Networking has always been at the heart of winning business within the private client industry. You can hardly go up to a prospective client at the Monaco boat show with an elevator pitch on death and taxes!
But our old ways of winning business going to events, picking up business cards during the breakout sessions, listening to boring talks while catching up with emails produces only a poor return on investment so we need more of the same only different Caroline’s Club is designed to do just that.
The old way of networking was to push product – ‘this is what I do and here is where you can contact me’ – whereas Caroline’s Club is taking an interest in others and building trust with our clients and our network
We need to learn what the wider concerns and interests of our clients are and to match them with the expertise and products of the private client professionals within our network. This builds trust–and is what I call a ‘Culture of Care’.
But to network effectively and efficiently do we need to meet physically? –Post lockdown we have proved it is not strictly necessary – although in due course we will want to do so. However, for the time being we can use digital tools to connect and learn; blogs, podcasts, webinars, zoom calls and digital directories; not to replicate what we did face to face pre lockdown but to use the digital tools in a slightly different way to network more efficiently and effectively and build trust.
But first we need a strategy –
Every private client professional needs to care for the wider interests and concerns of their clients.
Each private client professional needs to engage with other private client professionals who provide the services and products they do not have
Each private client professional needs to take the time to engage with these other private client professionals who have a similar mind set, with the purpose of
Creating a Culture of Care
This strategy then leads to our manifesto which is to ‘Reimagine the role of the private client industry – post lockdown through Caroline’s Club where our focus is to bring care and compassion to our clients, using the five digital tools at our disposal; podcasts, blogs, zoom calls, webinars, and digital directories which provide us with a personal digital platform’
So how does Caroline’s Club reposition the tools at our disposal to network more efficiently and effectively – and do something different?
1 - Our Blogs
I started writing a blog in 2015 for my wider network of 8,000 a Note from Caroline, now other members of Caroline’s Club can add their voice with their thoughts, experiences and ideas through articles and blogs which we can post on our blog page.
2 - Our podcasts
Our podcasts are not for education or entertaining, they are audio brochures, which set out who our professionals are, what they do, who for and why. Nothing high-brow or difficult nothing more than their own personal story.
- Analytics and Reporting
The great advantage of being digital is that we can track everything and everyone, who is reading what, who is engaged and with what and how to tweak what they say to get a better open rate – real time, accurate feedback
- Our network
Our members are leading private client ambassadors within their area of expertise, who are eager to share their experience and knowledge with our other members – we are therefore in excellent company
3 - Webinars
Our webinars are again nothing complicated just a panel of private client professionals telling us their client stories around a theme, topic or jurisdiction which is pre-recorded and played at our meetings
4 - Our Meetings
At our meetings our attendance is through zoom calls where we listen to a topical pre-recorded webinar and then we break out into ‘network bubbles’ in which each of us can share their own client story with other private client professionals
5 - Our digital directory
Our Digital Directory lists all our members in one place providing each with a personal platform to promote their services and products, through podcasts, webinars, blogs, zoom meetings and client stories. Caroline’s Club is designed to keep everyone better informed, better able to serve their clients and to make the world a better place post lockdown through a Culture of Care.
Episode 38 -
Active Investing, Charlotte Thorne: CapGen
In Episode 38, Caroline Garnham speaks with Charlotte Thorn, a Founding Partner of Capital Generation Partners. Charlotte's focus is on maintaining excellence in the firm's external interactions - with clients, regulators and providers. Charlotte runs the mechanics of the firm and oversees the complexities of client take-on and marrying client needs to service delivery. Listen to find out more about the interesting work CapGen are doing.
Our next open meeting is on the 21st January and the meeting following which will include a pre-recorded webinar from 5 leading family office specialists who will then join our network bubbles will be on 23rd February 2021
If you would like to join our club, sign up to our meetings and meet our network simply register here, or contact me on caroline@carolines.club