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Isis urges IFAs to adapt advice to suit clients

IFAs should be wary of dropping their less profitable clients and should develop new business models to cater for them, according to Isis Asset Management.

It is telling intermediaries that they need to adapt their advice and charges and the way they do business with different clients.

It says advisers should resist the trend among firms to review and cut their client base to focus on core highprofit customers as that client bank can be repositioned to receive a lower level of service and still produce lucrative income.

Isis proposes a business model where the lowest grade of client is placed in a fee-basedonly category, with all their investment assets placed in a multi-manager fund.

Intermediaries are also encouraged to revise their investment proposition in light of the growth of multi-managers, funds of funds and wraps. Director (head of distribution) John Yule says firms are increasingly moving across to these new processes.

He says: “This could be ideal for the type of client that maybe only comes in a few times a year. Advisers that have done this find that it can bec-ome a very profitable alternative part of their business. This is a theme that we are really starting to see develop and one that I would encourage IFAs to look at as a new stream to their business.”

Hallmark-ifa managing director David Holbrook says: “Concentrating on a few important customers does come with a word of caution. You have to ensure that you can regularly refresh the people on your books because there will be some natural wastage. You also have to find a way to get business growth.”


Marlborough chases micro caps

Marlborough Fund Managers has created a unit trust that focuses on companies with a market capitalisation of less than £50m. The Marlborough UK micro cap fund aims for income and growth and will be managed by Giles Hargreave, who currently runs the Marlborough special situations and Marlborough UK leading companies funds. He will be assisted […]

General issues are the order of the day

With general insurance regulation coming in early next year, this month&#39s Money Marketing Live in Manchester will see the introduction of a new arena dedicated to the issues that advisers face. The General Insurance Arena, supported by the Chartered Insurance Institute will be held at the G-Mex, Manchester on Tuesday, September 28. Consisting of presentations […]

Feathers fly over turkey roasting

LIA director general Mark Ommanney has hit back at former LIA chief executive Jeff Travis who said that LIA members voting for the merger are like turkeys voting for Christmas. Ommanney says a merger would lead to the LIA being part of a stronger more unified voice for advisers. He believes it would allow advisers […]

Coventry Building Society – 4.99% Capped Rate

Type: Capped rate tracker mortgage Capped term: Until December 31, 2006 Capped rate: 4.99% Tracker term: Lifetime of loan Tracker rate: 0.69% above Bank of England base rate Payable rate: 4.99% Minimum loan: £1,500 Maximum loan: Up to 9%% of valuation subject to a maximum of £200,000, up to 85% of valuation subject to a […]

Sub-Saharan Africa Near-Term Outlook

By Paul Caruana-Galizia, Neptune Economist

Sub-Saharan Africa’s economic renaissance continues. After growing at an average rate of five per cent over the past decade, the IMF projects an acceleration to 5.5 per cent growth among Sub-Saharan economies in the next two years, as developed economies emerge from the crisis. We expect this growth to be sustainable for three broad reasons.


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