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Raising the bar: Asia’s empowered investors want customisation

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This is a sponsored article from BNP Paribas.


Customisation has always been a pre-requisite for any wealth management offering. The sector rightly prides itself on being relationship-driven, with long-term loyalty secured through years of accumulating client knowledge. Interestingly for Wealth Managers, high net worth individuals (HNWIs) now appear to be scaling up their expectations in line with what is now considered the “customer experience” in other industries. Their growing appetite for more and better customisation across the entire private banking journey is one of several unifying trends in a diverse set of Asian financial hubs.

Responding to their personalisation demands means prioritising which areas are likely to impact strongly on HNWI engagement. To investigate the investor perspective, BNP Paribas Corporate and Institutional Banking (CIB) and Scorpio Partnership reached out to 1,020 HNWIs from eight leading Asian-Pacific markets: Australia, China, Hong Kong, Indonesia, Japan, Malaysia, Singapore and Taiwan.

What we increasingly observe is a new client profile in Asia Pacific today: the ‘Empowered Investor’. APAC’s wealthiest are on a quest to improve their understanding of the investment landscape and shrink their knowledge gap with wealth advisors. They want the playing-field to be levelled to foster genuine collaboration within the advisory relationship. They want to have more informed conversations with their Wealth Managers, believing that they will result in better outcomes. They also believe customisation should cover every stage of the investment cycle – and that it is part and parcel of offering a ‘bespoke’ service.

The Empowered Investor quickly identifies opportunities for their advisors to improve the elements of their advisory value proposition, such as reconfiguring online platforms, adapting communications and introducing smart ways to implement investment ideas. They expect a holistic view of their investments, so that they can take their next steps with confidence.

The demand for greater customisation is evident across core client segments, with the ultra-wealthy among the most vocal in their desire for change. These clients want the current arrangement with advisors to evolve and are already redefining the role of private banks in their lives.

In the whitepaper, BNP Paribas and Scorpio Partnership explore the success factors for Wealth Managers in this changing environment. We discuss the emergence of the Empowered Investor and why this renewed approach to customisation across the private banking experience will result in greater partnerships between these investors and their Wealth Managers.

To read the whitepaper, please click here or visit the BNP Paribas CIB Content Hub.

This is a sponsored article from BNP Paribas.

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