What's on my mind

Why effective negotiation matters

19th June 2020

The saying: “Act in haste, repent at leisure”, is well worth bearing in mind in any business negotiation, let alone in our personal dealings.  Careful and considered forethought and preparation can and do make a positive difference to outcomes in a commercial environment. Often decisions cannot easily be undone and remade,
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Failure to integrate a business brings buyer’s remorse

14th November 2019

As I have frequently said in previous articles in Money Marketing, it is a statistical fact that most financial intermediary acquisitions fail to deliver the value that was expected at the outset of the deal. A commonly quoted percentage is 70 per cent. For the buyer, that means a shortfall
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Things buyers and sellers must get right

14th August 2019

There’s lots to consider when advice firms are considering buying or selling a business but without achieving these things any acquisition faces poor odds. The number and pace of intermediary firm acquisitions has, it is widely quoted, never been greater. Two interesting – if true – statistics appear to
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How to negotiate the best deal when selling your firm

19th June 2019

Important points to consider when evaluating the suitability of a buyer and comparing offers. Much has been written about what buyers are looking for in advice firms, what due diligence is likely to be required and how to prepare for a sale. But much less is said about
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Buyers and sellers adapt to changing times

16th April 2019

Buying or selling an IFA business? Here’s what to consider Over the past five years there has been significant consolidation within the IFA sector. Hardly a day has passed without another deal being announced involving firms across the spectrum. Based on data from merger-and-acquisition advisers, funds spent on larger M&As in
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Five challenges to adviser remuneration arrangements

28th February 2019

Successfully implementing change is often the biggest issue for advice firms. Adviser remuneration – in particular, how to successfully implement change – continues to be a challenge for intermediary firms. This article highlights some of the current issues and suggests approaches to address them. 1. Will IR35 affect firms with self-employed
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Five minutes with… Roderic Rennison

24th January 2019

Leading consultant Roderic Rennison talks through his keys to winning new clients and learning to listen ahead of his appearance at the flagship Money Marketing Interactive Conference. What are the keys to winning over more consumers to start seeking advice? Relevance, clarity and accessibility. Financial planners need to demonstrate the relevance of
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10 steps to selling up successfully

5th December 2018

With all the noise around consolidation, advisers would be forgiven for thinking it is easy. It is not. Here are 10 steps to success. There has been no let-up in the pace of consolidation within the intermediary sector this year. Hardly a day goes by without the announcement of a deal.
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Weighing up the merits of employed and self-employed advisers

1st October 2018

The choice between employment or self-employment needs careful consideration by advisers and the firms employing them. A lot of debate has taken place over the years regarding the relative merits of advisers being self-employed versus employed. This article highlights some of the issues that I think need to be considered and
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Enabling your advisers to buy your business

23rd July 2018

Planning and training are key if you want your advisers to buy your business when the time comes to stand back. The past few years have seen an increase in the number of advice firm owners who, when the time comes, want to consider a sale to their employees as an
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Writing & Speaking

To read the various articles and papers I've written in the recent past, please click here