"Wealth management is relationship-driven, and I love that. The bonds that we make in this sector are made over many years and are underpinned by trust," says Hamish, who has a psychology degree from Nottingham Trent University. "There are more numbers or stats involved in a psychology degree than people think, but it is the behavioural side that has really paid dividends. I love to understand different personality traits, why people learn in different ways, and build relationships with my clients, often beyond simply work chat."

When Hamish graduated in 2009, he wasn't sure what career he wanted to pursue. "I've always had an interest in finance and the economy, and I knew I wanted to work with people or be client-facing in some capacity," he says.

After completing his degree, he spent a year travelling the world before joining AJ Bell Securities in Tunbridge Wells in 2011. He began his career in the settlements team, before moving to the relationship management desk. After three years at AJ Bell, he decided to move to the City to join Raymond James Investment Services. His current role sees him help wealth managers set up their independent practices and continue to work with them to grow that practice and achieve their goals. Some of his clients are investment managers, some are financial planners, and some are both. "This, alongside varying investment propositions, means my days can be quite different, but I enjoy that," he says.

The Wealth Management Forum Committee

In October 2020, Hamish took on the role of chair of the CISI Wealth Management Forum Committee, which currently comprises nine wealth management sector professionals. One of its main aims is to increase participation, not only within the forum but within the CISI as a whole. The Committee does this in a number of ways, for example, sourcing sector speakers and organising six to seven events a year, suggesting topics for The Review magazine, taking part in wider CISI events (for example, the CISI Annual Integrity Event or Young Professionals events) and reviewing exam syllabi, says Hamish. "My role as chair is to be the key liaison between the committee members, the forum members and the CISI."

Hamish is keen to strike a balance to ensure that the forum's events continue to be informative, but also challenging and thought-provoking. Wealth Management Forum members can attend events or gain CPD from a myriad of places, and Hamish believes the role of the committee is to bring "fresh ideas to the table and not regurgitate subject matter".
"My role as chair is to be the key liaison between the committee members, the forum members and the CISI"

Currently, there are a number of conversation topics on the table, which the forum will in turn hold events on. Brexit, and what this means for UK investors and investments, is one of those topics at the forefront, says Hamish. Other topics of importance include responsible finance, with an eye on the upcoming United Nations Climate Change Conference, which will be held in Glasgow in November 2021, and the ongoing impact of the Covid-19 pandemic on the sector. He says that there could be scope for sessions on prospecting within a virtual environment, what your client journey looks like and culture within the workplace. "That’s one of the great things about the Wealth Management Forum – we can cover important investment topics but also the social/behavioural side as well."

Hamish has been part of the Wealth Management Forum Committee since 2017, so is well-versed in arranging events for the forum. The pandemic has hit the events schedule hard, but Hamish thinks some positives have come out of arranging virtual events throughout the pandemic. He explains that hosting virtual events suits people who are busy because they don’t have to factor in travel time, and there's more flexibility on event times too. However, he says that networking, "as with anything usually done face-to-face", suffers in virtual events.

Adapting to a virtual environment

Hamish has enjoyed working from home during the pandemic, aside from the lack of face time with his clients. He's worked hard on trying to create distinct lines between work-life and home-life. "My wife and I go for a walk every day, come rain or shine, and at the end of the day, I switch everything off and close the door to the study, leaving behind my work phone as well – I think this is very important or else the lines can become very blurred," he says.

Hamish, like many, has used networking to his advantage throughout his career, and he has worked hard to try and maintain an element of this while working from home. "It's a contact sport," he says. Apart from maintaining use of networking channels such as LinkedIn, Hamish has also been utilising small, virtual roundtable sessions with his clients. "Not only can I learn a lot in a small amount of time, but the attendees also have the opportunity to bounce ideas off one another. This is less doable in a non-virtual world, so I would highly recommend it, as it can be both informal and fun."

Youth of the future

Hamish has participated in the CISI's Young Professional Network (YPN) as a member, and describes it as a "great initiative". He says that the CISI is "doing a fabulous job targeting those at the grassroots, or early in their careers", and he's been fortunate enough to speak at a few of the YPN events, gleaning insights from the participants. "As a sector, we need to be cognisant not just of the younger investor but also the next generation of the workforce, and I have always come away buoyed by the eagerness of those who attend," Hamish says.

For young professionals trying to get ahead, Hamish has some advice. "Qualifications are, of course, important but there is no substitute for keenness," he says. "Don’t be perturbed if you haven’t got a mapped-out plan for your career. If you are hungry and willing, that will go a long way in getting you noticed. Try to do something you enjoy, not just something you think is important – you will become much more of a success if you really enjoy something, than if you don’t," he concludes.