Work With Companies

A fixed income practitioner for your board, your launch or your problem.

Most firms building in fixed income have engineers, product people and capital. What they're often missing is someone who has sold bonds to the buy side, run a distribution business, and watched good technology stall at the integration step.

That's the seat I fill: on your advisory board, on a defined project, or in front of your team.
Format

Advisory, project or training

Terms

Retainer, equity, project fee or per day

Best For

Fintech platforms, asset managers, index and data firms, RIAs

Based In

Annapolis. Happy to travel.

What I Do for Companies

Write your awesome label here.
  • Advisory board seats: For fintech and trading platforms, data and analytics firms, index providers, and asset managers bringing fixed income or alternatives to wealth channels. The buyer's point of view, introductions, and honest pushback before the market gives it to you.
  • Buy-side go-to-market: Getting your product in front of the people who'll use it: RIAs, SMA managers, trust departments, insurers, family offices and bank portfolios. I open the doors I already have, find the right person at the ones I don't, and push toward a signed letter of intent. I'm doing this now for OpenOffering.
  • Adoption and workflow review: Good fixed income technology usually loses at the same spot: it can't plug into the buyer's OMS, risk systems, custody or settlement. I watched that happen at Tradeweb Direct. I'll walk your product through a buyer's workflow and hand you the gaps, ranked by how fast each one gets you a no.
  • Diligence dress rehearsal: For managers taking a fixed income, SMA or private credit product to advisors. I'll run your team through what a platform gatekeeper and a skeptical RIA due diligence team will ask on liquidity, valuation, fees and conflicts. I won't help you hide anything. I'll show you what a careful buyer finds first.

Training, Strategy and Content

Beyond board seats and go-to-market work:
  • Training for sales, RM and new-hire teams, from half a day to two days
  • A fractional fixed income strategist for RIAs with no specialist on staff
  • Explainers, white papers and webinars written to teach, not to sell
  • Conference, client event and podcast speaking
  • Press comment on private credit, fixed income and market structure
Recent training includes a private credit and alternatives session for a global alternatives manager's relationship managers and a two-day fixed income course for an insurance-affiliated asset manager's new hires.
Write your awesome label here.

Why Me

I've worked the sell side, run a retail bond business and sold the technology in between. That combination is what most fixed income companies are missing at the table.
Write your awesome label here.

Sell Side

Started in Lehman Brothers' fixed income rotational sales and trading program

Retail Bond Business

18 years running sales and coverage at Fidelity Capital Markets

Fintech

Tradeweb Direct and Andrew Davidson & Co. taught me where adoption breaks

Network

Direct lines into custodians, broker-dealers, RIAs and asset managers

Independent

No product sponsors. I tell you what a careful buyer will find.

Teacher

Adjunct professor of fixed income at Loyola University Maryland

Charles Urquhart, CFA
Founder, Fixed Income Resources

Charles has worked in the bond business since 1990. He started in Lehman Brothers' fixed income rotational sales and trading program, then spent 18 years at Fidelity Capital Markets running sales and coverage for individual fixed income securities across the retail, correspondent, RIA and family office channels.

He moved into fixed income technology at Tradeweb, where he ran the New England region for Tradeweb Direct, and then at Andrew Davidson & Co., working with institutional investors on cashflow and prepayment models.

Today he advises OpenOffering on buy-side adoption, trains advisors and the firms that employ them, and teaches FI 380, Fixed Income Securities, at Loyola University Maryland's Sellinger School of Business.

Start With a Call

Tell me what you're building, launching or trying to explain. Every engagement starts with a 20-minute call, and I'll tell you honestly whether I'm the right person for it.
Write your awesome label here.