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市場調查報告書
民營銀行富裕顧客鞏固策略
Client retention strategies for the next wealthy generation
| 出版商 |
Datamonitor |
| 出版日期 |
2004年09月 |
商品編碼 |
23429 |
| 內容資訊 |
英文 20 Pages |
| 價格 |
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本報告已在2011年07月19日停止出版。
對於民營銀行來說，客戶鞏固策略是營業支出的一部份，也是直接關係獲利的重要一環。但現實情況是銀行並無充足的時間與資源來顧及各式客戶的利益，因此越來越多的銀行將富裕顧客的資產管理諮詢或特殊服務委外負責。例如西班牙的Banif銀行針對富裕家族顧客舉行高爾夫、騎馬等活動，而Citigroup Private Bank則為客戶舉辦了資產保護相關的會議。
擅長多領域市場調查分析的英國專業市調公司 Datamontor Corporation（總公司：倫敦），調查分析了民營銀行的富裕顧客鞏固策略後，出版了一本綜合報告書 "Client retention strategies for the next wealthy generation" 。
報告書內容分析亞洲、歐洲、美國的民營銀行其現行富裕顧客鞏固策略、7位業界主管的訪談內容，及Datamonitor的看法等等，內容綱要摘記如下：
序論
全球現行策略
- 運動與社交活動
- 教育活動
- 參與型活動
- 民營銀行是否有適當扮演處理富裕家族財產的角色？
分析與建議
- 「革新」與「一點集中」是關鍵
- 集中獲利提升策略、測試社交活動效果、將非效率性的資金提供合理化
- 與未來的富裕世代建立關係，導入並修正商品與服務
- 認識次世代富裕層級的教育重要性，重新檢視委外的利益
- 無關業界成熟度，與顧客構築堅固的合作關係
詳細的看法
- Datamonitor Global Wealth Service SPP：報告
- Datamonitor Global Wealth Service SPP：觀察報告
- Datamonitor Global Wealth Service SPP：競爭追蹤
- 相關報告
Datamonitor 的全球富裕模型
Introduction
Assesses the extent to which wealth managers currently manage relationships
with wealthy offspring, analyses current innovative initiatives for holding onto
client wealth and identifies the strategies that wealth managers need to employ
in order to ensure that this money remains under their management.
Scope of this report
- Primary interviews with 7 industry executives including Managing Directors
and Marketing Managers
- Geography: Asia, Europe and the USA
Research and analysis highlights
Strategies employed by private banks fall into those that constitute
operating expenses and those that directly earn revenue.
A number of 'enlightened' institutions are increasingly realizing that they
do not have the time nor the resources to organize the whole breadth of
educational initiatives that clients are demanding. This has led to private
banks outsourcing many education and training requests from wealthy families.
Example of sporting and social events: In Spain, Banif organizes golf and
horse-riding tournaments for wealthy families. Example of educational events:
Citigroup Private Bank organizes conferences to encourage debate and thought on
the issue of protection of wealth to engage with the children of wealthy
families.
Key reasons to read this report
- Learn about competitive practices around the world and develop best
practice strategy for your organization
- Identify a range of key strategic considerations and actions needed to
deepen relationships and enhance share of wallet
Introduction
Global strategies in practice
- Sporting and social events
- Education events
- Outsourcing education
- Involvement activites
- Products and services: initiatives to entangle relationships
- Does the Private Banker have a role in suggesting a proper treatment of
the inheritance?
Analysis and recommendations
- Size does not matter: Proactive-ness and focus is key
- Focus on revenue boosting strategies, measure the utility of social events
and rationalize inefficient sponsorship
- Seek to launch or redesign products and services to cement ties with the
future wealthy generation
- Opportunity to participate in educating the next generation is vital:
review the merits of outsourcing
- Regardless of maturity of industry, a focus on building strong
relationships is vital
Further reading
- Datamonitor Global Wealth Service SPP: Reports
- Datamonitor Global Wealth Service SPP: Insight Reports
- Datamonitor Global Wealth Service SPP: Competitor Tracking
- Related Datamonitor Savings & Investments SPP Reports
Datamonitor's Global Wealth Model
SPP writing team
List of Tables
- Table 1: Countries that have been modeled using Datamonitor's Global
Wealth Model
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