I'm pleased to have been quoted in a Financial Times Professional Wealth Management (PWM) special report this morning where I share my thoughts on why Wealth Managers and Private Banks may be prioritising technology investment that facilitates client acquisition vs portfolio performance.
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There is a broad agreement that the technology has long been present to enable faster development of digital portfolio management, yet few private banks are taking the plunge.
“Most advice businesses still get paid on an ‘ad valorem’ basis. More assets means more revenue, flowing into more profit, providing you can hold your cost to income ratio,” says Sharmil Patwa, founder of Opus Una in London, a long-term consultant in change management, formerly with Barclays Wealth and Deutsche Bank. “Freeing up adviser time to acquire more clients, and therefore more assets, moves the revenue dial much further than a small amount of incremental alpha,” he suggests.
Even some of the most basic AI tools are freeing up close to 20 per cent of adviser time, claim leading wealth managers. “Even if only half that time is then redeployed to new client acquisition, I would proffer that the business case currently stacks up favourably,” adds Patwa.
This state of affairs is leaving high-tech developers of investment strategies disgruntled, despite their progress in building portfolio management and investment decision-making systems.
“Our experience is that they have been more successful in institutional asset management, where the asset collection dynamics are different and where, in general, performance is a higher priority than in wealth management,” says Patwa.
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Some great viewpoints from Keith MacDonald, April Rudin, Phil Watson, Dr. Sandra Daub, Sinisa Babcic, Sigrid Unseld and Stuart Cash. Thanks to Yuri Bender for writing the thought provoking piece
#WealthTech #Digital
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