Private Banking: The keys to success
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Private Banking: The keys to success

Euromoney asked senior executives at the world’s leading private banks to describe up to three key attributes for successful wealth management.

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Jos ter Avest,
Head of global private banking,
ABN Amro
Being able to retain staff
Satisfying and engaging clients
Building local relationships

Olivier Coenon,
Head of development,
BNP Paribas Private Bank

Client segmentation
A comprehensive list of offerings
Capacity to invest in new business opportunities

Damian Kozlowski,
Citigroup Private Bank

A focus on structuring solutions and top-tier advice – not product manufacturing
Sarah Deaves,
Coutts UK

Understanding your clients
Developing a solid relationship with your clients
Great staff geared to client service

Jeremy Marshall,
CEO private banking,
Credit Suisse UK

Living or dying by private banking
It shouldn’t be a peripheral business
Investment performance
Breeding talent

Rob ten Heggeler,
Chief executive of global private banking,
Fortis MeesPierson

Great service
Being in it for the long-term
is essential

Clive Bannister,
CEO group private banking,
HSBC Private Bank

Having the right team in place
Having a wholly open-architecture approach
Having a parent company with integrity
and calibre

Philippe Damas,
Head of ING Private Banking

People, people and people
Products are necessary, IT can be effective, good marketing makes a difference, but your private bankers and support staff are the most important from the clients’ point of view

Catherine Keating,
President of the US region,
JPMorgan Private Bank

Having broad and technical expertise
Producing innovative ideas
Excellent personal service

Paul Sarosy,
Head of sales,
Merrill Lynch Global Private Clients

Ability to execute on your promise

Michael Durbin,
International head of private wealth management,
Morgan Stanley

Hiring and retaining talent
Delivering highly sophisticated investment solutions through use of alternatives
A reputation for outstanding service and execution

Eira Palin-Lehtinen,
Head of Nordic private banking,

Listening to customers
Investing in highly competent people
Building up a sufficient network to utilize all potential cross-selling opportunities

Ivan Pictet,
Managing partner,
Pictet & Cie

To remain private bankers, so to be service-oriented and close to the clients
Investment performance

Mike Lagopoulos,
President and CEO,
RBC Global Private Banking

Putting the client first
A good working environment for staff
Rigorous open architecture

Mike Bussey,
Chief executive,
Rothschild Private Banking & Trust

Great people
A truly independent approach and structure
Total integrity

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