Introduction
The customer needs and competitive dynamics within the wealth management market are dramatically different today than they were pre-crisis. To succeed in this new world, private banks need to challenge past assumptions, and gain a proper grasp of what HNWs want in terms of products, services and interaction, and what strategies their competitors are now following.
Scope
*HNW demographic and attitudinal attributes based on our Wealth Management Market Leaders Survey 2010
*Extensive primary research from 20 wealth management companies highlights their strategies for revenue growth, acquiring and keeping clients
*HNW demographic, needs and decision trigger data
Highlights
Face-to-face relationship management is absolutely critical in Italy, and this is linked to the importance of personal relationships and the fact that the country's HNWs are not particularly knowledgeable when it comes to financial products or matters of risk and return.
Intermediaries are viewed as being the most fruitful source of new HNW clients in Italy due to the highly fragmented nature of the Italian financial system, with its large number of small banks.
There are a number of different factors keeping HNWs away from riskier products. Fear of future losses is identified as being the most significant, and something on which relationship managers will need to work.
Reasons to Purchase
*Build your customer targeting strategy using in-depth HNW population demographics and needs analysis
*Ensure customer retention by understanding the reasons that HNWs choose/leave their wealth manager in your country
*Assess the threats and opportunities for your business, including Relationship Manager recruitment, by understanding what your peers are planning
Report HighlightsFace-to-face relationship management is absolutely critical in Italy, and this is linked to the importance of personal relationships and the fact that the country's HNWs are not particularly knowledgeable when it comes to financial products or matters of risk and return.Intermediaries are viewed as being the most fruitful source of new HNW clients in Italy due to the highly fragmented nature of the Italian financial system, with its large number of small banks.There are a number of different factors keeping HNWs away from riskier products. Fear of future losses is identified as being the most significant, and something on which relationship managers will need to work.
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