Course: PST 2016/17 Ethics for Actuaries, Topic: To Sell Or Not To Sell

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General
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To Sell Or Not To Sell
To Sell Or Not To Sell
- Characters:
  TJ - an actuary
  TJ’s boss
  Chair
  Synopsis:
  TJ is an actuary working for a pensions consultancy, known for his fast and accurate work. His colleagues appreciate the value he brings to the organisation and he has received good feedback from clients. However his performance doesn’t seem to be rewarded at his end of year appraisals, which seem to focus purely on the level of sales achieved.
  TJ finds the relentless pressure to sell to clients a bit distasteful, however, he finds himself under ever increasing pressure from his boss to sell the latest asset-liability modelling suite of programmes to a client he is due to meet next week – whether the client needs it or not!
- Discussions points
  TJ is an actuary and is therefore subject to the Actuaries’ Code. We do not know if his boss is also an actuary. What does the Actuaries’ Code have to say in this situation? For example:
  
  - Integrity – act honestly and with highest standards of integrity
  
  - Impartiality – must not allow any conflict of interest (what’s good for you compared to what’s good for the client) to override your professional judgement.
  
  Does whether you are the Scheme Actuary or an actuary within the client team affect your view?
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