Opening remarks from the chair

Nick Cann,
Chief Executive,
Institute of Financial Planning

KEYNOTE ADDRESS: FINANCIAL PLANNING TOMORROW
An Industry Makeover – How do we Deliver a Successful Outcome for all Stakeholders?

The Financial Planning landscape has changed immeasurably in the last couple of years and there will be continued dramatic change over the next 10 years. What are the signposts and what will the environment look like as it changes? Find out how you might fit into this evolving market:

• What are the challenges facing us?
• What will success look like?
• How do we meet the government half way and engage more effectively with the consumer?
• What will the Financial Planning market look like in 5 years time?
• What can be done today?

Nick Cann,
Chief Executive,
Institute of Financial Planning

Accelerated Learning from the World’s Best Practices

Many Financial Planners are focussed on building platforms into their business to improve efficiency and deliver an improved client experience. But will the platform always achieve this? The transition to platform-based models has been undertaken in other territories around the world for some time. This provides an excellent opportunity to study the common success factors....and also the common pitfalls. This session will cover:

• The six common issues facing all aspirant Financial Planning practices around the world
• The six common success factors evident in the world’s best practices
• How to capitalise on change and a practical guide to the transitional steps vital to success

Nick Blake,
National Sales Manager – Wrap,
Standard Life

STRUCTURED NETWORKING SESSION
Meet, exchange business cards, move on a fantastic way to begin long lasting business relationships!

FinPlan 2009’s Structured Networking offers conference delegates the opportunity to meet each other for a couple of minutes and exchange business cards. It is a great way of breaking the ice and meeting those crucial people you would like to be introduced to, put a face to a name, and catch up with them later in the conference. FinPlan 2009’s Structured Networking ensures you come away with the business contacts of virtually everyone present and guarantees a buzzing atmosphere throughout the conference.

THE FINPLAN 2009 TRANSITION THOUGHT LEADERSHIP PANEL:
Getting your Service Proposition Right to Ensure you Will Survive the Plunge in Revenue Flow

The main challenge with transitioning to fees is finding a business model which is both profitable and scalable. The basis of a comprehensive financial planning business is providing clients of all types of net-worth access to quality financial planning from well qualified professionals. This illustrious panel will give advisers a practical overview of how to design a successful business proposition. The panelists will draw on their experience and will share their views on:

• Identifying what you need to consider when building a solid and organic service proposition. Can the current 'product offering' approach survive?
• The importance of leadership and belief in what your plan is before you commence
• Determining what services your business will provide and defining your target market
• Proving the value of your proposition by creating a valuable service that your customer would pay for
• Understanding and communicating the benefits the transition can bring your clients

Moderator:

Nick Cann,
Chief Executive,
Institute of Financial Planning

Panellists:

Antony Williams,
Director,
Evolve Financial Planning

James King,
Partner, Head of Private Client,
Price Bailey Private Client

Jane Wheeler,
Principal,
Direction Financial Planning

Brett Davidson,
Chief Executive,
FP Advance

James Harvey,
Director,
James Harvey Associates

It is received wisdom that an investment platform should sit at the core of any successful new model advice business, but is this really true of all platforms in all circumstances? With the choice of platforms and other technology solutions steadily increasing, this session will look the key issues to consider for firms who are in the process of transitioning their business model:

• Fund supermarkets, wraps, or something else?
• Independence & a single platform strategy
• Cost vs value
• Financial planning software – good, bad and ugly

Ian Thomas
Head of Marketing
AXA Distribution Services

The Impact of the Credit Crisis on Retail Finance: an Overview of the Current Economic Climate

Since the beginning of the financial crisis in the summer of 2007, we have witnessed a general economic slowdown affecting retail investors. This session will shed some light into the current turmoil and will give delegates an overview of what the future might look like for the retail financial services firms in the UK:

• Understanding how the credit crunch, the housing slowdown and a squeeze on real incomes take their toll on economic activity
• Exploring the threats and opportunities for financial services coming out of the credit crisis
• How will the market look in the year ahead?
• Exploring what is the global credit crunch bringing to the financial services advisory industry in the UK

Rebecca Driver,
Director of Research and Chief Economist,
ABI

Driving Capital Value in Advisory Businesses

This session will explore why historically IFA businesses have held so little capital value and why this has changed in the last couple of years as well as the drivers for this change. It will then focus on what advisory businesses are now doing to improve the quality and service to their clients while improving their own embedded value:

• Exploring the key drivers in valuing IFA businesses
• Understanding the implications of the rush to ‘Wealth Management’
• Migrating from commission to recurring income models
• The rise and impact of Adviser controlled funds and platform propositions

David Moffat,
Group Executive,
IFDS

INVESTMENT MANAGEMENT THINK-TANK:
Exploring Investment Approaches and Strategies Used by Financial Advisers: The Pros and Cons of Various Models

The main focus of this discussion is investing in today’s environment taking into account TCF and the broad range of investment capabilities available to you including DIY, white labelling and outsourcing. The debate is around deciding the approach that works best for you and your clients:

• What is the best practice decision-making process behind investment strategies?
• Defining the benefits and shortcomings of investment DIY, white labelling and outsourcing
• The fund management and adviser relationship – dynamics, annoyances and benefits
• Creating long term value in your business through a mix of strategies

Panellists:

Piers Denne,
Consultant,
DV Consult

Anthony Harding,
Managing Director,
Anthony Harding & Partners

Andrew Perkins,
Managing Director, IF Alliance David Moffat, Group Executive,
IFDS

PRACTICAL CASE STUDY:
Delivering Better Long Term Portfolio Performance with Passive Investment Management

There is an investment argument that passive investment offers lower transaction costs, minimal asset class drift and often a more tax-efficient portfolio. Also, there is considerable academic research suggesting long-term superiority in investment performance. Whether using exchange traded funds or index trackers, an increasing number of advisers are now discovering how passive can improve the value and returns to their clients’ portfolios.

• Achieving reasonable return at a reasonable cost with reasonable risk with index investing
• Reducing your transaction costs
• Experiencing minimal asset class drift and a more taxeffi cient portfolio

PRACTICAL CASE STUDY:
Achieving Superior Returns and Controlled Volatility with Active Investment Management

The primary objective of active investment management is to generate alpha. This practical case study on how to invest will give a unique insight into the techniques and strategies that can be adopted to beat the indices.

• Beating the indices and generating alpha
• Accessing alpha through equities, commodities, emerging markets, property and other asset classes
• Defining the criteria for choosing funds and the level of competence required
• Aligning asset allocation to clients’ goals and objectives

Simon Gibson,
Director,
Atkinson Bolton Consulting

ACTIVE VS PASSIVE DEBATE:
Practically Comparing Advisers’ Experiences with Active and Passive Investment Management Strategies

One of the most frequent topics for debate in the financial services community is the relative merits of active vs. passive investment management. This debate explores the experiences of leading advisers in adopting each approach, including a combination of both, and addresses the rationale, how they work in practice and the clients’ reactions:

• Identifying the underlying principle for choosing active vs passive, how each approach works in practice and the difference in the charging structure
• Exploring how active and passive strategies can be both used in the same portfolio and benefits for the client
• Understanding and evaluating what clients want and how each approach can meet their investment objectives
• Which approach delivers better returns in the long term?

Moderator:

Lewis Jarrett,
Partner,
Lewis Jarrett & Co.

Panellists:

Justin Lowes,
Managing Director,
Lowes Wealth Management

Join in the debate on active and passive investment management! Our panellists will make their case and every audience member will be able to share their opinions through interactive voting. Participate in live real-time voting on one of the key industry issues, which will then be discussed by our leading panel

PRACTICAL CASE STUDY:
Adding Value to Clients by Gaining Discretionary Management Status – Exploring the Drivers of this Rising Trend

The session will look at the benefits of discretionary fund management in terms of business efficiency, cost and tax savings to clients and importantly the marketing advantage of how your firm is perceived. Neil Shillito, who launched three multi-manager investment funds since becoming discretionary manager in 2007, will discuss managing the transition, gaining the appropriate qualifications, choice of ACD, fund selection and day-to-day administration:

• Understanding the rationale for managing assets in-house: larger control over the discretionary management process and higher fees
• Proving that you have the right level of expertise and your results are generated by your skills and not plain luck
• Delivering a genuine wealth management service where all aspects of the client’s financial and investment planning are handled ‘in-house’

Neil Shillito,
Director,
SG Wealth Management

DRINKS RECEPTION

Following the close of the conference, delegates are invited to unwind and relax with their conference colleagues at the drinks reception hosted by WBR

PANEL SESSION:
Creating the Appropriate Infrastructure to Practically Deliver your Proposition

It takes time, planning, organisation and clear communication to execute the transformation of your business and your clients from a traditional commission to a CAR basis and the journey will not be without bumps. Perspective from our panels of experts combined with contributions from the audience will help create a roadmap to transitioning that everyone can take back to their office:

• Ensuring you have the right systems and processes in place to deliver on your proposition
• Ensure the people in the business are skilled and qualified to deliver on your proposition
• Delivering sustainable revenue despite the initial steep drop of income – how to survive the first phase
• Setting timeframes and evaluating progress
• Focusing on building capital value for your business
• Streamlining your business with economies of scale
• Reducing your overheads and investing for the future

Panellists:

Stephen Willis,
Principal,
Piercefield Asset Management Ltd

Andrew Fisher,
CEO, Towry Law Richard Bertin, Partner,
Asquith & Partners

Peter McGahan,
CEO,
Worldwide Financial Planning

Ian Green,
Director,
Green Legal & Financial Consultancy

Exploring the Selection Criteria to Choose the Appropriate Platform to Support your Business

Different wrap platforms offer different service levels and functionalities and often what is suitable for one client may not be for another. This session will explore what you should be looking for when selecting your wrap(s) and how to align it with the service levels you wish to deliver:

• Identifying the key considerations for choosing a platform
• “Whole of market”, independence, flexibility and costs: exploring advisers’ requirements and expectations from their wrap
• Comparing advisers’ business models and platform suitability
• Practical issues and implementation

Malcolm Murray,
Head of Marketing,
Transact

Transition Planning and the High Performance Business

Great sporting teams simply do the basics better than their competitors and high performance businesses are no different. Honing your business basics until they are perfect can make the difference between average performance and premium profitability. One of the greatest experts in transition planning in the UK, Brett advocates a structured approach to transitioning. In this session he will go though the six key things you must have working to transition successfully:

• Who should you be working with?
• What do they want from you?
• When, how and how much can you charge for your service?
• How do you explain it so that people 'buy'?
• What ongoing service should you provide to be profitable?
• How can you get existing clients to subscribe to your new approach?

Brett Davidson,
Chief Executive,
FP Advance

Clear, Fair and not Misleading - A New Direction for the UK Platform and Wrap Market

As the FSA start to get tough, by conducting a thematic review of platforms and wraps and imposing fines for TCF breaches, platforms have a clear role to provide a reliable infrastructure for the execution of investment advice. While this clearly presents challenges to the manufacturers of platforms it also challenges advisers to adopt objective and process driven approaches to investment advice. The possibility of an era of low investment returns, which should follow recent reductions in base rates, also means that all participants in the advice chain need to focus more clearly on the delivery of investment advice and the associated costs. This session will look at the interaction of these factors and how platforms and wraps need to evolve to help advisers improve customer outcomes.

• What is a new model adviser?
• The impact of TCF on investment advice and platform structure
• The three evils: subjectivity, ambiguous terms and expense
• Future challenges for UK platforms and wraps

Peter Jordan,
Head of Proposition Marketing,
Skandia

IWA (Independent Wealth Adviser) – Exploring the Evolution of Financial Planning

• Exploring the emergence of the IWA and the key characteristics of the transition to the new business model, including:
• Service Models
• Investment Processes
• Processing Capabilities
• Remuneration Models
• Professional Development
• ‘Co Sourcing’

Ryan Hicke,
Managing Director, Independent Wealth Advisers,
EMEA, SEI

PANEL SESSION:
Creating and Running a Successful Marketing and PR Campaign for your Brand

Marketing is critical for business success. The first step is understanding your customers and their needs. Then you must create, implement, communicate, and deliver the right solution for your client profile. This interactive panel will debate how to generate a custom-tailored marketing campaign to develop your company’s brand and maximise sales:

• Developing your marketing strategy and plan your strategic actions
• Defining how your services will meet your clients’ needs and desires
• Writing down your short- and long-term goals
• Making your business more visible to existing clients and prospects
• Using testimonials to increase your credibility
• Identifying, rate and leverage your PR skills to grow your business
• Monitor your results and make adjustments

Lee Robertson,
CEO,
Investment Quorum

Dennis Hall,
Managing Director,
Yellowtail Financial Planning

David Thomas,
Managing Director,
SG Wealth Management

Successful Private Client Seminars - 20 Proven Tips for IFAs to Plan, Promote and Present Successful Client Seminars

Seminars are a proven tool that IFAs can use to find new clients, new professional connections and to add value to existing clients. Philip Calvert is the author of Successful Seminar Selling, and at this startling session, he reveals his top twenty tips for IFAs to ensuring a full house at their seminars, including:

• How to use seminars as a powerful and cost-effective marketing tool and to add value to existing clients and professional connections
• Exploring the 7 deadly sins which IFAs make when promoting seminars - and how to avoid them
• 20 proven tips to dramatically increase attendance levels - including 3 golden tips you MUST remember
• Public speaking tips which professional speakers use to improve evaluations and increase referrals
• Understanding Google and how to use the Internet to support your seminars

Philip Calvert,
Founder,
IFA Life Social Network and Professional Speaker

PANEL SESSION:
Understanding what Type of Technology you Should Invest in and How it Can Impact your Business

Advisers want technology that provides a complete financial planning workflow which combines back-office tools such as client relationship management with front-office features with cash flow modelling. This panel discussion will debate what technology is worth investing in and how to make the most out of the tools available:

• Investing in technology that helps you with research, asset allocation and to manage your activities more efficiently
• Getting the right back office technology in place to ensure effective recording of processes
• How much infrastructure is needed to operate efficiently and what are the ongoing costs?
• Understanding how an efficient use of technology can impact your business valuation and make it more attractive to potential buyers

Lisanne Mealing,
Managing Director,
MDM Associates

Alan Smith,
Managing Director,
Captial Asset Management

CHAMPAGNE ROUNDTABLE DISCUSSIONS

After the main presentations are finished, you’re bound to be brimming with questions and ideas about the cutting edge strategies that have been presented to you. FinPlan 2009 gives you the opportunity to discuss the burning issues with small groups of your peers, and throws in champagne to get the debate flowing!

FinPlan 2009 will feature champagne roundtables on the following top issues:

• Avoiding the drop in income while you transition
• You think you have transitioned successfully - what next?
• Adopting the right investment management approach for your business
• Building a solid business through the use of the right technology
• Spread the word – exploring the marketing techniques that work for your business

PRACTICAL CASE STUDY:
Creating Scalability as a Solid Base on Which to Grow your Business

At the heart of any successful company is a business process. This session will debate how to build an efficient scalable business model capable of supporting rapid growth:

• Why is it important to create a scalable business from start?
• Exploring the processes and procedures to adopt
• Creating a central philosophy or strategy where your employees can operate largely
• Systemising your business to increase profits

Ian Shipway,
Director of Investments,
Bluefin Wealth Management

Understanding Why Cashflow Forecast is Essential to Help your Clients Achieve their Lifestyle Objectives

Those advisers who provide investment advice without the benefit of a cashflow forecast are only doing half a job. This session will show how clients’ goals are more easily achieved by looking at the whole picture, rather than just the investment portfolio. It will also illustrate why the client relationship is much stronger and why clients are happy to pay their fees.

• What does a cashflow forecast look like?
• How can you use it with clients?
• How can it make you and your clients wealthier?

Julie Lord,
Principal,
Bluefin Wealth Management

Increasing the Value of your Business to Make it More Attractive to Potential Buyers

Over 90% of financial planners in the UK don’t have a succession plan or exit strategy in place for their businesses. However, leadership transition creates ongoing continuity for businesses and clients, helps growing recurring income and retaining staff, and boosts the value of your business.

This session will leave attendees in no doubt on what action needs to be taken to create a business of significant potential sale value:

• Building a successful recurring income business model
• How to institutionalise your client base to avoid your business becoming reliant on any key individuals
• Building systems and processes into everything you do
• Building a great team
• Adding value to your business through wrap
• Understanding your business KPI's
• De-risking the business and attending to your skeleton's in the cupboard

Barry Horner,
CEO,
Paradigm Norton Financial Planning

ROUNDTABLE DISCUSSIONS

This interactive format is designed for the audience to comment on the key topics presented during the day, discuss their pressing issues and learn from each other. Networking and benchmarking your ideas have never been easier. The following topics will be discussed during the roundtable discussions:

• How do you know when your business is scalable?
• Exploring the art or succession planning and what buyers look for in the businesses they buy
• Why is CAR the key to independence?
• Assessing a client's tolerance for risk and loss: as the adviser do you understand what is meant by "risk"

Bringing the WOW Factor to your Business by Integrating Financial Life Planning

In the factual world of financial planning, soft skills are often overlooked in favour of technical expertise. This joint session asks the question whether financial life planning is something your practice should embrace and will show you how this approach will energise you, your clients and your staff:

• Understanding the meaning of Financial Life Planning
• Explore what Financial Life Planning can bring to you, your clients and your business
• Following the integration process – the key steps to implement Financial Life Planning into your business
• Learning how to surprise, excite and stimulate your clients into action – the WOW factor

Bruce Wilson,
Managing Director,
Helm Godfrey

Adam Young,
Managing Director,
Dragonfly

Ensuring Your Staff is on Line and Prepared to Deliver on your Proposition

In order to build a successful business it is important to have the right people on board. With the regulators setting up a roadmap to enhance professionalism in the industry, it is paramount for businesses to ensure their staff are not only appropriately qualified to give advice but that they fully embrace change and support you on delivering your service proposition. This session will focus on the practical aspects of:

• Getting the buy-in from your staff to support and deliver your proposition
• Getting the right people on board with the right qualifications
• Changing the remuneration structure for your staff
• Setting revenue targets with your staff to improve motivation and production
• Creating a formalised training plan for your advisers

Practically Assessing the Right Level of Risk your Client is Prepared to Take and Communicating Investment Risk in a Language that He/She Can Relate to

The client’s understanding and appreciation of risk can sometimes be very different from the adviser’s and this can lead to errors in evaluating the client’s risk appetite. This practical workshop-style session explores best practice in understanding the level of risk the client is prepared to take and how to create an asset allocation that reflects it:

• Assessing your clients’ tolerance to risk
• Delineate risk with your clients and agreeing the words that define that tolerance to risk
• Creating a portfolio that reflects the client’s risk appetite
• Overcoming assumptions and avoiding common mistakes in communicating risk to the client

Stephen Tucker,
Managing Director,
The Fry Group

PANEL SESSION:
Winning and Retaining your Clients’ Loyalty in the Long Term and Forecasting your Future Revenue Stream More Accurately by Adopting an Effective Customer Agreed Remuneration (CAR)

The compulsory adoption of customer agreed remuneration will increase consumers understanding of the services they receive from their advisers and bring greater transparency of charges. Trail commission plays a fundamental role in encouraging and maintaining long-term relationships with clients and in building value in a firm’s business. This session will discuss how to set the right price for your services and agreeing on an appropriate structure with your clients. With specific focus on building successful relationships with clients, this session will debate:

• Creating an appropriate and transparent remuneration structure that works for you and your client
• Effectively communicating what your changing in your service level and why to your client
• Constructing a solid relationship with the client and speak to them to catch up on their situation regularly
• Calculating the cost of your services accurately to prevent shortfalls or overpayments
• Surrendering all commissions to your clients Panellists:

Rebecca Taylor,
Managing Director,
Dunham Financial Services

Richard Bertin,
Partner,
Asquith & Partners LLP

Peter McGahan,
CEO,
Worldwide Financial Planning

Dennis Hall,
Managing Director,
Yellowtail Financial Planning