Mind the gap

Anyone who has travelled on the London Underground knows the phrase - a reminder to be aware of the space between the train and the platform.

After a great day at the PFS National Conference 2025, it has taken on a new meaning for me. As a profession, we are navigating a gap between where we are today and where we need to be to deliver financial advice that is accessible, modern and truly client-centred.

Financial planning: a profession ready to evolve

There was a real energy in the room this year. The conference brought together advisers, paraplanners, providers and policymakers who share a genuine desire to move the profession forward.

From the main stage to the exhibition floor, it was clear that people are not just talking about change - they are ready to make it happen.

The Focus team and I had dozens of inspiring conversations with firms determined to bridge gaps in their own businesses, whether that means improving efficiency, empowering younger advisers or creating a more seamless client experience.

The advice gap: reaching more people, more effectively

There is a strong sense of optimism that the Advice Guidance Boundary Review could unlock new ways to deliver support to consumers. The profession recognises that scalable, compliant solutions will be essential if we are to meet growing demand sustainably.

"AGBR brings challenges, but offers switched-on advice firms the chance to expand their markets, which is where Focus comes in."

At Focus, we believe technology can extend the reach of advice - not by replacing the adviser, but by giving them more time for the personal conversations that really matter. Our goal is to provide the digital infrastructure that lets advisers focus on what matters most: building trust and helping clients make confident decisions about their futures.

It was fantastic to showcase our technology at the conference. One person I spoke to said:

"If I were to imagine a system that would transform my business, it would look like this."

The talent gap: the next generation coming through

Another theme that stood out was talent - both its shortage and its potential. We met students and early-career professionals who were full of enthusiasm for financial planning. Their energy is precisely what the profession needs.

But we also heard from firms struggling to create the right environment for them to thrive.

"Technology cannot solve the talent gap alone, but it can make an advice career more attractive and sustainable."

If we want to attract and retain great people, we have to make the advice profession modern, inclusive and rewarding - supported by tools that simplify complexity and make the day-to-day experience of giving advice more intuitive.

The innovation gap: from compliance burden to confidence builder

For years, innovation has often been seen as something to be managed - even feared.

This year, the conversation felt different. There was genuine curiosity and a growing belief that responsible innovation can enhance compliance and build trust, rather than undermine it.

That shift matters. We are now seeing firms embrace technology to create consistent, transparent and auditable advice journeys - exactly what clients and regulators expect. It is about using innovation to strengthen advice, not digitising for efficiency's sake.

Where AI fits in

AI was never far from the conversation. For us, the opportunity is not about replacing judgement, but about augmenting it. Used well, AI can help advisers surface insights faster, pre-populate routine documentation and highlight potential risks earlier in the process - all while keeping the adviser firmly in control.

The firms that will benefit most are those that treat AI as part of a robust advice framework: explainable, governed and embedded in a clear, compliant process. That is where platforms like ours can help - turning AI from a buzzword into a practical tool that supports better outcomes.

The generation gap: new clients, new expectations

We are in the midst of one of the most significant intergenerational wealth transfers in history. Younger clients - Gen Z and Millennials - bring different priorities and expectations. They want flexibility, clarity and digital access alongside trusted guidance.

To stay relevant, the profession must evolve its engagement models and language. Technology has a critical role here too, enabling more dynamic, continuous relationships and helping advisers meet clients where they are: online, on their phones and on their own terms.

Looking ahead

We left the PFS National Conference energised by the conversations we had and inspired by the passion we saw across the profession. We are excited about the months ahead as we bring our advice and practice management platform to a wider market - built with enterprise experience, designed for ambitious firms that want to transform how they serve their clients with technology.

We cannot close every gap overnight. But by working together, learning from one another and embracing thoughtful innovation, we can make meaningful progress.

Ready to keep the conversation going? Let's talk about how we can help you bridge the gaps in your business.