Consultant defends his sales tactics

Independent training cons- ultant Clive Holmes says his training cannot be blamed for misselling at BIA and it was the network’s failure to monitor their members’ activities that caused the crisis.

He has defended his strat- egy, saying it was an efficient and intelligent solution for certain clients, and blames BIA members for selling to unsuitable clients and also passing on misinformation about his sales techniques to other colleagues who did not attend his seminars. He is deeply critical of the network’s compliance procedures.

Holmes, who is a co-founder of the Institute of Financial Planning, worked as a training consultant for the network bet- ween May 2000 and March 2005, running seminars five times a month.

He defends his strategy against allegations that it was amended to chase higher commission, saying changes to products sold were only due to products being withdrawn by providers.

Holmes was appointed non-executive director of Berry Birch & Noble in April 2001 but resigned a month later, which he says was due to Irish resid- ency complications.

Holmes says: “My sales training cannot be blamed for the misselling at BIA. The methods I put forward were complex, intellectual and highly effic- ient ways to manage client money for these specific individuals which were then misused or plagiarised by other members, with the network not putting procedures in place to stop this happening.”

Holmes is now chairman of the Gateway Consortium, based in Leamington Spa, Warwickshire, which offers trainsing to IFAs.