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The Ultra High Net Worth Banker's Handbook


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Table of Contents

Introducing UHNW Banking - Client privacy - Information leakage as an operational risk - Private bankers and client identity protection - In search of excellence Part I: UHNW Clients 1. The UHNW Client - Some statistics about UHNW - UHNW's importance within the banks - What do clients want? - Profiling UHNWIs - Family structure and the family company 2. UHNWI Case Studies - Introduction - Investigating strategy, execution and risks - Example 1: Europe - Example 2: Middle East - Example 3: Latin America - Example 4: USA - Example 5: Asia 3. About Wealthy Families - The family business and the family in business - The financial family - Family complexities and the typical family setup - Introduction to the major challenges - Dilution - Disputes - Tax - Lack of diversification - Isolation - Do we know what families need to do? Part II: UHNW Banking 4. Introduction to UHNW Banking - The banker's focus - Universal model of private banking - Schematic view of UHNW banking - Service quality: Snakes and Ladders - About beliefs and behaviours - Service universe: monetising, asset management, wealth structuring 5. The Mission of the UHNW Banker - Strategic advice - Wealth structuring and planning - Corporate finance, M&A and Monetisation - Asset management - Risk management 6. Building the UHNW Business - How to position yourself amongst the multiple providers - How to work with the family officer - How to lose an UHNW client 7. Skills - Resource management - Controlling procrastination - High performance - Communication - Intelligence - Managing uncertainty 8. Mindset - Adding value to your clients - Know your strengths and weaknesses - Your brand 9. Our Personal Recommendations - Build trust, avoid tragedies - Become a lifelong learner - Be professional through preparation - Intentional empathy - Focus - The most important questions for success Conclusion Bibliography Index

About the Author

Heinrich Weber, as an executive vice president, advises Ultra High Net Worth (UHNW) clients at one of the leading firms of Swiss private bankers. Prior, Heinrich, 45, was responsible for a team of UHNW bankers at one of the major global wealth managers. Before joining UHNW banking, Heinrich was active in the area of derivatives trading, and was a co-founder of the pan-European options market-making firm Servisen Trading AG, where he served as CEO. Heinrich has a strong interest in finance and - together with Dr. Kermit Zieg - has published a guide about Point-and-Figure charting and a book about non-directional trading strategies. Stephan Meier, 48, has specialised in UHNWI clients since 2002. He currently heads the private banking UHNWI practice of one of the global leaders in this area and prior to that he was head of key clients for a major region at another global wealth manager. He has also been the country team head of Latin America for two internationally operating banks. Before focusing on private banking, Stephan spent 17 years working for a globally operating Swiss manufacturer and distributor of products that capture, model, analyse and visualise spatial information. He held various senior positions - including managing director, senior consultant and area sales manager - in different legal entities of the group, both in Switzerland and in Latin America, where he built up a strong network.


"Wealth management for the super-rich (or UHNWIs) and family offices is a growing, but complex business." "The book covers this niche, is very well written and highly useful as a reference." "The authors cover all subjects of banking and advising for the super-rich, being individuals or family offices through six instructive case studies." "The use of case studies and the recompilation of the learning points, plus excerpts from the press regarding real transactions, makes the book effortless to read and hard to put down." "The book's structure is unmistakably separated into two parts, firstly, the client and secondly, the banker. The case studies are centered around "private investment banking", thus transactions and risk management. No subject seems to be left out, covering subjects from the IPO-process over Islamic banking to structured finance." "Based on their experience, the authors explain how they themselves deal with UHNWIs and their different issues. Such personal tips are particularly precious, and hardly ever to be found in a book." "I recommend the book for both clients and bankers. The book might be a bit too exhaustive for novice wealth managers, but for experienced bankers it is a priceless source to be consulted time and again. 5/5"" -- F. Inigo ""Finally a handbook written by experts from the industry with practical relevance." "Well structured, the book is a joy to read. The case studies, clearly explained, are excellent learning material, obviously stemming from personal experience of the authors. The cases, well chosen, cover asset allocation, risk management, family governance, and to my special interest, private equity investments." "As a finance professional, working mostly with institutions, this book gave me valuable insights how to work with Ultra High Net Worth Individuals, family companies and family offices." "To my knowledge, this is the best description of the UHNWI client segment for finance professionals available." "It is a little expensive, but worth every pound. 5/5"" --Erich Sieber

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