Asian Wealth Management

by Dutt, Ashu

• ISBN13: 9781118639016
• ISBN10: 1118639014
• Format: Hardcover
• Copyright: 2014-02-10
• Publisher: Wiley

Summary

Ashu Dutt's proven guidance on wealth management in Asia

In Asian Wealth Management, Ashu Dutt—one of the best known and most respected figures in Asian finance—offers first-hand insights and practical guidance for wealth managers working in Asian markets. Managing private wealth in Asia presents unique challenges, including the expectations wealthy Asian entrepreneurs and other businesspeople hold for their wealth managers. These potential clients expect more than passive asset protection from a wealth manager and a greater focus on active, profitable money management. Wealth managers will also discover Asian entrepreneurs are often far more intertwined with their businesses than their western counterparts, forcing wealth managers to develop a higher level of expertise relating to the customer's business.

• Includes practical guidance on the unique challenge of effectively managing private wealth in Asian countries
• Features real-world, Asia-specific guidance on dealing with clients in Asia
• Ideal for private bankers and wealth managers seeking new customers in Asia

Table of Contents

THE ASIAN WEALTH OPPORTUNITY – TAPPING THE “BLUE OCEAN”

1. Entrepreneurs – “Blue Ocean” Opportunity
2. Why focus now?
3. What differentiates Entrepreneurs
4. Dealing with Asia’s Entrepreneurs – A specialized approach
5. Client Corporate Finance issues – Is it a Private Banker’s Job?
6. The Private Banker’s Role
7. Leveraging the bank’s service menu for clients
8. Case Study

 

PRIVATE BANKERS & ASIAN WEALTH

9. The Wealth cycle
10. Approaching Entrepreneurial Wealth

 

THE PRIVATE BANKER’S NEW ROLE

11. Developing a new level of relationship with entrepreneurs
12. A relationship based on domain knowledge and value unlocking expertise

 

THE PRIVATE BANKER’S CHALLENGE

13. Scaling up domain and value unlocking knowledge base
14. Scaling up knowledge of “precedent transactions”

 

WHAT CONSTITUTES ASIAN WEALTH – THE PERSONAL/BUSINESS COMPOSITE

15. Types of Entrepreneurial Wealth

 

THE ASIAN WEALTH MANAGEMENT CYCLE

 

WEALTH TYPES

16. The Established Weath
17. The New Wealth
18. The “Valuation” Wealth
19. The “corporate” to “entrepreneur” wealth
20. Case Study

 

WEALTH MANAGEMENT STRATEGY

21. Understanding Client Motivation
22. Client Classification
23. Client Identification Criteria
24. Client Identification Checklist
25. Emerging Areas
26. Advisory Areas
27. Case Study

 

CLIENT PROCESS & MECHANICS

28. Defining an approach
29. Pointers
30. The Client Matrix
31. Execution is key
32. Tool box and resources
33. The Importance of Domain expertise
34. Case Study

 

“RETOOLING” STRATEGY FOR PRIVATE BANKERS

35. “Domain” specialization
36. Precedent Transaction expertise

 

THE PRIVATE BANKER’S TOOLBOX

37. Wealth Creation through “Price Discovery”
38. “Price Discovery” Process
39. Corporate Finance process
40. “Price Discovery”/Capital Raising Options – Traditional
41. “Price Discovery”/Capital Raising options – Non Traditional
42. The Private Banker’s Role

 

DEVELOPING EXPERTISE – UNDERSTANDING VALUE UNLOCKING

43. Client benefits of value unlocking

 

DEVELOPING EXPERTISE - CORPORATE FINANCE OPTIONS

 

VALUING WEALTH

44. Seeing what others don’t see in a client

 

VALUE UNLOCKING OPTIONS & METHODOLOGIES