James
West

WHO I HELP

Business owners. High-net-worth individuals.

HOW I HELP

Business development. Strategic growth. Client relationship management. Introducer partnerships.

“DO THE RIGHT THING.”

James West is the Business Development Director based in our London office, leading on strategic growth, introducer relationships, and connecting clients with the right advisers.

With over 35 years in private banking and business development, James has built a career around creating meaningful connections between clients and the solutions that will help them most. His role blends strategic planning, client engagement, and nurturing partnerships with introducers, ensuring the firm continues to grow while delivering exceptional experiences.

His role involves identifying new opportunities, strengthening existing relationships, and making sure our pipeline is healthy and active. He spends time meeting prospects, talking with introducers, and ensuring we’re matching the right planners with the right clients. To him, every conversation is a chance to understand someone’s needs better and see how we can help.

LISTENING FIRST TO UNDERSTAND

“When I meet a new client, my priority is to listen, really listen, to their goals, concerns, and values. I also ask about their past experiences with other financial advisers, so we can shape our approach in a way that feels right for them.

Once I understand their needs, I focus on matching them with the planner who’s the best fit. It’s a simple step, but it’s powerful and clients are often surprised, and pleased, that we put so much thought into who will be working with them.”

RELATIONSHIPS THAT LAST DECADES

“One of the best parts of my career is the relationships I’ve built over time. I’ve been fortunate to look after clients for more than 25 years, and in many cases, those professional relationships have turned into genuine friendships.

Recently, I had a call from a client I hadn’t worked with in around 17 years. He was selling his business and wanted me to look after him and his children. That was a wonderful moment; it told me that the trust we’d built all those years ago had never faded.”

MAKING A DIFFERENCE WHEN IT MATTERS MOST

“What’s most rewarding for me is seeing the tangible difference our work makes. Whether it’s helping someone retire earlier than they thought possible, guiding them through a business sale, or providing clarity during a major life change, it’s about more than numbers. It’s about improving people’s lives.

One example was a client struggling with succession planning. They didn’t know how to start the conversation with their family. I helped by facilitating structured discussions, bringing in the right specialists, and creating a plan that balanced business continuity with personal values. They went from feeling stuck to feeling confident about the future.”

DOING RIGHT BY OUR CLIENTS

“In a crowded market, one of the biggest challenges is standing out. I’ve learned that the answer isn’t to shout louder, it’s to build deeper trust. That means being authentic, understanding each client’s unique needs, and delivering consistent value.

There’s a common misconception that business development is just about sales. In reality, it’s about relationships, problem-solving, and creating long-term value for both the client and the business. If you focus on doing the right thing for the client, everything else follows.”

FACING CHALLENGES WITH BALANCE

“Some of the most testing moments in my career have been during times of market turmoil. Those are the times when it’s essential to strike the right balance, reassuring existing clients while also reaching out to new ones who might not be getting the attention they deserve.

It’s in these moments that relationships deepen. Clients remember who was there for them when times were uncertain.”

LOOKING TO THE FUTURE

“I’m particularly interested in how we could use data analytics and AI to understand client behaviour better and personalise how we connect with people. The more insight we have, the more tailored and relevant our conversations can be.

Ultimately, my focus will always be on people, building trust, fostering long-term relationships, and making sure we do the right thing every time.”