Lawrence Guthrie

Supporter
DISC Type : s

Managing Director at Stephens

Greater London, England, United Kingdom

Overview

Lawrence Guthrie is a Managing Director at Stephens London office, focusing on advising European and UK specialty finance businesses. With over 35 years of advisory experience, he has a history of building financial services practices, having co-founded them at both Hawkpoint and Quayle Munro. He holds a Masters degree in Natural Sciences from St Johns College, Cambridge.

He serves as a Non-Executive Director for H&T Group plc, the UKs largest pawnbroker, where he also chairs the Remuneration Committee.

Personality Overview

Thoughtful In Approach

Slow To Decisions

Procedural

They maintain good relationships with everyone, internally and externally.  They prefer to follow rules and procedures. They are unlikely to become strong champions as they don't prefer pushing other people.

Topics They Care About

European Specialty Finance
His primary focus at Stephens is advising European and UK specialty finance businesses, including specialist banks, consumer finance, and receivables management companies.
Financial Services M&A
Has dedicated over 25 years to financial services advisory, leading numerous transactions including the sales of Bluestep Bank, Foundation Home Loans, and a £6bn government mortgage portfolio.
Advisory Practice Building
Demonstrates an entrepreneurial track record, having co-founded the financial services practices at Hawkpoint and later establishing the dedicated practice at Quayle Munro.

Media Appearances

Stephens hires Houlihan Lokey duo to bolster UK investment bank. Featured in Financial News London

See Now

Work History

7-2023
Managing Director at Stephens
7-2023 - 8-2025
Non Executive Director at H&T Group plc
4-2018 - 7-2023
Managing Director at Houlihan Lokey
1-2015 - 4-2018
Managing Director at Quayle Munro
1-2015
Managing Director at Hawkpoint Partners Limited (which became Canaccord in 2013)

Education

1981 - 1984
Master's Degree from St John's College, Cambridge
1968 - 1980
Education details unavailable from The Glasgow Academy

More Information

Social Presence :

Prographics :

Exp : 10 Location : Greater London, England, United Kingdom Job Level : Mid-senior Designation : Managing Director at Stephens
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Insights For Selling To Lawrence

During A Call Or A Meeting

DO's

  • Use phrases like ‘others say that’, ‘zero risk in’, ‘seen proof of’ etc.
  • If possible, connect them to existing customers
  • Talk about refund and cancellation policy if the need arises

DONT's

  • Don’t use phrases like ‘there might be’, ‘we haven’t yet’, ‘latest technology’ etc.
  • Avoid saying anything that sounds like a risky proposition
  • Don’t keep pushing them for a straight answer, just make your own conclusions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lawrence is

  • Low-risk, go-ahead from other stakeholders and successful evaluation as per process matter the most to them.
  • Will you ever get a clear answer from Lawrence

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Lawrence move?

  • They do not like to rush and can be quite slow in their decision making.

  • Can Lawrence take some risk or not?

  • They have little risk-appetite and prefer to take decisions that others support.

You And Lawrence

Personality Compatibility


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