Case Study - Part 1 - Selective partnering in the IFA world
Background
Occasionally advisers find they need to access the wider
financial services market to obtain more diverse and specialist
services on behalf of their clients. By doing this they face
the risk that the external provider will cross-sell to their
clients and 'muscle-in' on the relationship. At Fairbairn
Private Bank we are ideally positioned to provide specialist
services on a selective basis, and partner with IFAs to deliver
these services to their clients, while maintaining a high level of
sensitivity to the IFA relationship.
How can we help?
Client A is a UK expat living in mainland Europe, serviced by a
long-standing financial advisor. The client was looking for
something a little more specialist than the investment offering
available through his IFA given the size of his asset-base. Our
private banker visited the client together with his IFA, and we
were able to assist. Following initial discussions, the
solution suggested included a lending facility for the purpose of
purchasing an onshore property (while resident offshore), using a
portion of his liquid assets as part security for the loan.
Client B is a professional services firm wishing to establish an
Employee Benefit Trust. Despite having the expertise to
provide standardised investment solutions, the adviser was looking
for a platform to accommodate. Our private banker visited the
client with the professional adviser to identify whether we could
assist. Following the meeting we were able to offer a
platform solution in addition to suggesting administration options
for the trust structure, all without compromising the advisor's
relationship with the client.
Through our flexibility and ability to provide selective
products and services to clients via their IFAs, we are able to
enhance the IFA's proposition and in this way add significant value
in areas that they do not currently have access to. All
this with our promise of 'no cross-sell', makes Fairbairn Private
Bank the perfect partner.
To find out more about how we can partner with your business to
enhance your client offering, please contact your relationship
manager directly or our client services team on +44 (0) 1624
645000.