Summer Signals: Six questions with Fairway’s team on the trends shaping client conversations

Welcome to Summer Signals, our new Q&A series exploring the trends and client conversations shaping the months ahead. Across the series, we’ll be asking people from across Fairway the same six questions to uncover what they’re seeing in the market, where clients are facing challenges, and what advisers should be thinking about.

In this article, Caroline Brown, Private Client Director, shares her perspective on the growing demand for independent trust and corporate services, why clients are seeking more tailored support, and what they should consider when choosing a provider long term.

What’s one thing you’re seeing more of from clients or advisers at the moment?
We are seeing a growing number of approaches from clients and advisers looking for an independent trust and company service provider in Jersey. Many are seeking a more personalised relationship and greater flexibility than they feel is available through larger institutional providers.

What’s driving that trend?
Drivers of this trend span from the number of independent service providers on the island reducing over time while the nature of wealth itself is changing, to us seeing more entrepreneurial wealth creation rather than traditional inherited wealth, which often brings more diverse requirements and investment preferences.

Clients are also increasingly looking to expand their portfolios into alternative asset classes. Some institutional providers can be more restrictive in this area, whereas independent firms can often offer greater flexibility alongside a more bespoke service. Ultimately, many clients want to feel recognised as individuals rather than simply one of many relationships, and they value having access to the most appropriate professional advisers rather than being limited to pre-approved panels.

What challenges does it create for clients?
Finding the right provider who fully understands the client’s personal requirements and doesn’t just say what they want to hear but can truly deliver on their expectations.  Although there is time and money spent for those needing to move service providers, you can’t put a price on peace of mind.  Money spent to ensure the right foundations are put in place with the right service provider will mean longevity of the relationship.

How should clients or advisers be thinking about it?
Clients should consider whether they have complete trust in their current provider and whether they are receiving the level of service and understanding they expect. It's important to ask whether your trustee truly understands your long-term goals, family aspirations and succession plans.

Advisers and clients alike should look for a provider whose values align with their own, and who can demonstrate a commitment to protecting, managing and growing assets for future generations.

What’s one mistake or misconception you often see in this area?
A common misconception is that independent providers are either small-scale operators or somehow compromise on governance and professional standards. That isn't the case. Being independent means having the flexibility to provide tailored solutions and embrace a broad range of opportunities, while maintaining the highest levels of corporate governance, regulatory compliance and professional expertise.

How can Fairway help?
Fairway provides a genuinely independent trust and company service built around strong relationships and personal attention. Our CEO and Client Directors regularly meet with clients and prospective clients to ensure they feel valued and receive the level of service they expect. We have extensive experience across a wide range of structures and asset classes, and we're passionate about building trusted, long-term relationships with both clients and advisers. The fact that our clients continue to grow their structures with us, and regularly introduce friends, family and colleagues to Fairway, is a testament to the confidence they place in our people and our service.