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Practice Management > Building Your Business

Schwab Institutional Gets Sales Chief

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Returning to his roots at Charles Schwab & Co., Bernard J. Clark has been named senior VP of sales and relationship management for Schwab Institutional (SI), reporting to SI President Deborah McWhinney, who had shouldered responsibility for sales since the resignation in May of Kevin Rowell. Clark joined Schwab Institutional in 1998 as a senior VP of institutional trading and operations, also heading at that time what was the technology product development team, but then assumed client services responsibility at Schwab’s Individual Investor Enterprise (IIE) unit in 2002.

Clark points out that he “had an institutional basis” in his pre-Schwab positions at Salomon Brothers and at Deutsche Bank, and that his time spent at IIE provided “valuable perspective into the retail client–the client of our advisors–and into the company as a whole.”

Clark says McWhinney has been very engaged with the advisor clients, and told him that “our advisors need to continue to grow their practices” Her counsel, Clark says, “was that we stay true to our core of good, consultative selling with a heavy focus on the servicing of our clients–that’s where I’ll keep my priorities.


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