View more on these topics

Fighting fit for the future

The financial services industry faces major challenges. Tough economic conditions, new business models and regulatory change will impact upon how you do business.

With so much uncertainty in the market, you need to have the facts at your fingertips and understand what the future may hold. That is why Money Marketing and its sister strategy magazines are coming together to help you get the information you need to survive and thrive in the new environment likely to be created by the coming radical regulatory reform.

Money Marketing Live is a brand new event that is all about access – to new products, gurus, the latest ideas and thinking that will help to ensure your future prosperity and position in the marketplace. You will gain insight from the leading lights into how changes in the financial services market will affect your business and day-to-day activity.

Bringing the content and interaction of Money Marketing to life, you will be able to see the bigger financial services picture and get a clearer understanding of exactly where the industry is going.

At a time when being out of the office is at such a premium, we have brought together the whole industry on one day under one roof.

Money Marketing Live will be the biggest financial services exhibition yet staged and will take place on May 13, 2003 at London Olympia.

Why visit?

Speakers who shape the industry will deliver keynote presentations, compelling case studies and interactive workshops on the future of the industry.

Product-specific strategy arenas will bring specific focus to the areas of relevant business;

Over 30 half-hour product specific presentations covering the key issues, debate and developments plus your chance to question the speakers in the editors&#39 Q&A panel session.

The Money Marketing Zone will include a TV wall with looped interviews with market specialists, ensuring that you are kept up to date of all the latest developments.

Be part of a brand new industry forum that will help to shape the industry, bringing Money Marketing to life.

Exhibition of over 100 leading product and service companies.

Relaxed hospitality areas to discuss business with providers or share experiences – full complimentary hospitality is available all day.

The Cyber Cafe will enable you to check your emails and keep in touch with the office.

We are also offering the chance to win a Lotus Elise sports car. Simply register for the event and you could be driving the car away on the day. Terms and conditions apply. See for details

In short

8 compelling conference sessions.

29 expertly presented arena sessions.

Meet the regulator – all-day bookable app-ointments with the FSA.

Expert interviews looped to TV wall.

To register

Entry to the event is free but you need to register using one of the options below:

Fax back

The easiest option is to use the fax-back facility on the reverse of the letter (enclosed with ticket). Simply check your details are correct and fax it through to 0870 7444981.


Call our 24-hour registration hotline – 0870 7779817.


Register online via our website –

Full conference programme


(seating 250)

Session 1

09:00 – 09:30


David Kenmir

Director of Investment Firms Division,

The Financial Services Authority

David Kenmir will start the day by setting out regulatory developments which need to be considered when planning your business. His speech will concentrate on what is on the regulatory radar as well as the FSA&#39s approach to communicating with small investment firms. There will also be an update on the state of play regarding PII following the end of the FSA&#39s consultation and options for the future. David will also discuss his views on the future of regulation in general as well as outlining the role smaller firms can play in influencing the regulatory agenda.

Session 2


You can have your cake and eat it!

Keith Popplewell

Managing Director,

Professional Briefing

In this session, Keith Popplewell will discuss how you can generate the highest returns for the lowest risk. Text books and our common sense tell us that higher levels of investment return can only be achieved by accepting higher levels of risk. Modern asset allocation techniques, supported by clear logic and common sense, disprove this theory within portfolio planning. You really can have your cake and eat it by using three simple, straightforward and immediately usable strategies, which Keith will explain, which should prove to be of immense value.

Session 3

11:00 – 12:00

Mortgages – the future of regulation

What can lenders and intermediaries expect as part of the transition process to the new regime? This session will assess how the new rules may impact on the market in terms of the mortgage sales process, the structure of the market and the protection benefits afforded the consumer through statutory regulation. It will also consider the impact on firms of going through the FSA authorisation process and consider priorities for the transition period to ensure seamless consumer protection.


Representation from the FSA

Sue Anderson

Head of external affairs,

Council of Mortgage Lenders

Luke March

Chief Executive,

The Mortgage Code Compliance Board

John Heron


The Intermediary Mortgage Lenders


Chaired by

John Lappin

Editor, Money Marketing

Session 4

13:45 – 15:00

Investment Question Time

The major stockmarkets around the globe have recorded falls in value for the last three years. This is unprecedented in most IFAs working lifetimes. How do you set about constructing the proper balance in your client investment portfolios to cope with these circumstances? What difficulties lie ahead? Will there be an upturn in sentiment and performance in 2003? What other asset classes might now be appropriate for inclusion in a private client portfolio?

This is your chance to question leading figures on current investment issues that concern you.

Where next for equity markets?

Where next for interest rates?

What classes of alternative investment are appropriate to private client portfolios?

What are covered warrants and ETFs?

What asset allocation techniques should I be employing in today&#39s market conditions?

Ensure that you do not miss the opportunity to take part in a lively and topical discussion designed to stimulate debate, ideas and increases in knowledge that should prove invaluable to you in your day-to-day investment work.


Simon Ellis Head of UK retail, Henderson Investors

Andrew Watkins Director, Jupiter Asset Management

Harry Morgan Director, Newton Investment Management

Brian Tora Head of intermediary division, Gerrard

Chaired by David Harris Chief executive, InvaTrust Consultancy

Session 5

15:30 – 16:30

The Future of Regulation

With 18 open consultations affecting IFAs, how can you keep up with the plot and what is the plot anyway and how much will it cost? The panel will update on the depolarisation and menu debates, consider whether focused advice has a future and why defining misselling could help with the PI situation and what else should be done. They will also examine why it takes 250 pages to demonstrate that “less is more” and discuss the latest regulatory changes that could affect your business.


Stephen Ingledew Chief executive, Berkeley Berry Birch

David Kenmir Director of Investment Firms Division, The FSA

Francis McGee, Head of regulation and strategy, The ABI

Paul Smee Director general, Aifa

Chaired by

Tim Potter,

Publisher, Money Marketing


(seating 100)

Session 6

10:15 – 11:30

Taxation Workshop

The taxation session of any conference to do with financial services is always one of the most important. The panel we have assembled is of a very high calibre indeed all are well respected in their fields of expertise and are keen to answer your questions. They will look at general tax planning issues with special emphasis, of course, on the changes and planning opportunities that occur in light of the 2003 Budget. This will obviously be a highly topical session which, as inferred, is not to be missed


Margaret Jago Personal investment technical adviser, Scottish Equitable

Tony Wickenden Partner, Technical Connection

Colin Jelley Marketing & technical manager, Skandia Life Group

Anne Young Senior technical support manager, Scottish Widows

Chaired by Brian Lawless Managing Director, Sofa

Session 7

12:00 – 12:45

Advice Implications of the pensions Green Paper

Stewart Ritchie

Director (pensions development),

Scottish Equitable

It will be one to three years before most of the Green Paper proposals take effect but there are actions which corporate and individual clients should be considering in advance of the changes as well as after them. This session will look at the advice issues for both timescales. When might the A-days actually be? What strategies might be used by someone caught by the lifetime limit? How does the Green Paper affect the contracting-out decision? What are the key issues in the brave new world envisaged for annuities and drawdown?

Session 8

14:00 – 15:15

Training and Competence

With the branching of the Financial Services Skills Council, this session will debate what this will mean for the sector in terms of exam reviews, ISO development and ethics. How can you be involved? How can you influence the

Skills Council set-up?


Nick Cann Chief Executive, Institute of Financial Planning

David Jackman Head of industry training, FSA Chief executive officer, Financial Services Skills Council (in development)

Brian Lawless Managing director, Sofa

Victoria Nye Investment Management Association

Peter Williams Vice-president, The Chartered Insurance Institute

Chaired by John Lappin Editor, Money Marketing



Session 1


The Future of UK Pensions

Joanne Segars

Head of pensions and savings,


This is a critical time for the future of UK pension provision. As the Government prepares a new Pensions Act, it is essential that the framework for both state and private pensions is put right and kept right. The proposals contained in the Pensions Green Paper do not take us far enough towards either aim. This session will analyse the shortcomings of the current pensions system, consider the limited impact that the proposals in the pensions Green Paper will have and outline the measures that must be taken to boost retirement savings and secure the future of UK pensions. It will focus specifically on the following key topics:

The reform of the state pension framework.

The need for further incentives to encourage saving.

The key role of employers and the workplace.

Session 2


Offering Effective Investment Advice in the Post-Sandler world

Claire Hicks

Investment sales manager,

Scottish Equitable

This presentation will highlight the latest issues relating to investment recommendation best practice and help you to provide effective investment advice in the post-Sandler world. It will show how ScotEq has developed its investment proposition to help IFAs in the pension market.

Session 3


Creating Value In

Retirement Planning

Steve Whyburd

IFA marketing manager,


With the number of consultation documents around at the moment, it is difficult for advisers to identify business opportunities in the market. The session is designed to discuss the proposals laid out in the consultation documents such as the introduction of Sandler-style products, the debate surrounding multi-ties, CP170 and the Inland Revenue tax proposals. Then we will go on to look at the business opportunities for advisers, how you can restructure your business and ensure that you grow your business in the new world.



Session 4


Session 5


No Time for Pensions Technology?

Brod Whiting, Corporate business development manager,


In today&#39s 1 per cent world, the complex universe of pension options can be systematically researched and selected with choices justified via a comprehensive audit trail and suitability report, to meet the demands of compliance. In addition to your research, you benefit from an innovative Customer Relationship Management system designed to minimise the amount of resource spent on administration and increase the amount of time available to spend with your clients. This session will look at end-to-end solutions, particularly how advisers benefit from product or client-focused research, with advanced filtering techniques alongside extensive product and ranking criteria.

Session 6



Session 7





Session 1


Navigating the Discrimination Minefield

Sue Sneddon

Employee benefits development manager, Scottish Equitable

Addressing all the current discrimination issues must seem like a bit of a minefield to employers. No sooner have they worked their way round sex and race

discrimination issues, than they are faced with new legislation covering discrimination on the grounds of disability and employment status (fixed-term v permanent employees). With religious and sexual orientation discrimination waiting to be introduced, the minefield is set to become more difficult to navigate. This is where advisers can help clients understand what their responsibilities are.

Session 2


The Protection Market

– Whatever Next?

Nick Kirwan Head of Marketing and product development, Abbey National for Intermediaries

As head of product development and marketing for Scottish Provident and chairman of the ABI Critical Illness Working Party, Nick Kirwan is well placed to consider the issues facing the protection market. He will present new research findings into consumer attitudes to protection and will answer some of the key questions about the future of the protection market. Some of these include:

What are consumers&#39 attitudes to protecting themselves and their families?

What will be the effects of the recent changes in the reinsurance market?

Will we see the end of guaranteed premiums for critical-illness cover?

Will critical-illness premium rates continue to rise?

What effect will regulation have on the protection market?

Session 3


Income Protection –

Cornerstone Protection

Neil McCarthy

Head of sales – personal finance,

Swiss Life

It is a well recorded fact that income protection is undersold and has been eclipsed in recent years by critical illness cover. This session will discuss why income protection should be the cornerstone of any financial portfolio, whether it is for individual or group business. Swiss Life has conducted independent research which points to great opportunities for IFAs to educate and promote the benefits of income protection. New opportunities are also discussed for the group market which has seen little change in product design for over 50 years.

Session 4


How to Increase Sales of Income Protection

Ronan O&#39Neil

Account Manager,

Liverpool Victoria

This will look at the IP market today and huge opportunity for IFAs to increase sales. IP is massively undersold yet it is recognised as one of the most important forms of protection. It will cover the reasons as to why it has been undersold and what can be done to reverse this trend and will look at what clients can expect to receive from the state should they be off work. It will also look at the types of contracts available and how it can fit in with critical-illness plans. He will then look at the underwriting & claims process.

Session 5


TV Interview

Frank Field MP

Session 6



Session 7





Session 1


The Outlook for Global

Financial Markets

Steven Bell

Global chief Economist,

DWS Investments

Steven discusses the outlook for global financial markets, providing a perspective on the prospects for the UK economy and house price trends. Steven outlines DWS Investments views regarding the magnitude of returns that investors can expect in future under the banner of &#39regime change&#39. Analysis is shared on the likely path of the world economy, outlining the prospects for corporate earnings, capital investment and the consumer. Insights are provided into some short and long-term considerations for investors through, for example, highlighting our expectations for the oil price.

Session 2


Chasing Trends – Should We Broaden our Investment Horizons?

Simon Gordon

Development director,

Abbey National Investments Business

This presentation will be on the average investor&#39s desire to follow trends. As an industry, should we be helping investors understand the risks of chasing trends (putting all their eggs in one basket)? Do we need to educate them as to the benefits of asset allocation and will this shape the industry? What can we provide for investors and can we convince them of new methods of investing? Can we break them away from old tried and tested methods that are potentially high risk?

Session 3


Panel Debate: Are Fund

Rating Useful to IFAs?

Fund ratings, past performance figures and other information designed to assess funds and their managers are a hot topic for fund strategists desperate to find the key to long-term outperformance. But to what extent can any of this information be used to select the right funds for clients?


Brian Harvey

UK head of research,


Daniel Ben-Ami

Senior Editor,


James Tew

Director, Head of Fund Rating, Europe, Standard & Poor&#39s Fund Services

Lawrence Lever

Chairman and Chief Executive,


Chaired by

Stephen Sheppard

Editor, Fund Strategy

Session 4


A new approach to asset allocation – why traditional strategies fail

Rob Fisher

Head of IFA marketing,

Fidelity Investments

Market events in recent years have challenged what had been considered the “normal” assumptions for different asset classes – return, volatility and correlation. With these three vital factors in mind, Rob Fisher will question whether conventional investor approaches to portfolio construction are still valid or whether advisers should be reacting to long-term changes in the investment climate and modifying their own approach. In particular, he will look at the Sandler demand for asset – allocation-based advice and the FSA&#39s requirement for higher levels of ongoing adviser monitoring and oversight of client investments. He will argue that risk-control, not return, should be the client&#39s key planning goal and that the investment industry must respond with new product propositions to help Advisers.

Session 5



Session 6


Diversification: The Key to

Successful Investing

Alastair Mundy

Fund manager,

Investec Asset Management

Historically, bond and equity markets have shown a high degree of non-correlation; a movement in one is often countered by a reverse move in the other. By balancing the exposure to non-correlated assets, we are able to reduce volatility and enhance overall investment returns.

This common logic is often overlooked by investors, who leave themselves open to the risks of having all of their eggs in one basket. In this presentation, Alastair will discuss how active asset allocation can be easily employed to the benefit of all investors.

Session 7


Concentrating on the

Things That Matter in Life

John Yule

Head of Retail Sales,


Remember the good old days when you could concentrate on the areas of your business that really mattered to you. How much time now do you genuinely get to spend with clients, providing personalised advice in these volatile markets? Fortunately, with the diversity of multi-manager offerings, many of your pressing business issues can now be adequately addressed, including:

Time lost monitoring of a wide range of legacy funds.

Improving margins from clients with small/medium portfolios.

Redirecting turnover “wasted” on admin to developing new business.



Session 1


Niche and Non Conforming Markets – Blurring into One

Jeremy Duncombe

Head of sales,


Jeremy Duncombe will examine how the evolution of the niche and non-conforming markets has lead to more competitive products, criteria and service. This session will highlight how this has benefited the broker and will also take a look at the ongoing potential of this lucrative market.

Session 2


Technology – Driving Mortgage Industry Innovation

Harry Taylor

Marketing director,

mortgages & protection,

Abbey National for Intermediaries

Innovative use of technology has been

a key driver of change in the mortgage industry in recent years, particularly through intermediaries. This is set to continue with pressure on margins in the value chain, ever-increasing competition, demands for consistent service quality, mortgage aggregators and FSA regulation.

Session 3


Why Distribution is King

Peter Beaumont

Sales and marketing director,

Mortgages Plc

The mortgage market is changing, especially for those intermediaries operating

in specialist markets such as sub-prime. Regulation is the driver for change but ultimately the key to prosperity will be distribution. Peter explains why distribution is king.

Session 4


The Future of Branded Lending

Gary Forrest

Managing Director,

High Street Home Loans

The lending industry is about to go through a major revolution. With regulation on the horizon, the shape of the industry will change dramatically. These changes will impact upon the way in which intermediaries carry out their business. The buzzwords of the moment are branded lending. This session will examine the background to branded lending and the demise of correspondent lending, an overview of the major players in the marketplace and the likely impact of FSA regulation. This presentation will outline the benefits of branded lending to lenders, brokers, packagers and funders.

Session 5


Benefiting from the Evolution of Flexible Finances

Anthony Richardson

National business partnership manager, The One Account

The presentation covers the economic conditions that led to the birth of flexible mortgages in the UK. Anthony Richardson will look back at the “Australian experience”, where this type of product was born. The similarities between Australia and the current UK climate will be explored and what the UK flexible mortgage market can expect over the next decade. Details are provided of the typical customer profile that is most likely to benefit from this style of product.

Session 6


Free from the Paper Chains

Michael Bolton,

Director of Mortgages,

Birmingham Midshires

Time is today&#39s most valuable commodity. The demand for instant everything at cheap as chips prices is all around us so what technology is available to cut the fat out of the traditional mortgage chain? Michael Bolton will outline the role of virtual applications in a re-engineered specialist lending market. He will explore the latest technology available and its impact on the market ahead of regulation.

Session 7



Session 8


Where next for the Self-

Certification Market?

Richard Hurst

Head of communications,

Future Mortgages

This session will examine the background of the self-certification market from its earliest days as one of the first “non-conforming” products to the bright future supported by new entrants to the market. It will look at the make-up of the current market and the various changes in market classifications that have for so long resulted in the self-cert sector being mislabelled. It will also look at the future of self-cert in light of regulatory changes and underwriting expertise.

Money Marketing Zone

Meet the Regulator

The FSA will be holding a surgery from 10am to 4pm for firms to ask regulatory questions or discuss any issues they may have. Places will be allocated on a first come first served basis and can be booked on the day. Come along to the Money Marketing Zone and meet the FSA face to face.


In addition, we are running looped interviews with:

•David Willetts, MP and Shadow Pensions Minister discussing the impact of regulation on the IFA

•Anthony Bolton of Fidelity, giving his expert insight into which funds are likely to perform well over the next year

•Frank Field MP will look at the current state of the protection and healthcare markets in the UK

•John Wriglesworth of the Wrigles-worth Consultancy will offer his perspective on the UK mortgage market


Out of context

•”I have just been told that I sound like Tina Turner.” – Cicero Consulting&#39s Iain Anderson on his sore throat.•”That is the pink paper I cut up to make mobiles out of.” – Sofa managing director Brian Lawless on his copy of MM.•”Two o&#39clock. It&#39s the new witching hour.” – Bloomberg Money editor Julian Marr […]

Take up the LIA challenge

The aim of the LIA President&#39s Challenge is for teams to raise money to fund a new hospital unit for the Teenage Cancer Trust.The challenge is to put together a team of eight and raise sponsorship of at least £500 each. You will then spend 48 hours competing in a number of events at Barton […]

Close homes in on property

Close Property Investment has established the property investment portfolio, an offshore fund of funds that invests in a portfolio of Close property funds. Investors can choose from a growth portfolio with a target yield of 7.5 per cent a year, or an income portfolio with a target yield of 5 per cent a year. The […]

Lane Clark & Peacock name former BT md as chairman

Consulting actuaries Lane Clark & Peacock has announced the appointment of former BT group managing director Michael Hepher as chairman and independent director.LC&P says Hepher brings with him a wealth of experience from his background in industry and financial services. Throughout his career he has also been chairman of Charterhouse, Lloyds Abbey Life and Abbey […]


News and expert analysis straight to your inbox

Sign up


    Leave a comment


    Why register with Money Marketing ?

    Providing trusted insight for professional advisers.  Since 1985 Money Marketing has helped promote and analyse the financial adviser community in the UK and continues to be the trusted industry brand for independent insight and advice.

    News & analysis delivered directly to your inbox
    Register today to receive our range of news alerts including daily and weekly briefings

    Money Marketing Events
    Be the first to hear about our industry leading conferences, awards, roundtables and more.

    Research and insight
    Take part in and see the results of Money Marketing's flagship investigations into industry trends.

    Have your say
    Only registered users can post comments. As the voice of the adviser community, our content generates robust debate. Sign up today and make your voice heard.

    Register now

    Having problems?

    Contact us on +44 (0)20 7292 3712

    Lines are open Monday to Friday 9:00am -5.00pm