Private banking: What to focus on?

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By:
Helen Avery
Published on:

Which products/services do you see most demand for?

Private banking 2007: A wealth of opportunity? 
Private banking: Where to focus? | Private banking: Who to focus on?

Mary Callahan Erdoes, CEO of JPMorgan Private Bank worldwideMary Callahan Erdoes, CEO of JPMorgan Private Bank worldwide

Since every client has different risk/return needs and all are in various stages of their life, there is never one product or service that is needed most. Having said that, we have seen continued increased demand for alternative investments (eg Asian private equity managers, Indian real estate, or concentrated hedge fund managers) and a much-increased focus on fiduciary capabilities. Because our clients have wealth that will generally outlive them, they have a serious need to plan for evergreen co-trustees (corporate co-trustees), philanthropic missions that will span centuries, and family governance structures that can maintain legacies and reduce family infighting.


Jos ter Avest, head of global private banking, ABN AmroJos ter Avest, head of global private banking, ABN Amro

The product/services demand is still driven by structured products and alternative investments, but it is clear that customers are more likely to switch from risk averse versions to risk enhancing versions as markets show an upward trend. Demand is strong for multi-manager mandates. Additionally, customers seem to seek out more and more information about sustainability-related investment opportunities.











Eira Palin-Lehtinen, head of Nordic Private Banking, NordeaEira Palin-Lehtinen, head of Nordic Private Banking, Nordea

Structured products, especially capital guaranteed products, have been a great success in the Nordic area. Our total-wealth approach, including tax advice, is also attracting a growing number of clients.