Wealth Adviser: Malcolm Cuthbert

‘We have split the [client-facing] firm into two parts, and the brokers are down to less than 100 now. Some are now more financial planning literate than others – they can do some limited planning for clients, and where it is more complex call in a planner.

‘What has worked well is having a new client team with a combination of people – you want a relationship with someone who can talk about wrappers but can also talk knowledgably about the bond markets.        

‘A client once said to me that financial planning was something of a dark art, and I always liked that. Not a dark art as in something evil or malevolent, but something slightly mysterious and indefinable.

‘I like to think of it that way: something complex and a little indefinable. Although it is possible that there has been a bit too much complexity recently.’