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Targeting Key Ex-Soviet Bloc Clients in Wealth Management 2010
Datamonitor, Oct 2010, Pages: 54
Introduction
With the global recession having knocked billions off affluent investors' portfolios, wealth managers are looking to rebuild their businesses, and the former Soviet Bloc countries provide fertile hunting ground for wealth managers, both local and foreign, to find new clients.
Features and benefits
Use our Global Wealth Model data to find out how many potential clients are in your target customer base and build your business plans for 2011-14
Use our analysis of client characteristics to understand how best to target each nationality with the right products and services
Understand your competition, including the strategies they are using to build business, using our competitive profiles
Highlights
When it comes to service and contact expectations, Russians are the most demanding, according to their banks. Russia's affluent population, like those in Kazakhstan and Ukraine, is financially unsophisticated and conservative. The reasons for this have to do with these countries' histories and the source of most of the wealth there today.
All three nationalities hold the vast majority of their onshore liquid wealth in deposits, and only in Russia do investors put any money in equities, mutual funds or bonds; these products barely exist for Kazakh or Ukrainian investors onshore.
The wealthy Russian, Kazakh and Ukrainian client bases have historically been the preserve of the international banks, as local offerings were, until recently, thin on the ground. Global banks such as Coutts, Société Générale Private Banking and Citigroup tend to target these customers from outside their home market.
Your key questions answered
How many onshore clients are there in Russia, Kazakhstan and the Ukraine whose liquid assets exceed my threshold?
What are the investment and cultural characteristics of these clients and how do they translate into demand for products and services?
What innovative strategies is my competition for these customers (both local and international) pursuing?
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