With the big banks staying out of the fight, there is a huge opportunity to shape the financial sector’s EU conversation 


Less than a month from deciding what could be a game-changing political and economic upheaval, the UK’s FinTech sector has been oddly quiet.

Normally the arrival of a major issue affecting banking and finance sparks loads of punditry. But a mix of fear, uncertainty – and just possibly, complacency -- seems to have collectively gagged  us.

Maybe the fact that the big banks have decided to stand clear of the fracas – going so far as to direct staff to keep quiet on the issue – has given us pause. Or maybe it’s all become too much of an in-fight between wings of the Conservative Party and no one wants to be seen taking sides. Perhaps we've accepted the polling which gives Remain a small edge and assume that will continue.

Whatever the reason, a huge vacuum of informed opinion is sat there waiting to be filled. 

FinTech companies face significant changes to the way they operate in the event of a Brexit, or a huge platform for affecting EU reform in the event of Remain. Keep shtum now and you’ve lost a sterling chance to be seen as an advocate for the industry, for customers, for consumers; and to position yourself as a business with more than just kit to sell, one with a stake in the life of the economy and country.

If that’s piqued your interest, here are some tips on formulating a media-savvy Brexit PoV.

First, understand the major business arguments for and against leaving. There are actually three clear positions you can take as a company:

  • For Brexit
  • For Staying In
  • A pox on both your houses

Here’s a messaging primer for each:

We’re for Brexit.

The pro-Leave arguments have tended to focus on generalities like greater political independence rather than specific benefits to specific industries, or specific pains that a Brexit would eliminate. Companies with a pro-Brexit point-of-view would be well advised to focus on particular instances of good and bad in both cases, and keep the focus on benefits.

The Leave and Remain campaigns are using FEAR as the primary messaging platform, but fear is harder to employ as a motivator when one of the options between a known situation, and an unknown situation, is ‘leave things pretty much as they are.’

Because of that, any message of hope and uplift for the FinTech sector attached to leaving the EU will help differentiate you.

For example, you could look at the 2015 EU directive which actually lowered deposit protections for UK citizens, and advocate for Leave on the basis of better banking for consumers. Our analysis of the coverage to date suggests that taking an EU position against regulatory over-reach tends to gain press.

Another angle is one suggested recently by Ernst & Young that leaving the EU would actually drive more opportunity for UK FinTech innovation. With the prospect of leaving and the adjustments it would entail, innovation would likely fall even lower down the agenda at the big banks -- opening the door for even more disruption from startups.

You could also consider turning potential negatives into positives. What if, as some have said, the pound would be devalued post-Brexit? The flip side of that could mean more foreign investment to UK FinTech, even kick-starting an export boom.

We’re against Brexit

Again, the arguments for staying in the EU have been largely articulated on a FEAR platform, which I would argue is a more effective tactic for the Remain side. Offered a choice between a known and an unknown, ‘known’ is often the safest bet.

The problem with using fear is that it will be hard to differentiate your company’s PoV from what others are saying. As in the pro-Brexit situation, in order to gain coverage, FinTechs need to be specific about the negatives or positives that will occur if The big change does come.

One fear you might build on is the possibility of even more FinTech regulation after a breakup. In order to continue trading with the EU post-Brexit the UK would, like Norway and Switzerland, be compelled to negotiate parallel financial services agreements that more or less mimic the EU regulatory regimes for each FS vertical.

So Instead of one harmonised MiFID or Solvency II for all EU markets, the UK would need to build new regimes and ensure they are in line with both the equivalent EU regime, and national enabling legislation across all EU states. That could require a lot of ongoing investment in legal, risk management, and IT capability in order to achieve compliance.

There could also be a long period of uncertainty while each new UK regulatory bundle is being negotiated. Business hates uncertainty and of course the Remain side is hammering this generic message heavily. For FinTechs trying to sell into EU markets, having a huge question mark over the legality of a sale from a UK-based entity would hardly be expected to drive customer growth.

Another consequence of uncertainty could be the flight of EU tech talent from the City, as immigration status becomes clouded for EU nationals without UK passports or Indefinite Leave. 

The battle to find and keep talent is an ongoing one in UK FinTech, and that fear is bound to generate ink if the argument is articulated well for the press.

We think the whole Brexit debate is a needless distraction from more pressing issues

The ‘pox on both your houses’ position says that love or hate the EU, the referendum is un-necessary and/or the timing couldn’t be worse. By taking the contrarian point-of-view you could arguably shine more light on a specific issue that is impeding your business or seen as highly painful for the sector, your customers, or end consumers. 

It’s harder to cite specific instances here because each FinTech solution and target customer will have their own bespoke use cases and pain points. Start by asking yourself what’s currently keeping your customers up at night, and whether any of those concerns are being addressed by the pro- and anti-EU arguments.

Regardless of which position you lean toward, time is tight and you need to be lighting up news desks with comment and offering your spokespeople for interview -- now.

But before you hit send …

Do consider what customers and stakeholders will make of your position, and have a hard look at any potential disharmonies that a company Brexit PoV could create.

There is no doubt in my mind that the promotional, reputational, and even marketing advantages of leveraging the Brexit debate to position yourself as a FinTech thought leader, can amplify your position in the industry.

Calibrating what you believe with the sensitivities of customers however is a bigger ask – one best led by the seniors on your in-house communications team, or with the help of a seasoned PR agency.