BMO Global Asset Management has launched a training initiative to help financial advisers develop their soft skills.
The group launched Accelerator Pathways as part of its Adviser Edge platform, which will provide CPD content split across three stages: finding, winning and managing clients.
The launch is in response to a survey of clients conducted by BMO in June this year, which the firm said had highlighted the need for guidance to support advisers with relationship management skills, as well as sales and influencing skills and marketing promotion.
Mark Parry, head of strategic and technical sales at BMO GAM, said: “The dynamically changing environment requires support for practice management, financial planning and investment related content. However, ‘people’ are at the heart of all intermediary businesses.
“By incorporating specific soft-skills support from industry experts, we are seeking to help advisers meet the unique needs of their clients, embrace change and successfully grow their business."
The modules added to the platform include 'the role of a marketing strategy', 'identifying and finding your target audience through segmentation', 'building client personas' and 'why content matters'.
Other training requested by the advisers surveyed included investments, income, inheritance and capital gains tax, estate planning and trusts, which the Adviser Edge team already provides.
The survey also showed that word of mouth remained the most effective method of attracting new clients, though respondents added they would welcome support in understanding how to work with professional introducers, website improvements and social media.
sally.hickey@ft.com
