I was delighted to read the recent news that a medical team in Gibraltar had successfully conducted its first organ donation procedure. In a community of fewer than 40,000 people, this is a groundbreaking achievement and a reminder that size does not limit excellence, provided there is cooperation and access to the right expertise. 

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The same principle applies in business. At Acquarius, we know we cannot do everything ourselves. That is why we collaborate with lawyers, accountants, tax advisers, bankers and other specialists. Individuals and firms introducing business to us may themselves be one or more of these things, or they may not be. They may come with their own advisers, or they may not. The crucial point here is that we can help to coordinate the right expertise. By working collaboratively, we deliver robust, tax advised and bankable structures that stand up to scrutiny every time. 

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My ambition for Acquarius is not to be the largest firm in Gibraltar, but to be one of the best. We pursue this in three ways. Organic growth remains the traditional route in our sector; it is valuable, but time-consuming. We have also grown through selective acquisitions, taking on three books of business since I arrived in Gibraltar. These processes are rarely painless, but when managed properly they can be mutually beneficial. We are keen to do more of these and remain open to approaches. 

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The third, and increasingly important, route is through alliances and close working relationships with other firms, both locally and internationally. While we are proud of our Gibraltar heritage and remain focused on local business, we do not operate in a vacuum. Where Gibraltar is not the right solution for a client, we will not force it. Our duty is to help find the best answer, even if that lies elsewhere.

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We are deliberate about the partners with whom we work and we collaborate with firms that share our professional standards, values and approach to client service. This is reflected through links with respected professional bodies which for us is the Society of Trust and Estate Practitioners (STEP). Acquarius aims to collaborate with firms that are affiliated to similar associations in their own field. We have chosen to avoid formal alliance structures, instead building bespoke relationships based on capability and mutual respect. 

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Our overriding aim is to link with like-minded people whom we trust, who can do the job and, crucially, whom we like. Ultimately when we introduce a third party, they should mirror Acquarius’ values, professional standards and ease of doing business. In other words, we seek to extend what we term “the Acquarius Way” to these others, to the benefit of all concerned. 

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Some may worry that introducing clients to other firms carries risk. It does, of course, but it is a risk worth taking. Managed properly, the result is a more joined-up, complete service, where the client benefits most and all parties strengthen their relationships.

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For that reason, I am not motivated by commission-based introductions. The strongest partnerships are reciprocal and long-term. When firms work well together, business flows naturally in both directions and everyone wins.

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If you would like to learn more about how Acquarius builds close working relationships, or if you believe there may be scope for cooperation, I would be pleased to talk so do please get in touch. Developing our business whether that be organically, by acquisition or through building trusted relationships remains a priority, and I am always open to new opportunities.