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High Net Worth Customers in Switzerland 2010
Datamonitor, May 2010, Pages: 23
Introduction
The customer needs and competitive dynamics within the wealth management market are dramatically different today than they were pre-crisis. To succeed in this new world, private banks need to challenge past assumptions, and gain a proper grasp of what HNWs want in terms of products, services and interaction, and what strategies their competitors are now following.
Scope
-HNW demographic and attitudinal attributes based on our Wealth Management Market Leaders Survey 2010
-Extensive primary research from 20 wealth management companies highlights their strategies for revenue growth, acquiring and keeping clients
-HNW demographic, needs and decision trigger data
Highlights
Swiss HNWs place a very strong value on personal relationship in doing business. Wealth managers need to be responsive to this and seek face to face contact with their clients as frequently as possible.
Giving clients several points of contact, talking more to clients and being proactive in investment suggestions are all considered equally good methods for keeping clients loyal. All three ways of retaining clients reflect the importance of personal relationships in wealth management in Switzerland.
It is not loss of confidence in their wealth managers, but loss of confidence in the riskier products themselves, and fear of future losses, that are holding back Swiss HNWs from riskier asset classes at the moment.
Reasons to Purchase
-Build your customer targeting strategy using in-depth HNW population demographics and needs analysis
-Ensure customer retention by understanding the reasons that HNWs choose/leave their wealth manager in your country
-Assess the threats and opportunities for your business, including Relationship Manager recruitment, by understanding what your peers are planning
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