How to help clients align visions and values

In financial services, this focus on impact is a strong tenet at the Financial Conduct Authority, which in its 2022-2023 impact document set out the importance of societal impact as part of its accountability to the public.

It said: "Demonstrating the positive impact of the FCA and our activities is an important part of being accountable to the public and is part of a wider set of publications setting out our performance."

Advisers, too, often consider the impact of their business on the locality around them, on colleagues and clients. But when it comes to the impact clients want to have, sometimes this is harder to grasp as part of a conversation.

Very often an adviser has a vision of how they would like to conduct their own operations, or maybe even, how they would like to spend their retirement.

But it is important to take a considered, vision-orientated approach to working with clients, helping them to achieve the best outcome in line with their values and their vision for their family, themselves, and the wider world. 

Long-term thinking

Rachel Steeden, head of legal at Stewardship, said it was important at the outset to understand the vision and desired impact that clients might want to have.

Stewardship, which supports donors in their charitable giving and provides a range of professional services to churches, charities and Christian workers, strongly advocates those open and often deeply personal, conversations.

According to Steeden, being able to appreciate and get a good insight into a client’s vision and values is key to a successful working relationship. 

This entails not only immediate and short-term thinking, but having a view as to what advised clients may want to achieve in the longer term. 

She says: "By believing in, and helping a client appreciate that they can use their finances to develop and shape a vision for society and the world, you can add impetus, momentum and real direction to your advice. 

"This brings verve to the relationship you have with a client, a dynamic that is hard to imitate otherwise.

"And it can effectively influence the longevity of an adviser client engagement and bring new meaning to your work."

Talking to clients about their vision for society helps to build deeper and longer-lasting relationships with clients.Rachel Steeden

For example, Stewardship’s vision and impact is to help steward individuals' resources wisely and generously for the benefit of the whole of our society.

Nurturing generosity is key to Stewardship’s approach, which is strongly rooted in Biblical teaching and tradition.