When Graham joined The Openwork Partnership nearly two decades ago, the financial services landscape looked very different. It was the mid-2000s, the credit crunch was hitting, and regulations were tightening fast. For a sole adviser looking to future-proof his business, choosing the right network was vital.
“I was looking for a network that could offer a strong professional support structure to help me navigate that period of uncertainty… I knew I needed a network that would make it as straightforward as possible while still allowing me to focus on clients and building my business. Openwork offered exactly that… the support has been consistent, the culture professional, and the guidance invaluable.”
From spare room to scaling at pace
At the start, Graham’s business was small; just him and an administrator. No office, just working from a spare bedroom, handling client paperwork manually, and spending most days on the road visiting clients in their homes.
“It was a personal and traditional way of working, but it lacked the technology, structure, and support needed to grow and modernise the business. Enter Openwork.”
Graham now leads a team of eight advisers across the UK. They operate a hybrid model and, thanks to The Openwork Partnership’s infrastructure, the business still runs efficiently with just one administrator.
“The business has evolved massively. I’ve stepped up from a solely advisory role, to now supporting and training my team too. It’s become a robust business with national reach and a clear structure.”
A network of colleagues, contacts and clients
Growth came through both opportunity and resilience. When a fellow Openwork adviser suffered a health scare and decided to retire, Graham stepped in to take on his client bank.
“We were good friends and both part of the partnership as ARs. When illness struck and he wanted to retire, he knew he could trust me with his clients. By taking on more clients, I was able to grow the business further – the agreement worked perfectly for both of us.”
The increase in clients led to the recruitment of his first adviser, David, who remains a core part of the team eight years later. But, like many growing businesses, Graham’s recruitment journey wasn’t without challenges. There were a number of hires who weren’t the right fit, causing frustration and wasted time.
The turning point came when Graham engaged Openwork’s recruitment support team. With the help of in-house expertise, he’s recruited five new advisers, all of whom are still with the firm.
“In the past, I recruited advisers independently and quickly realised that, while I may be a good adviser, I’m not an experienced recruiter. With Openwork, they’re experts, and they take a long-term view. Their vested interest in helping firms grow with advisers who’ll stay and succeed means that I can trust the calibre and fit of new hires… It’s still early days for some of them, but I’ve got real confidence in their potential. I’m committed to helping them succeed because I genuinely believe they’ve got what it takes.”
The foundations to succeed
As Graham’s team and business grew, he knew the model needed to evolve.
“Openwork saw my ambition to scale and actively stepped in to support it. The introduction of Partnership Development Managers has been a game-changer; instrumental in encouraging me to do bigger and better things.”
He’s also taken full advantage of the Business School and Openwork training modules to help with the adoption of scalable practices.
“The Business School and ConcertHub have made it possible to train new advisers without doing it all myself. The ability to lean on structured courses has made onboarding smoother, boosted adviser confidence, and allowed me to delegate large parts of the training process without compromising quality. That’s freed up my time to continue writing business and support the wider team. It’s taken a lot of pressure off and made growth feel much more manageable.”
Community and culture
Beyond recruitment and development, Graham really values the culture of Openwork.
“They’re not just a network, they’re a partner. They want me to succeed because when I do, they do too. It’s a healthy relationship built on a shared goal: doing the right thing for our clients.”
He’s also quick to acknowledge that even as a growing business, being a Principal and business owner can feel lonely at times.
“No one else in the team carries the same pressure. That’s why the partnership culture is so important, giving access to programmes like Partnering for Growth and the community Peer Groups. You share real challenges with people who are in the same shoes as you. It’s like therapy… except it counts as CPD.”
Compliance matters
While the culture is obviously a very important aspect for Graham, there’s also a full appreciation for the ‘boring’ side.
“We work in a heavily regulated environment, and while I want to run my business my way, I know there are compliance requirements that must be met. Openwork gives me the flexibility to do exactly that. They provide the structure I need to stay compliant without micromanaging how I operate. And if you want to grow (and let’s be honest, who doesn’t) the support is there. They’ll offer you guidance on how to do it the right way.”
No slowing down
Graham isn’t slowing down. He’s committed to continuing on the same growth-driven path, recruiting the right advisers, training them well, and building a lasting legacy.
“Above all, I’ve built something that still allows me to prioritise what matters most — my family, my team, and delivering great outcomes for clients — all while staying compliant and future-focused. That’s the kind of balance I was hoping for when I joined, and it’s exactly what I’ve found. Openwork won’t do it for you — but they’ll help you do it better.”