Scott Carmichael

Founders spend years building a business, and often years preparing it for sale. Escala says too few spend adequate time preparing for the transition and the period immediately after settlement, when concentrated business value is converted into liquid capital.

When managed well, founders can establish a pathway to resilient sustained wealth. Without enough groundwork, the impact can be long-term and compounding.

Founders are selling, but settlement is not the finish line

The complexity of the transition that follows a successful business sale cannot be underestimated. While settlement may feel like the end of the journey, it marks the beginning of a very different set of decisions and adjustments.

Scott Carmichael, Head of Advisory at Escala, said, “Settlement of a business sale or transition can affect every aspect of daily life, with the challenges being just as psychological and emotional as they are financial or operational. For this reason, the plan needs to consider the whole of life alongside investment planning.”

Founders who sell businesses have invariably been consumed by the day-to-day operations of the business and the sale process itself. In many instances, little forward planning has been undertaken.

“The advisor’s role is first and foremost to listen, understand where a founder’s ambitions lie, identify potential risks, and help create a clear vision for what comes next.”

Many founders move from running a business they know intimately to overseeing a significant pool of liquid capital across markets and opportunities that may feel far less familiar.

“That shift can be confronting,” Carmichael said. “Even simple measures, such as establishing a regular ‘salary’, can reduce uncertainty and support better decision-making.”

“Continuity is critical. While founders may have long-standing relationships with accountants, lawyers and other trusted advisors, the wealth advisor is the element that brings these functions together, ensuring they work collectively to formulate a cohesive strategy and a clear vision for the future. Keeping those relationships aligned is an equally important part of managing risk.”

The post-sale strategy is a critical wealth issue

Escala believes the initial post-sale period is one of the most critical, yet often overlooked, stages of the founder wealth journey. A successful exit creates an important opportunity to pause after what is often one of the most significant events of a founder’s life. It provides the time to evaluate personal priorities, family objectives and long-term ambitions before committing capital. It is equally important to recognise that developing a sound strategy for a life-changing event takes time. Over the years following a sale, objectives and vision often become clearer.

“Founders need to understand their liquidity needs, tax position, income requirements, family objectives, retained business interests and long-term investment horizon,” Carmichael said.

“That requires careful consideration. The first question should be what the capital needs to achieve, not where to invest.”

Simon Dawkins, Head of Capital Markets and Escala’s Direct Investment Group, believes without a plan, founders can move too quickly into risk assets, sit too long in cash, or move back towards concentrated direct opportunities because they feel familiar.

Escala’s Direct Investment Group, led by Dawkins, was established to meet Escala’s UHNW client demand for access to institutional-quality direct investment opportunities across all asset classes; and plays a very relevant role in this scenario.

“For example, we see an important role for a curated portfolio of direct investment-grade bonds to provide capital stability, liquidity within two to three days, and materially higher returns than cash. Being in such a liquid strategy to start with allows for quick redeployment into risk assets as prescribed by the client’s advice team,” said Dawkins. “Capital needs to be working from day one, and this strategy gives clients, together with their advice team, time to refine their target risk profile and allow staged investment into less liquid risk assets.”

Carmichael commented that it is not uncommon for the entirety of a founder’s sale proceeds to be directed to the Direct Investment Group on day one.

He added “it is an excellent example of how an integrated model, which combines wholesale advice, Chief Investment Office oversight, and institutional-quality investments can assist the shift from wealth creation to wealth stewardship.”

The role of wholesale advice

Carmichael concludes that a key part of the ongoing advisory relationship, much like the sale, is helping founders create continuity through that next phase. This may involve working alongside spouses, family members, accountants and other trusted advisors to ensure decisions remain aligned and the family’s objectives are clearly understood.

“These are deeply personal matters and, ultimately, the goal is to provide founders with confidence that their wealth is structured not only for today’s needs, but for the people and priorities that will matter long into the future.”

The post The biggest challenge to founder wealth begins after the business is sold appeared first on AdviserVoice.

Simon Dawkins

The Australian Prudential Regulation Authority’s (APRA) decision to phase out $44 billion worth of additional Tier 1 (AT1) bank hybrids by March 2032 will mark the end of a product income-focused Australian Securities Exchange (ASX) investors have largely embraced. While many will remember the hybrids era fondly, Simon Dawkins, Partner and Head of Capital Markets and Fixed Income at Escala Partners, says there’s an even better option in plain sight for those who qualify as wholesale or sophisticated investors.

“With AT1 hybrids set to disappear, many investors will need to rethink how they generate income from this part of their portfolio,” Dawkins says. “For eligible investors, high-quality, investment-grade Australian floating-rate notes (FRNs) available in the wholesale over-the-counter (OTC) bond market are not just a substitute for hybrids but a more superior proposition.”

To be considered a sophisticated investor, an individual must have a gross annual income of at least $250,000 for the past two years or net assets of at least $2.5 million. Through Escala’s managed discretionary account (MDA), these investors can access a curated portfolio of direct fixed-income securities traded in the wholesale market under information memorandums rather than retail prospectuses.

The MDA portfolio typically holds senior debt, subordinated debt, covered bonds, mortgage-backed securities supported by residential or commercial property loans and corporate bonds issued by Australian and global companies.

While most securities are issued in the Australian wholesale market, some are structured under US SEC Regulation S, making them available globally but not to US buyers. Dawkins notes the portfolio may also include kangaroo bonds, issued in Australian dollars by offshore entities, and, from time to time, selected hybrids.

The appeal of this market lies in its scale and liquidity. “The Australian OTC bond market trades $3–4 billion a day on average. In normal market conditions, transactions settle in T+2, meaning clients can have cash in hand within three business days. That’s a stark contrast to the ASX hybrid market, where selling a substantial holding can take days or even weeks,” Dawkins says.

This liquidity advantage also addresses frustrations with term deposits (TDs), which became harder to break after the GFC due to APRA rules designed to protect bank funding stability. “Many investors don’t want their capital locked away. If you’ve just sold a property and have a tax bill in a few months, the penalties for breaking a TD make it unviable. An OTC bond portfolio offers the yield you need and the liquidity to access funds quickly,” Dawkins explains.

While OTC bonds don’t carry franking credits, Dawkins says the trade-off is worth it. “With investment-grade FRNs, capital prices are relatively stable and the downside risk is minimal – you receive your coupon payments and principal back at maturity. By contrast, hybrids can be forcibly converted to equity, often at the worst possible time, and their capital value can swing more sharply.”

“This is about embracing a better investment that’s been hiding in plain sight. The OTC bond market makes perfect sense as an asset allocation tool, as an income strategy, and as a liquidity strategy.”

The post End of bank hybrids signals opportunity for sophisticated investors appeared first on AdviserVoice.

The advisory and investment teams will remain largely the same but will now be more aligned with, and supported by, Focus Financial Partners. Clients will continue to benefit from industry-leading investment advice delivered by the expertise and guidance of seasoned advisors.

As part of this integration, Escala has enhanced its leadership structure to include:

• Ben James, who has been appointed CEO. Mr. James, who is a founding partner of the firm, previously served as its Head of Advisory.
• Torty Howard, who has been appointed COO.
• Simon Dawkins, who will continue as Escala’s Head of Capital Markets and Fixed Income Division.

In addition, Travis Danysh, Chief Corporate Development Officer at Focus Financial Partners, is expected to be appointed Executive Chairman of Focus’ Australian businesses, further strengthening the alignment between the two organisations. Mr. Danysh brings deep cross-functional experience that supports long-term value creation for clients. Prior to his current role, Mr. Danysh held other roles at Focus and has led various strategic initiatives across multiple Focus firms. Before Focus, Travis had a career in investment banking.

Mr. Dawkins will continue in his role leading Escala’s Capital Markets division, ensuring consistency and continuity within one of the firm’s most critical arms. Escala clients will also continue to benefit from leading investment insights delivered by the dedicated and experienced CIO team, led by Chief Investment Officer Tracey McNaughton.

James highlighted the significance of the integration, stating, “This integration completes the journey by formally bringing us into the fold of Focus Partners Australia. This is more than a structural change, it’s a strategic evolution. Joining forces with Focus Partners Australia allows us to set the foundation for our continued growth and evolution, through which we will deliver expansive solutions and a differentiated client experience through a unified and integrated global organization.”

“As part of the evolution of—and commitment to—Focus’ presence in the Australian market, we are excited by the opportunity to collaborate with our other businesses in Australia to build a scaled, premier wealth management organisation capable of delivering comprehensive services, deep expertise, and a personalised experience,” said Danysh. “The addition of Escala to Focus Partners Australia is an important step towards solidifying our position within the Australian market through a leading operating and growth platform, capable of delivering holistic solutions to our clients and their advisors.”

Ms. Howard reinforced the firm’s commitment to its founding principles while embracing the advantages of global integration, improved technology and reporting, and expanded operational scale. “Our investment philosophy remains unchanged, but it will be significantly enhanced by access to global resources and international investment solutions,” she noted.

“Escala will continue to deliver tailored investment offerings through a collaborative, team-based approach that is now further empowered by the expertise and capabilities of Focus. We are more aligned than ever to showcase our deep commitment to long-term client success.”

The post Escala Partners joins Focus Partners Australia, unveils new leadership team appeared first on AdviserVoice.