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