Wealth Manager - the site for professional investment managers

Register to get unlimited access to all of Citywire’s Fund Manager database. Registration is free and only takes a minute.

Gatekeeper: how to pitch to Simon McKie of McKie & Co

Gatekeeper: how to pitch to Simon McKie of McKie & Co

Simon McKie is a partner of McKie & Co (Advisory Services) LLP. He has specialised in solving the taxation problems of private clients for more than a quarter of a century. 

McKie & Co is a flexible alternative to the taxation advisory services of the Bar, providing bespoke advice to solicitors, accountants and other advisers of private clients throughout the country and overseas, covering all of the taxation issues that face such clients. Smaller and medium-sized firms gain a private client specialist ‘partner’ whom they may call on when needed. Larger firms gain access to a source of creative advice and expert second opinion.

HOW BEST TO PITCH

Make sure you understand the client, present clearly, set out your charges without prompting and say why a client should choose you.

HOW NOT TO PITCH

Don’t ramble, generalise, use jargon, attempt to hide weak points or pretend to have capabilities you don’t. 

LIKES

Clear descriptions of what a manager can do, his performance record and his charges. A sense that he likes and understands his work and is interested in his clients. 

DISLIKES

Insincerity, business clichés, an inability to adapt a message to what has been said.

Final word

Private client services in whatever field are about combining technical excellence with an understanding of the individual. You need to be keenly interested in your specialism and in the individuals you advise. 

 

Please rank the following criteria in terms of importance

On a scale of one to five is the greatest

Relationship – 2

Past performance - 4

Reporting - 3

Size of firm – 5

Strength of process - 1

 

Leave a comment!

Please sign in or register to comment. It is free to register and only takes a minute or two.
Citywire TV
Play Sam Vecht: the best opportunities in frontier markets

Sam Vecht: the best opportunities in frontier markets

Blackrock's Vecht evaluates frontier markets and explains where he sees the opportunities

Play Where A-rated Pattullo is finding the best bond opportunities

Where A-rated Pattullo is finding the best bond opportunities

Henderson Global Investors head of retail fixed income explains how he is managing his fund against the surprise current monetary policy divergence.

1 Comment Play Taxicab Tenner: Allianz Global Investors' AA-rated Simon Gergel

Taxicab Tenner: Allianz Global Investors' AA-rated Simon Gergel

Our much anticpated new series is here! We hand a black cab driver a tenner and grill the manager of the 125-year Merchants trust until the meter runs out.    

Your Business: Cover Star Club

Profile: meet the duo at the heart of Hargreave Hale's succession plan

Profile: meet the duo at the heart of Hargreave Hale's succession plan

For the first time in the company's history a non-Hargreave is now at the head of the north west broker and asset manager

Wealth Manager on Twitter