17th Annual Rainmaker Sales and Marketing

Symposium

Official publication

Proudly sponsored by

13 – 14 July 2011

Shangri-La Hotel176 Cumberland Street

The Rocks, Sydney

Succeed

ing

in A

n eveR ch

An

gin

g M

ARketplA

ce

the 17th Annual Rainmaker Sales and Marketing Symposium

dAY One – BeSt pRActice SAleS And MARketing (RetAil)8:15 – 8:50 am Registration, coffee and tea service

8:50 – 9:00 am Welcome by Christopher Page, Managing Director, Rainmaker Group

9:00 – 9:40 am Next frontier: how fund managers are changing the way they build relationships with financial advisers plenARY SeSSiOn Examining the relationships between the two groups in an era where the best returns and best product

remuneration model is outpacing the commission-based model Discussing what fund managers are doing to improve their relationship with advisers

Marianne Perkovic, General Manager, Colonial First State

cOncuRRent SeSSiOnS

SAleS StReAM MARketing StReAM

9:40 – 10:20 am New Revenue Models: SeSSiOn 1What’s In, What’s Out

Government reforms and their implications for fund managers 2020 forecasts on how advisers are changing their business models New revenue models for the adviser, what’s left for the fund manager

Tony McDonald, Managing Director, Snowball Group

Trend Spotting: SeSSiOn 1What You Know, What You Don’t Know

How new technologies are affecting consumer behaviour Emerging trends in buying behaviour Market segmentation: what’s hot, what’s not

Paul Wallbank, Chief Executive, Netsmarts

10:20 – 11.00 am Turbo-charged Platforms SeSSiOn 2 Distribution opportunities Marketing Strategies Rise of multi-platforms Threats and alternatives

Chris Freeman, Head of BT Wrap, BT Financial Group

Brand Identity SeSSiOn 2 High impact, low cost measures to build your brand Too many sub-markets, too many brands Best–practice approach in brand and marketing

Jean-Luc Ambrosi, Head of Corporate Marketing & Communications, Vanguard Investments Australia (2008 Rainmaker Marketer of the Year - Investment Management)

11.00 – 11:20 am Morning Tea

11:20 – 12:00 pm Cast Your Net Wide: Seven Ways to Improve SeSSiOn 3 Outcome from Product Launches

Case studies on product launches that worked 2020 innovation and distribution trends in Australia

Julie McKay, Head of Wealth Finance Products, Leveraged Equities

Digital Media Strategies: How HOSTpluS used Social SeSSiOn 3 Media to Drive Business Outcomes

We are all aware of social media but why use it and how can it provide a real outcome

What works, what shouldn’t you do, and where is social media headed Hear the HOSTpluS Cook For Your Career case study

Wayne Sullivan, Executive Manager, Marketing, HOSTpluSZoe Hibbert, Managing Director, Corporate and Public Affairs, Burson-Marsteller, Australia

12:00 – 12:40 pm What role does the APL and Investment SeSSiOn 4 Committee Have Today in a Modern Financial Planning and Advice Business

Future of Financial Advice reforms: best and worst case scenarios How changing business models affect the manager selection process Changing role of research houses

Aman Ramrakha, Executive Manager, Research, Colonial First State

Case Study: The Media Power of Branded Communities SeSSiOn 4 Creating your own media Targeting brand believers to deliver sales results Looking at the media landscape from a different perspective Making the niche mass

Phil McDonald, Group Managing Director, George Patterson Y&R, Australia

12:40 – 1:30 pm Lunch

1:30 – 2:10 pm How to Succeed in the Managed Accounts Game SeSSiOn 5 Why are financial planning businesses looking seriously at

managed accounts How are financial planning businesses incorporating managed

accounts into their businesses Implications for investment management and model

portfolio design Product manufacturing and distributing your solution

David Heather, Head of Distribution, Investment Administration Services

Panel: Mad Men – Culture Clash between SeSSiOn 5 Fin Services Marketing and the Advertising Industry

Clash between two opposing worlds: highly numerate vs. highly creative Understanding the required outcomes of a financial services marketing

professional Advertising in finance versus in other industries Optimising the impact of advertising campaigns

Robert Miller, Principal, Australia Street ConsultingWill Scully-Power, Managing Director, DataratiStuart Barton, Head of Marketing & Communications, Challenger Michelle Baltazar, Head of Media and Publisher, Financial Standard

2:10 – 2:50 pm The New Instos: SeSSiOn 6 The Rising Average Account Balances of SMSFs

Trends in the SMSF market Profile of the next wave of SMSF trustees Why regulatory reforms favour SMSFs Case studies: investment products that suit SMSFs

Andrea Slattery, Chief Executive Officer, SMSF Professionals’ Association of Australia

Analysing How to Effectively Measure Your SeSSiOn 6 Marketing Spend and Return on Investment

Exploring methods to demonstrate the value of your marketing within the financial services

Identifying what the benchmark is where you can adequately measure the revenue your marketing team is generating

Discussing how to get the best out of your company’s resources to determine the ROIWill Scully-Power, Managing Director, Datarati

2:50 – 3:10 pm Afternoon Tea

3:10 – 4:30 pm Researchers Roundtable plenARY SeSSiOn Grant Kennaway, General Manager Research / Director, LonsecKarla Borland, Vice President, Credit Suisse John Valtwies, Senior Research Analyst, Morningstar AustralasiaMichelle Baltazar, Head of Media and Publisher, Financial Standard

4:30 pm Close

13 – 14 July 2011, Shangri-La Hotel, The Rocks, Sydney

dAY tWO: BeSt pRActice SAleS And MARketing (inStitutiOnAl)8:30 – 8:50 am Registration, coffee and tea service

8:50 – 9:00 am WelcomeChristopher Page, Managing Director, Rainmaker Group

9:00 – 9:40 am Rising Stars: Super is Back on Track, Now What? SeSSiOn 1 Funds management and super, having recovered most of its GFC losses, is back on its long term growth

trajectory albeit it’s still being buffetted by an unfinished symphony of reviews that put it in political limbo. But for political and economic historians it’s playing out precisely as expected. So what will happen next?

Alex Dunnin, Director of Research and Editorial Services, Rainmaker Group

9:40 – 10:20 am Future Proofing the Industry – How do Fund Managers Respond SeSSiOn 2 Best and worst case analysis: the pros and cons of a MySuper product Keeping and winning mandates after super fund mergers and acquisitions Best practice fund manager fee models: a comparative study

Paul Scully, Managing Director, Decision Horizons

10:20 – 11:00 am How to Facilitate Distribution in the Newly Fragmented Institutional Markets SeSSiOn 3 Trends in the sub advisory markets Outsourcing specialist investment mandates Multi-manager portfolios Strategic partnerships

Richard Borysiewicz, Director of Sales, Apostle Asset Management

11:00 – 11:20 am Morning Tea

11:20 – 12:00 pm Aligning Asset Allocation to Investment Manager Selection and Product Solutions SeSSiOn 4 Asset allocation trends according to leading asset consultants and global experts Top performing super funds and a deconstruction of their portfolios

Chris Condon, Partner, Chris Condon Financial Services

12:00 – 12:40 pm Marketing to the Ultra-High Net Worth sector SeSSiOn 5 Family Offices - defining the sector between institutional and retail Culture, outlook and key differences of the UHNW sector Segmenting the UHNW market Trusted Advisers and key decision makers They have their own money, but why should they spend it with you?

Richard Milroy, Director, Dealers’ Group

12:40 – 1:30 pm Lunch

1:30 – 2:10 pm Panel Session: What is Occupying the Minds of Asset Consultants When it Comes to Long SeSSiOn 6 Term Investment Strategies and Manager SelectionRyan Bisch, Principle Director, Exotic Alternatives, MercerKen Atchison, Principal, Atchison ConsultantsGraham Harman, Director, Capital Markets Research – Australasia, Russell InvestmentsMichelle Baltazar, Head of Media and Publisher, Financial Standard

2:10 – 2:50 pm Change Leadership: How Investment Professionals can Best Address ‘Change Resistance’ SeSSiOn 7 in the Face of Legislative Reforms, Company Restructures and the Fundamental Reshaping of the Wealth Management IndustrySylvia Vorhauser-Smith, General Manager Integrated Talent Management, Pageup People

2:50 – 3:10 pm Afternoon Tea

3:10 – 4:30 pm Institutional Investor Round Table SeSSiOn 8Jon Glass, Chief Investment Officer, Media SuperMegan Pham, Chief Investment Officer, AMISTGreg Nolan, Investments Manager, CareSuperAlex Dunnin, Director of Research and Editorial Services, Rainmaker Group

4:30 pm Close

Proudly sponsored by

geongroup.comNote: An email notification will be sent to delegates once presentations are available on RainmakeriTV’s website

www.rainmakeritv.com.au

Official publication

the 17th Annual Rainmaker Sales and Marketing Symposium

RAINMAKER SALES AND MARKETING EXCELLENCE AWARDS 2011The Rainmaker Sales and Marketing Excellence Awards honour outstanding achievements in marketing, sales and product by an individual, a team or an organisation in the wealth management industry. Awards categories include:

MASTER OF CEREMONYRichard MorecroftTV Presenter

Richard Morecroft is perhaps best known for his 20 years as the face of ABC television news and the host of many other programmes, from current affairs to business and documentaries. He is now one of the busiest corporate and conference presenters in Australia, in demand as a master of ceremonies, panel and forum facilitator, media skills executive trainer and corporate video presenter. His onstage Parkinson-style celebrity or executive interviews are entertaining and provocative, and as a speaker, his behind-the-scenes stories of TV news range from hilarious to revealing. One of the best conference hosts in Australia, Richard Morecroft is always meticulously prepared, professional, entertaining, and, by popular consensus, a delight to work with. In August 2010 Richard returned to the TV studio after eight years as host of SBS’ Letters and Numbers, a game show devoted to word puzzles and numerical challenges

Best Website of the Year (Superannuation) Best Website of the Year (Investment Management) Best Website of the Year (Financial Planning) Best Advertising Campaign of the Year (Consumer) Best Advertising Campaign of the Year (Trade) Best Direct Mail of the Year (Print) Best Innovation of the Year Best New Investment Product of the Year

Best Integrated Campaign Rainmaker Wealth Management Executive of the Year Rainmaker Business Development Manager of the

Year (Superannuation) Rainmaker Business Development Manager of the

Year (Investment Management) Rainmaker Marketer of the Year (Superannuation) Rainmaker Marketer of the Year

(Investment Management) Rainmaker Marketer of the Year (Financial Planning)

SpeciAl event

DRESS STANDARDThe dress standard for the Symposium and Awards Dinner is business or business smart casual.

13 – 14 July 2011, Shangri-La Hotel, The Rocks, Sydney

SpeAkeR pROfileS

christopher pageManaging DirectorRainmaker Group

Christopher Page the founder, Managing Director and Group Publisher of the Rainmaker Group of companies. At the Rainmaker Group, Chris leads business development, product innovation, strategic

planning and customer relationship management. Prior to forming Rainmaker Group, Chris held a wide range of senior management roles with investment managers.

Jean-luc AmbrosiHead of Corporate Marketing & Com-munications Vanguard Investments

Jean-Luc holds a Bachelor in Psychology and a Masters in Marketing. His background covers various aspects of marketing from both a strategic and implementation perspective.

Having worked on both agency and client side, Jean-Luc has built an impressive reputation by developing cutting edge marketing strategies and activities for a number of icon brands.

Among his recent achievements Jean-Luc led the complete transformation of the NAB Cards portfolio, developed the strategy and implementation of the rebranding of Members Equity to ME Bank and launched the BlackRock brand in Australia.

Jean-Luc is currently Head of Corporate Marketing and Communication at Vanguard.

ken AtchisonPrincipalAtchison Consultants

Ken has been involved in financial markets since the early 1970s. After gaining significant experience in the management of investment portfolios, he moved to providing investment advice to superannuation funds.

In the years prior to establishing Atchison Consultants in 2001, he was a senior asset consultant with the global firm Towers Perrin (now part of the Russell Group).

Ken’s consultancy experience covers a broad range of areas within investment portfolio and business management. This includes advice on the setting up of investment management businesses, the choice of in-house or outsourced investment management arrangements, the setting of investment policy and structures for investment strategy, capital market analysis and investment manager research and selection.

Michelle BaltazarHead of Media & Publisher Financial Standard

Michelle Baltazar is the Head of Media and Publisher of Financial Standard, the media division of the Rainmaker Group of companies which includes Rainmaker Information, SelectingSuper, SelectAdviser, Financial

Standard, The Australian Journal of Financial Planning, Journal of Investment Strategy, Journal of Superannuation Management,The Journal of Financial Services Technology and Rainmaker iTV. Michelle has more than 12 years experience in financial services media including roles at BRW in Sydney and Shares Magazine in London. She joined Financial Standard as a senior journalist in 2005 and was editor for the past three years prior to taking on her current role.

Stuart BartonGeneral Manager, Corporate Marketing and CommuniationsChallengerStuart Barton is the General Manager of Corporate Marketing and Communications for ASX-listed Challenger Limited, a $2 billion financial services firm.

After completing degrees in Law and Commerce, he flirted briefly with corporate law, then wandered aimlessly into technology investment banking and venture capital. His undergraduate suspicions regarding Rational Choice Theory were nurtured into deep-rooted cynicism during six years spent working for Macquarie Bank in Sydney and Silicon Valley throughout the dotcom boom and bust. After realising that much of corporate finance had nothing at all to do with numbers, he decided to make a more honest living in financial communications, working firstly as a strategic media adviser to M&A and IPO transactions, then as Head of Communications and Marketing for investment bank UBS.

More recently Stuart and his team conceived and launched a three-year, $30 million integrated marketing campaign to establish Challenger as a retail financial brand.

SpeAkeR pROfileS

the 17th Annual Rainmaker Sales and Marketing Symposium

SpeAkeR pROfileS

Richard BorysiewiczDirector of Sales Apostle Asset Management

Richard Borysiewicz recently completed a 4 year tenure as CEO of Credit Agricole Asset Management (now rebranded as Amundi). During those 4 years he opened a start up operation and completed a merger

with Societe Generale Asset Management to create Amundi Asset Management in Australia. The assets under management after 4 years were over A$2.5 billion (at the end of September 2010). Prior to this he was an Executive Director and Head of Sales and Marketing at Skandia Australia for over 2 years. Earlier in his career he was at BT/Principal as EVP and Head of Institutional Business and at Rothschild Australia for 9 years where he held a number of roles in both Retail and Institutional, and was Head of Institutional Business and a Board Member for the last 2 years there.

He has a B.A. (Economics) from the University of NSW and has completed an Executive Leadership Programme from Kellogg School of Business in Chicago. Richard was in the Australian Army Reserve for 10 years and held the rank of Captain. He has been married to Teresa for 20 years and has 2 children (Albert, 18 and Bianca, 15)

Ryan BischPrincipal, Director of Exotic AlternativesMercer

Ryan is a Principal and Director of Exotic Alternatives in Mercer’s Alternatives Boutique, a unit within the Investment Consulting business. In this role he is responsible for generation of intellectual

capital and research of esoteric/niche alternative investments. Additionally, Ryan is the lead researcher for Mercer’s coverage of insurance linked strategies.

He also provides advice on investments in alternative assets strategies for a number of institutional clients.

Ryan joined Mercer in September 2002 as an Actuarial Consultant. He is based in Sydney, Australia. He holds a Bachelor of Science majoring in actuarial science from the University of Alberta, Canada. Ryan is a CAIA charterholder and an affiliate member of the CFA Institute.

karla BorlandVice President – Funds AnalystCredit Suisse Private Banking

Karla Borland joined the Credit Suisse Private Bank in the role of Vice President specialising in fund analysis and advisory at the bank.

Prior to Credit Suisse, Karla was the Head of Research at Investec Private Advisers, having been there for seven years. She also previously worked as a tax professional at PricewaterhouseCoopers.

Karla completed her bachelor’s degree in Accounting and Finance at University of Sydney and holds a diploma in Financial Planning.

chris condonPartnerChris Condon Financial Services

Chris has been in the industry for 26 years. He joined Tower Perrin in 1984 and was a founding member of that firm’s asset consulting business.

In 1990 he moved to Frank Russell Company as its Director of Consulting in Australia. The last couple of years at Russell were spent in London.

In 1997 Chris returned to Australia to join the MLC Investment Management team and was its Chief Investment Officer from 1998 until 2010. In this capacity he led a substantial investment team charged with managing the $60 billion in MLC’s manager of manager’s products. Chris was intimately involved in all aspects of this, including asset allocation, investment manager selection and monitoring, capital markets research, performance analysis and reporting.

In March 2010 Chris established a new advisory firm to assist institutional investors in the development, implementation and management of their investment programmes. Services include:

Investment research and strategy.

Advice on investment governance, including coaching or reviewing internal investment teams.

Participation in clients’ investment review and approval processes.

Advice on product development.

Chris is a Fellow of the Institute of Actuaries of Australia and holds a First Class Honours degree in Finance from University of NSW.

13 – 14 July 2011, Shangri-La Hotel, The Rocks, Sydney

SpeAkeR pROfileS

Alex dunninDirector of Research and Editorial ServicesRainmaker Group

Alex Dunnin is Director of Research and Editorial Services at Rainmaker Information and leads the ongoing research program into all aspects of the financial services market place.

Prior to joining Rainmaker in 1997, Alex was the director of research at the then Insurance and Superannuation Commission (now APRA) where he developed many industry benchmark surveys of superannuation funds that are still in use today.

chris freemanHead of BT WrapBT Financial Group

Chris Freeman is a Chartered Accountant and has over 36 years of experience in the financial services industry. He has been a partner in a Chartered Accountancy practice, worked in Asia for an Australian investment

company, has had extensive experience in sales and distribution of many financial services products.

Chris commenced his career with a nine year stint at Chartered Accountancy firm that was sold to Coopers and Lybrand. Then he went into practice with two colleagues. After five years in his own accountancy practice he pursued a career in investment banking, joining stockbrokers Jackson Limited. During his time at Jackson’s Chris was an Institutional Equities Dealer and managed the Hong Kong office for two years.

In 1989 Chris joined Bankers Trust in Sydney in the Investment Bank. During his long career Chris has held many different roles. While in the Investment Bank he was Head of the Asian Desk, Global Head of Institutional Sales and Joint Head of BT’s Equity Division.

In 1995 Chris transferred to BT Funds Management. Chris has held many senior sales & distribution roles, including State Manager, National Manager and Head of Distribution; products included retail funds, margin lending, wraps and bank products.

In 2005 Chris was appointed the Head of Wrap Solutions. This business is responsible for the end to end manufacture and distribution of BT’s very successful wrap products. After a change of name for the business unit Chris’ title is currently Head of BT Wrap.

Chris is a director of numerous BT Group companies, a member of Institute of Chartered Accountants Financial Planning Specialists Committee

Jon glassChief Investment OfficerMedia Super

Jon Glass is the Chief Investment Officer for Media Super, which is the industry super fund for print, media, entertainment and arts professionals. He commenced in this position in 2009. He has had approximately 28 years

experience in the investment industry; working in consulting, funds management and stockbroking. Jon holds a PhD in Pure Mathematics from Cambridge University.

graham harmanDirector, Capital Markets Research-AustralasiaRussell Investments

Graham Harman is the director of capital markets research for Russell Investments. Based in Sydney, Graham is responsible for identifying the research needs of Russell’s

clients and conducting and supervising that research. Graham joined Russell in 2010.

Prior to joining Russell, Graham served as head of investment strategy at Citigroup Australia, where he was responsible for asset allocation and equity market advice to pension funds, investment managers and retail investors. He previously held the position of director of quantitative analysis, responsible for risk modeling and return and style analysis.

Graham has extensive experience in funds management, managing international and domestic equity portfolios both at IAG, and also at AMP, where he served as head of research and as a member of the private investments committee. In asset consulting, he has worked for Towers Perrin, with particular responsibilities for asset allocation, fixed interest manager research, and custody consulting. Graham has also worked as the economist at J P Morgan Australia for a number of years; and has worked with Coca-Cola Amatil in investor relations.

Graham is a Fellow of Finsia, serves on the Investment Advisory Group and on the Financial Markets Advisory Group. He has a Bachelor of Commerce (Honours), University of NSW, Master of Commerce (Honours), University of NSW, Master of Arts, Macquarie University and a Graduate Diploma in Security Analysis, Finsia.

the 17th Annual Rainmaker Sales and Marketing Symposium

SpeAkeR pROfileS

david heatherHead of DistributionInvestment Administration Services

David has over 20 years experience in the financial services industry and has held a number of senior roles at Permanent Trustee, Trust Company, Aegis and Investment Administration Services (IAS) in custody,

operations, information technology, investment administration and managed accounts. These roles have included responsibility for sales and distribution, product development, defining operational and technology strategies and implementing change. David has extensive experience in the administration of listed investments, managed accounts, sales and relationship management.

David joined IAS in early 2008 in the Head of Distribution role where he focuses on the design, build and implementation of Private Label discretionary portfolio services for advisory firms.

Zoe hibbertManaging Director, Corporate and Public AffairsBurson-Marsteller, Australia

Zoe Hibbert has spent much of her career working with large organisations to manage their complex environments by developing their strategic communication capabilities.

Her experience in this sector is significant, developed from first-hand experience in the corporate sector, and as an academic researching the theoretical underpinnings of sound practice. Zoe has been engaged by both large government organisations as well as corporate institutions to benchmark their existing capabilities and develop effective communication functions, often from the ground up, to drive their long term business objectives.

For more than 20 years Zoe has worked closely with large government departments, developing strategic communication programs for the Australian Defence Force and the Australian Tax Office, conducted best practice benchmarking for the Australian Securities and Investment Commission (ASIC) as well as provided counsel to organisations in the telecommunications, health, ICT, finance and chemical industry sectors.

Her experience in issues management is extensive and includes many global companies, including Ciba, Thales, AMP, Accenture, Henkel, Qualcomm, Huawei, HostPlus and Siemens.

Zoe’s background is a mix of in-house and consultancy roles; however, her time as an academic in the prestigious School of Communication at Charles Sturt University (CSU), provided the scope to research and publish in the area of strategic organisational communication. She is a key researcher in an Australian Research Council (ARC) project to develop a computer game that simulates crisis communication within the Australian Defence Force; the project is jointly funded by the ARC, Australian Defence Simulations Office and CSU.

Zoe graduated with a Doctor of Communication in 2011. The topic of her doctorate is “The structuring of government organisations’ communication strategies in a complex media environment.”

grant kennawayGeneral Manager Research / DirectorLONSEC

Grant has spent the last decade helping build the Lonsec research business, initially as an Investment Analyst and subsequently Head of Managed Funds Research and General Manager Research. As General Manager

Research Grant has overall responsibility for the Lonsec Managed Funds, Structured Products, Natural Resources, Direct Property and Infrastructure research teams as well as Lonsec’s Investment Consulting division. Grant is an Executive Director of Lonsec and a member of the Lonsec Investment Committee.

Prior to joining Lonsec in May 2000, Grant spent the preceding ten years working within funds management roles with County Investment Management and HSBC Asset Management in Melbourne and Goldman Sachs in London. Grant’s academic qualifications include a BA, a Postgraduate Diploma in Management, the Diploma of Financial Planning and a Master of Business Administration. Grant has also completed the ASX Broker Exam.

phil McdonaldGroup Managing DirectorGeorge Patterson Y&R, Australia

Phil has 21 years experience in advertising and marketing; ten of those years as a managing director of multi-national advertising agencies in Australia and Asia.

He has worked and lived in the Sydney, Brisbane, Melbourne, Thailand, Singapore and Vietnam markets. And has worked for some of the world’s leading advertising agencies like Mojo, Clemenger BBDO, Leo Burnett and for the last five years George Patterson Y&R in Australia. He also sits on the regional board of Y&R Brands.

Phil has led brand strategy and top level client relationships on an extremely diverse, multi-national client set, including some of the world’s biggest global brands; Heineken, General Motors, Tiger Beer, McDonalds, Johnnie Walker, Coca-Cola, Wrigleys, LG and Colgate Palmolive to name a few.

Phil also has extensive, Australian based experience, working with clients like Tourism Queensland, News Limited, Queensland Government, NSW Government, Suncorp, Telstra and The Australian Newspaper.

Phil is a past Chairman of the Brisbane International Film Festival (BIFF) and board member of the Queensland Government’s Pacific Film &Television Commission.

13 – 14 July 2011, Shangri-La Hotel, The Rocks, Sydney

tony McdonaldManaging DirectorSnowball Group

McDonald started his career as a commercial lawyer, working with two of the major international law firms in Australia, London and New York. During his career as a lawyer he specialised in commercial law.

McDonald joined the financial services industry in 1989 as a General Manager for Pacific Mutual Australia Limited, a listed financial services company. He was responsible for the marketing and operations of the funds management business.

During this period he was also a director of the then Investment Funds Association and the Chairman of its Electronic Commerce Sub-Committee.

In 1996 he joined Jardine Fleming Holdings Limited in Hong Kong. While in Hong Kong he was a director of the retail business responsible for marketing and products across a number of Asian offices. He returned to Australia in 1999 as a director of Spencer Stuart, the global executive search firm.

He joined Snowball Group Limited in late 1999 as a founder and as managing director. Since inception, Snowball has grown from a standing start to approximately $ 5 billion in funds under advice and management.

Snowball is now a public company listed on the ASX and is the licensee for the Outlook and Western Pacific advice businesses. It also incorporates the Duncan Dovico and OTAS accounting businesses as well as Officum investment research and portfolio management business.

Snowball has grown over the last ten years from a combination of organic and acquisition growth.

Julie MckayHead of Wealth Finance ProductsLeveraged Equities

Julie joined the Bendigo and Adelaide Bank Group in 2007 as Head of Structure Products and took over as Head of Wealth Finance Products in September 2008. Prior to joining the Group, Julie held various roles during 10

years with Commonwealth Bank. These roles included Head of Structured Equity Products (distributing Investment product through CommSec and the private bank), Senior Executive Business Planning reporting to the then CEO David Murray and Executive Market Risk Policy. Prior to Commonwealth Bank Julie managed operations for an Australian commodity trading adviser (CTA) and worked in Sydney and Hong Kong for Bank of America. Julie has a post graduate diploma in mathematics and finance, is currently undertaking a Juris Doctor and is due to complete level 3 of the Chartered Financial Analyst program in June 2011.

Robert g MillerPrincipalAustralia Street Consulting

Consultant, speaker and popular columnist Bob Miller is the marketing guy with a “focus” obsession. He offers a vast range of experience, wisdom and lateral thinking to marketing solutions.

He brings to the table forty years’ experience in large and small ad agencies, client marketing divisions and the media.

During his tenure as General Manager, Marketing, Toyota Australia achieved outright market leadership. Most Australians are familiar with Bob’s 26-year-running Toyota theme “Oh, What a Feeling!”, the whacky Camry Chicken and other memorably focused ad campaigns. More recently, Bob ran Sydney talk radio station 2UE for a year and a half. He is also proud to have been a director of The Cerebral Palsy Alliance for eleven years.

As three times Past-President of AANA (Association of Australian National Advertisers) the marketing industry has recognised Bob Miller’s service many times. In 2010 AANA honoured Bob with its first “Phil J. Warner Award” for lifetime achievement and contributions to the Australian advertising industry.

Marketing magazine declared Bob its inaugural “Marketer of the Decade” in 1994. Bob is a Life Member of AMI and one of its foundation Certified Practising Marketers.

The Australian Marketing Institute awarded him its coveted Sir Charles McGrath Medal in 1993 as “Marketing Executive of the Year”, the significance of which was acknowledged in a personal letter from the Prime Minister of Australia at the time, Paul Keating.

Bob is in his eleventh year as adjunct professor at Macquarie University, lecturing in marketing communications and business-to-business marketing. There he is a member of the Dean’s Industry Advisory Board.

Bob has made a career commitment to persuading audiences and marketing practitioners of the value of a single, central key thought in communications. It’s all about focus.

Richard MilroyDirectorThe Dealers’ Group

Richard Milroy has worked in the investment industry in London and Sydney since 1995. Specialising in publishing and events, he formed Resnik Communications with Paul Resnik in 2000, which became a leading

conference, marketing and consulting business in Australian retail financial services, before being acquired by Kaplan in 2004. Richard subsequently worked for Givewell, a philanthropy research firm associated with the magazine Ethical Investor, before forming Dealers’ Group in 2006. Dealers’ Group is a multi-disciplinary membership group for family offices, UHNW clients and their key advisers. Richard holds a BA Hons in Political Science from Newcastle University in the UK.

SpeAkeR pROfileS

the 17th Annual Rainmaker Sales and Marketing Symposium

SpeAkeR pROfileS

greg nolanGeneral Manager - InvestmentCareSuper

Greg Nolan works for CareSuper in the position of General Manager- Investment. Greg is responsible for recommending and implementing CareSuper’s investment strategy as determined by the Board. Greg is also responsible for managing the

relationship with the Fund’s asset consultant and investment managers to ensure the philosophy and objectives of the Board’s strategy are satisfied across all asset classes and investment options.

Greg has spent his entire career in financial markets - commencing in 1974 in money markets, where he developed extensive experience as a trader and client relationship manager in global fixed interest and derivative markets. He joined CareSuper in 2006.

Greg holds a Bachelor of Economics from Monash University, is a Certified Investment Management Analyst as well as a graduate of the AICD Diploma course.

In 2009 Greg was awarded the Australian Institute of Superannuation Trustees (AIST) Investment Professional of the Year.

Marianne perkovic General Manager Advice Business Colonial First State

Marianne is the General Manager Colonial First State Advice Business. In this role she is responsible for Commonwealth Financial Planning (CFP), BW Financial Advice, Financial Wisdom, Whittaker Macnaught,

and the related dealer group support areas.

Before this role, Marianne was the General Manager of Distribution at Colonial First State.

Marianne has 17 years experience in financial services. Prior to joining CFS, she was with Count Financial Limited for eleven-and-a-half years. Over her time at Count, Marianne’s focus was on improving the efficiency of the advice process for advisers and enhancing client communications to assist in the delivery and understanding of quality advice. She held various roles at Count, which included General Manager, National Business Development Manager and Technical & Adviser Services Manager. She was appointed as an Executive Director in 2004, then Chief Executive Officer and Managing Director in August 2006. Her CEO appointment made her the youngest female CEO of an ASX – listed company.

Her industry experience includes memberships with FSC’s Advice Board Committee and the FPA’s Medium and Large Licensees Committee. Marianne was part of the working groups for both FSC and FPA which coordinated industry submissions to the government.

Marianne has a Bachelor of Economics with a Business Law major from Macquarie University and she completed an MBA with the Macquarie Graduate School of Management in 2005.

Megan phamChief Investment OfficerAMIST

As Chief Investment Officer of AMIST Super since August 2010, Megan is responsible for managing the investments of the $1 billion fund. This includes asset allocation, manager selection & monitoring, compliance, custody,

transition and unit price/accounting issues. Prior to joining AMIST Super, Megan was Assistant Investment Officer at Non-Government Schools Superannuation (NGS Super), a $3 billion dollar fund. Megan has also worked at Mercer Investment Consulting as a Research Analyst.

Aman RamrakhaExecutive Manager, ResearchColonial First State

Aman is responsible for the Research function within the CFS Advice Business encompassing the following licensees - Commonwealth Financial Planning, Financial Wisdom, Whittaker Macnaught, BW

Financial Advice and Advice Essentials. In this role Aman is chair of the Product Review Committee which governs the Approved Product List of each licensee.

Aman has over 20 years financial services experience and has held technical, consulting and advisory roles at BT Financial Group, Colonial First State, KPMG and the Commonwealth Private Bank. Aman holds a Bachelor of Commerce (Economics and Finance), a Graduate Diploma in Applied Finance and Investments and the Diploma of Financial Planning.

13 – 14 July 2011, Shangri-La Hotel, The Rocks, Sydney

SpeAkeR pROfileS

paul ScullyManaging DirectorDecisions Horizon

Paul is Managing Director of Decision Horizons, a consulting enterprise through which he offers his services based on 30 years of experience in financial services and investment management. Paul is an actuary

by training, was Chief Executive Officer for the Asia Pacific region of ING Investment Management and a member of its global board. He has held in addition executive positions in life insurance and retail funds management and directorships in funds management companies in many Asian countries. He now maintains a portfolio of non-executive directorships, including a major public sector superannuation fund, its financial planning provider and a private equity fund-of-funds, and undertakes a range of consulting assignments.

Will Scully-powerManaging DirectorDatarati

Will is the managing director of Datarati, the Asia-Pacific’s fastest growing data-driven marketing automation, analytics and optimisation company. Datarati provides actionable insights to improve campaign

performance and ROI.

Before joining Datarati, Will was the data director at global advertising agency M&C Saatchi/Mark. Clients included ANZ, Optus, Qantas, Woolworths, Westfield, IAG and Freedom Furniture.

In 2008, Will spent two years as the general manager of the agency On-Demand. At On-Demand, he successfully led the implementation of more than 150 Customer Relationship Management (CRM) and Marketing Automation Database (MAD) projects. Clients included Telstra, Vodafone, AAPT, Commonwealth Bank and NRMA.

Andrea SlatteryChief Executive OfficerSMSF Professionals’ Association of Australia

Andrea has worked in the financial services industry for over 20 years and has established herself as an authority in the SMSF field. Her passion for the industry and its

self-regulation is one of the reasons for SPAA’s inception and recognition as the peak professional body for the sector.

Through her participation in numerous committees and panels, Andrea focuses on building integrity, best practice standards for advice, education, and advocacy of the SMSF industry.

Wayne SullivanExecutive Manager, MarketingHOSTPLUS

Wayne has more than 25 years experience in financial services marketing, holding senior marketing roles in general insurance, banking, and superannuation. A former Rainmaker Superannuation Marketer of the

Year (2008), Wayne has been directly involved in numerous communications awards across three different funds and has also written published articles on communicating with superannuation members. Wayne has been presenting on marketing and communication topics at industry forums and conferences for a decade.

John valtwiesSenior Research AnalystMorningstar

John is a Senior Research Analyst with Morningstar, a leading provider of independent investment research in North America, Europe, Australasia, and Asia. John is responsible for conducting qualitative

research on Australian and New Zealand fund managers and their funds. Before joining Morningstar in 2009, John worked at multi-manager investment manager Intech as a Research Analyst in the firm’s Equities and Property team, responsible for undertaking fund manager research and acting as back-up portfolio manager for the firm’s Australian shares portfolios. He was previously an Investment Specialist at Australian Skandia, responsible for communicating the firm’s research capability and investment offerings. John has also worked as a Performance Analyst with Close Wealth Management, and a Compliance Analyst in the Private Wealth Management Division of Goldman Sachs International, both in London.

the 17th Annual Rainmaker Sales and Marketing Symposium

Sylvia vorhauser-SmithGeneral Manager, Integrated Talent ManagementPageUp People

Sylvia Vorhauser-Smith is General Manager, Integrated Talent Management at PageUp People. Sylvia holds degrees in business and psychology and is currently completing a

Master of Science in NeuroLeadership. Sylvia has 25 years experience as a senior talent management and human resources practitioner and consultant. Her corporate career included roles in corporate finance and human resources at Citibank and Westpac. Sylvia established talent management consulting firm, Talent Edge, which was acquired by PageUp People in 2007. Sylvia is committed to thought leadership in the field of talent management, and is a regular national and international speaker on neuroscience and talent management.

paul WallbankChief ExecutiveNetsmarts

Paul Wallbank is the chief executive of Netsmarts, a consultancy that helps organisations find opportunities in the online world.

With Netsmarts, Paul draws on his 16 years of working with businesses and government agencies to develop strategies that maximise their online presence using web and social media tools.

Paul has worked with a diverse range of clients including Google, Microsoft and Dell along with developing the Digital Sydney strategy for the NSW State Government, an initiative designed to boost the city’s profile as a global centre in the online economy.

Along with his role at Netsmarts Paul is a regular broadcaster with four regular ABC radio business segments, as well as being a weekly columnist with smartcompany.com.au. Paul is also a regular contributor to ABC’s The Drum and US technology website Silicon Alley Insider.

Paul has written seven books on business technology and change. John Wiley & Sons will release his latest book, e-Business, in July.