The Ultra High Net Worth Banker's Handbook

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  • Format: Hardcover
  • Copyright: 2009-12-30
  • Publisher: Ingram Pub Services

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Estimations show that there are about 100,000 Ultra High Net Worth individuals with bankable assets in excess of $30m. Between them they possess a wealth of $15,000 billion, 15% of the world's estimated total wealth. The UHNW wealth management business plays within the "client-banker-bank" triangle and is influenced by exogenous factors, such as the political, economic and fiscal environment. In this book, the authors address those complex relationships serving as a bridge between the three. Throughout the book the authors mix explanation of banking know-how with narrative, so that it is easy to read whilst providing useful insights into how the banker can best serve the UHNW client as well as how that client can best benefit from the relationship with the financial service providers.

Table of Contents

Disclaimerp. ix
About the Authorsp. xi
Prefacep. xiii
Introductionp. xix
Executive Summaryp. xxi
Introducing UHNW Bankingp. 1
Client privacyp. 3
Information leakage as an operational riskp. 3
Private bankers and client identity protectionp. 5
In search of excellencep. 7
UHNW Clientsp. 11
The UHNW Clientp. 13
Some statistics about UHNWp. 16
UHNW's importance within the banksp. 19
What do clients want?p. 21
Profiling UHNWIsp. 23
Family structure and the family companyp. 33
UHNWI Case Studiesp. 49
Introductionp. 49
Investigating strategy, execution and risksp. 50
Europep. 50
Middle Eastp. 61
Latin Americap. 72
USAp. 79
Example 5p. 84
About Wealthy Familiesp. 99
The family business and the family in businessp. 99
The financial familyp. 100
Family complexities and the typical family setupp. 102
Introduction to the major challengesp. 109
Dilutionp. 113
Disputesp. 114
Taxp. 116
Lack of diversificationp. 116
Isolationp. 117
Do we know what families need to do?p. 127
UHNW Bankingp. 131
Introduction to UHNW Bankingp. 133
The banker's focusp. 134
Universal model of private bankingp. 137
Schematic view of UHNW bankingp. 139
Service quality: snakes and laddersp. 143
About beliefs and behavioursp. 145
Service universe: monetising, asset management, wealth structuringp. 148
The Mission of the UHNW Bankerp. 152
Strategic advicep. 152
Wealth structuring and planningp. 157
Corporate finance, M&A and monetisationp. 164
Asset managementp. 179
Risk managementp. 187
Building the UHNW Businessp. 192
How to position yourself amongst the multiple providersp. 208
How to work with the family officerp. 209
How to lose an UHNW clientp. 210
Skillsp. 212
Resource managementp. 214
Controlling procrastinationp. 214
High performancep. 215
Communicationp. 218
Intelligencep. 230
Managing uncertaintyp. 232
Mindsetp. 235
Adding value to your clientsp. 235
Know your strengths and weaknessesp. 235
Your brandp. 236
Our Personal Recommendationsp. 238
Build trust, avoid tragediesp. 238
Become a lifelong learnerp. 238
Be professional through preparationp. 240
Intentional empathyp. 244
Focusp. 245
The most important questions for successp. 246
Conclusionp. 247
Bibliographyp. 251
Indexp. 257
Table of Contents provided by Ingram. All Rights Reserved.

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