Number 20

ISSUE 20

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SIC AS

GUESS THE C L

GE! NEW QUIZ PA

N I JO US

TOP

TIPS

INTERNATIONAL PODS LAUNCHING IN MAY

David Bell, founding director 25 April in St Albans

Welcome to Number 20 AS THE IMPACT OF COVID-19

Our webinar program is now finding

CONTINUES TO TRANSCEND

its feet, and we are grateful to sponsors

BORDERS AND BOUNDARIES,

and members alike for your support so

FUNDAMENTALLY CHANGING THE

far. While we cannot quite direct you

WAY WE WORK, COMMUNICATE, LEARN AND LIVE, WE HAVE A MESSAGE OF REASSURANCE. AT PCD, WE THRIVE UNDER THE PRESSURE OF NEW CHALLENGES AND OUR MISSION REMAINS CLEAR; WE WILL RELENTLESSLY PURSUE THE

to a gallery of images

Our mission remains clear; we will relentlessly pursue the creation of value for sponsors and members as we journey through this new environment together.

following an event like we used to, you can access all previous webinars here. Of course, if you are feeling nostalgic then do pour yourself a glass and work your way through old photographs; better still, join us for a relaxed and enjoyable end to the week with The Friday Show.

CREATION OF VALUE FOR SPONSORS AND MEMBERS AS

Airing on the first Friday of every month,

WE JOURNEY THROUGH THIS NEW

the show will be a mix of discussion,

ENVIRONMENT TOGETHER.

polls and Q&A with an update on what’s been

PCD Club events have always been

happening and what’s

designed to aid networking and

coming up in the next

maximise business development

few weeks. It will be

opportunities in a relaxed and social

followed by an online

setting; an integral part of our ethos

networking “hangout” on

which we are not about to lose in spite

Zoom to allow our members to catch

of recent challenges.

up in an informal setting.

3

W E L CO M E F R O M DAV I D B E L L

You’ll also notice in this issue that our

home office living room, have a listen

monthly magazine continues to evolve

to this podcast hosted by Martin Hall of

and we are now looking to provide you,

Peregrine Corporate Services in which

as members, with further opportunities

I recently featured; maybe you can tell

to contribute. While we will continue to publish your thought leadership and advertisements, you’ll also spot some new additions to enrich content and provide some light-hearted relief, from anagrams and word wheels through to Letters to the Editor and a series of

me what you think in

Our monthly magazine continues to evolve and we are now looking to provide you, as members, with further opportunities to contribute.

your next letter!

As always, the most up-to-date information can be accessed via our website; but if you have any questions then please do not hesitate to contact members@pcd. club.

lockdown challenges.

If you are seeking something else to

Stay safe!

entertain during your commute to the

We would love to hear from you: Email members@pcd.club Book a call with me directly by clicking here (https://calendly.com/davidbell/)

4

A relaxed and enjoyable end to the week, the show will be a mix of discussion, polls and Q&A with an update on what's been happening and what's coming up in the next few weeks. It will be followed by an online networking "hangout" on Zoom to allow our members to catch up in an informal setting.

Sign up: tickets@pcd.club

H T N O M Y R E V

Y E L N F O O S Y R E A B D I M E R F M T S R I F

INTERNATIONAL PODS

International Pods launching in May US & Canada

LATAM

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INTERNATIONAL PODS

Continue to access quality contacts in new and existing markets across the globe. Sponsorship packages available via sponsors@pcd.club

Middle East

Greater China

India

West Africa East Africa South Africa 7

C A L L I N G A L L C R E ATO R S

Calling All Creators!

#NewContacts #NewIdeas #NewBusiness

We encourage all our

WE ARE EXCITED TO INVITE PCD MEMBERS TO SUBMIT THEIR

members to get involved - it

NEWS, VIEWS AND TRENDS FOR

is easy to do, you don’t need any

US TO SHARE WITH OUR WIDER

sophisticated equipment, just your

COMMUNITY.

phone or laptop webcam will produce a good result. If on a phone, we

The Private Wealth sector is a globally

recommed filming in landscape.

connected community and we are used to travelling on a regular basis meeting clients and our counterparts around the world. Here at PCD we have created a series of UK & International Pods, which reinforce our core purpose of creating new contacts, learning new ideas and generating new business.

If you would like any guidance please

We are asking you to send us

do get in touch and we’d be happy to

short (5minutes max) videos

help.

telling us about the latest trends you

Once filmed, email us at

are seeing and what topics matter most in your professional space in your

members@pcd.club and we

locality.

will send you a link to submit your video. In your email, let us know

Submissions will be

where in the world you are filming and

reviewed and edited together

the main topic you have covered.

to be shared with the wider community - through our

Keep connected and stay safe!

International Pod series, LinkedIn, our digital magazine and our website.

8

MIAMI VIDEOS

PCD Miami Videos Cast your minds back pre-pandemic to the latter half of our 2019 events calendar when we launched the PCD concept in Miami on Thursday 24th October at East.

The event was kindly sponsored by Gold sponsors Harneys and Silver sponsors Estera (now Ocorian). It hosted a panel discussion on the latest trends in advising UHNW private clients from the LATAM region and was a great success, with many new relationships forged between members. There, PCD spoke with:

Simon Gray, Head of Business Development and Marketing at BVI Finance Limited,

and MartĂ­n Litwak, Founder and CEO of Untitled Strategic Legal Consulting.

9

CO V I D -1 9 B U S I N E S S CO N T I N U I T Y S U R V E Y

COVID-19 Business Continuity Survey THE COVID-19 PANDEMIC HAS

Some of your insights:

RESULTED IN COMPANIES HAVING

"Communicate down and

TO MAKE QUICK AND EFFECTIVE

communicate up, regularly. Reassure

DECISIONS TO PROTECT THE

all parties. Don’t be afraid to

WELFARE OF THEIR STAFF, CLIENTS

update yesterday’s decision as new

AND BUSINESS.

information is received today"

With an international network

"Make sure you have good access to

of members, we wanted to

your IT/outsourced IT team, without

use our unique position to

this remote working can fall flat on

find out what is being done

its face"

so that we can work together to collate best practice ideas,

"All staff to work flexible hours as

share management information

they wish... the quality is much

and tips during these

better"

unprecedented times. This month, we are sharing statistics on your work-

"HR is keeping in touch with

from-home situation. If you still wish to

everyone and making sure they are

respond to the survey, click here.

coping"

94% of members are working from home

"Welfare group posting Monday update on tips to stay motivated, work out Wednesday, cooking tips on Friday. Lots of ideas for keeping kids entertained and for home schooling" "Two-stage authentication and strict procedures for data security.

Separate area from family activities" 10

CO V I D -1 9 B U S I N E S S CO N T I N U I T Y S U R V E Y

100% are handling client relationships via email

If you still wish to respond to the survey, click here.

Some of your insights:

65% have turned to video conferencing to communicate with clients

"Emails to clients simply checking in to see how they are doing during the lockdown - not marketing, not looking for work and personal to each client" "Despite already deep long-term relationship this has brought about a different side to client relationships.

50% feel that business operation has been impacted by the inability to meet face-to-face with clients

Clients acknowledge that we too have families and have been understanding, flexible and caring."

"Regular reassuring updates during market turmoil have been greatly appreciated"

54% are planning for the disruption to business to last for 6-12 months

11

QUIZ

Quiz Cryptic Cartoon Can you guess the popular 80’s film title?

by Rob VonGlas

Word Wheel

Admissable Anagrams

Decode the 10 letter word

Answer in next month’s magazine

12

MEET OUR MEMBERS

Meet Our Members: Justine Howard complex residence and domicile issues, the taxation of trusts, HMRC investigations and enquiries and UK property taxation. I have also been a key member of our Corporate Social Responsibility team at KPMG for the last 5 years fundraising for a number of Isle of Man based charities.

What do you love most about your role?

First and foremost the people! We have the most incredible and friendly tax team at KPMG and this is further supported by our colleagues in the What do you do for KPMG?

UK, the Crown Dependencies and

I am a Senior Tax Manager at KPMG

globally. However, I also love my role

in the Isle of Man and I specialise in

because it is always changing and

UK private client tax advice from an

evolving. This keeps things interesting

offshore perspective. My aim is to

and means I’m constantly challenged

provide concise, useful and practical

and learning new things! I also love

advice to high net worth individuals,

the personal nature of my job – the

family offices and offshore trust and

advice I give directly helps real people

company service providers to ensure

and real families and I can give comfort

that they not only fully understand

and peace of mind in what is a highly

their UK tax obligations, but that they

technical area for the majority...

continue to manage their tax affairs and any existing offshore trust and/or

Read Interview Online

company structures in a tax efficient manner. My areas of expertise include 14

MEET OUR MEMBERS

Meet Our Members: Emma Furzer organise teams within the business to take part in charity events and various staff events throughout the year.

What do you love most about your role?

What makes my role so stimulating is that no two days are ever alike. Due to the nature of the client base, and the various types of structures that we administer, means that we are involved in purchases of fine art and jewellery, to development and renovation of prestigious property, actively involved in acquisition or sale of listed companies, What do you do for Highvern?

to setting up a Trust for future

I am a Trust Manager at Highvern

generations of philanthropy. I am

working within the Private Client

constantly learning by keeping up to

department. I manage a small

date with the ever changing legislation

experienced team and we work very

and at the same time building

closely together to provide a discreet

relationships with clients and their

and bespoke service of excellence, on

families that can span generations. You

a vast range of clients, who are based

become someone that the client places

throughout the world. Part of my role

their trust in and relies upon – and that

includes Business Development, so I

is what being a Trustee is all about.

am regularly over in London to attend networking events and seminars, as well as meeting with clients and

Read Interview Online

intermediaries alike. I am also on the Sports and Social Committee and help 15

TO P T I P S

Top Tips: LinkedIn On Wednesday 22 April, we partnered

to 20 InMails per month to people

with Graham Aikin, Founder & CEO of

you aren’t connected to (0 on the free

HNW Social Media Solutions Ltd, to

version). InMails allows you to send

host a free webinar focused on some of

much longer messages and attach

the most compelling paid features of

documents and presentations, and

LinkedIn for private client professionals.

(generally speaking) people are more

The webinar is available to view here.

likely to open and read these than a standard email

A question that Graham is asked more than any other in his workshops is

3. Advanced search filters: SN

whether, as a wealth manager, you

contains 44 different filters to search for

need to pay for such features. Here he

leads. In addition to the filters on the

has compiled a short list comparing

free version, there are filters such as job

the free version of LinkedIn with Sales

function, seniority level, postcode radius

Navigator (SN), LinkedIn's multi-feature

and company size, amongst others. This

platform for individual users. There

is very useful for micro-targeting leads if

is a middle-tier version, Premium

you have a particular target market

Business, but Graham advises that the differences compared to the free

4. Extended network access: SN

version are marginal. Get in touch with

allows you to see your 3rd line network

Graham via email or call +44 (0)7540

and beyond, the free version only takes

129095.

you to your 3rd line network

1. Who’s viewed your profile: The

5. Bespoke news feeds for leads:

free version of LinkedIn allows you to

After saving leads to a custom list, SN

see the last 5 people who viewed your

creates a dedicated news feed just

profile, SN let’s you see everyone in the

for those leads, which removes the

last 90 days

noise from the standard news feed. I really like this feature as this news feed

2. InMails: SN allows you to send up

will offer suggestions to get in touch 16

TO P T I P S

with leads e.g. they have posted an

In conclusion, for the ‘average’

interesting article/post, or we have both

LinkedIn user who dips in out of

liked the same article/post

LinkedIn a few times per month, the free functionality will be more than

6. Saved leads: Once you have run

sufficient. However, for those users

searches for leads, you can then save as

who are actively seeking high quality,

many searches as you like. On the free

qualified leads from LinkedIn, I believe

version, you can only have a maximum

Sales Navigator is worth the £69.99 per

of 3 searches saved at any one time

month investment, as most wealth managers would probably only need to

7. Lead & account

sign-up one new client per year to easily

recommendations: After you

cover this cost. Find a quick overview of

have run several searches, SN will

LinkedIn's plans here (https://business.

recommend leads and accounts to you

linkedin.com/sales-solutions/sales-

that meet your search criteria

navigator/comparison-table).

8. Notes & tags: Similar to most

*** As always, there are FCA Financial

CRMs, you can add your own notes and

Promotions rules and GDPR

tags to your lead list. Not that useful

implications to using LinkedIn (free or

if you must use your ‘native’ in-house

paid), particularly if you are using the

CRM anyway

platform for lead generation/client acquisition ***

9. TeamLink: If you are part of a sales team, SN’s TeamLink feature will ‘pool’ all of your team’s networks and suggest the most effective route to a new lead.

Very useful if you’re not competing with fellow team members!

10. Salesforce CRM integration: If your firm uses Salesforce, you can sync your SN activity with that CRM system

Graham Aikin www.hnwsocialmedia.com gaikin@hnwsocialmedia.com 17

+44 (0)7540 129095

W E WA N T TO H E A R F R O M YO U

We Want to Hear From You! Letters to the Editor Now is your opportunity to unleash some creativity in lockdown as we welcome letters to the editor which may be of general interest to members. Perhaps you have an opinion on a member's thought leadership piece; or some commentary on how you are adapting to working from home; maybe you are a budding artist and wish to share a comic strip; or a comedian with some life musings to lift members' spirits!

Just two points of general guidance: Keep it short - maximum 200 words but the more concise, the better!

Exclusive content only please To submit a 'letter' for publication in our monthly magazine, simply email your content to lucy@pcd.club

#PCDChallenge We have members located in different locations all around the world. Current restrictions mean that in many countries, leaving your home is limited to one form of exercise per day. This month, Team PCD challenges you to share a photograph of your daily exercise via LinkedIn. Tag us @PCD Club and use #PCDChallenge for a share! We’ll publish some of our favourites in next month’s magazine.

NIARBYL, ISLE OF MAN

AUTHOR: LUCY VERDON, PCD MAGAZINE EDITOR

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T H E T I M E W E WA S T E

The Time We Waste Urgent and not important: Things that feel they should be addressed immediately but that could almost certainly be delayed with no adverse consequences.

Not important and not urgent: Those things that are the heartbeat of day-to-day office living; constant distractions that feel familiar, are easy but take you no closer to your goals.

And therein lies the risk: think emails, meetings for meetings sake and the

The following matrix – which

ubiquitous “have you got 20 minutes”

masquerades under several names -

discussions.

can be used to analyse how effectively you use your time. It divides your

Now analyse your activities over the last

activities into four quadrants:

few days. Where do they sit?

Important and not urgent:

Most of us lose hours a day or week on

Something that is key to your long-term

not important/not urgent matters and,

ambitions and goals but doesn’t have

in so doing, fail to create time for the

to be done today.

big strategic decisions – the things that really matter.

Urgent and important: Something that is critical to your business that must be addressed immediately such

Read Full Article

as handling a key client situation that could go badly wrong if ignored.

19

AU T H E N T I C I T Y : T H E K E Y TO S U CC E S S

Authenticity: The Key to Success that any of us can do. To try to mould someone or to project onto them your idea of who they are or who they should be, or to ask them to live up to the image or expectation of them that you have created in your mind, is illusion.

In fact it is fantasy, as it does not exist in the here and now; while their potential and that potential for the

Niamh Keane

un-manifest to become manifest does.

It may not materialise. It can be a very unhealthy way to enter into any human

Conscious leaders recognise and actively encourage authenticity within their organisations, as it allows the space for people to be themselves.

Resulting in a happy, aligned, productive and thriving workforce.

Being authentic and allowing others to express their most authentic self is the key to harmonious working and personal relationships, as it comes without projection and without attachment.

relationship, personal or professional, as it is full of bargaining, attachment and conditioning.

Much of my work involves unwinding.

Unwinding, the social conditioning that has been placed upon people and that people have accepted. Now, later in life, some people may find themselves potentially having studied the wrong course at University, they may have chosen a career that does not feel aligned and may not even be...

Showing up as you are and taking

Read Full Article

people for who they are, right here, now, in this moment, is the most 20

MEET THE TEAM

Meet the Team: Chris Mathison stunning London dinner events. Since the 23 March, the PCD landscape has been developing at a fast pace and working more closely and as part of such a creative and hardworking team has been a lot of fun!

Best vacation you’ve been on? I’ll not consider my family holidays in this answer as they will always be my “best” vacations. So, with this in mind, it would be a trip I took last October. With 2 days to plan, I stuffed my backpack, grabbed

Where are you from? I’m a Londoner,

my camera and headed for Italy. After

born and bred! Last year I did a deep

a few days in Rome I decided to head

dive into into my family tree. For a few

to Positano via stop offs along the way.

sweet days I was under the belief that

After 10 days, many sunrise hikes and

I was half Scottish…turns out it’s more

way too many pizzas I had filled my

like an eighth!

boots. It was an adventure I had craved.

What’s your role at PCD Club and

If you could do another job for just one

where are you based? My first

day, what would it be? To be a wildlife

experience of PCD was taking pictures

photographer but somewhere extreme.

at a breakfast panel. These days I help

More polar bear than pigeon.

create content for the various digital platforms. I am based in East London.

Motto or personal mantra? I don’t really have one but something like “take

What aspect of your role do you enjoy

in the good” fits well for now. It would

the most? I live on my own, so prior

serve as a reminder for me to focus on

to the UK lock down I really enjoyed

all that’s good around me, the positives

getting out and photographing the

and what I am grateful for.

21

THOUGHT LEADERSHIP

Thought Leadership Prime or corporate member?

Contact lucy@pcd.club to share your news or advertise.

Preserve Your Wealth: Invest in Real Estate and Secure European Residence or Citizenship

By Amanda Smit, Head of South, East and Central Africa at Henley & Partners

Read Article

COVID-19 and Mediation

By Kirstie Law, Partner at Thomson Snell & Passmore

Read Article

22

THOUGHT LEADERSHIP

Notes from Home: The New PostCovid Normal

By José Luis Romanillos, Consultant, Agent & Introducer at J.L.Romanillos Ltd

Read Article

Stop, Look, Listen

By Vernon Dennis, Head of Business Recovery and Reconstruction at Howard Kennedy LLP

Read Article

Private Aviation’s Role as we Revert to Normal, post COVID-19

By Tim Barber, Duncan Aviation

Read Article

23

CHINA NOW: EPISODE 3

DURING THE COURSE OF 2019, PCD CLUB PRODUCED A NEW 3 PART DOCUMENTARY AIMED TO PROVIDE INSIGHT ON CHINA FROM LEADING PROFESSIONAL ADVISORS IN THE PRIVATE WEALTH SECTOR. IN THE FINAL EPISODE, WE FOCUS ON HOW ADVISORS OUTSIDE CHINA CAN ENGAGE MORE EFFECTIVELY WITH LOCAL PROFESSIONALS, WITH CONTRIBUTIONS FROM:

Charles Wang, Partner & Head of China Desk at Rosenblatt LLP in London Michael Powell, Client Director at Hawksford in Jersey Dharshi Wijetunga, Partner at Charles Russell Speechlys AG in Zurich James Price, Partner at Stewarts in London Ian Gatt QC, Partner at Stewarts in London Despite the impact of COVID-19 on Chinese society, we believe the fundamentals of the country’s economy remain strong. The observations made by our contributors last year are just as relevant at the moment and as the economy reverts to full steam ahead. The challenges of succession, governance and diversification of investments remain prevalent in the many HNW & UHNW families building their wealth in China today.

WATCH EPISODE 3 HERE THE EMERGENCE OF CHINA 24