
Britain’s trustee salesman – David Butcher
I told you that these VFM podcasts are getting a lot better this year. I thought that I would have to bring my praise to an end when I discovered that the second interview with David Butcher was 77 minutes long
But this podcast includes an 8 minute meditation at the end which I can recommend as I did it and because I’ve done a lot of his meditations as I did his course with him in Shoreditch and have all the kit to DIY mindfulness whenever I want to. This stuff doesn’t come cheap and the first 20 minutes of this podcast is David explaining why more people should like me , sign up and pay for a course.
But you don’t need to do any more than listen through to minute 70 and find out for yourself. Or you can scroll through if you don’t do VFM as a concept!
What is VFM?
As with so much else in this podcast, the insight is at the end (after a long story of how David became Jimi Hendrix’s stage manager and the mixer of his band’s live sound). Minute 70.
Following which Darren bids David goodbye only for David to reply,
Before I go I must tell you my verdict on the VFM consultation. It’s a masterpiece of analytic thinking but there is zero of emotional thinking in there”.
There is another response on this consultation from Darren and Nico this week which I have commented on here. But when not selling himself, David is spot on about the failure of Government and its regulators to use the VFM Framework to engage Britain’s population.
One strategy for Commercial Provider and Trustee?
The main part of this podcast is David explaining how important a strategy for a commercial master trust is and how it is seldom agreed between the trustees and the provider.
This is surely right. What we have seen so far from commercial DC schemes is a grasp for size with little strategy around being a “pension” or of VFM other than a race to the bottom on pricing. The idea that a strategy might be based on maximining the pot let alone the pension coming from it has not been explained to employers and members and I suspect the strategy explained to TPR is based on staying compliant.
Sadly, we do not get a view of what the trustees and provider’s strategy could be though I can see nothing more important than the size of pension payable when the member wants the money back. I can see the strategy varying in terms of decumulation but in all honesty, is there a strategy that trustees and providers sign up to other than to maximise accumulation? ESG, reflating the British economy and financial education of members may have value but the value for money in terms of outcome is what the strategy must focus on.
David wants emotional intelligence as well as artificial intelligence going forward and he is so charming that it is easy to miss the bitterness he shows for 15 years as a trustee with so little progress in creating strategies based on a mindful application of the emotions of the people involved. At one point he remarks that only 10% of us have sufficient emotional intelligence to understand what it is.
I was enlightened by David’s comments and will use them in creating a strategy for the CDC , I and my team are looking to put together.
A trustee salesman – does this work?
A precious podcast which gives us an even better line on the VFM project than Robin Ellison’s. It also gives us an insight into David’s view of a trustee’s role. When David was head of Sales at Invesco around the turn of the century, Emma Douglas was head of Threadneedle at a time when corporate DC pensions were emerging through GPPs and the first occupational DC schemes. The DC trustee was infact a DB trustee extending their side job of choosing DC AVC suppliers.
I was at Zurich doing the same job and DC was thought something that would liberate people to do as they wanted before buying an annuity. The idea of a DC pension – paid from the pots individuals were starting to build was not considered. The strategy of DC pensions was to build up money to “buy out”- which is why they were known as “money purchase”.
David was head of sales and to me he has always been close to the providers. That is why he had been so popular with DC “pension” providers. He started life selling L&G pensions as he tells us and the Pension Regulator’s idea that Trustees should not sell CDC to members must remind him of his being told off by his L&G bosses for directly selling to L&G customers.
Herein lies the interest in this very interesting podcast. Should we have salesmen on trustee boards, David is a salesman trustee and you can decide whether trustees should be like him. I imagine many will think the trustee and commercial provider should not work to one strategy.
Like this:
Like Loading...