The Ultra High Net Worth Banker's Handbook
by Weber, HeinrichFormat: Hardcover
Pub. Date: 2009-12-30
Publisher(s): Ingram Pub Services
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Summary
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
| Disclaimer | p. ix |
| About the Authors | p. xi |
| Preface | p. xiii |
| Introduction | p. xix |
| Executive Summary | p. xxi |
| Introducing UHNW Banking | p. 1 |
| Client privacy | p. 3 |
| Information leakage as an operational risk | p. 3 |
| Private bankers and client identity protection | p. 5 |
| In search of excellence | p. 7 |
| UHNW Clients | p. 11 |
| The UHNW Client | p. 13 |
| Some statistics about UHNW | p. 16 |
| UHNW's importance within the banks | p. 19 |
| What do clients want? | p. 21 |
| Profiling UHNWIs | p. 23 |
| Family structure and the family company | p. 33 |
| UHNWI Case Studies | p. 49 |
| Introduction | p. 49 |
| Investigating strategy, execution and risks | p. 50 |
| Europe | p. 50 |
| Middle East | p. 61 |
| Latin America | p. 72 |
| USA | p. 79 |
| Example 5 | p. 84 |
| About Wealthy Families | p. 99 |
| The family business and the family in business | p. 99 |
| The financial family | p. 100 |
| Family complexities and the typical family setup | p. 102 |
| Introduction to the major challenges | p. 109 |
| Dilution | p. 113 |
| Disputes | p. 114 |
| Tax | p. 116 |
| Lack of diversification | p. 116 |
| Isolation | p. 117 |
| Do we know what families need to do? | p. 127 |
| UHNW Banking | p. 131 |
| Introduction to UHNW Banking | p. 133 |
| The banker's focus | p. 134 |
| Universal model of private banking | p. 137 |
| Schematic view of UHNW banking | p. 139 |
| Service quality: snakes and ladders | p. 143 |
| About beliefs and behaviours | p. 145 |
| Service universe: monetising, asset management, wealth structuring | p. 148 |
| The Mission of the UHNW Banker | p. 152 |
| Strategic advice | p. 152 |
| Wealth structuring and planning | p. 157 |
| Corporate finance, M&A and monetisation | p. 164 |
| Asset management | p. 179 |
| Risk management | p. 187 |
| Building the UHNW Business | p. 192 |
| How to position yourself amongst the multiple providers | p. 208 |
| How to work with the family officer | p. 209 |
| How to lose an UHNW client | p. 210 |
| Skills | p. 212 |
| Resource management | p. 214 |
| Controlling procrastination | p. 214 |
| High performance | p. 215 |
| Communication | p. 218 |
| Intelligence | p. 230 |
| Managing uncertainty | p. 232 |
| Mindset | p. 235 |
| Adding value to your clients | p. 235 |
| Know your strengths and weaknesses | p. 235 |
| Your brand | p. 236 |
| Our Personal Recommendations | p. 238 |
| Build trust, avoid tragedies | p. 238 |
| Become a lifelong learner | p. 238 |
| Be professional through preparation | p. 240 |
| Intentional empathy | p. 244 |
| Focus | p. 245 |
| The most important questions for success | p. 246 |
| Conclusion | p. 247 |
| Bibliography | p. 251 |
| Index | p. 257 |
| Table of Contents provided by Ingram. All Rights Reserved. |
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