Member's Details

Clive Waller

Personal

Home Address:
Spindles, Ramsdean Road, Stroud, Petersfield, Hants GU32 3PJ
Telephone:
01730 269629
Mobile:
07710 038520
E-mail:
clive@cwcresearch.co.uk

Employment:

CWC Research provides research, as well as product and distribution consultancy to providers, re-insurers and consulting actuaries.

The core of our business is in-depth research of the IFA market.

We have three objectives:

We discover what IFAs are doing – generally quite easy
We discover why they are doing what they are doing – a lot harder as they may well not know and it may not suit them to say
We attempt to discover what they might do if………………….. This is hard, as IFAs tend not to be strategists. Therefore we have to use a different technique, building scenarios so that they can visualise potential outcomes

Many years of experience in this arena means we have broad access to senior IFA personnel who dictate strategy, consultants who deal at the sharp end with providers and customers and administrators who understand the strengths and failings of provider and third party systems and processes.

We differentiate ourselves by exploring responses in depth to get at real behaviours rather than record knee jerk answers. In our research, we adopt a drill down methodology, borrowed from the recruitment and selection industry that tests responses by seeking actual examples of experiences.

Our lead product is a detailed annual survey of the IFA market, focusing on selection criteria, IT, sales and service issues as well as topical subjects in the current year.

Other Recent Projects

Worksite Marketing
A study of worksite marketing platforms for a leading pensions provider.

Will IFAs and their clients pay for specialist products or will they use “free” platforms linked to providers? What are the key features? Will HR people be advocates or opposition? What opportunities exist for associated sales?

Protection Product Distribution in the IFA Market
A study for a protection specialist on sales in the IFA market

To what extent is the market commoditised? What is the impact of product features over rates? What impact does service and sales intervention have on market share?

Pension Fund Withdrawal
A research project to assist a provider customer in designing a new income drawdown product, focusing on selection criteria, fund selection

Reform of Polarisation
A syndicated study to identify the affect of depolarisation on the IFA market; the study was based on input from leading providers, re-insurers and consulting actuaries. The FSA provided guidance throughout the project and a presentation of the findings was delivered to the polarisation team led by Patricia Worthington.

There will be a follow up study this year following the publication of CP 166.

Pension Fund Selection
A study of IFAs recommendations on pension funds, in advance of a review of internal and external guest funds; how they are selected; portfolio construction, supermarkets and administration platforms; whether provider or fund is prime in the selection process.

Previous Career History

Between 1979 and 1999, I was employed in sales management positions with Scottish Amicable, Zurich Life and ZIFA.

After various roles in branches, I was appointed Investment Sales Manager with Zurich Life in 1988. From 1993 – 1998 I was Sales Director of Zurich Life.

In this role I was responsible for attainment of corporate sales targets. I was also a member of the product design team that specified products for the product development team.

Following the merger of Zurich and British American Financial Services, I was Group Director of ZIFA, 1998 – 1999. Responsibilities included leading strategic projects:

Merging of Allied Dunbar, Eagle Star and Zurich Life sales forces
PIA membership
Strategic planning – 3-5 year view of environment

I was a member of ZIFA Executive and Management Board

Public Speaking:
LIA listed speaker
IBC and Money Marketing conferences
Institute of Financial Planning conference

Articles Published
Money Marketing
Financial Adviser
Prospect

Qualifications

Masters Degree in Business Administration
Associate of the Society of Financial Advisors (ASFA)
Fellow of the Life Insurance Association (FLIA (dip) mgt)
Zurich Executive Education Programme IMD, Lausanne, 1996 -1997

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