Case Studies
Placement Profiles
Read about some of our many successful candidate placements.
CLIENT
A boutique DFM Provider
ROLE
Placed 100% of all the BDDs within the distribution channel
Case Study Title
Building a UK Distribution Team for a DFM Provider
Client Overview
A discretionary fund management firm looking to expand its presence within the UK financial adviser market by establishing a new distribution channel.
The Situation
The newly appointed Head of Sales was tasked with building a UK distribution team to drive growth within the adviser community and required experienced Business Development Directors to lead regional expansion.
The Challenge
The firm had limited brand recognition within the adviser market and was entering an already crowded discretionary fund management sector. As a result, many candidates initially overlooked the opportunity in favour of more established providers.
My Approach
I conducted a targeted search focused on experienced adviser-facing Business Development Directors with strong relationships across financial advisers and wealth management firms. By clearly communicating the firm’s strategy, culture and long-term growth plans, I was able to position the opportunity effectively to the right candidates.
The Result
Successfully placed 3 field-based Business Development Directors across the UK
Built the firm’s initial distribution capability within the adviser market
CLIENT
An awarding winning provider of platform and MPS solutions.
ROLE
Placement of 3 Field-based Business Development Managers
Case Study – Scaling a National BDM Team for a Platform & MPS Provider
Client Overview
An award-winning, values-led multi billion pound AUM platform and model portfolio service provider looking to strengthen its adviser distribution capability across key UK regions.
The Situation
I was recommended to the firm and subsequently approached by the Head of Sales to help recruit a field-based Business Development Manager covering Scotland and Northern Ireland.
The role was considered a high priority as the business was looking to accelerate its growth within the adviser market in that region.
The Challenge
The company wanted to ensure they identified the strongest possible candidate with established relationships across the Scottish and Northern Irish financial adviser community. Given the importance of the role, they needed a recruitment process that would deliver a comprehensive search of the market rather than relying on a limited pool of active candidates.
My Approach
I recommended a retained search, allowing me to carry out a full market mapping exercise across Scotland and Northern Ireland to identify the most relevant adviser-facing BDMs within the platform, investment and MPS sectors.
After mapping the entire region and engaging with the strongest candidates, I presented a shortlist of highly relevant individuals and successfully placed a BDM into the role.
Following the success of the initial assignment, the firm retained me to recruit two further positions:
A field-based BDM covering Yorkshire and the North East
A field-based BDM covering the North West
Both roles were delivered through the same retained search approach.
The Result
Successfully filled 3 regional field-based BDM roles
Delivered hires across Scotland & NI, Yorkshire & North East and the North West
All roles completed through a retained search process
Became a trusted recruitment partner to the Head of Sales for key distribution hires
CLIENT
One of the oldest and most established Mutuals in the UK
ROLE
Placement of 5 Field-based Business Development Managers
Case Study – Building a National BDM Team for a Leading UK Mutual
Client Overview
One of the UK’s most established mutual financial services providers looking to expand its intermediary distribution capability within the financial adviser market.
The Situation
I was approached by the Head of Intermediary Sales to help build a new distribution channel of Business Development Managers focused on the financial adviser community.
The assignment was awarded to me on an exclusive basis, with the initial brief being to recruit two field-based BDMs — one covering the North and one covering the South of the UK.
The Challenge
As the search progressed and candidate shortlists were presented, the client reassessed their growth plans and decided to significantly expand the team. The requirement increased from two hires to six BDMs, meaning the recruitment process needed to scale quickly while maintaining a high standard of candidates.
My Approach
I conducted a targeted search across the intermediary sales market, focusing on experienced Business Development Managers with strong adviser relationships and proven experience in promoting investment and financial planning solutions to IFAs.
By maintaining close communication with the client and adapting to the evolving brief, I was able to continue building a strong pipeline of relevant candidates as the team expansion accelerated.
The Result
Successfully placed 5 Business Development Managers
Built the majority of a new six-person national distribution team
Assignment delivered on an exclusive basis
Only one hire within the team was sourced directly by the client
CLIENT
A £70Bn+ AUM Wealth Management Business
ROLE
Placement of 4 Field-based Business Development Managers and 1 Telephone Based BDM
Case Study – Building a Regional BDM Team for a Leading UK Wealth Manager
Client Overview
One of the UK’s largest wealth management firms looking to strengthen its distribution presence within the financial adviser market.
The Situation
Having heard that the firm was planning a significant recruitment drive within its distribution team, I approached the Managing Director to discuss how I could support the project.
He explained that the goal was to recruit exceptional Business Development Managers currently working at competitor discretionary fund management providers, in order to strengthen the firm’s presence across multiple regions of the UK.
The Challenge
The client wanted to attract high-performing BDMs who were already established within the adviser market and successfully representing competing investment providers. These individuals are typically well established in their roles and not actively seeking new opportunities, making them difficult to engage through traditional recruitment methods.
My Approach
I carried out a targeted headhunting campaign across the DFM and wealth management market, supported by my existing network of adviser-facing Business Development Managers.
Through a series of direct approaches and industry conversations, I was able to identify and engage a number of strong candidates who matched the client’s requirements. After assessing suitability and regional coverage, I presented a shortlist of high-quality individuals across multiple locations.
The Result
Successfully placed 4 field-based Business Development Managers
Coverage across South Coast, East of England, Midlands and South West
Also sourced and placed a proactive telephony-based BDM
5 hires delivered in total for the client’s distribution team
CLIENT
A Global Boutique Discretionary Fund Manager
ROLE
Placement of 2 Field-based Business Development Directors
Channel for a Boutique Global DFM
Client Overview
A global boutique discretionary fund management provider looking to establish its first UK distribution channel targeting the financial adviser market.
The Situation
I was approached by the Sales Director to support the firm’s entry into the UK intermediary market. The objective was to recruit experienced Business Development Directors with a strong track record of selling DFM solutions to financial advisers.
The Challenge
The company had relatively low brand recognition in the UK and was entering a highly competitive and saturated DFM market. As a result, attracting experienced adviser-facing Business Development Directors required careful positioning of the opportunity and a targeted search approach.
In addition, the client had engaged several other recruitment firms to work on the assignment.
My Approach
I conducted a focused search across the DFM and wealth management sector, targeting experienced Business Development Directors with strong adviser relationships and a proven track record of distributing discretionary investment solutions.
Through a combination of direct headhunting and leveraging my existing network of adviser-facing BDMs and BDDs, I identified and engaged candidates who were open to helping build a UK distribution presence from an early stage.
The Result
Successfully placed 2 Business Development Directors
Helped the firm establish its initial UK distribution capability
Achieved 100% of external hires for the project
Other recruitment firms engaged on the assignment did not place any candidates
CLIENT
A Global Investment Management Business
ROLE
Placement of one Field-based Business Development Director
Case Study – Appointing a London-Based BDM for an Investment Management Institution
Client Overview
A financial services institution looking to strengthen its intermediary distribution team by appointing an experienced Business Development Manager covering London.
The Situation
Having heard that the firm was recruiting, I contacted the Head of Distribution who allowed me to work on the assignment on a contingent basis. The brief was to identify a strong field-based Business Development Manager who would fit well within the existing team and represent the firm effectively within the London adviser market.
The Challenge
The client was keen to improve diversity within the distribution team and ideally wanted to appoint a female Business Development Manager. Given that the intermediary sales market is heavily male-dominated, with approximately 80% of BDMs being male, this added an additional challenge to the search.
During the process, two candidates were offered the role but ultimately decided not to accept the position, meaning the search had to continue while maintaining momentum for the client.
My Approach
I conducted a targeted search within the adviser-facing sales community, focusing on experienced female Business Development Managers with strong relationships across financial advisers in London.
By leveraging my network and proactively approaching suitable individuals, I was able to identify a number of relevant candidates and present a strong shortlist to the client.
The Result
Successfully placed a London-based field Business Development Manager
Presented three female BDM candidates who were offered the role
Delivered the hire despite two declined offers during the process
Successfully supported the client’s objective of improving diversity within the distribution team