist director to head of investments for fixed income and multi-asset. Harry Richards, who joined the fixed income team in 2013, becomes assistant fund manager to Ariel Bezalel on the Jupiter Strategic Bond fund. Hilary Blandy, who joined Jupiter in 2012, is now head of credit research. Finally, Adam Darling is now a permanent member of the credit analyst team aft er completing a temporary role, and Joe Moxham has joined as an analyst.

Dermot Murphy has been appointed assistant fund manager to Ben Whitmore on UK value-oriented strategies. Murphy has spent the last two years at Jupiter as an equities analyst, having joined from Fidelity.

Investec Wealth & Investment has created the role of managing director IW&I UK for Tom Street. He will now oversee all client-facing aspects of the business, including the financial planning, private off ice and Aim divisions. He will continue to head the investment management arm and will also take charge of the group’s research, investment risk, projects and marketing. Senior investment directors Matt Beddall, Carl Cross and Richard Greenhalgh have also been appointed to lead the Sheff ield, Liverpool and Manchester off ices respectively.

People on the moveFiona TaitThe Royal London pensions specialist is passionate about spreading the word onsaving for retirement

MY BEAUTIFUL CAREER

I enjoy reading pensions material and am happy to stand up in front of hundreds of people on a regular basis and tell them about it

What was your first job in financial services?I started as a trainee broker consultant for Eagle Star, purely because that was the opportunity that came up. Working for an English company in Edinburgh when all the Scottish mutual providers still existed was an interesting challenge but I was lucky to join at a time when they were looking to get into the pensions market and to develop my technical skills in this area. I then got a job with a pensions specialist provider and joined Royal London (then Scottish Life) in 2004.

Describe your current role.I read and digest anything pensions-oriented and try to make sense of it for the man-in-the–street. I benefi t from the fact the average person considers pensions to be to be ridiculously complicated and not necessarily the most interesting subject in the world. Luckily for me I enjoy reading pensions material and am happy to stand up in front of hundreds of people on a regular basis and tell them about it.

What is the biggest challenge in your current role?Finding new ways to describe an age-old problem: people are quite simply living longer and not saving enough to support their income needs in old age. Pension providers have been doing some great work in trying to raise the profi le of these issues; however, providers clearly have a commercial interest in encouraging people to save for later life, which means unfortunately this good work can be viewed as

marketing and not acted on.

It would be really

helpful if the Government and other independent commentators would be willing to provide more impartial information for potential savers to read for themselves so the messages are not viewed as sales tactics. It would also help if we had a period where the rules were not changing every fi ve minutes. Obviously, I would then have less to talk about but it would be worth it if it resulted in more people saving more.

What is the highlight of your career to date?I was recently voted a “pensions heroine”, which was extremely fl attering, particularly as pensions minister Baroness Altmann was at the top of the list. The only slight disappointment is that it is still very easy to single out successful women in our industry as there as so few of us. The majority of attendees at fi nancial services events are still male and it is not uncommon for the audience to contain no women at all. I cannot see any real reason why this should be the case and look forward to its changing.

What is your career ambition?For people to keep wanting to listen to me. I am not a natural business person and appreciate that any infl uence I do have stems from the fact I have an employer with both the means and desire to support me in this.

What advice would you give to someone starting out in the industry?Work hard and fi nd out what you are good at and where those skills are most needed. Then aim to be the best.

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Developmentfocus

21 April 2016 moneymarketing.co.uk

More to career than qualifi cations Verbal and written skills are being lost in the rush to obtain a piece of paper that says ‘pass’

should be but some of the mistakes I see on a day-to-day basis can be quite astounding (and sometimes just plain funny).

There also seems to be a lack of knowing how to communicate to a person depending on the topic and the relationship between the two. I like to be friendly and relaxed in my communications with our customers but I hope I achieve a good balance with remaining professional and respectful too.

Have you ever received an email in text speak? This does not bother me but I struggle to understand why it would be a good idea to send somebody other than a friend a communication in this manner. It is akin to seeing me in the street, giving me a high fi ve and asking “what’s up?”. It would be weird.

I am sure many of us remember our parents banging on about saying “please” and “thank you”. Annoying at the time but so important. It is surprising the number of emails we receive that ask for things without a simple please or thank you. I doubt they are meant to come across as

abrupt and demanding but that is what happens. I know I am much more likely to go the extra mile for someone if they are polite.

Just the other day a recruitment contact was telling me about how they could not quite believe the CVs and covering emails they receive. There seems to be a great deal of grammar and typo issues alongside a far too laidback approach to communicating from some people who may just have the right opportunity for their next career move. Has the need for soft skills been forgotten?

Informed Choice managing director Martin Bamford recently wrote an article about his experience trying to recruit. He says he saw very little in terms of interests or passions and wondered whether people have the “substance to back up your experience, qualifi cations and enthusiasm”. He really hit the nail on the head.

Qualifi cations are important, as is experience, whether that be experience in fi nancial services or in other areas of life. But being

CATRIONA STANDINGFORD

Qualifi cations, qualifi cations, qualifi cations. Is that what it is all about, or is there more to progressing your career? I am

contacted regularly, either by those trying to get into fi nancial services or those in the early years of their career, to ask about qualifi cations and what they should sit to get to where they want to be.

Career progression seems to revolve around qualifi cations: what exams have been passed, when were they passed and what exams are you planning to sit in the future? Certainly, having and working towards qualifi cations is important for entering the profession but is there not more to it?

My father – a retired doctor who still teaches medical students – has commented many times that today’s pupils lack basic skills such as having a good bedside manner and being able to communicate with patients. It has become all about sticking your head in a book and coming out with a qualifi cation. Is this also true in fi nancial services?

We are at risk of overlooking the essential soft skills in the rush to obtain the piece of paper that says “pass”.

Holding qualifi cations is important but other skills, such as being able to communicate verbally and in written form, as well as listening and researching, have to be just as vital. My grammar is not always what it

able to display enthusiasm, motivation and general all-round ability to communicate is just as important.

What does playing a team sport have to do with winning a position in fi nancial services? It suggests an ability to work with others towards a common goal, as well as a level of competitiveness. What does loving to read educational and thought-provoking books say about someone? It says they are keen to learn, to expand their knowledge and to be self-motivated. What does helping out on your kid’s school PTA and taking part in fundraising events tell you? That they are willing to devote time to things that matter to them.

Having interests outside of work can make an individual stand out from the crowd. So it is not all about qualifi cations. It is about being well-rounded with good communication skills and providing a lot more than the knowledge studying for exams does.Catriona Standingford is managing director at Brand Financial Training

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21 April 2016 moneymarketing.co.uk

Careersbrief 51 www.retailfinancialcareers.com

A New Direction?

We can offer: A highly Competitive Income Full/part time Company appointments Flexible hours Full Training & support Self employed opportunities

in England and Wales

If you can offer: A professional background

and high levels of client care

Excellent inter-personal skills – you enjoy meeting people

Excellent networking skills An ethical and disciplined

approach

Collective Legal Solutions (part of the Co-operative Group) are looking for professionals to join their growing team of Estate Planning Practitioners

To request further information telephone01142 300 265Quote Ref: MMR1

Our client is an innovative and specialist financial services business that continues to enjoy rapid year on year growth whilst exuding an entrepreneurial culture and customer-centric set of brand values.

The Role: To lead and evolve our client’s financial advice team through an exciting period of growth. Day-to-day leadership of our client’s regulated pension income advisers, will need to be balanced with the exciting challenge of diversifying the range of services. It will involve developing an environment where colleagues can flourish, whilst delivering outstanding customer outcomes. There will also be a great opportunity to design sales processes, customer journeys, communication strategies and build appropriate relationships with financial product and service providers.

The Person:The role would suit a passionate and organised financial advice professional who is able to think strategically, whilst also demonstrating strong customer awareness. A role model with outstanding colleague engagement skills and significant experience of providing regulated financial advice across areas such as pensions and general investments. This role comes with significant personal growth potential and a real opportunity to help shape the business, so the individual should possess extraordinary energy and desire to succeed.

Please send your c.v. to james@twiddleandco.com

T: 01904 615161 www.twiddleandco.com

Mandatory qualifications:• L4 Diploma in Financial Advice. • J07 Supervision in a Regulated Environment (or equivalent) is required but can be gained whilst in the role. • Up-to-date CPD record.

Desired qualifications:• CII G60 or AF3.• JO5 or equivalent.• Chartered Financial Planner status.

Financial Advice Manager Pensions Team - Excellent salary + bonus - Leeds

Carlton House, 19 West St, Epsom, Surrey KT18 7RLT: 01372 237058 E: enquiries@recruitment-connection.co.uk

making the connections that count ................... www.recruitment-connection.com

Client Relationship SpecialistLondon - £55K to 65K + Bonus, Pension and a range of further benefi ts. Ref: 4733

My client is a fast growing Wealth Advice business with offi ces throughout the UK. The company offers fee based, independent wealth advice and investment management services to private individuals.

And as part of the company’s growth they are looking to recruit an additional wealth adviser to look after, mainly retired, clients in and around London.

You will be providing regular reviews to approx. 150 clients as well as look for opportunities to gain top-up business. You will need excellent relationship skills and be skilled at building trust. You will be used to providing fi nancial planning advice to HNW individuals.

This role will suit an individual with ambition and drive to succeed, enjoys providing investment and pension planning advice and working closely with clients. My client can offer you a supportive, friendly working environment and enable your personal and career development.

You must be fully qualifi ed to min Diploma Level 4 moving to chartered.

Private Client Managers Southern France, SW France, Brittany, and Spain - C€90,000 - €100,000 - inc a basic of C€62,000 Ref: 4403

My client is a successful fi nancial planning and tax consultancy with very successful and established operations in Southern Europe. This is a full time role working with the partners in the regions to deal with existing clients of the practice.

You will focus on recommending strategies clients can use to achieve their fi nancial goals and objectives, including specifi c recommendations in areas such as cash fl ow management, investment planning, estate management, tax and wills.

You will need to be really good at building trust and used to providing fi nancial planning advice to wealthy individuals. You will need to be registered through the FCA so it’s likely you will be a current UK IFA / adviser but looking to relocate.

Although this is to look after a client base it is important you are able to recognise new business opportunities. You must also be committed to relocating. This role is seen as a stepping stone to becoming a Partner level adviser in the company, managing and developing your own region.

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21 April 2016 moneymarketing.co.uk

52 Careersbriefwww.retailfinancialcareers.com

Johnston Greer Ltd Glasgow Office:272 Bath StreetGlasgow, G2 4JR

Edinburgh Office:Forth House, 28 Rutland SquareEdinburgh, EH1 2BW

Get in Touch:Tel:0141 353 9510 or 0131 292 0777Email:info@johnstongreer.co.uk

Senior Financial PlannerEdinburgh £55,000 to £68,000 salary plus benefits and bonusIFA required to work with the business’s existing client portfolio, dealing with Private Client work you will deliver advice across the full spectrum of planning including Investments, IHT, Tax and Pensions. You will work with the company’s existing clients and introductions made by the Employee Benefits team and be a Chartered (or near) Financial Planner with several years’ experience as an IFA operating at the top-end of the wealth management arena. Contact: Chris Johnston on 0131 292 0778 or chris.johnston@johnstongreer.co.uk.

Independent Financial AdvisorBelfast To £40,000 plus bonus and benefitsThis national IFA firm provides financial planning advice across Pensions, Investments and Protection and are now looking to expand the business. Dealing with an existing client bank and a leads from an introducer you will provide advice to HNW Private Clients across the full spectrum of individual financial planning. You will be an experienced Financial Advisor demonstrating excellent communication skills, technical knowledge and the ability to work as part of a team. Contact: Chris Johnston on 0131 292 0778 or chris.johnston@johnstongreer.co.uk.

Financial PlannerGlasgow £35,000 to £45,000 plus bonus and benefits Following continued growth this leading wealth management firm requires an Advisor to deal with the increased workload resulting from extensive growth on funds under management. You will give complex advice to the current client bank operating across the full spectrum of investments and retirement planning. You will inherit a considerable portfolio including a high level of recurring income. Applicants will be experienced in dealing with HNW individuals and there is an emphasis on ethical work within the firm. Contact: Chris Johnston on 0131 292 0778 or chris.johnston@johnstongreer.co.uk.

Employee Benefits Consultant x2Glasgow and Edinburgh £40,000 to £55,000 plus bonus and benefitsEB Consultants required by this national consultancy operating across a wide range of corporate benefits including pensions, risk, healthcare, communications plus health and wellbeing. You will deal with an existing portfolio of clients whilst also developing new business through referrals, networking and marketing. Candidates will be experienced Consultants within EB with a strong background in group risk or healthcare in order to assist the firm with its new business strategy.Contact: Chris Johnston on 0131 292 0778 or chris.johnston@johnstongreer.co.uk.

JohnstonGreer_HH_MM_170316_app.indd 1 15/03/2016 16:53

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Ad Careers Brief.indd 52Ad Careers Brief.indd 52 19/04/2016 16:0319/04/2016 16:03

First for professional financial services individuals

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