When Suzanne Gray left school, she didn’t have a grand plan to become a financial planner. In fact, she was on track to become a PE teacher. But a chance introduction to financial services, and a determination to keep learning, set her on a path that would define the next two decades of her career.
“I don’t think many people grow up thinking, ‘I want to be a financial planner,’” she says. “I certainly didn’t. I fell into it, but I’m very glad I did.”
Starting in customer services at Scottish Equitable, Suzanne studied for her professional exams while working, moved into administration at a local advice firm, then progressed through paraplanning to become a fully qualified adviser. Eighteen years ago, she joined Johnston Financial (now Amber River Johnston Financial), where she has been ever since.
“That longevity matters,” she says. “Clients know I’m here, and that I’ll still be here.”
Advice built on trust and consistency
Ask Suzanne what sets her apart and she doesn’t talk about technical knowledge first. She talks about relationships.
“For me, it’s the ongoing service. It’s not just about meeting someone once and producing a plan. It’s about being there, year after year, and doing what you said you would do.”
Her approach is deliberately paced and personal. She focuses on helping clients understand their position fully, working at a speed that suits them rather than overwhelming them with detail.
“A lot of people come to us feeling uncertain,” she explains. “They may have built up savings and pensions but still don’t feel confident. My role is to help them understand what they have, what it can do for them, and what choices they actually have.”
Over time, those conversations move beyond money.
“You get to know people properly. You hear about their families, their plans, their worries. It becomes a personal relationship, not just a financial one.”
The moment retirement becomes real
While Suzanne works with clients across many life stages, retirement planning is where she feels she makes the biggest difference.
“That’s the point where people need clarity,” she says. “They want to know: Can I afford to retire? When? What will it look like?”
She encourages clients to start thinking about retirement far earlier than they might expect.
“It’s not just about the pension pot. It’s about the lifestyle. When do you want to stop working? What do you want your days to look like? How much will that cost? Once you start thinking about those things, you can plan properly.”
Often, the outcome is not what clients expect.
“Sometimes the most powerful thing I can say is, ‘You can retire earlier than you thought,’ or ‘You can afford to spend more than you’re currently spending.’ People work hard all their lives and then become afraid to use their money. Giving them confidence to enjoy it is incredibly rewarding.”
Turning down the noise
In uncertain markets, Suzanne sees the same concerns come up again and again: volatility, running out of money, and leaving something behind for the next generation.
“There’s always something happening in the world that makes people nervous,” she says. “Our job is to help them step back and focus on their long-term plan.”
That includes maintaining access to emergency cash reserves so clients don’t have to draw from investments at the wrong time, and regularly revisiting their plans to make sure they remain on track.
More recently, changes to Inheritance Tax (IHT) rules, particularly the inclusion of pensions within estates from 2027, have become a major talking point.
“Some clients who never expected to face an IHT issue now do,” Suzanne explains. “So we’re helping them look at how to plan efficiently and make sure their wealth goes where they want it to go.”
Helping people sleep at night
Ask Suzanne what a good outcome looks like and her answer is simple.
“It’s when a client feels comfortable. They understand their position, they know they’re on track, and they’re not lying awake worrying about money.”
Financial success, in her view, isn’t just about investment performance.
“Yes, it’s about achieving their objectives. But it’s also about feeling they’re getting value, having a trusted relationship, and knowing there’s someone they can call when they need to.”
That sense of reassurance is what keeps her motivated after more than 20 years in the profession.
“I enjoy helping people. I enjoy seeing the difference it makes.”
Life beyond the office
Outside work, Suzanne’s time is largely taken up with her two young daughters and a lively new puppy. But there’s another side to her life that often surprises clients.
She is a competitive badminton player who represents Scotland at national level, and the current Scottish national champion in ladies’ doubles and mixed doubles over-40s. She was also named Scotland’s player of the tournament at the Nations Cup in Spain.
“It’s my way of switching off,” she says. “It’s competitive, it’s social, and it keeps me active.”
Playing the long game
In many ways, Suzanne’s sporting life mirrors her professional one: consistent, disciplined and focused on long-term outcomes.
Financial planning, she believes, is not about quick wins. It’s about building a strategy, maintaining it through changing conditions, and staying close to the people you’re helping.
“Good advice is about the long term,” she says. “It’s about being there for clients through different stages of their lives and helping them make decisions with confidence.”
And when that happens?
“They can enjoy their lives, support their families and feel secure about the future. That’s what matters.”
Suzanne is a Director and Chartered Financial Planner at Amber River Johnston Financial, with more than 20 years’ experience in financial services and 18 years advising clients at Johnston Financial.
She specialises in retirement planning, helping individuals understand when they can afford to retire, how to draw an income sustainably, and how to plan for the next generation in a tax-efficient way. Suzanne is known for her long-term client relationships and her focus on giving people clarity and confidence about their financial future.
Get in touch
Talk to an Amber River adviser near you. To set up an initial appointment, please call 0800 915 0000, or use our contact form to arrange an appointment.
Disclaimer
The information within this article was correct at the time of publishing, but laws and tax rules are subject to change. Your circumstances and where you live in the UK may also have an impact on your tax treatment.
