ACRECOGNISING LEADERS ACCLAIMROSS THE GLOBAL INDUSTRY THROUGH THE WEALTHBRIEFING AWARDS PROGRAMME

EXCLUSIVE FINALISTS OF THE EIGHTH ANNUAL WEALTHBRIEFING EUROPEAN AWARDS 2020

June 2020 ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 2

CONTENTS WEALTHBRIEFING EUROPEAN AWARDS JUDGING PANEL ...... 3

WEALTHBRIEFING EUROPEAN AWARDS SHORTLIST ...... 5

FINALIST INTERVIEWS:

ABN AMRO ...... 8 Accuro Trust (Jersey) ...... 8 Alpha ...... 9 AON ...... 9 Artorius ...... 10 Avignon Capital ...... 10 Private ...... 11 Block Asset Management ...... 11 BNY Mellon | Pershing ...... 12 Bordier Group ...... 12 ...... 13 Capita Consulting ...... 13 Capitalium Advisors ...... 14 Close Brothers Asset Management ...... 14 Contemi Solutions ...... 15 ...... 15 Crestbridge ...... 16 Druces ...... 16 Edgelab ...... 17 EFG ...... 17 FOREWORD ERI Banking Software ...... 18 Tom Burroughes, Group Editor, WealthBriefing Evooq ...... 18 FactSet ...... 19 The WealthBriefing Awards are a great opportunity for this Fenergo ...... 19 industry to honour the top-class performers in the field. In this publi- Finantix ...... 20 cation, we talk to those organisations shortlisted for awards and give them a chance to say why they have been able to reach this stage. FundCount ...... 20 Gresham House ...... 21 The European sector has been tested as never before by the pan- HSBC Private Banking ...... 21 demic and the suppression methods governments have taken. Strong Intertrust ...... 22 wealth management advice and guidance has never been more im- IQ-EQ ...... 22 portant. Digital technology is now a must-have as we have seen with private bankers, lawyers, accountants, technologists and family office Jersey Finance ...... 23 figures working from home. The value-add of great wealth manage- JTC Private Office ...... 23 ment is very clear. This awards programme salutes the kind of people Julius Baer ...... 24 and organisations who have really made a difference to clients. Lincoln Private Investment Office ...... 24 Lombard Odier ...... 25 Judges remain at the centre of this awards programme, sifting through masses of entrants to produce a shortlist and, eventually, the Overstone Art ...... 25 winners. They have been chosen for their expertise and experience, RBC Wealth Management ...... 26 and judge categories outside their own immediate areas to avoid Sanlam UK ...... 26 conflicts of interest. As always, we value ideas about how to improve SimCorp Coric ...... 27 the programme. Sionic ...... 27 Ultimately these awards reflect how it is people, with their work eth- Stephenson Harwood ...... 28 ic, conscientiousness and passion who drive this business forward. swissQuant Group ...... 28 This awards programme is designed to reflect those qualities. SYZ ...... 29 ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 3

JUDGING PANEL

The 2020 WealthBriefing European Awards programme was focused around three main category groupings: experts (individuals and teams), products and services for wealth managers and clients, and institutions of all sizes and types in the European market.

Independence, integrity and genuine insight are the watchwords of the judging process with the judging panels made up of some of the industry’s top trusted advisors and bankers.

AUSAF ABBAS TOM BURROUGHES MARK HUSSEIN Managing Director Group Editor Chief Executive Officer, Coombe Advisors ClearView Financial HSBC Life (UK) and Head Media, publisher of of UK Insurance WealthBriefing HSBC Bank

GILLIAN AUSTIN-KING ETIENNE D’ARENBERG SEAN KIERNAN Senior Programme Partner CEO and Founder Manager, CS-MIP Bank Mirabaud DAG Global Programme HSBC Bank

PAUL AYRES SEBASTIAN DOVEY PENNY LOVELL Partner Founder CEO, Private Investment BDO The Courageous Ideas Office Partnership Sanlam

ERIC BARNETT MATTHEW KEITH MACDONALD Director DRUMMOND-SMITH Head of Wealth Associate Director and Management Head of Operations EY Bordier UK

PHILIPPE BONGRAND STEVE DYSON SHARMIL PATWA Senior Partner Director Founder Roland Berger Investment & Wealth Opus Una Management Consultants

ROSALYN BREEDY MARTIN HEALE TOM SLOCOCK Partner Director Managing Director Wedlake Bell Schroder US Wealth Wealth Management Management ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 4

As part of the judging process, a shortlist was identified from the hundreds of entries received for these awards and the judges met for a round-table discussion to agree the winner for each category. The judges were split into groups, dependent on their industry. So trusted advisors were responsible for judging the private banking categories and private bankers judged the trusted advisor categories. This was to ensure that commercially sensitive information was kept confidential and conflicts of interest were avoided.

ADAM SORRIN WILLIAM TROUT Head of Data & Access Head of Wealth Management Management Research RBS Private Banking Celent

MATTHEW SPENCER BRUCE WEATHERILL Head of Business Chief Executive Development and Weatherill Consulting Marketing Close Brothers Asset Management

WENDY SPIRES CARA WILLIAMS Head of Research Senior Partner ClearView Financial Mercer Media, publisher of WealthBriefing

IAIN TAIT IAN WOODHOUSE Partner and Head of Head of Strategy Private Investment Office and Change & Capital Orbium

MIKE TOOLE Chief Operating Officer Artorius Wealth ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 5

AWARDS SHORTLIST The WealthBriefing Awards 2020

United Kingdom European Private BEST PRIVATE BANK – PRIVATE INVESTMENT Private Banking Banking Categories INVESTMENT OFFICE Categories MANAGEMENT • CapGen Partners OVERALL EUROPEAN PLATFORM • Lincoln Private Investment OVERALL UK PRIVATE PRIVATE BANK • BNP Paribas Wealth Office BANK • ABN AMRO Private Management • Sanlam • Barclays Private Bank Banking • Lombard Odier • Wren Investment Office • Brown Shipley • Banque Bertrand • Coutts & Co • BNP Paribas Wealth PRIVATE BANK – BEST MULTI FAMILY OFFICE • EFG Private Bank Management CREDIT PROVIDER • Artorious • HSBC Private Bank • Julius Baer • BNP Paribas Wealth • Capitalium Advisors • Kleinwort Hambros • Lombard Odier Management • Crestbridge • Lombard Odier • REYL & Cie • Societe Generale Private • JTC Private Office • Schroder & Co Bank Banking • Stonehage Fleming DOMESTIC CLIENTS • Societe Generate Private • VTB Bank TEAM Banking PRIVATE BANK • Barclays Private Bank CUSTOMER FACING FUND MANAGER • EFG Private Bank DOMESTIC CLIENTS DIGITAL CAPABILITIES • Banque Paris Bertrand • Kleinwort Hambros TEAM (BANKING) • Block Asset Management • ABN AMRO Private • ABN AMRO Private • Greystone Wealth INTERNATIONAL Banking Banking Management CLIENTS TEAM • Bank Paris Bertrand • Societe Generale Private • Sanlam • Barclays Private Bank • BNP Paribas Wealth Banking • Skenderbeg Investment • Brown Shipley Management Management • EFG Private Bank • Nykredit Private Banking BEST WEALTH • HSBC Private Banking MANAGEMENT ALTERNATIVE INTERNATIONAL BUSINESS SERVICING INVESTMENT MANAGER HNW TEAM CLIENTS TEAM CENTRAL OR EASTERN • Avignon Capital • Coutts & Co • Schroder & Co Bank EUROPE REGION • BNP Paribas Wealth • EFG Private Bank • SYZ Capital • BNP Paribas Wealth Management • HSBC Private Banking Management Poland • Gresham House HNW TEAM • UBP • Skenderbeg Investment UHNW TEAM • BNP Paribas Wealth Management • Coutts & Co • Management • SYZ Capital • EFG Private Bank • REYL & Cie Investment • HSBC Private Banking Management EXTERNAL ASSET MAN- • Kleinwort Hambros UHNW TEAM Categories AGEMENT PLATFORM • Lombard Odier • Banque Paris Bertrand AND OFFERING • BNP Paribas Wealth SPECIALIST WEALTH • Dolfin CHARITY TEAM Management MANAGER • Evooq • Barclays Private Bank • REYL & Cie • Bordier UK • Julius Baer • HSBC Private Banking • Societe Generale Private • Capitalium Advisors Banking • Julius Baer PLATFORM PROVIDER BEST PRIVATE BANK – • London & Capital • Dolfin INVESTMENT MANAGE- BEST PRIVATE BANK – • SYZ Capital • Evooq MENT PLATFORM CLIENT SERVICE • Overstone • Lombard Odier • Banque Paris Bertrand SPECIALIST • Multrees Investor Services • Lombard Odier INVESTMENT MANAGER • Nykredit Private Banking • Capitalium Advisors PRIVATE BANK – BEST • REYL & Cie • Greystone Wealth CREDIT PROVIDER • Schroder & Co Bank Management • Brown Shipley • Societe Generale Private • Impax • EFG Private Bank Banking • Julius Baer • SYZ Capital • Skenderbeg Investment Management • Tribe Impact Capital ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 6

Marketing/PR Wealth Management OUTSOURCING Wealth Management Categories Technology SOLUTION Technology Catego- Categories • AM-One ries (In-house BEST MARKETING or (Tech vendors only) • Avaloq solutions only) PR CAMPAIGN • Expersoft Systems • Barclays Private Bank – FRONT OFFICE • GPP Group INNOVATIVE CLIENT Evolution of Evolution SOLUTION • Multrees Investor Services SOLUTION • Barclays Private Bank – • AM-One • Overstone • BNP Paribas Wealth Smarter Giving Campaign • Avaloq • BNY Mellon | Pershing Management • Dolfin • Evooq • SEI Wealth Platform • Capitalium Advisors • Lombard Odier • Expersoft Systems • Dolfin • Sanlam • Finantix DATA PROVIDER • JTC Private Office • Profile Softwre • FactSet • Ogier • SS&C Advent • FEFinfo Private Client • swissQuant Group • Morningstar Categories • Preqin TRANSACTION PRIVATE CLIENT LAW PROCESSING SOLUTION RISK PROFILING FIRM • AM-One SOLUTION • Druces LLP • Avaloq • AM-One • Stephenson Harwood • ERI Banking Software • BITA Risk • Expersoft Systems • Expersoft Systems OFFSHORE LAW FIRM • Oxford Risk • Carey Olsen PORTFOLIO • Prometia • Ogier MANAGEMENT • SS&C Advent • AM-One PRIVATE CLIENT • BITA Risk RISK MANAGEMENT LAWYER • ERI Banking Software • AAAccell • Druces – Robert Macro • Evooq • EdgeLab • Stephenson Harwood • Expersoft Systems • Klarity Risk – Emily Osborne • SS&C Advent • Profile Software • swissQuant Group • Prometia INDEPENDENT TRUST • Tindeco • swissQuant Group OR FIDUCIARY • TechRules COMPANY CLIENT • Tindeco • Accuro COMMUNICATIONS • Crestbridge • AM-One ON-BOARDING • Highvern Trustees • Dorsum Co • Appway • Intertrust • Expersoft Systems • Contemi Solutions • Q-EQ • FundCount • Expersoft Systems • JTC Private Office • SS&C Technologies • Fenergo • OAK Group • Finantix CLIENT REPORTING • INSTITUTIONAL TRUST • AM-One • Profile Software OR FIDUCIARY • Dorsum Co • SS&C Advent COMPANY • Expersoft Systems • Kleinwort Hambros • FundCount INNOVATIVE CLIENT • RBC Wealth Management • Prometia SOLUTION • SimCorp Coric • 3rd-eyes Analytics MANAGEMENT • SS&C Advent • AAAccell & Rothschild CONSULTANCY • TechRules • BITA Risk • Alpha Financial Markets • Dorsum Co Consulting COMPLIANCE • Evooq • EY • AM-One • Klarity Risk • Sionic • ERI Banking Software • Expersoft Systems INNOVATIVE FINTECH • Fenergo SOLUTION • Klarity Risk • AAAccell • Know your Customer • Dorsum Co • Prometia • Evooq • Overstone CRM SYSTEM • swissQuant Group • AM-One • TechRules • Expersoft Systems • Tickr • Tindeco • Tindeco ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 7

Special Wealth CORPORATE SOCIAL EXCELLENCE IN LEADING INDIVIDUAL Management RESPONSIBILITY/ SERVICING NORTH (BANKER) Categories DIVERSITY AMERICAN CLIENTS • Barclays Private Bank • ABN AMRO Private (SUPPORTED BY – Dan Revell INTERNATIONAL Banking FAMILY WEALTH REPORT) • Barclays Private Bank FINANCE CENTRE • Coutts & Co • Coutts & Co – David Treen • Bahamas FSB • Tribe Capital • UBP Investment Advisors • Barclays Private Bank • Guernsey – Ian Chesham • Jersey Finance WEALTH PLANNING Leadership • Barclays Private Bank TEAM Categories – James Williams GLOBAL CUSTODIAN • Brown Shipley TO PRIVATE CLIENT • Close Brothers Asset OUTSTANDING LEADING INDIVIDUAL BUSINESSES Management CONTRIBUTION TO (ADVISOR) • Dolfin • HSBC Private Banking WEALTH MANAGEMENT • Dolfin – Simon Black • Multrees Investor Services • Julius Baer THOUGHT LEADERSHIP • OAK Group • BNY Mellon | Pershing • Kleinwort Hambros (INDIVIDUAL) – Tania O’Carroll • Lombard Odier • Lombard Odier • OAK Group – Nicola Gott MOST PROMISING NEW • Societe Generale Private – Stephane Monier • OAK Group ENTRANT Banking • Somers Partnership – Paul Schreibke • Overstone • UBP – Mark Somers • Ogier – James Campbell • Tickr • Ogier – Rachel Reynolds PHILANTHROPY OUTSTANDING • RFR – Richard Rogerson MOST INNOVATIVE OFFERING/ INITIATIVE CONTRIBUTION TO • Somers Partnership WEALTH MANAGEMENT OF THE YEAR WEALTH MANAGEMENT – Mark Somers MODEL • ABN AMRO Private THOUGHT LEADERSHIP • Cadell & Co Banking (COMPANY) • Evooq • Barclays Private Bank • CapGen Partners • Overstone • BNP Paribas Wealth • Earth Capital • AON Management • EQ Investors • Tribe Impact Capital • EY • Morningstar • AON • Somers Partnership ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 8

PUTTING THE “WOW FACTOR” INTO PRIVATE BANKING – EXCEEDING EXPECTATIONS

ABN AMRO, the European banking group, explains why it’s well positioned to scoop industry accolades by winning over clients with its offerings.

Accelerating the sustainability shift work of ABN AMRO Group, Neuflize OBC is and service that they are used to. Investment At ABN AMRO, we realise our products, ser- able to establish itself as a pioneer in this field, teams in all our countries also leveraged digital vices and choices affect the lives of millions and demonstrating the strength of our network. platforms to organise live webinars with Q&A can impact the planet. We strive through our opportunities for clients. These have record at- strategy to realise our purpose: “banking for bet- Digital and personal tendance and are highly appreciated by clients ter, for generations to come”, using data, knowl- We strongly believe in using digital channels given the turbulence in the markets. edge and expertise to help clients transition to and platforms to deepen our relationship with sustainable products and business models. clients by supporting the personal touch pro- Exceeding expectations and ‘wowing’ For example, we aim to make sustainable vided by our bankers and client service teams, clients investment the default and through concerted which remains the heart of our service: digital “At ABN AMRO Private Banking, we strive to efforts, have more than doubled our sustain- and personal. We continuously invest in making exceed expectations and ‘wow’ clients with an able client assets since 2018 to EUR 18.6 billion our core banking systems into a fully-integrat- experience as relevant, convenient and sim- (Q1 2020). ed, frictionless end-to-end client experience. ple as possible,” said Pieter van Mierlo, CEO Beyond standard internet banking, we have ABN AMRO Private Banking. “Our holistic ap- 350 years of local expertise backed by introduced a network of digital channels to in- proach provides clients with expert advice global strength crease client convenience and connectivity, that’s risk-controlling, forward-looking and sus- As a leading European private bank with a as well as support clients‘ transition to a more tainable, both economically and environmen- multi-domestic model, we give clients both in- digital relationship with us. tally. We are modern and enterprising, embrac- ternational access and local knowledge. Our This future-proofing and continuous improve- ing open architecture and keeping pace with prestigious brands: ABN AMRO MeesPierson ment in our client experience pay off in the un- investment trends. Our digital innovations are (the ), Bethmann Bank (), precedented COVID-19 pandemic, where safety driven by client needs, industry advances and Neuflize OBC (France) and ABN AMRO Private measures and lockdowns in various countries societal developments. Banking () represent over 350 years’ make it almost impossible to meet with clients “We are very honoured and humbled that expertise, backed by the global strength of the in person. Through video banking, which we our ambition is recognised by clients and in- ABN AMRO Group. were already rolling out before the pandemic, dustry alike – having won some 90 awards and A case in point: Offering impact investing our front-office staff can still have face-to-face commendations in the past two years across solutions is highly innovative in the French meetings with clients, albeit remotely via a se- our four markets, with an overall Net Promoter private banking landscape. By leveraging the cured platform, giving clients the personal touch Score of +9.”

INSIGHT, CONTINUITY AND GUARDIANSHIP – THE ACCURO APPROACH

Paul Douglas, managing director of Accuro Trust (Jersey), describes the characteristics that mark out his business for excellence

his year the fiduciary industry has contin- clients through our network of like-minded in- our team internally and this has in turn gen- ued to show a trend towards institutional dependent private client intermediaries. erated opportunities and value to our clients. Tand listed ownership. This has posed a key challenge to privately-owned fiduciaries This year, clients (and the firms we partner Our “Accuro Academy” this year also de- like us. with to service them) have fed back to us that livered external individual coaching, in-house our owner-manager model is an advantage mentoring and mental health seminars. This We continue to compete and win against because they prefer the directors’ managing was recognised with a win for the ICSA Jer- firms that far exceed our size. We have had a the client business on a daily business to also sey Award for “Administrator of the Year” and strong performance this year and have used be the equity owners responsible for the strat- numerous nominations. Our employee Fit and our success as a platform to further assure egy of the firm. This value and relationship Well Forum has also won multiple awards and our ownership and therefore the future of our prioritisation has helped us win pitches and in the shift to remote working we were able business. We bucked the trend by buying out increase our referral network. to seamlessly continue client service whilst our private investor shareholder (who was an protecting our team with advice, support and independent lawyer in the private client sector, We have also maintained our niche focus forums for wellness and stress management not a fund) in January. This gave us a confi- exclusively on the international private client during the global crisis. dent start to the year and is evidence of our sector and that in turn has helped us win a re-investment of capital into the business, not higher calibre of client with larger portfolios of cash extraction. assets and more complex, demanding struc- tures. We have committed to a “no- exit plan” strategy, reassuring our clients that their rela- We invest in our people as part of our core tionships with us are meaningful, committed mission and this year a team of next genera- for the long term and not driven by short-term tion leaders from across the firm has helped gain. Our achievement of true independence us develop a programme of initiatives for the in 2020 means that we fully own, control and betterment of our infrastructure, communica- operate our business without any third party tions and to build efficiencies in our systems. involvement interference. This enables us to More importantly their steer has also led us to give conflict-free best-of-market support to our pursue better working relationships between ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 9

WORKING WITH CLIENTS ACROSS THEIR ENTIRE BUSINESSES TO BUILD VALUE

Kenn Taylor, Head of Wealth Management at Alpha, talks about the award-qualifying success of his firm.

lpha’s primary purpose is to support cli- ESG robust training programme and focus on strate- ents to deliver against their most com- Advising a leading wealth manager on de- gic recruitment to ensure we maintain our stan- Aplex and strategic initiatives. We have a veloping new ESG capabilities. This includ- dard of excellence as the firm grows. In order to track record of delivering consistently superior ed: defining their ESG investment philosophy continue attracting and retaining the very best results, which has made us a trusted advisor and strategic operating model, and leading a people, we relentlessly focus on how we can and strategic partner to our clients. We appre- vendor selection across data providers. make Alpha the very best place to work. This is ciate WealthBriefing recognising our hard work why we have ranked in the “Times Top 100 Best in this space and are delighted to have been Digital advisory platform Small Companies to work for” four years in a row. shortlisted for this prestigious award. Driving the launch of a global “digital first” Alpha employees have attended and spoken investment service for end users. The offering at 40+ industry conferences in the last year, cov- Alpha’s Dedicated Wealth Management was cloud based and included digital advisory ering topics such as Digital Readiness, Wealth Practice capabilities. FinTech and AI. Independent research and sur- At Alpha we work with wealth clients across vey-based publications by Alpha, including the their entire businesses to help them adapt for Client management recent Wealth Digital Survey and ESG Market the future, by offering specialist understanding Partnering with a leading software vendor to Study, ensure that the firm is kept at the forefront of industry challenges and knowledge of the build a wealth client relationship management of advising on new industry demands. levers that drive success. best practice accelerator in order to support At Alpha, we admire the way fintechs con- Alpha has deep experience working on the clients in commercialising their client manage- stantly evaluate and evolve to drive innovation most challenging and complex initiatives in ment opportunity In addition to the above, Alpha and entrepreneurial ideas. As a member of the the Wealth market, examples across Europe has developed industry leading propositions Investment Association and PIMFA, we also include: across: Data management and commercialisa- help to drive innovation in the industry, through tion, institutional wealth, financial planning, and initiatives such as participation on the advisory Operating Model Design strategic fintech application. board of “Engine” (formerly Velocity) FinTech Working with clients including many of the At Alpha, our people are our greatest asset. accelerator. The programme connects best-in- largest wealth managers and private Alpha’s industry specialist consultants are skilled class fintech innovators with wealth and invest- across the top European markets to restructure at navigating complex organisations and build- ment managers looking to reshape their oper- and optimise their operating models, core plat- ing strong relationships to rapidly generate value ating models and transform their businesses for form technology and business processes. for clients. We support our consultants with a the future.

A STRONG DATA FOCUS AND CHALLENGE TO STATUS QUO – THE AON APPROACH

Caroline Burkart, Associate Partner at Aon, talks to Tom Burroughes at WealthBriefing about how her organisation is raising the bar for excellence.

Could you provide a brief overview of your the very highest quality data and this is the What have the challenges been in business in terms of what it does, size, bedrock of how we work. This is evidenced in obtaining excellence? location, recent news around it? that we are now in the 6th year of our Thought Leadership engagement with BNP Paribas Outstanding thought leadership in our Aon’s client insights team is a market lead- Wealth Management. sector requires a combination of creativity, ing research and consultancy business fo- commercial thinking and expert industry un- cused exclusively on the private banking and How have your colleagues contributed to derstanding, high quality data and robust wealth management sector. We work with our the success of your organisation? risk mitigation processes, given the rep- clients to help them better understand and utational risks. It can be time-consuming, engage with HNW and UHNW individuals in By having the courage to challenge the labour intensive and expensive to make such order to deliver a superior client experience to status quo and produce pioneering work a commitment to continually push the their clients and ultimately help drive business that stands out within the industry - case in boundaries. growth. point, the UK Client Experience Benchmark for the wealth management industry and the Whom do you look up to for inspiration In 2019 Aon launched and completed the continued work we do on behalf of BNP and examples to emulate and compare first ever syndicated benchmark study for cli- Paribas Wealth Management with the Global yourself against, either inside or outside ent experience for the UK wealth management Entrepreneur Thought Leadership Report. the wealth management industry? industry. With 10 participating firms in its first year, the benchmark is a landmark moment What will you do to keep to the standard We draw influence from a wide sphere, be for the industry. The 2020 initiative is currently of an award-winner and push ahead in it market leaders in our own industry to firms underway. the future? that really push the boundaries in industries unrelated to wealth. What sets you apart from your peers this Continue to demand and produce only the year? highest quality of data and insight with a laser focus on the end U/HNW client, to continue to The quality of the data we produce and our evolve our relationships with our client firms willingness to produce pioneering research and research methodologies. for our clients. Aon prides itself on producing ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 10

ENTREPRENEURIAL STANCE DRIVES ARTORIUS SUCCESS

Mike Toole, Chief Operating Officer, talks to Tom Burroughes of WealthBriefing about the firm’s multi-family office credentials.

What sets you apart from your peers this All our employees are shareholders of the dedicated to serving the needs of our clients. year? firm, aligning interests for the long term and In line with our client-first ethos, another chal- This year has been a landmark year for allowing our clients to receive service with real lenge has been finding client focused technolo- Artorius. As we exceeded £1 billion of assets, passion and an assurance of service continuity. gy that enhances, rather than impedes, our cli- we felt clients, and the intermediaries we work The core of the firm’s culture is being entre- ent’s experience. To address this challenge, we with, truly began to understand the benefits of preneurial, which drives our success. Everyone have assembled ‘best of breed’ solutions that our unique model. Our independent ownership in the firm plays a role in being innovative and enable us to provide a holistic service for our structure of employees, clients and indepen- creative, making changes that improve our clients, that first and foremost works for them. dent shareholders facilitates an alignment of clients’ experiences. We are fortunate that our Whom do you look up to for inspiration interests that enables us to deliver un-conflicted team of colleagues, coupled with decades of and examples to emulate and compare advice to our clients. Being free of any ties en- experience, share a desire to understand our yourself against, either inside or outside ables us to take a whole of market approach to clients. the wealth management industry? find solutions for clients. As such, we have been Our clients also benefit from a collegiate in- Artorius is inspired to be different. The firm able to solve complex situations for our clients. house approach combining investment experts, itself was born out of client sentiment that there Throughout the year, we have further devel- analysts, wealth planners and experienced rela- must be a better way to deliver wealth man- oped our wealth planning experience and rolled tionship managers. We continue to offer a full agement services. We like to look at the con- out our new client focused technology, provid- suite of family office services that can meet the straints the banks and other ing bespoke consolidated reporting and online needs of our clients now and in the future. firms have in their businesses, and then look for portal access, allowing all our clients to benefit What have the challenges been in solutions we can implement for clients without from online investment valuations, access to obtaining excellence? the same restrictions. It is therefore central to news flow and a safe document library. A key challenge has been finding the right Artorius to strive for excellence, remain total- As we are focused on continually improving people, with natural talent and a passion for ly transparent and impartial, and stand out what we offer for clients, we take all opportu- serving clients. Our clients have a very broad through our unwavering focus on client service. nities to listen to the feedback from both our range of complexities, constraints and require- Our role is to be a trusted advisor, we sit on clients and shareholders. This year will be no ments and so it is vital we found people with the same side of the table as our clients, work- different. a real depth of knowledge, but also the desire ing in collaboration with their other professional How have your colleagues contributed to to serve. Through this selective approach, advisors and ensuring they receive the highest the success of your organisation? we have formed a highly skilled team that is quality service possible.

CARVING OUT BOUTIQUE REAL ESTATE STATUS AT AVIGNON

Laura Rinaldi, Marketing & Communications Manager at Avignon Capital, talks about the firm’s accomplishments and goals.

vignon Capital is a European real es- Avignon was able to deliver returns to the tate investment and asset management client that exceeded the original business Abusiness headquartered in London with plan. It is a testament to the company’s active offices in Berlin and Rotterdam. asset management approach to deliver supe- rior returns to its clients. The sale produced an Focused on UK and core European mar- internal rate of return (IRR) of 25 per cent and kets, Avignon has a proven track record of return on equity of 83 per cent. delivering above average returns to investors through strategic asset allocation and active In a sector such as property where large asset management. firms dominate, Avignon is carving out a name for itself as a boutique real estate investment The business provides a full range of real company, focused on providing exceptional estate services including investment manage- service and innovative solutions. Moreover, ment, debt strategies and asset management. Avignon is able to provide an institutional level Avignon’s active asset management ap- of service whilst maintaining the nimbleness proach and an extensive network of strong associated with a boutique. local connections in its core markets have enhanced Avignon’s capabilities to maximise Avignon has experienced significant growth returns for investors. this year, growing its AuM from €1.1 billion to €1.5 billion, opening a Dutch office and Avignon has been working across the risk growing the team from 12 to 21. spectrum and have been very successful over the past year with its value-add strategies. A diverse portfolio constructed to capitalize on growth has been very successful for a family office client. The first asset in the portfolio has just been sold as the three-year business plan is now complete. ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 11

SERVICE, EXPERTISE AND SEEING BEYOND WEALTH – BARCLAYS PRIVATE BANK

James Todd, Head of the UK Private Bank highlights what helps Barclays Private Bank stand out in a congested wealth management market.

A superior service for bespoke needs Barclays Group, including from our Invest- charities. All our bankers can identify the is- ment and Corporate Bank and Foreign sues that matter most to clients, and match At Barclays Private Bank we understand Exchange teams. these with the most appropriate impact wealth means different things to different investment opportunities. people. Benefiting from over three centuries Our investment services can be tailored of banking experience, we help clients focus to suit individual needs, ranging from the Better giving on what’s important and empower them by standard to the sophisticated. Clients can tailoring a financial strategy to their individu- also delegate day-to-day management of Barclays Private Bank also supports HNW al circumstances, objectives and attitude to their portfolio, to the award winning Discre- and UHNW clients who wish to develop their risk. tionary Portfolio Management team, who will philanthropic vision with access to regular curate the right portfolio for their individual articles, reports and forums that provide in- Barclays delivers a truly holistic banking circumstances. sight into the world of philanthropy, as well and investment management service for as guidance from our specialist in-house HNW, UHNW, Family Office and Charity & Investments that make an impact philanthropy adviser. Not-For-Profits clients in the UK and inter- nationally. Tailored to each client’s unique From climate change and demographic We recently published ‘Future Giving – requirements, our extensive product of- shifts to educational inequality and gender Engaging the Next Generation’ which was fering and network of local and global ex- bias - an increasing amount of private cap- created in response to many conversations perts combines the right people, ideas and ital is being dedicated to addressing these with clients about how to involve their families opportunities to help clients achieve more. and other global challenges. Through Im- in their giving. It gives guidance on how to pact Investing, Barclays Private Bank clients help shape the world of philanthropy for ages Collective expertise have an opportunity to protect and grow five to 25, as well as containing fascinating their assets while supporting innovative solu- case studies. We bring together a specialist team that tions to the world’s most pressing social and supports each client with relevant banking, environmental issues. credit, investment, philanthropy and wealth planning solutions. We do this through Our service supports individuals and a range of specialists from across the families, as well as their foundations and

FILTERING THE RISKS, CAPTURING THE OPPORTUNITIES OF CRYPTO-ASSETS

Manuel E De Luque Muntaner, Founder & CEO of Block Asset Management, talks about the credentials of his firm and why it’s in the award-winning frame.

lock Asset Management is a specialist Hundreds of funds were reviewed before when investing in the digital Assets space as blockchain and digital assets focussed launch but as new funds are entering the mar- there are many funds that are not what they Balternative investment fund manager. ket on an almost weekly basis and given that appear, concerns over custody & storage of The team created the world’s first dedicated the fund of fund is actively managed, the DD assets and regulation in the sector is constant- Blockchain & Crypto Fund of Funds in De- process is a never ending task and part of the ly evolving, these are issues that managers in cember 2017, with the aim of outperforming team’s daily responsibilities. During this pro- more traditional assets do not face. the Eurekahedge Cryptocurrency Hedge Fund cess/research the team identified 6 strategies Index (ECHFI) with reduced volatility. within this exciting new asset class (Trading Block Asset Management have been very & Arbitrage, Index Tracking, Infrastructure, active participants in major crypto events such Being the first crypto focussed AIFM to be Lending, PE/VC investing and Blockchain-re- as Consensus, DAS, Malta Blockchain Sum- registered with the CSSF in was lated listed companies) and set about finding mit, Isle Of Man Blockchain , Uruguay Block- also a great but challenging achievement. the “best in class” or most investable funds chain Summit, etc. The team have also been within these areas. Kevin Ballard, Co-Found- busy this year having attended Davos and As with any new or emerging asset class, er and CCO said that they are “thrilled to be hosted conferences throughout Europe and where volatility, risk & reward and all increased, able to bring to market a holistic approach to the Americas. the team where all too aware that diversifi- the world’s newest and fastest growing asset cation and thorough due diligence were of class”. Finally, Block Asset Management was paramount importance. awarded #2 Best Performing Crypto Fund The teams fund selection and active man- (Q3 2019) by Crypto Fund Research and has Due diligence is an area that the team ex- agement has served them well to date as been shortlisted for the WealthBriefing Euro- cels. With the team experienced in the tradi- they have consistently achieved their goal of pean Awards 2020. Commenting on the firm’s tional financial sector (having worked for Citi- outperforming the ECHFI with reduced vol- shortlisting, Manuel E. De Luque Muntaner, bank, , , Julius Baer, atility. The Block Asset Management team, Founder and CEO, said: “We are delighted UBS & Societe Generale) and with the creation whist acknowledging that the crypto asset to have been shortlisted for these prestigious of a carefully selected Crypto advisory board, class is of course high risk, explain that they awards. It is a great honour to be recognised the team created a dual layered due diligence are in essence “acting as a risk filter and re- in the shortlist and this is testament to the hard process, applying both a traditional, and ducing unnecessary risks that are rife within work that the team have put in over the last specially created crypto DD process. the space”. Investors must tread very carefully 12 months.” ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 12

ROBUST CLIENT ASSET PROTECTION IN UNCERTAIN TIMES REALLY PACKS A PUNCH

Geoff Towers, Chief Executive for Pershing Limited at BNY Mellon | Pershing talks about the business and the level it has reached.

What sets you apart from your peers this execution services. Our ability to provide best always support our clients to evolve and grow year? execution and often improved liquidity togeth- their business safely and efficiently – whether er with a pay-as-you-go model versus the fixed that is processing the huge trading volumes of The twin challenges of a global pandemic costs of an in-house desk have proved popular. recent times or collaborating on how best to and some of the fastest moving markets most meet the never ending flow of new regulations. of us have ever seen have brought robustness Pershing’s growth Our business is one of trust. All our people know and resiliency right back into focus. Keeping that. We work hard to win it and then keep it. clients’ assets safe is the absolute bedrock of Pershing has been in the UK and Europe for trust to wealth management. 33 years. Our recent history has been one of Challenges to obtain excellence Pershing is part of BNY Mellon, one of the transformation and remarkable growth - signifi- world’s largest custodians and a Global Sys- cantly outperforming the market. Much of this It is in difficult times that our clients see what temically Important Bank (G-SIB) as defined by is due to our revised modular approach and they are really buying. Since the beginning of the Financial Stability Board and other authori- to our belief in long term partnerships. We’ve the 2020 lockdown period, we have fully main- ties. As such the organisation is held to higher worked closely with clients to support their tained our services to clients. Our previous standards and requirements than most others. growth plans and our modular offering allows investment in people, technology and infra- Clients have increasingly paid attention to the clients to start and stop various services as it structure globally, combined with a rapid imple- robustness of our client asset protection and suits their business best. We’ve on-boarded mentation of robust business continuity plans, the strength of our balance sheet. Pershing’s new and very fast growing clients and worked were critical in being able to deliver this. Like fully disclosed, custody solutions across the with them to develop the best ways of working. everyone else, we didn’t know it was coming UK, Channel Islands and Ireland have proved but we were still ready for it. popular with both established and new entry How our colleagues have contributed to Every one of our clients is different. We serve firms. Our robustness was proven again when our success platforms, aggregators and serial acquirers, tra- we were able to move quickly to work from ditional family offices and some that are hard home without stopping services or reducing At the heart of our business are our outstand- to categorise. Each client has their own set of security. Our traders might be “WFH” but all ing professionals. Deeply experienced, our priorities but our wide range of service offerings regulatory requirements for call recording, best people specialise in ensuring we are both “al- and our belief in partnership means that we are execution etc. are still being met. We have also ways on” and “always evolving”. We do not do able to keep our individual promises to every seen increased demand for our trading and our clients’ business and never will. But we will client.

OWNERSHIP ALIGNMENT WITH CLIENTS – A TESTED FORMULA FOR BORDIER

Andrew Rowlands, Head of Marketing at Bordier Group, talks to WealthBriefing’s Tom Burroughes about the Swiss firm’s attainments.

e pride ourselves on marrying a con- “skin in the game”. There is nothing that con- this means we can be genuinely long term temporary approach to managing centrates the investment mind quite like it in our outlook - as our clients are. The firm is Wmoney with the old-fashioned values when assessing risk. An executive team with managed in an entrepreneurial manner, but in of high-quality client service - and as part of a stable and long tenure also helps reassure such a way as to ensure we are still here in the Bordier Group, we draw upon more than clients. 175 years’ time. Family-owned firms tend not 175 years’ wealth management experience; to borrow and display greater patience than this enables us to offer services that many We believe communication to be key and those with external influences. UK-focused businesses cannot. More impor- that it is important to communicate consis- tantly, we have no in-house investment prod- tently and effectively with clients, especially Overall, we believe we have a true alignment ucts to sell and we are entirely independent, at times of market stress. Our clients bene- of interests with both our clients and the trust- with the sole focus of doing what is right for our fit from a low client-to-manager ratio, which ed adviser community. The combination of clients - aligning their interests with our own, means we have a deep understanding of family ownership, a long-term outlook and un- very often investing alongside them. their requirements and can provide a highly limited liability at the Partner level add up to a personal and efficient service, characterised genuine, long lasting and complete alignment In the current environment, our clients by regular communication. We feel we are with our clients. We do not see this as being take great comfort in the Group’s CET1 ratio well tuned in to the needs of our clients and present in most large firms. of more than 29 per cent. The ratio is a key introducers, and quick to respond to their indicator of an institution’s financial strength changing requirements. A good example of and the group has maintained a stable CET1 this is our recent work with adviser firms to ratio of around 25 per cent over the last de- support the design, build and implementa- cade. The Group’s liquidity ratio has also tion of their own centralised investment or remained between 6 - 15 times higher than retirement propositions. the required level in (introduced 2015) - some might regard this level of sol- Another aspect that helps to differentiate vency cushion as excessive; we consider it us from our peers is the fact that we have no rather as prudent, sensible and in our clients’ external shareholders; they tend to be both im- best interests. This may be a result of having patient and short term in their outlook. Bordier unlimited liability at Partner level - the ultimate is a true family-owned business, and again, ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 13

ENTREPRENEURIAL STANCE PAYS DIVIDENDS FOR EXPANDING BROWN SHIPLEY

Roger Clark, Head of Wealth Management at Brown Shipley, describes to Tom Burroughes of WealthBriefing what puts the firm on top.

rown Shipley, a Quintet Private Bank, is Alan Mathewson joined Brown Shipley in level projects outside of an individual’s partic- a UK authorised private bank providing April 2018 as CEO and, since then, the busi- ular area of expertise. We also proactively nur- Bintegrated wealth management encom- ness has gone from strength to strength. ture talent and have an Emerging Talent Group passing wealth planning, investment manage- 2019 was a transformative year, which saw a of potential future leaders, some of whom were ment and lending. We have a strong heritage, number of important strategic developments, involved in the G2 implementation project. dating back to 1810, and manage £9 billion including the appointment of Rory Tapner as AuM, have eight UK regional offices and are Chair. We completed the acquisition of Cam- We have been on the front foot regarding a wholly owned subsidiary of Quintet Private bridge and Norwich-based wealth manag- the COVID-19 pandemic, through proactive Bank, operating across more than 50 Europe- er NW Brown, which allows us to further tap client communications, in particular we’ve had an cities. We combine the personal approach into an area well-known for innovation and regular blogs, webinars, emails and letters of a boutique bank with the broader resources entrepreneurialism. to clients along with calls from relationship available at a Group level. managers, providing updates on the markets, We also implemented a major technology our investment approach and other wealth What sets us apart is our tailored approach and IT upgrade, with a new wealth manage- management related topic such as COVID-19 and the relationships we build with clients as ment platform, Intelliflo and investment man- related fraud. On a business level, we were we believe a “one-size-fits-all” approach falls agement platform, G2, provided by Lombard quick to respond and rapidly ensured we had short. We understand wealth is a deeply per- Odier. G2 has significantly enhanced our cli- the necessary IT infrastructure for colleagues sonal subject, so we always take the time to ent offering, providing the ability to offer new to work from home. really get to know clients, their goals and their in-depth insights and information. Via the “My wider financial situation. Brown Shipley” app, clients can also track Aside from a few minor initial issues which their investments themselves. Together, these were quickly resolved, we are able to meet cli- With regards to peers, we are unique in be- changes have enabled a significant boost to ents’ needs effectively despite having the vast ing a boutique backed by the strength of our efficiency and client satisfaction, as proven by majority of colleagues working from home. group. We take an entrepreneurial approach to our NPS. our business and have the flexibility some oth- We take a long term approach to investing er bigger players don’t have. We don’t look to Colleague feedback on Brown Shipley is and continue to support our clients, particu- replicate any particular single peer, rather we that it’s not hierarchical and there are many op- larly during the market uncertainty, and help strive for excellence to best meet client needs. portunities to get involved, potentially with high protect and enhance their wealth.

CAPITA SUCCEEDS WITH HANDS-ON EXPERIENCE, SECTOR KNOWLEDGE

Daniel Giannotti, Head of Capital Markets and Investment Management at Capita Consulting, talks about his firm’s achievements.

he team at Capita Consulting are de- In a very short time, Capita Consulting has been at the forefront helping companies adapt lighted to be considered within these emerged and started to create ripples. In the to “business Unusual” and prepare for the new Twealth industry awards. We are on a Wealth and Investment Management indus- normal. mission to create better outcomes - and be tries we are partnering with a number of firms a force for good in society. We are a digital to deliver transformational change. Whom do you look up to for inspiration consulting firm that innovates and delivers and and examples to emulate and compare look forward to making a positive impact in the The clients we work with like our pragmat- yourself against, either inside or outside wealth industry. ic agile approach, sector expertise, delivery the wealth management industry? focus and our responsible business ethos in- What sets you apart from your peers this cluding the operating principles of sustainabil- Recognising the importance of technology year? ity and ethical design. Not only is this helping and data in a hyper-connected world, Capita us with our clients, it is also attracting top talent Consulting is using the latest technological Capita Consulting is a challenger with a from other established consulting businesses. trends such as digital by default, automation, difference. Launched in December 2019, we cloud computing, the Internet of Things and are a newly formed digital consulting business Capita Consulting is made up of passionate data analytics to make a positive impact to our harnessing the power of Digital, Data and and talented people with deep sector expertise day to day lives. Technology to drive targeted and incremental and years of experience delivering outcomes. value creation for clients in a number of priority To achieve this Capita has established part- industries, including financial services. What have the challenges been in nerships with several best-in-breed technolo- obtaining excellence? gy providers that we know are of critical impor- Our consulting business brings together tance to our clients in Wealth Management for Capita’s practical, hands-on delivery experi- Amidst COVID-19, business as usual example Finantix, Wealth Dynamix, LivePerson ence with deep sector know-how and exper- changed overnight. This is and will contin- and Qwil. In addition, to challenge the status tise spanning technology platforms, start-ups ue to be a major challenge for our business. quo and inspire innovation, the team are ac- and academia. With this we are able to design That said, it has been great to see our team tively working with research partners such as and implement the very best solutions to the rally to solve COVID-19 specific or COVID-19 WealthBriefing and TED to bring with deep various challenges that clients face. heightened problems for clients. Throughout in-sector expertise and fresh thinking from this business disruption Capita Consulting has other industries. ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 14

ABSOLUTE FREEDOM TO TAILOR-MAKE WEALTH SOLUTIONS – THE CAPITALIUM WAY

Tom Burroughes of WealthBriefing talks to Alain Zell, Managing Partner and Chief Executive of Capitalium.

apitalium Advisors develops solutions How have your colleagues contributed to requires a lot of efforts that must be balanced that are tailored for clients whether they the success of your organisation? with positive energy in order to be sustainable Care families, entrepreneurs or Millenni- in time. Besides, we are working every day to als. The firm tries to simplify the financial lives of We maintain a start-up-like environment secure that our clients support the development clients as far as possible. through a culture of innovation. We work on strategy. Ultimately, excellence is a relative con- connecting each member of the team with our cept versus your peers, as well as an absolute The organization is based in and mission to transform the wealth management criteria driving each decision we make. is part of the CASA Group. The group advises industry and to offer to our clients a unique Swiss and international clients on financial and financial experience. In order to achieve our Whom do you look up to for inspiration non-financial aspects of asset management. goals, complementarity of skills and characters and examples to emulate and compare has proven crucial to develop the company. yourself against, either inside or outside What sets you apart from your peers this Diversity is a key factor. the wealth management industry? year? In recent years, Capitalium has taken minori- ties stakes in Schoeb Frote, a wealth Manage- Without any doubts, benchmarks and in­ Company wise, we stick to our objective to ment company based in Neuchatel and more spiration come from outside our industry. It is offer a value-adding platform for wealthy fami- recently in Finanzlab, a firm focusing on advice unlikely changes will emerge from within our lies looking to set-up a robust financial strategy. and brokerage of structured products, based sector. The vast majority of participants are As an independent structure, we benefit from in . Synergies between companies in facing profitability issues and fight for a status an absolute freedom to shape tailor-made our filed are common, this combination allows quo. As a consequence there is no chance to solutions. us to offer our clients a more competitive prop- find any inspiration under these conditions. The On the investment side, the differentiation osition with the most integrated value chain wealth management sector has suffered from a states in our ability to develop solutions outside possible. lack of governance and entrepreneurship that the crowded listed markets. created inertia. Again, the decision we made to exclude What have the challenges been in The divergence between outputs that “retrocessions” from our business model obtaining excellence? would become commoditized and the one creates a pipeline of unique opportunities. that will protect a high value proposition is The pursuit of excellence has somehow to getting bigger. We are in the game for the connect with a high degree of enthusiasm. It second option!

STANDING OUT WITH COMPLETE INVESTMENT AND FINANCIAL PLANNING SERVICE OFFERING

Matthew Spencer, Head of Business Development and Marketing, Close Brothers Asset Management, talks to WealthBriefing’s Tom Burroughes.

s one of the UK’s largest and lon- CBAM enjoys all the trappings of an estab- personal objectives. Internally, dedicated teams gest-serving wealth planning firms, lished wealth and investment management with allocated assistant support ensure a high- AClose Brothers Asset Management firm, but with the capacity to flex around clients’ touch service and a deep understanding of cli- (CBAM) provides clarity and clear direction in needs. This is clear from the outset as clients ents as their wealth, professional and personal a typically complex, fast-changing financial are investment-led, advice-led or an integration circumstances evolve. Our approach goes far landscape. Our clients, who range from busi- of the two depending on their assets, needs and beyond marketing hyperbole, and consistent- ness owners and professionals, to wealthy in- aspirations; and we continuously mould our ap- ly high client retention and satisfaction ratings dividuals and their families, consistently tell us proach as their wealth evolves. The sharp rise in show the tangible impact of the CBAM ethos that CBAM has a very distinctive feel. We think client assets again this year demonstrates the and the values that underpin our business. this comes from our rare blend of heritage and success of the CBAM business model, while dependability, and our ability to evolve our offer- clients’ favourable feedback and NPS scores What have the challenges been in ing ahead of changing client needs and market reflect the quality and delivery of our service. obtaining excellence? conditions - and maximise the opportunities arising from these. How have your colleagues contributed to We have always worked hard to do the right the success of your organisation? thing for our clients, sharing our strategies, inten- What sets you apart from your peers this tions and progress for optimum transparency. year? Regardless of who leads the client relation- But like much of the industry, our advisors were ship, advisers consistently partner with one an- becoming bogged down in resource-heavy re- CBAM is one of the few UK wealth managers other as well as the wider business to provide porting that risked hindering their ability to add to provide a complete financial planning and powerful insight and pertinent advice and ex- value to the end client. Launched in 2019, our investment service. This year we have again pertise. Low client weightings give advisors the Review Pack Generator automatically produces enjoyed high client retention, and we make the freedom to always do the right thing for clients, bespoke client reports based on our house mac- best of the knowledge derived from these deep working proactively and in their interests at all ro-economic view, manager/team-specific con- client relationships to provide truly targeted times. We don’t profess to be expert at every- tent and quantitative insight and analysis. Well advice and solutions, and, importantly, peace thing, instead deferring to our expansive exter- received by clients and advisors alike, the RPG of mind. Our investment advice is backed nal network and the scope of the Close Brothers has saved CBAM’s Investment Managers 15,700 by robust research which receives on-going Group to provide the right level of expertise and cumulative hours since launch - all of which has investment by the business. solutions that maximise clients’ financial and been diverted into supporting clients. ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 15

CONTEMI SOLUTIONS DELIVERS “PERFECT FIT” FOR CLIENTS’ SPECIFIC NEEDS

Kean Williams, Chief Executive, Contemi Europe.

ontemi Solutions is a global technology What do you think would have caught the with innovative fintech partners, it provides real provider to financial institutions includ- judges’ attention for this recognition? time KYC/AML checks in addition to uploading Cing: Asset management, private bank- identity validation documents. ing and wealth management, insurance, and Our WIN “Onboarding” solution is a new- corporate and institutional banking. comer to the market as the missing compo- The prestigious panel of judges deemed nent to our award winning front to back Wealth the solution to have demonstrated its modern Currently serving Financial Institutions in 11 Management solution. technology, end-to-end automation, real-time countries across different time zones, Contemi KYC and AML checks capabilities and lifecycle provides leading data and digital solutions, and With its modern, cloud based and om- management. technology platforms that connect a thriving ni-channel architecture, it provides a seamless global financial markets community - driving digital on-boarding experience to custom- What sets you apart from your peers? performance in investment, wealth manage- ers, reducing costs and time whilst remaining ment, insurance, post-trading, and regulatory compliant with regulations and risk-standards This is a slim-line, modern and quick to im- compliance. Contemi has more than 25 years across multiple global and local regulatory plement solution. Contemi remains committed of extensive experience supporting private frameworks including AML, KYC, MiFID II and to ensuring that our clients have access to the banking and wealth management firms through data privacy rules (GDPR). latest tools available to enhance their custom- its award-winning wealth management plat- er experience and providing end-to-end client form, Wealth Intelligence (WIN), which provides This WealthBriefing-nominated, powerful, lifecycle management from a single integrated seamless integration across front, middle, and cost-effective, and easy-to-implement solu- solution. back office operations. tion covers all activities from initial prospect- ing, on-boarding to KYC/AML and regulatory Our on-boarding solution speeds up investor Its functionality-rich modular solutions pro- compliance, data management and ongoing on-boarding times while increasing an advisor’s vide a perfect fit for customers’ specific needs, lifecycle management. ability to provide individualised experiences. including on-boarding, client lifecycle man- agement, portfolio management, performance The solution is underpinned by next genera- Working with the Contemi Fees module, measurement, trading and order management, tion AI and Machine Learning technologies to Wealth Managers can maximise efficiency as corporate actions management, and client portal extract information, expedite compliance and well as accurate daily accrual of income from with modern analytics and reporting capabilities. improve operational efficiencies. In partnership a client.

PART OF A FAMILY – THE QUALITIES THAT HELP COUTTS EXCEL

Carl Darnill, Head of Advisory Intermediaries at Coutts, speaks to Tom Burroughes at WealthBriefing about the qualities that make the organisation stand out.

outts is a British institution with more family. Every person is different, every client unveiled, or someone sees the technological than 325 years’ experience of the finest and their advisor add to the melting point that innovation that we support, or when people Cpossible service. It is a brand steeped is Coutts. Coutts employees continue to go learn of our Investment Club and the position it in heritage and tradition, and yet is a private above and beyond for their clients, to be truly has in supporting British entrepreneurs. bank and wealth manager that innovates and indispensable. evolves to maintain its position at the forefront And that is why we feel we may have caught of the industry. Quality of service is the heartbeat of the or- the judges’ attention. We truly are 325-year-old ganisation and is in the DNA of every employ- entrepreneurs ourselves. This is the only way At its core, Coutts achieves market-leading ee and it continues to do so by utilising one of in which a business can survive for as long as returns for its clients and offers best-in-class the foundations it was built on - the importance we have. customer service. The firm has maintained its of listening. Listening to what makes a client position at the pinnacle of wealth manage- tick and therefore learning both their story so To innovate, to evolve and to do so whilst ment, financial planning and private banking far, and what they want the next chapters to leveraging tradition, lessons learned and ex- for more than three centuries. It has done so be - and helping them achieve what they want perience. Coutts takes inspiration from its own because its portfolios consistently outperform to. Coutts does this by each advisor being as clients, learns from the relationships it builds its peers, because it challenges the status quo unique as their client. and harnesses its deep-rooted experience to and because it does more for its clients than continue to lead the way in the industry. they could possibly expect. Because of Coutts’ heritage, because of Coutts’ long-standing reputation and place There really is nowhere quite like Coutts. Coutts clients include landed gentry, rap- in the market, the business also faces a very pers, lottery winners, sports stars, entrepre- specific, unique set of challenge that no other neurs, business owners, e-gamers and ev- private bank or wealth manager faces – as- eryone in-between. When you join Coutts, you sumption. Many may assume that Coutts is join an eclectic family. old-fashioned, that it is in some way snobbish or disconnected from the rest of society. There Coutts celebrates that fact and champi- is nothing more satisfying to any Coutts em- ons it. Every single person who works for ployee than seeing these assumptions shat- Coutts would admit they feel part of the tered when our best-in-class digital offering is ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 16

SETTING A STRONG BRAND AND SENSE OF IDENTITY – ALL PART OF THE CRESTBRIDGE WAY

Tom Burroughes of WealthBriefing talks to Heather Tibbo, Group Head of Family Office Service at Crestbridge about its award-winning credentials.

s a privately owned and truly indepen- tional footprint, including growing its team in The environment in early 2020 has dent business, Crestbridge strives to Bahrain and building a stronger family office underlined the importance of that in spades. Adifferentiate itself in a highly competitive offering and larger office in Cayman. market by tailoring its services to effectively That’s why Crestbridge champions strong meet clients’ exact requirements and focus- But it is not growth for growth’s sake - ex- brand leadership and a clear vision; it’s why ing on building long-term relationships around pansion is always with a firm eye on enhancing the firm places such a focus on its strong exceptional quality of service. At the firm’s service quality. sense of identity; it’s why thought leadership core is an independence, tailor-made person- and a commitment to acting with appreciation alised approach and level of flexibility that is It was against this backdrop that earlier this of the bigger, macro picture is so important; increasingly rare to find and that has earned year Crestbridge entered into a unique joint and it’s why Crestbridge values quality man- Crestbridge a strong reputation. venture with Wyoming-based Willow Street to agement and the delivery of a consistent, posi- create Crestbridge Fiduciary, a move that re- tive message so highly. These are areas where It is an approach built around a profession- flected a genuine commitment from both sides Crestbridge is continuing to learn from other al, award-winning, diverse and multi-jurisdic- to create a superior solution for families with organisations, beyond its own sector - firms tional team of administrators, lawyers and US interests, enabling them to access a com- such as brand leaders like Unilever, firms that accountants who are considered to be one prehensive global platform for protecting and place identity at their core like Ikea, firms that of the strongest in the sector - over 95 per structuring wealth. act according to a sophisticated understand- cent of Crestbridge employees have profes- ing of the macro environment like law firm sional qualifications. In addition, Crestbridge At the same time, Crestbridge is also McDermott Will & Emery, and those that have is committed to recognising staff, rewarding acutely aware of the need to continue to established a track record for delivering signif- their achievements and giving them opportu- learn, that understands the importance of icant, long-term social good like the Duke of nities to grow and develop, all in an enjoyable, continuing to innovate and differentiate itself Edinburgh Award. vibrant work environment. in a competitive and challenging market. The firm is quite clear that where it is headed is All this combined should position Crest- As a firm, Crestbridge is ambitious in its vi- hugely dependent on maintaining a joined- bridge – a firm that is focused on drawing on sion to be the best provider of specialist sup- up understanding of what it stands for, with a its strengths to differentiate itself whilst also port to globally dynamic families - in recent significant focus on purpose, innovation and striving to improve, grow and learn - as a times, Crestbridge has expanded its interna- talent to achieve that. strong candidate for this Award.

A LONG HERITAGE MARRIED TO EMBRACE OF MODERN STANDARDS – THE DRUCES STORY

Julian Washington, head of business development, at Druces, the UK law firm.

ounded in 1767, Druces’ success in the ents: this brings into play not only our private ourselves “what next?” Will the surge in de- twenty-first century derives from embrac- client expertise (partner Matthew Duncan was mand for estate planning today evolve into Fing the highest, modern standards in the first UK-based lawyer to be registered with probate, succession and contested estate everything we do for our clients at the same the DIFC Wills Service Centre) but also the work tomorrow? Will asset protection be the time as cherishing our long heritage as a City Sharia’a finance expertise in our banking and key driver of new wealth structuring work for law firm. finance team. our off-shore clients impacted by the down- turn? And what about the tax increases which That dual approach is reflected as much in This year we have found ourselves in the must follow the emergency levels of public ex- our private client department as it is in the rest midst of an extraordinary public health crisis penditure? How best to serve our clients fac- of the firm. Many long-standing clients contin- which has impacted almost every aspect of ing those challenges in the months and years ue to instruct us for traditional estate planning the way that we work and serve our clients. ahead? and tax advice; for help with mental capacity Roy Campbell (Druces’ Senior Partner) re- problems; for probate and succession work; minded us that an earlier generation of Druc- The experience of our history combined for contentious advice and for our charity es’ lawyers had faced a challenge of similar with the expertise of the present cohort of expertise. However, in addition to all those magnitude in 1940. The old offices in Billiter Druces lawyers means that we face all these familiar strengths, the department also dis- Square (home to Druces for 140 years) were questions with an undiminished enthusiasm tinguishes itself by the way it works fluently destroyed at a stroke in the Blitz and the firm for private client work in all its forms. We thank across the firm, seeking out new markets and temporarily relocated out of the City for the WealthBriefing for our shortlisting and extend new clients. only time in its history. our good wishes to all the firms and individuals who have been nominated. One example is our international wealth In 2020 we like to think that we have and fiduciary practice, led by Robert Macro. matched the resilience and agility of our pre- That team, as well as advising ultra-high net decessors: their example was something of an worth and HNW families, also collaborates inspiration to us in today’s rather different cir- closely with Druces’ company lawyers and cumstances. The whole private client team (in- now advises major trust companies and other deed the whole firm) is working remotely and fiduciary businesses on their corporate affairs. demand for our services - in mid-lockdown - is Another example is our work with MENA cli- stronger than ever. So, we are already asking ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 17

MAPPING WHERE THE RISKS ARE IN CLIENT PORTFOLIOS WITH CUTTING-EDGE TECH

Mathieu Muller-Forgue, Partnership Manager at Edgelab, talks to Tom Burroughes from WealthBriefing of its progress in the wealth management arena.

dgelab provides technological solutions can precisely calculate the current portfolio “lo- nothing wrong with this approach. But we pre- to the private banking and wealth man- cation” in terms of risk. Our risk model reflects fer to zoom in and - instead of trying to sat- Eagement sectors, addressing the need the world we live in, with all the dynamics that isfy the whole market - focus on building the for automated investment risk measurement are happening. It considers all possible risk right product for the right user. By co-creating and regulatory-compliant investment pro- factors that could impact an instrument and with clients and building products that ad- posals. It’s like Google Maps for investment simulates outcomes under various scenarios. dress their unique needs, we have a sharper portfolios. This enables us to accurately estimate the risk understanding of what problem the product of every possible asset, including complex should actually solve. It’s risky, because you When you enter where you want to go in instruments like derivatives. never know if that product will eventually get Google Maps, the app suggests the fastest, broader market adoption. But we believe this most efficient way to reach your destination. Moreover, we have made it easier for invest- is the right way to get a sense for real mar- Moreover, it considers the traffic and condi- ment institutions of all sizes to use our prod- ket opportunities while also building a strong tions along the way, and you don’t even need ucts. Rather than having to go through long relationship with clients. to manually provide your current location. and complex software implementation proj- Imagine the same for investments. Our risk ects, they can just “plug in” via API to our capa- Who do you look up to for inspiration and analytics accurately measure where the invest- bilities. Not only can they get started faster and examples to emulate and compare ment portfolio is at the moment regarding risk more cheaply, but they can also enhance their yourself against? and its target allocation. Then our portfolio as- existing systems, instead of replacing them. sistant automatically recommends the trades No doubt, our clients come first. They are that will get the portfolio to its target. It even What have the challenges been in a great inspiration for us and set our product adjusts the proposal based on the bank’s obtaining excellence? roadmap. But we also look outside of our in- guidelines and client’s individual preferences. dustry, because for us innovation comes from The challenges we’ve faced come from the connecting seemingly random dots. What sets you apart from your peers this fact that we don’t follow the traditional prod- year? uct-market fit convention, which implies that you first identify a good market, then build a If we use the same analogy with navigation, product that can satisfy that market and wait one of our unique strengths is accuracy. We for the paying customers to come. There is

A UNIQUE APPROACH TO RESEARCH AND INVESTING WORKS OUT FOR EFG PRIVATE BANK

EFG Private Bank gives its case to Tom Burroughes of WealthBriefing for being in the award-winning position this year.

FG Private Bank Limited is part of EFG The team at EFG Asset Management form out of his company and ended up penniless. International, a top 10 Swiss private the central “knowledge hub” of our Investment Being a visionary leader matters and adds Ebanking group headquartered in Zurich. Solutions proposition: their expert research and significant value to the firms they operate. EFG International operates in over 40 locations market insights inform our investment strategy worldwide, and its shares are listed on the SIX across the whole business. This means in the Our goal is to be able to identify the com- Swiss Exchange. UK, both EFG Private Bank and our investment panies that are poised to dominate multibil- management division EFG Harris Allday, both lion-dollar markets over the next decade. Mea- EFG Private Bank is based in Mayfair, Lon- benefit from instant, seamless access to this suring successful management is not easily don, with a branch in Jersey and a wholly investment advice. quantifiable or apparent from traditional com- owned subsidiary in Guernsey. pany analysis – something which EFG seeks to Our unique approach to research and accomplish with its Future Leader Panel. Our services, catered towards the domestic investing and international High Net Worth market, cover The panel is formed of industry and academ- banking and credit, financial planning, investment It is easy to identify which companies are ic experts in areas which we feel are key pillars management and offshore trusts. ahead of the pack in terms of innovation and for strong leadership. We bring these industry market dominance today; names such as Ap- and academic experts together to refine our What sets you apart from our peers? ple and Amazon are likely to spring to mind. At market research and investment decisions. EFG Asset Management, we question which As a pure play Private Bank, long- standing, companies are poised for future success and, Bespoke technology excellent client relationships are at the very more importantly, how are we able to spot such heart of the service we provide. companies? We have also developed proprietary tech- nology, our Portfolio Analysis Tool (PAT), that Our private bankers, known as Client Rela- Often what sets leading companies apart are enables us to prepare investment proposals, tionship Officers, are here to support our cli- the qualities of their founders and chief execu- client portfolios and comprehensive analysis re- ents in all wealth-related matters through every tive officers. Taking the example of Nikola Tesla ports. PAT allows our CROs to produce a client stage of life – in a professional, personal and and Thomas Edison: both were great inventors, proposal that meets our rigorous compliance family context. This is one of the hallmarks of however Edison managed to gain much more requirements in under 5 minutes, as all models EFG and our approach to private banking. credit for his inventions, while Tesla was forced are pre-approved. ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 18

ATTENTION TO DETAIL KEEPS SUCCEEDING FOR ERI

Nicholas Hacking of ERI Banking Software Limited speaks to Tom Burroughes of WealthBriefing about his firm’s achievements.

RI is an international company special- an open, API-enabled, database, ensures that in an intuitive environment. Portfolio Managers ising in the design, development, dis- data is available when and where it is needed, benefit consequently from all the operational Etribution and support of the integrated, and changes can be rapidly made to keep up and decisional capabilities in real time, for le- real-time banking and wealth management with evolving requirements. veraging the strategies and client transactions. software package: OLYMPIC Banking System®. More than 300 banks and financial institutions OLYMPIC Banking System offers a real time, ERI also puts high-quality service at the in over 60 countries have already chosen the digitally enabled, solution that can be installed forefront and offers its clients advice, project OLYMPIC Banking System. on–premise or in the cloud, where it is available management, analysis, development, custom- on all the major cloud providers. User organ- isation and ongoing support and maintenance, The OLYMPIC Banking System offers an inte- isations have maximum flexibility in choosing principally using our own resources, to ensure grated and functionally rich coverage of all the their operating model, and in changing that their complete satisfaction. main business areas required for Private Banks model when it suits them, while always retaining and Wealth Managers. security and control. This enables a strong focus on client satis- faction and reduces the time and resources Digitally and cloud-enabled, OLYMPIC Bank- OLYMPIC Banking System provides a glob- required to upgrade the product and deliver spe- ing System provides a rich range of functions al platform combining Transaction Processing, cific functionalities. This no doubt goes some and data-points to remain compliant with fast Portfolio Management and Compliance. The way to explain the excellent track-record that ERI moving regulatory and business practice re- system allows Financial Institutions, through has in delivering both initial implementation, and quirements, while also being open to integra- embedded workflows, to maximize the level subsequent upgrade, projects by keeping a firm tion with third party applications and platforms. of automation and productivity related to the control over both product knowledge and quality. transaction processing: it manages the full life- ERI unremittingly supports its clients by cycle automatically, according to configurable The attention to detail, and the ease of im- focusing not only on their business opportu- rules regarding actions, timelines, messaging, plementation, also contributes significantly, nities but also by ensuring that they have the alerts and controls. when combined with a very flexible licens- data available to meet their internal, regulatory ing model, to result in the OLYMPIC Banking and customer reporting requirements as they OLYMPIC Banking System offers a front of- System offering a very attractive Total Cost of evolve. The very wide functional coverage of fice suite for Portfolio Managers who can per- Ownership, especially when measured over the OLYMPIC Banking System, combined with form all decisional and transactional activities the medium term.

EVOOQ PUTS TECHNOLOGY PIECES TOGETHER FOR SMOOTH WEALTH MANAGEMENT EXPERIENCE

Philipp Zollinger, CFA, of technology firm Evooq, discusses the firm’s award-winning credentials with Tom Burroughes of WealthBriefing.

vooq enables private banks and wealth Evooq puts the pieces together, provid- What have the challenges been in managers to achieve long-term success ing a single ecosystem where everything is obtaining excellence? Eby delivering customized tech solutions seamlessly integrated. What used to take four Financial institutions are anxious about in- with unprecedented value. Our solutions span to five separate tools can now be executed tegrating new technologies, which is under- the whole client management and investment end-to-end with our solutions. standable. No matter how good the solution process - from customer on-boarding and risk Moreover, once clients are in our eco- is, if it is not applicable for or poorly integrated profiling, discretionary and advisory portfolio system, they can change their business in a into their processes, it will hit resistance and management to campaign management - and multitude of ways, ranging from incremental fail to bring value to the institutions. We aim to address continually changing needs and regu- improvements to complete transformation. To identify the challenges that limit the success latory requirements. Clients can streamline op- get started with Evooq, they simply choose of our clients - such as data architecture/data erational workflows and let their teams focus which of their needs they’d like to address first flows, business processes, security - and to on tasks that deliver a competitive advantage, (knowing they can add more services later). ensure through ongoing communication and such as differentiated offerings and service Our interconnected suite of modules can be flexible integration that the solution they imple- quality. easily implemented as standalone units, a fully ment will bring them the expected efficiency integrated platform or any combination of indi- gains, usability and quality. What sets you apart from your peers this vidual solutions. The potential use cases are year? limited only by clients’ imaginations. Who do you look up to for inspiration and At a first glance, wealth management ap- examples to emulate and compare your- pears to be an industry with many mature tech- How have your colleagues contributed to self against, either inside or outside the nological solutions. But most of the products the success of your organisation? wealth management industry? on the market provide only isolated pieces of The interconnectedness of our product There is a saying that “Everything you have the whole puzzle. No matter how good the in- philosophy is reflected in the way we work as ever done is a part of everything you are about dividual solutions may be, they cannot be opti- a team. Our various departments - such as to do.” We use our extensive industry experi- mized to create value as a whole when applied product management, development, client ence to identify opportunities to improve out- individually. Individual software solutions lead to delivery, sales and markets - collaborate on comes and build innovative solutions. But we friction when switching between workspaces, everything we do. We are held together by a also draw inspiration from the digital leaders gathering meaningful insights and translating shared goal that everyone knows would be that are shaping the expectations of what a them into personalized client solutions. unattainable alone. great service and experience is. ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 19

BUILDING CLIENTS’ CONFIDENCE WITH TOP-CLASS TECHNOLOGY TOOLS

Patricia McLean, Director of Marketing Programmes, at FactSet, talks to Tom Burroughes of WealthBriefing about the firm’s attainments.

actSet delivers superior analytics, ser- custodians, accounting systems, or order FactSet has spent each day of the past vice, content, and technology to help management systems. Users can view clients’ four decades putting our clients first, making Fmore than 128,000 users see and seize daily portfolio holdings alongside model port- sure everything we do is built around under- opportunity sooner. We give investment pro- folios and benchmarks to measure portfolio standing their workflows and helping to solve fessionals the edge to outperform, with in- composition, performance, exposures, and challenges across their organisations. From formed insights, workflow solutions across characteristics. They can also easily create more than 60 offices in 24 countries, we’re all the portfolio lifecycle, and industry-leading dashboard views to monitor and report on key working together toward the goal of creating support from dedicated specialists. client relationships. value for our clients, and we’re proud that 95 per cent of clients who use FactSet continue to At its core, FactSet is client-centric and al- More than half of our organisation (4,000+ use FactSet, year after year. ways has been. FactSet partners with clients employees) is dedicated to data integrity and to help them work intelligently and more effi- concordance. We offer 30+ FactSet-owned ciently. As client needs have changed, FactSet datasets and 900+ third-party data providers. has evolved its business to meet those needs, This content fuels our workstation analytics and this shift has helped to fuel growth even in across the investment lifecycle. a challenging market. FactSet continues to enhance and add to FactSet helps wealth managers demon- our proprietary data offering in order to pro- strate their value to clients while protecting vide advisors with essential core data, like and growing their assets with all-in-one wealth fundamentals, estimates, and ownership in- management software that combines portfolio formation alongside unique and alternative analytics, multi-asset class research, global data like geographic revenue exposure, sup- market and security data, and tools to create ply chain connections, and corporate activism digital client experiences. intelligence.

With FactSet, advisors can respond to cli- We also integrate data from carefully ents with confidence by leveraging our seam- screened third-party providers to give our users less and secure portfolio holdings import from actionable insight from a variety of sources.

FENERGO’S SINGULAR APPROACH MAKES ALL THE DIFFERENCE

Steve D’Souza, Global Head Private Bank and Wealth Management at Fenergo explains why it is in award-winning contention this year

energo is an enterprise software provid- regulatory and product roadmaps, so that its processes and workflows, reduces costs and er headquartered in Dublin, Ireland, with solution meets clients’ exact technology and ensures better and faster customer experi- Fa global team of 800 people. Fenergo compliance requirements. This is crucial es- ences. In fact, Fenergo CLM enables cus- provides digital transformation, customer jour- pecially as the global regulatory framework tomers to on-board clients up to 82 per cent ney and Client Lifecycle Management (CLM) in wealth management across the world has faster, improving customer experiences by software solutions for financial institutions, been radically transformed in the last 10 years efficiently managing the end-to-end regulatory including corporate and institutional banks, and will continue to evolve. on-boarding and entity data management pro- commercial and retail banks, asset manage- cesses, and ensuring compliance with mul- ment, private banking and wealth manage- A survey carried out by Fenergo in 2019 tiple regulatory frameworks spanning Know ment firms. Counting over 70 global financial of the key challenges affecting private banks Your Customer (KYC), Anti-Money Launder- institutions as clients, its award-winning CLM and wealth managers showed that today, ing (AML), and tax regimes such as Foreign suite digitally transforms how financial institu- client dropout rate, overall time to on-board, Account Tax Compliance Act (FATCA) and tions manage clients; from initial on-boarding interaction with the client and regulatory com- Common Reporting Standard (CRS) with its to Know Your Customer (KYC)/ Anti-Money pliance are the biggest challenges they face. intelligent rules-driven solution. Laundering (AML) and regulatory compliance, With these challenges in mind, Fenergo de- to data management and ongoing lifecycle veloped its Wealth Management solution. The KYC reviews and refreshes. solution combines Fenergo’s expertise in im- plementing large corporate banking solutions Fenergo is different from other providers, for CLM, deep regulatory codification via its due to its regulatory expertise and commu- Rules Engine (sets rules for global regula- nity support. Working closely with its client tory compliance requirements), with several base, Fenergo has built a regulatory commu- specific wealth management journeys. nity, in which a global collective of 20,000+ risk and compliance experts convene on a This includes Source of Wealth, Source of regular basis, to discuss the regulatory and Funds, Trust Administration, Joint Accounts, technological challenges in the industry and and Intermediary Management as part of the facing organizations. This singular approach client journey for high net worth Individuals. to the market directly feeds into Fenergo’s Overall, the Fenergo solution streamlines ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 20

FINANTIX KEEPS DELIVERING CLIENTS TOP-NOTCH SERVICE

Tom Burroughes of WealthBriefing talks to Marc Bussell, CMO at Finantix, about the firm’s virtues and strategy.

e are in a strong position because invested heavily in building out an experienced Our offering suite is very comprehensive our solution addresses many pain Commercial Team. and therefore has the benefit of being a truly Wpoints Front Office executives face in integrated solution. Yet customers might see advising and servicing clients; even more so What have the challenges been in Finantix as being too broad for something with given the current situation. How? Our solution obtaining excellence? a very specific issue they need to address was architected to digitalise complex sales today. and advisory processes at scale and to inte- I think the biggest challenge here is client grate readily with existing technology infra- adoption. We have all heard the horror sto- Whom do you look up to for inspiration structures. Banks and insurers are looking to ries about IT investments gone wrong. What and examples to emulate and compare remotely attract, retain and serve their clients. used to be seen as an investment that could yourself against, either inside or outside differentiate for a bank is now a commodity. the wealth management industry? The Finantix proposition is future-proof due to its flexibility. We’re fortunate, as what we offer at Finantix I am always impressed by those who focus is a solution suite that is targeted at the one on the positives during times of crisis, and on How have your colleagues contributed to area of a bank that is essential to offer differen- what is important - resilience, strength, agility the success of your organisation? tiation in and where technology can continue and creativity. Bill Gates for his TedTalk about to make a real difference: Sales and Advice. taking action. With our strong Italian heritage, we’ve al- ways had a strong sense of family and con- And what I’m about to say might sound Obama to 2020 graduates about building a nectivity at Finantix. Although we have grown like I am contradicting what I said before, community. I am motivated by banks who de- our global footprint - a stronger team in Swit- but because of the breadth and scope of cide to be disrupters like Reyl launching a new zerland, a fast-growing and experienced team what we have to offer, I think the challenge digital platform. By those who decide to take in Japan and latterly Australia - we’ve been for us to some degree is that we offer such hard decisions like RBS closing down their able to maintain a sense of global connectivity a broad suite of market-relevant, future-proof neo-bank Bó. across the Finantix family. solutions, the market doesn’t see Finantix as the firm that can handle on point solutions, We have a really strong and innovative as well as delivering value in tackling broader R & D team based in Asia-Pacific; we’ve industry issues.

STANDING OUT THANKS TO AN INTEGRATED APPROACH AT FUNDCOUNT

Ashley Whittaker, Vice President Sales - EMEA & APAC of FundCount, talks about what makes the firm a major contender. WE GO BEYO ND THE NUMBERS

What is it about your organization that and relevance - have contributed to the com- be delivered by email or through a secure has merited inclusion on this year’s pany’s ongoing success and growing list of client-branded online portal. shortlist? satisfied clients around the world. Remaining relevant - As a software provider, FundCount offers a single, integrated plat- Ultimate user control - Providing users with staying abreast of industry trends and clients’ form for all accounting activity. There are no ultimate control over client reporting has been business needs is critical to ensure your solu- functional silos –investment accounting, part- and continues to be a significant differentiator tions remain relevant. FundCount’s talented nership accounting, a real-time general led- for FundCount. What takes hours or days with team of subject matter experts, developers ger, and reporting are all available within one most systems can be done in minutes with and product managers keep their finger on system. When combined with FundCount’s FundCount. Reports can be created on-de- the pulse of the industry and work closely with automated workflow, reconciliation and mand right from the desktop rather than wait clients to deliver solutions that address re- compliance tools, this integrated approach for a vendor to respond to a reporting request. al-world challenges. We continually seek new maximizes efficiency for wealth managers. The ease of creating and customizing reports ways to expand usability and enrich functional- FundCount is also unique in the breadth in FundCount is unparalleled. ity so users can get the information they need, of coverage. In addition to marketable secu- Flexibility - FundCount software is also when they need it. rities and debt instruments, FundCount man- known for its incredible flexibility. Users can For example, we introduced integrations ages the accounting, analysis and reporting slice and dice information and drill-down into with Power BI and Tableau to respond to the for every alternative and private-type invest- nested entities to instantly see relationships. huge increase in demand for data visualiza- ment imaginable. With clients in 19 countries, FundCount facilitates inter-entity recon- tion and digital communication tools. We also FundCount is fully multicurrency. ciliation and investment activity disburse- recognized the importance of real-time access ment through layers of entities. Single and over diverse devices and mediums, and have What do you think would have caught multi-family offices remark that they’ve never given users new tools to communicate with cli- the judges’ attention for this recognition? seen such flexibility and consolidated report- ents and stakeholders, including a new online ing capabilities across asset types and ac- portal. In addition to our ability to deliver integrated counting functions (i.e., portfolio, partnership, Various integrations, apps and APIs that accounting, investment insight and efficiency, general ledger). extend the power of the FundCount will fur- there are several unique attributes that make Wealth managers can create interactive ther help clients to achieve better operation- FundCount stand out in a competitive market. reports for clients to access via their mobile al efficiency, reduce risk and gain greater These factors - ultimate user control, flexibility phones, tablets or desktops. Reports can insight. ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 21

DELIVERING STRONG INVESTMENT RESULTS THE GRESHAM WAY

Tony Dalwood, Chief Executive of Gresham House, describes his firm’s credentials to Tom Burroughes of WealthBriefing.

What sets you apart from your peers this on our results with a critical eye. Our culture economic slowdown and we have witnessed year? of empowerment, where individual flair and en- stock markets move into correction territory. trepreneurial thinking are encouraged, allows This notwithstanding, it remains our belief that 2019 saw the various elements fundamental us to implement innovative investment solu- global interest rates will remain lower for longer. to the Gresham House story begin to manifest: tions capable of building a sustainable future As such, the demand for yield and therefore al- organic growth, balance sheet capital utilisa- for stakeholders. ternative assets will remain a growth area. We tion, product development, investment perfor- are a long-term business with a long-term plan mance, and acquisitions. These have all con- We are proud of our teams and will contin- based on long term investment horizons. tributed to growing shareholder value, growing ue to invest in them as they create revenue the brand, earnings, AUM growth and cash. opportunities for the company. We recognise Whom do you look up to for inspiration Our acquisitions continue to deliver against that this doesn’t happen in isolation and we and examples to emulate and compare their targets, and we have captured over £1 are supported by a highly talented team that yourself against, either inside or outside million of annualised cost synergies from our enables Gresham House to function effectively the wealth management industry? 2018 FIM and Livingbridge transactions. – and with a ! Great institutions like Rothschild and The wave of capital flowing into ESG oppor- What have the challenges been in Schroders, which have sustained their image tunities continues and our range of sustain- obtaining excellence? and reputation over many decades and even able investment opportunities positions us as centuries are standout role models within our a natural home for investors seeking superior As for many, the volatile global markets industry. Where the integrity of the business returns within an ESG framework. remain our biggest challenge. The valuation model, the professionalism of the people, of many asset markets remains distorted by the execution of strategy, and willingness to How have your colleagues contributed to global interest rate policy and quantitative eas- adapt to social, economic and environmental the success of your organisation? ing, resulting in the longest economic cycle in change have resulted in the unwavering sup- modern economic history. These dislocations port of clients and shareholders, through peri- Gresham House is a people-focused busi- provide opportunities for specialist investors. ods of good - and less good – performance, ness. We are driven, ambitious and reflective, then this certainly inspires us and is some- taking decisions based on robust analysis and Concerns about the impact of coronavirus thing we can learn from and aspire to as we research, while always ensuring we look back on global health have crystallised fears of an continue to grow and develop the business.

HELPING CLIENTS MAKE A DENT IN THE UNIVERSE – HSBC PRIVATE BANKING’S MISSION

HSBC Private Banking sets out its award-winning case to WealthBriefing’s Tom Burroughes.

s one of the world’s leading financial In terms of how we feel we differentiate our- employees make happy clients. In terms of our institutions for over 150 years, HSBC selves from others, this simply comes down to approach, now more than ever, our clients are Aexists to support families in the ad- our offering, our ethos and our approach. looking to us to not only manage investment vancement of their long-term prosperity. From performance, but to help them understand our earliest entrepreneurial beginnings as the As a large international bank operating and navigate the changing risk environment. bank that financed trade between Asia and across 64 countries and territories, we can Europe, we continue to assist international connect clients to truly global opportunities. We strongly believe that the on-going ad- business owners, high net worth individuals As a , we can also introduce vice we give our clients must be based on in- and families to sustain and grow their wealth clients who own or manage a business to sightful analysis formed from robust data. This across generations. HSBC’s corporate or investment bank to help being the case, embracing the right technol- them with M&A advisory, capital financing or ogy is a key focus area, and we continue to In private banking we believe our role is to commercial banking needs. Many clients also make substantial investments in technology to help our clients meet their ambitions and make appreciate banking with one of the world’s support growth, manage risk and improve the positive change in the world. We do this by largest and best capitalised financial services client experience. connecting our clients to unique opportunities organisations. through our international network, breadth of solutions and expertise. While we can talk about our performance, our access, our reach, our personal bank- Understanding the goals and values of our ing, and our credit capability, none of this clients forms the essential foundation on which works without our people. We believe that all of our client relationships are built and this our clients value continuity, relationships and is why we grew our wealth planning team in permanence. 2019 with the appointment of Jeremy Franks, who leads the wealth planning and advisory We have a high proportion of long serv- team in the UK and across EMEA, and sub- ing employees in private banking in the UK. sequently developed a new and enhanced This reflects the care and focus on our peo- wealth planning proposition. ple and the positive environment we strive to achieve. We believe that happy and motivated ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 22

A COMPREHENSIVE PRIVATE WEALTH OFFERING KEEPS INTERTRUST ON THE FRONT FOOT

Intertrust describes its strengths as a major player in the private wealth space.

What sets you apart from your peers this business and with the launch of our client and institutional-style real estate structures. The year? portal, IRIS, and the acquisition of Viteos, demographic of clients has also changed, and Today’s private wealth client has structures we’re making strides to fulfilling our vision for regulation and governance has become more that go beyond just a trust and a company so providing technology solutions for our clients. onerous. our private wealth offering dovetails with our How have your colleagues contributed to However, evolution brings opportunities and wider company capabilities such as private the success of your organisation? we’ve adapted and developed our services to funds, real estate structuring and corporate Private wealth is and always has been about meet our clients’ changing requirements. We’ve services. We’ve taken this to the next level with people - not just our clients, but our colleagues also ensured that our teams have the skills and several new initiatives: too. The team’s dedication to our growth agen- knowledge to serve our clients. In 2019, we • DAC6 initiative - our service provides an da has been exemplary and we wouldn’t have launched ELLA (Education & Learning Logically efficient way of maintaining control over all achieved what we have without their hard work Arranged) - an online training and learning por- requirements through a secure, online and positive attitude. tal for our employees which provides access to recording and reporting tool. Our private wealth team collaborate across a library on a diverse range of topics. • Economic Substance review tool. our global network of offices. With a presence in There are mandatory training courses for all • FATCA reporting. more than 30 jurisdictions, we’re able to provide employees (such as GDPR, sanctions aware- • Complicity with 4th and 5th AML regulations. clients with a truly global service which navi- ness etc.) and both professional courses (such • Trust and UBO registers and other CRS gates cross-border complexities in the most as an introduction to STEP) and “soft skills” requirements. co-ordinated, pragmatic and responsive fash- courses. • Global relationship management programme ion. Our clients live and work in many different Whom do you look up to for inspiration to ensure we work seamlessly across service jurisdictions and the close co-operation of our and examples to emulate and compare lines. colleagues ensures that we can provide clients yourself against, either inside or outside • IRIS – our online client portal so clients can with a seamless service, bringing opportunities the wealth management industry? see their structures, reporting and and diversification to the business. Our CEO Stephanie Miller joined Intertrust in documentation in a secure and real-time What have the challenges been in 2018. She’s been instrumental in driving chang- tech-enabled system. obtaining excellence? es to ensure that we’re proactively positioned Our growth is underpinned by an increased The private wealth industry has evolved. Pri- to thrive and grow. Stephanie has a clear, tech- focus on technology. Our leadership team vate individuals and families have increasingly nology-based vision for the Company and has has positioned Intertrust as a tech-enabled utilised alternative structures such as funds inspired our teams to set ambitious goals.

HONING SERVICE OFFERING FOR WHAT CLIENTS REALLY WANT

Steve Sokić, Group Head of Private Wealth at IQ-EQ, talks about what has put the firm into award-winning contention.

What do you think would has caught the all asset classes, with particular expertise in reporting. Our innovative Investor Solutions of- judges’ attention for this recognition? alternative assets like real estate and private fering combines a cutting-edge reporting tool IQ-EQ is a leading global investor services equity. (IQ-EQ Cosmos) with focused team expertise. group that brings together a rare combination We continually hone our service offering in This service offering is unique in the mar- of global technical expertise and deep under- direct response to evolving client needs. To- ket as a multi-asset class solution supported standing of client needs. As our name sug- day’s wealthy families, for example, live across by a dedicated client on-boarding team with gests, at IQ-EQ we place equal value on intel- multiple countries and often have an array of relevant industry experience, as well as expert lectual and emotional intelligence, recognising multijurisdictional assets requiring cross-bor- in-house technical and technological support that delivering for our clients depends not only der solutions and multi-sector expertise that teams. IQ-EQ Cosmos delivers real-time data on our ability to provide expert services (the keep pace with changing regulatory and com- reporting and analysis on investment portfoli- IQ), but equally on how well we know them and pliance obligations. Not only are requirements os via a secure and user-friendly online dash- their business (the EQ). We believe in personal growing in complexity, they increasingly span board. It is efficient, cost-effective and fully relationships developed over time and our fo- multiple traditional service lines - as business- customisable, covers multiple asset classes cus is always on delivering exceptional client es expand, as wealth grows, as family offices and includes environmental, social and service. operate increasingly like asset managers. governance (ESG) reporting. With a team of 2,800+ people across 23 ju- IQ-EQ has thus built strength across all Crucially, the focus and direction of our risdictions, we provide a comprehensive range three of our industry’s core service areas (pri- service developments are not based on as- of compliance, administration, asset and advi- vate wealth, corporate and funds), providing sumption – in 2019 we kicked off a group-wide sory services to private clients, family offices, our clients with one highly experienced pro- client and intermediary listening programme, multinational companies and fund managers vider who can seamlessly meet their needs inviting unfiltered and honest feedback to help operating worldwide. in full. Our joined up, multi-segment offering improve our services, increase client satisfac- We act as a trusted partner to our clients, also means we have a unique ability to con- tion and drive future success. This initiative re- helping them to invest and preserve their cap- nect private wealth investors with alternative mains ongoing, but feedback to date has been ital in a sustainable and compliant manner. investment opportunities thereby assisting our hugely positive and insightful, with responsive Within the private wealth sphere, we take care clients with deal flow. actions already being taken to ensure we do of structure establishment, provision of qual- Further, we have been investing heavi- the absolute best for our clients both now and ified professionals and end-to-end fiduciary, ly in proprietary technology to meet rising in the long-term. administration and reporting services across demands for investment transparency and ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 23

A STABLE FINANCIAL CENTRE IN UNCERTAIN TIMES – THE JERSEY FINANCE PROPOSITION

Joe Moynihan, Chief Executive, Jersey Finance, talks about why his organisation continues to set the benchmark for international financial centres.

orward thinking. Well regulated. Politi- In October 2019, Jersey Finance opened a global stock exchanges, with a total market cally and economically stable. It is clear New York office to support the Island’s prop- capitalisation of £227 billion. Fwhy Jersey has been a leading interna- osition as a gateway to Europe for US alter- Unique to the jurisdiction, more than 391 tional finance centre for more than 55 years - native fund managers. We also hosted flag- Jersey Foundations have been established and why we’re the jurisdiction of choice for a ship private wealth and fund conferences in since the structure was launched in 2009, with growing number of businesses, governments, London as well as overseas events in the Gulf a third being used for philanthropic purposes. individuals and families across the world. Region (including a progressive event series The Jersey Private Fund is another innovative With almost 14,000 professionals, Jersey’s focussed on women in wealth management, solution that has become the go-to vehicle finance industry is backed by a mature infra- hosted in Jeddah, Kuwait and Dubai), Great- for alternative fund structuring. More than 306 structure, including 25 banking licenses, all the er China and New York – and we supported JPFs had been established by December major accountancy firms, seven first-tier legal third-party events in key regions worldwide. 2019. practices, award-winning trust companies and Looking at some of the headline figures for During a time of global uncertainty, Jersey 44 fund administrators. Ideally located in a 2019, Jersey’s core banking, funds, private remains a well-regulated and stable jurisdic- central time zone, the Island has considerable wealth and capital markets sectors all per- tion. In early 2019, EU Finance Ministers (ECO- global reach - and more than 50 per cent of formed well. With more than £1 trillion of as- FIN) formally recognised the Island as a coop- new business emanates from markets beyond sets held in Jersey trusts and other asset-hold- erative jurisdiction following the introduction of Europe. ing vehicles, the net asset value of funds economic substance legislation. In 2019, a focus on innovation and global administered in Jersey reached £345.7 billion A review of beneficial ownership by the links resulted in the introduction of a new Inter- in December 2019, growing by more than 70 UK government specifically praised Jersey national Savings Plan, enabling multinational per cent over the past five years to the highest for being an example of best practice. And and international companies to set up savings level ever recorded. a governmental commitment aligned us with plans in Jersey for non-resident employees. Alternative asset classes also increased the EU’s Fifth Anti Money Laundering Di- We also developed a Fintech RoadMap to at- and now represent 85 per cent of Jersey’s to- rective (5AMLD), leading the eventual move tract new firms to the Island and diversify the tal funds business. Resilience in the Island’s towards a more public register of beneficial finance industry, while the completion of an banking sector resulted in total banking de- ownership. Island-wide rollout of gigabit fibre connectivity posits rising steadily to £142.9 billion in De- has made us the third fastest country in the cember 2019. Within capital markets, 79 reg- world for internet speeds. istered Jersey companies are now listed on

INNOVATION, HOLISTIC SERVICE HELPS JTC TO STAND OUT

Matthias Belz, Head of JTC Private Office, talks to WealthBriefing’s Tom Burroughes about the qualities putting it in the top bracket.

What do you think would have caught the competitive in price compared to a dedicated JTC Private Office helps to create order from judges’ attention for this recognition? single family office set up. chaos and gives clients peace of mind that during their lifetime, and after their death, their JTC’s Private Client Services (PCS) division 2019 saw the growth and development of affairs are organised. is an award-winning global team that pro- JTC Private Office in Europe and America, vides for a diverse multi-jurisdictional client building upon JTC’s family office offering. JTC base through specialist, multi-lingual region- Private Office works with selected specialists al teams, underpinned by a commitment to and uses JTC’s worldwide network to pro- innovation, differentiation and client service vide a holistic service that brings together all excellence. aspects of wealth and lifestyle management.

PCS’s extensive solutions range from en- Edge is a state-of-the-art platform pur- tity and trust creation, administration, ac- pose-built for entrepreneurs, (U)HNW clients countancy, institutional fiduciary services, tax and single/multi-family offices. Its purpose compliance services and JTC Private Office. is to provide “Your Life in One Place”. With a two-factor authentication access, Edge pro- Whilst servicing (U)HNW families / clients for vides a secure portal for documentation re- decades, we wanted a clearer proposition in lating to financial and non-financial assets as a growing, and increasingly crowded, space. well as reporting, succession and governance Further, we observed that technology was be- planning and any other materials that our ing offered in silos (e.g. banking, investments) clients desire. with clients using spreadsheets to generate a consolidated view of their affairs. Edge won two international awards in 2019. “Family Offices: Client Initiative” category - In response, JTC Private Office and Edge Wealthmanagement.com Awards, and ‘Best were launched, providing a bespoke expe- Client Reporting Solution’ - WealthBriefing rience across a full range of fiduciary and MENA Region awards. ancillary services, whilst remaining highly ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 24

A PURE-PLAY PRIVATE BANK STATUS WINS CLIENTS’ OVER

Julius Baer, the Swiss private banking group, describes its award-winning claims and achievements.

ulius Baer is a leading global wealth UK, as well as other core locations globally, In addition to looking towards the future manager established 130 years ago by clients can truly benefit from an international through our next generation of clients, we ac- Jthe company’s namesake. From that perspective. In an increasingly complex mar- tively embrace change to remain at the fore- time, we have been dedicated to serving and ket, the ability of our Wealth Planning team to front of our industry – as we have done since advising private clients and family offices from access a global network of external special- we were founded. We were one of the Found- around the world with one objective in mind, ists in order to support clients and their fam- ing Signatories of the United Nations (UN) managing their wealth. ilies through their long-term goals has been Principles for Responsible Banking, further invaluable. strengthening our commitment to advance Our focus on leading the industry in multi- the integration of sustainability into the indus- ple areas while remaining committed to our Our clients are also able to benefit from our try. We were also a founding member of the simple business model of pure wealth man- propriety Digital Investment Advisory Service. WealthiHer Network, an organisation seeking agement is what we believe sets us apart. We This tool allows relationship managers to use to drive positive change for female investors. firmly believe that clients should have access state of the art machine learning to advise their to the building blocks of a wealth management clients based on the most personalised, up-to- We are extremely proud to have been strategy that is bespoke to them, rather than date and compliant information available. This short-listed for so many awards this year. We shoehorning them into pre-defined buckets. proprietary technology is unique to Julius Baer believe this is testament to our strong tradition- We offer our clients access to market leading who have been able to develop it with private al offering combined with our innovative digital wealth planning advice and portfolio manage- clients’ needs in mind. capabilities. ment with a global influence. This integrated approach allows us to build genuine partner- Our efforts do not stop with our clients. Of- ships with our clients to deliver what is best ten their children and grandchildren have an for them. ever-increasing desire to learn more about the world of finance and the markets. Our Young Clients who prefer a discretionary solution Partners programme is an excellent example are able to choose from a suite of mandates how we can help the next generation learn across single and multi-asset class offerings, about the workings of international finance, in the form of both segregated and fund of its influence on the world, and how people fund portfolios. With a team of advisers in the manage their financial wealth.

HIGH-CONVICTION INVESTMENTS WITH A PERSONAL TOUCH – THE LINCOLN WAY

Lucy Morris-Eyton, Client Analyst, at Lincoln Private Investment Office, discusses the firm’s achievements and standards.

incoln was founded with one aim; to meaning that if we lose money for our clients, best investment in an asset class, all clients make wealth management work for our we lose money for ourselves and our families should hold it, at an appropriate risk-adjusted Lclients. The business is jointly owned by too. With our own assets committed, we re- level. the team and thirteen clients. Our core view is main focused in a way that few other wealth that the shareholders of a wealth management management businesses are. Our Alternatives offering is available on an business should care about exceptional ser- advisory basis only. We do not believe that pri- vice and long-term investment performance, Lincoln’s primary focus is on investment vate equity, hedge funds and property should rather than driving profits at the expense of management, centred on two key service: Dis- be managed in a discretionary portfolio. This is clients and their families. By only having cli- cretionary and Advisory. We believe that the predominantly because they are illiquid, even ents as shareholders at Lincoln, this ethos is core of our clients’ wealth should be managed if the vehicle they are presented in appears not assured. in a transparent and easily accessible man- to be, and because they are often higher risk ner in a discretionary portfolio. Our strength to try and achieve a higher return. We claim The transparency we provide to our share- lies in understanding exactly what our clients to have a wider investment universe than our holders is for the benefit of all of our clients. want to achieve and providing them with an much larger competitors and it is particularly Their presence ensures that we remain fo- appropriate solution. Clients’ needs are com- within the Alternatives space that we believe cused at all times on delivering our respon- plex and diverse. For this reason, we create a we demonstrate this. sibilities to our clients in a fair, flexible and unique asset allocation for each of their port- un-conflicted manner. folios, rather than making them conform to a Through our Investment Advisory Board and pre-defined risk profile. our position as a private investment office, we Shareholders do not receive discounts, nor see a huge number of investment opportuni- are they provided with better service or access Nor are we pressured to sell products or to ties, many of which people we know and trust to interesting opportunities than other clients. conform to a particular investment style. Our have already invested in. In fact, we do not discount or offer preferential high conviction approach to investment selec- terms to anyone. tion means that, underneath the bonnet, all cli- We have no interest in being the biggest, ents hold the same investments, just weighted but we are striving to be the best. Our future To increase our alignment with our clients personally for their portfolio. Our view is that goals remain the same as our starting goals, further, we require all team members to in- discretionary portfolios should be run central- to look after our current clients as well as we vest their own money alongside our clients’, ly; if we have identified what we view as the possibly can. ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 25

OFFERING CLIENTS THE “BEST OF BOTH WORLDS” WORKS FINE FOR LOMBARD ODIER

Duncan MacIntyre, CEO, Lombard Odier Private Clients UK, talks about the firm’s successes this year.

What sets you apart from your peers this one of the world’s leading corporate sustain- How have your colleagues contributed to year? ability ratings. This underscores how seriously the success of your organisation? We remain committed to delivering out- we take our sustainability commitments, and standing, personal service, and developing holds us to account for future years. Successful organisations require dedicated deep-rooted, intergenerational relationships and diverse teams, with the courage to chal- with our clients and their families. This has be- We united our UK-focussed teams in Gene- lenge assumptions and voice fresh ideas. In the come even more important in the challenging va, Zurich and London, to ensure our UK clients current environment, I wish to applaud the com- environment that has defined the start of 2020. benefit from a joined-up onshore and offshore mitment and focus of our investment teams in approach. This has created opportunities to particular. The success of our organisation re- We believe we offer clients the ‘best of both bring together teams with different skill-sets, flects the combined efforts of this team of more worlds’ – the investment capabilities and global perspectives and cross-border expertise. than 300 experts Group-wide, and the range network of a universal bank, with the bespoke of perspectives, expertise and experience they wealth services you would expect from a pri- We made advances in tax efficient portfo- bring. vately-owned Swiss specialist. lio management, combining our expertise in wealth planning, investment management and These teams continue to combine agile re- And we own our technology: a global IT plat- technology. The strength and depth of our in- sponses to changing market conditions with form that can reconcile the work of bankers, vestment expertise helped clients in 2019 and long-term investment thinking and analysis, portfolio managers, investment teams and the throughout challenging market conditions in to investigate and understand the secular custody of assets located across several juris- early 2020. shifts at the heart of the global economy. This dictions - and even with various banks - into a moves us beyond the immediate aftermath of single, secure view. Meanwhile, a new launch of our “My LO” the pandemic to the structural changes under- client banking interface has improved their ex- way in our societies, and in our way of life. For The acceleration of the digitalisation trend un- perience online, via desktop, tablet and mobile. me, this is a perfect example of our philosophy der current lockdown conditions has once again It means they can continue to view and anal- of “rethinking everything” and of our belief in proven the worth of this strategic investment. yse their portfolios and communicate with their sustainability as the first principle of long-term banker in complete security, even as everyday investing. In 2019, we became the first global wealth life has been turned upside down. and asset manager to gain Corp certification,

NAVIGATING RISKS OF FINE ART INVESTING DELIVERS A BEAUTIFUL OUTCOME

Chen Chowers, Head of Operations, at Overstone Art, discusses the business’s success and achievements.

his year, Overstone Art presented inno- measure risk quantitatively. Our Artwork Eco- Second, our ratings offer art collectors a vative products that introduce liquidity nomic Risk Ratings have given major private chance to optimise their collections. Real-time Tfor dead assets worth $1.74 trillion and banks the opportunity to include art-based ser- risk monitoring exposes opportune market support the creation of a market of financial vices into their offering with confidence about conditions for acquisitions, as well as advise services based on art as an asset. their exposure to risk. Our services have pre- which artworks would be best suited to specif- viously resulted in a 200-basis points saving ic transactions. By aiding in managing acquisi- According to 71 per cent of private bankers, for the client in a transaction to raise liquidity. tions and inventory in a quantitative way, Over- the key challenge to incorporating art-secured stone’s ratings strengthen the position of art lending into their art and wealth service offering In addition to solving the problem of risk as a stable asset class and invites previously has been the difficulty associated with assess- assessment in art for art-secured lending, reluctant HNWI to consider investing in it. ing risk. Only 2 per cent of art in private hands the provision of risk monitoring for an artwork has been leveraged (Deloitte Art & Finance collection serves the needs of 84 per cent of In short, Overstone’s Artwork Economic Risk Report 2019). From our market research, we collectors who desire art to be included in Rating is on the path to becoming an industry estimate that roughly 75 per cent of art held their wealth reports and wealth (Deloitte Art & reference point that will support and create a by private collectors to be in storage, unseen, Finance Report 2019). This is part of a larger market of services backed by art. We endeav- unleveraged and incurring maintenance costs. trend of collector demand increasing for art our to become part of art-backed lending infra- and other passion investments to be treated structure by choosing to work with some of the Liquidity and market depth are core compo- similarly to common and liquid financial in- world’s largest global private banks, auction nents of art-associated risk that remain unex- vestments, as is the demand for a personal houses and insurance underwriters. We be- plored, despite an influx of art price data pro- relationship with their wealth manager. lieve our scores will encourage the use of art viders in recent years. Many banks have had as an asset and thus, new collectors into the to choose between avoiding art-related trans- The impact of our ratings on art collecting market, and that AERR will form the backbone actions entirely or likely overexposed - is two-fold. First, we have created an interme- of the art and finance economy. to-value on artworks. diary language that allows bankers to forge better relationships with their collecting clients Overstone supported about 12.5 per cent with meaningful discussions about their art of European growth in art-backed lending while providing them with the information they by giving lenders and insurers the tools to need to make critical decisions. ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 26

RBC WEALTH MANAGEMENT STAYS FIRMLY IN GROWTH MODE

Matthew Mundy, Manager, Business Enablement, RBC Wealth Management, sets out its credential for this year’s awards.

BC Wealth Management’s trust busi- Delivering excellence in client service has In 2019 we became the first organisation in ness, based in the Channel Islands, been a priority over the last year through an the Channel Islands to be recognised with the Rdelivers an exceptional client experi- investment in technology and training. “Investors in People” Platinum accreditation. ence with best-in-class fiduciary solutions. We put our clients’ goals, aspirations and pri- We are well positioned to provide a wide This was achieved through tangible exam- orities first, to help them achieve what’s most range of fiduciary solutions to suit clients ples of how the business has developed and important to them. bespoke requirements. This year, through deployed people initiatives with a clear link partnering with City , RBC’s to achieving our business strategy. This year RBC Wealth Management’s trust expertise US bank, we have focused our market strat- RBC Wealth Management was also accred- lies in complex, multijurisdictional, dynas- egy on our ability to service clients with US ited as a Platinum Employer Partner of STEP, tic planning for ultra-high net worth clients; connections. representing the importance the organisation delivered by diverse, industry-recognised, places on professional development, provid- award-winning fiduciaries. Clients value our Our fiduciaries have deep expertise in this ing employees with access to industry leading stability and longevity; we are a bank-owned market and are uniquely positioned to offer learning and development opportunities. trust business with a long-term vision for the both US persons, and persons owning assets fiduciary business. in the US or operating US businesses, a glob- RBC is a top 15 global bank based on mar- ally-integrated approach to wealth planning ket capitalization1 and is Canada’s leading That commitment is underpinned by more and structuring. diversified financial services organisation. We than 55 years of fiduciary solutions delivered are among a small group of highly rated global from Jersey and Guernsey, with average trust City National Bank operates out of Califor- banks and are recognised time and time again client relationships in excess of 20 years, ris- nia, Nevada, Tennessee and New York, and for our financial strength, market leadership ing to over 25 years for our most significant holds both a Delaware trust charter and a and philanthropic work. clients. national license.

We are firmly in growth mode and our pos- Central to our purpose as an organisation is itive momentum in the marketplace over the to enable our clients to thrive and communities last 12 months has seen our revenue from prosper, which includes the professional de- new business grow consistently year on year. velopment and well-being of our employees.

PLAIN COMMUNICATION HELPS SANLAM STAND APART FROM A BUSY FIELD

Will Cayzer, Associate, of Sanlam, explains to Tom Burroughes of WealthBriefing why the firm deserves to be saluted.

anlam UK is a leading provider of increasingly complex global market. Our in- Thesis Asset Management which has accom- high-quality investment management vestment philosophy follows three principles panied a strong year of organic growth. De- Sand wealth planning services. This year, of actively investing and diversifying on a di- spite this large enhancement of our investment we are delighted to have been shortlisted for rect and long- term basis. This year, we have capabilities over the year, we were also able three categories which recognise the Sanlam added significantly to our stable of investment to make time for a large transformation project brand, our Private Investment Office and our solutions, including our IFSL Multi-Asset fund which included an overhaul of our CRM sys- high-performing investment offerings. range which offers cost-effective access to our tems and a new interactive online portal, all of best centralised investment thinking. which have provided an improved client expe- Sanlam as a brand has continued to evolve rience. On top of this, faced by the extreme and is conceptualised in our mission as Sanlam’s Real Assets fund, launched orig- market turbulence and enforced lockdown Wealthsmiths. It has led to our commitment inally at the request of a client, has attracted measures of COVID- 19, we launched an ex- to clients that we look after them with skill, over £250 million in investment. We were also haustive online Digital Event Series to help cli- dedication and pride. We have tried to ensure pleased to welcome an award-winning fixed ents stay healthy, provide education and offer that our brand stands out from the crowd in income capability in the form of Peter Doherty, entertainment whilst house-bound. a crowded marketplace full of similar content. and his team from Tideway. They have joined With this in mind, we think about the how we our Multi-Strategy and Global Equity funds, Each year we strive to improve our clients’ speak to clients and the language we use. providing coverage in the full suite of asset experience whether though a seamless client We try to be human, and not a faceless cor- classes and boasting similar top decile perfor- journey from wealth planner to investment poration, and we try hard to guarantee that mance over the long-term for our clients. management, increasing our investment ca- our brand reflects this. Regular commentary, pabilities or improved access for clients. It has reports and events as well as quarterly client Finally, the Private Investment Office has been a busy year at Sanlam and we look for- magazines all reflect and further this mantra. been committed to supporting our HNW/ ward to continuing to build for our clients next UHNW clients. This year the department saw year – let’s see what it holds! Sanlam Investments runs eight unitised a significant win in the form of £200 million funds which power the investment expertise multi-asset investment mandate and the team behind our discretionary wealth offerings. Our have a 100 per cent client retention rate. The 50-strong investment team has the global per- HNW desk also boosted its presence in the spective and expertise to navigate what is an south of the England with the acquisition of ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 27

HELPING WEALTH MANAGERS HANDLE TODAY’S SOARING DATA TASKS

Iain Smith, Marketing Principal at SimCorp, describes the qualities putting the firm in an award-winning position.

ounded in 1971, SimCorp has many years cost-effectively to meet such challenges and faster and more efficiently. Documents can be of experience in developing state-of-the- improve service quality, by reducing operation- generated and produced more swiftly, and cli- Fart software for the buy-side investment al complexity and delivering consistency across ent reports are now rendered and produced up community. We are an independent, public- all of the various touchpoints a firm has with its to 56 per cent quicker. ly-traded entity headquartered in Copenhagen, clients. SimCorp Coric’s new interface also incorpo- Denmark, listed on NASDAQ Copenhagen. Whether you are producing periodic invest- rates over 20 years of best practice experience SimCorp’s Client Communications and Re- ment reports for clients or creating marketing into a standardized workflow and out-of-the- porting Platform, SimCorp Coric, is designed to materials or market content for existing or pro- box dashboards. It enables firms to handle the enable wealth management firms to efficiently spective clients, the same consistent, approved end-to-end production process of client-facing and consistently manage the end-to-end client data and report components are used. materials in the most streamlined way. and investment reporting process, including full SimCorp’s nomination in the WealthBriefing Fund managers, for example, can sign off automation, report customization capabilities, European Awards 2020 for “Best Client Re- factsheets or client statements with low knowl- data management and the provision of digital porting Solution” is a testament to its focus on edge of the application. Commentary requests distribution channels. continually developing its solutions sets to meet are managed directly with users over email, and The Coric platform provides access to three and exceed client and market requirements. simplified interfaces ensure the timely gathering solution modules covering Client Reporting, Each year, SimCorp invests around 20% of rev- of content. A responsive design means that in- Sales Enablement, and digital Portal. It can be enue into R&D across its solutions portfolio to dividual elements of reports can be reviewed deployed either as a standalone solution or ensure client needs are met in an ever-chang- anytime, anywhere across multiple device as a part of SimCorp’s front-to-back offering, ing marketplace. types, which is now critical with many teams SimCorp Dimension. Specifically, this investment has seen working remotely. SimCorp Coric enables Wealth Managers to SimCorp Coric re-developed over the past year Future investment will focus on broadening tackle the most prominent challenges they face to focus on four fundamental principles: Us- horizons towards the cloud and will also see in today’s operating environment. Client-fac- ability, scalability, process, and responsiveness the re-developing of the digital capabilities of ing teams are now, more so than ever, under of the design. For example, the latest version the SimCorp Coric solution. It will include the pressure to deliver increasing volumes of gran- of SimCorp Coric introduces a new, intuitive launch of a next-generation portal, which will ular data and materials to clients, across the browser-based interface and workflow, which is look to deliver a more interactive and engag- channels and frequency they now expect them. designed to improve usability and experience ing experience for the clients and stakeholders SimCorp Coric enables firms to efficiently and and enable teams to work with the application which wealth managers serve.

SURFING WAVES OF DIGITAL CHANGE WITH COMMITMENT AND FLAIR AT SIONIC

Gilly Green, Managing Partner & Head of Wealth Management & Private Banking, at Sionic, discusses why this firm sets high standards.

ionic is a global financial services con- sector already reeling from scandals such as measures for a ground-breaking global credit sulting firm, with bases across the Woodford. The world is changing and the way card launch. We ensured anti-money launder- SAmericas, Europe and Asia. Our wealth we operate needs to adapt. For us too this ing detection is in place, fraudulent activity is management and private banking team is a re- year has been ground-breaking. We believe blocked and client due-diligence best practices spected force in the industry, doubling in size in we have a responsibility to promote the health are embedded. the last 18 months alone. We work with wealth of our industry, helping clients to transition to Change is here to stay. We’ve developed managers, private banks, family offices, retail new cultural and behavioural codes, not just a model that defines key criteria for success in platforms and providers. We have an outstand- more efficient processes. And we’re proud of ‘transformation’ projects. Our approach is prov- ing track record of delivering strategic advice our team’s 2020 contribution to changing this en to move the dial from 52 per cent to 90 per and significant improvement, with: industry for the better. cent of projects that deliver real business value. • Deep-domain experience in wealth Technology is augmenting humanity. management; Firms are grappling with post-pandemic We’ve collaborated with AI specialists to create • Unrivaled success in complex business models. We’ve issued sector-wide a tool that blends technology with operational transformations; guidance to help leaders develop a resilient and para-legal support. It enables cost-effective • Proven impact in digital implementation and strategy and leadership style for a better future. contract digitization, risk classification, repaper- machine learning; and Governance and leadership are key. ing, client outreach, negotiation and contract • Unique expertise in training and coaching in We’ve created a Board Effectiveness Frame- exchange, across regulations. a wealth management context. work to drive best practice across wealth It’s still all about people. We’ve created manager and fund boards alike. We focus on Sionic Signals: a new benchmarking club for in- Uniquely, we focus on business and people specific needs of the industry, with a business dustry professionals to meet and discuss best performance, combining our learning and de- scorecard to match strategic goals and execu- practice around digital, data and change. velopment capability with advice and delivery tive coaching. services. We help our clients to work well with Ethics are front of mind. We believe the Without doubt, 2020 has been an incredible us and we build lasting business improvements industry’s moral code needs to change. We year. And whatever the future brings, we have by elevating their team’s skills to match their have developed a “culture of compliance” pro- the skills, experience and mind-set to work with business needs. gramme to embed compliance into firms’ DNA. our clients, to tackle challenges, exploit oppor- This year has brought unprecedented Crime is rapidly evolving. We’ve played tunities and change our sector for the better, challenges, with COVID-19 impacting a a significant role in financial crime prevention together. ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 28

BUILDING CLOSE TRUST WITH PRIVATE CLIENTS AND TAKING A STAND

James Quarmby, Partner, Head of private wealth and tax at UK-based Stephenson Harwood, talks about the firm’s qualities.

tephenson Harwood’s private client an M&A lawyer…what we do here is meet a the international dimension to his firm’s work practice has been built from scratch – family and have to understand a much wider will remain strong, arguing that claims that glo- Sabout seven years ago - and the firm environment. When I sit down with a client I ask balisation is at an end or in wholesale retreat was able to pick a team of experts to fit cli- them to tell me about their life. They’ve trusted are mistaken. The firm continues to build up ent needs. “I was able to build it exactly as I me with that information and I have keep that its presence in Hong Kong, Singapore, Par- wanted it,” Quarmby said. “I wanted to private to myself. Those clients are much more likely is, Dubai and other places. “We are focused wealth team to feel very `bespoke’…I wanted to stay with a law firm that deals with private on how to make our business even more people to feel that when they talk to the team business.” globalised,” Quarmby said. they get a very exclusive sort of relationship, as with an exclusive private bank, rather than The firm, and Quarmby in particular, has the sensation of dealing with a massive one.” been unafraid to speak out on industry and public policy issues: Quarmby has been fre- The firm’s lawyers have a close relation- quently interviewed by the media about the ship with clients, taking responsibility for each Panama Papers and Paradise Papers mass person and connects clients with the experts “leaks” of offshore financial account details, to get tasks done. Stephenson Harwood pointing out the very serious threats to legit- has moved to focus on wealthy clients with imate client privacy as a result of such epi- complex requirements, mostly internation- sodes. He’s grateful to his firm for backing him al in scope. Estate protection, tax planning in his ability to take a stand on controversial and cross-border asset management are the issues. “We shouldn’t be afraid to say what’s kind of areas the firm works on. Those areas right even if these ideas are unpopular. Being continue to grow. prominent [in public debate] has certainly helped this business,” Quarmby said. Running such a law firm practice calls on a level of respect for clients’ lives that per- Stephenson Harwood – the recipient of haps aren’t so clear in other legal segments, several industry awards for its work – remains Quarmby said. “I have the kind of conversa- positioned to handle complex affairs of clients tions that would not have with clients if I was in an international setting. And Quarmby said

SCIENCE-BASED EXPERTISE MERGED INTO ULTIMATE WEALTH EXPERIENCE

Nancy Schumann, Head Marketing and External Communication, talks about what qualifies swissQuant for industry accolades.

Small Challenge, Big Impact employee workflow. In addition, our marketing compliance, adaptability, risk validation, client As a global B2B solution provider, we at efforts are being ramped up to not only reach and customer customization, personalization swissQuant concentrated all our efforts on be- businesses but end-customers as well. and intuitive user design. There is nothing ing world class in the engineering of software artificial about our intelligence – the innova- tools for the financial world. In recent years, Empowerment of the Journey tive power of our employees and their smart we realized that being also world class in pro- Client feedback confirms increased cus- data dives, make the impact of our machine viding the optimal user journey would be of tomer loyalty and new acquisitions as cus- learning unique. extreme importance to our clients. tomers become aware of and want to benefit Our clients’ success is based on their mar- By carrying our brand’s sophistication to an from the personalized and holistic sQg wealth ket differentiation - each cli­ent has unique intuitive front-end application, our clients win management journey. needs and requirements which become our a competitive edge. We win loyalty and trust. This result is because we go the extra mile priority. We adapt to our client, not the other for our clients by encouraging the optimized way around. From Ivory Tower to Marketplace engagement and education of the end-user as With our emphasis on complex and robust he can mix and match parameters, all the while Are we on the right track? scientific-based solutions, we have been told seeing the immediate impact on his portfolio. Given the current market uncertainty, we (occasionally) that we come across as elitist have experienced a substantial increase in in- and unapproachable. As we turned our atten- New Blockbusters quiries for our risk and optimization systems tion to the end-user solution, we also took the Following our tradition of thought leader- world-wide. Because our solutions are digitally opportunity to revisit our identity. We found ship, we are already introducing further new agile our clients have been able to seamlessly that the intensified engagement with our soft- wealth management analytics in retirement continue full service to their customers from ware end-users, began to alter our culture and planning, real estate risk and ESG portfo- home during COVID-19. reshape our identity. lio optimization. These analytics will simplify Finally, most appreciated by our clients, is Without losing sight of our original promise preference, risk and optimization elements. the rapid to market time of our stand-alone to create solutions heavily based on the new- software modules which function on a seam- est scientific research, we realized we had to Bringing Value Where it is Needed less plug-in basis and are supported by the push this alteration. This is an ongoing pro- Our wealth management applications are speed and agility of our in-house team. cess including revised hiring goals, on-the-job currently unmatched in scope as we pro- retraining and a more flexible and horizontal vide transparency, speed, flexibility, security, ACCLAIM | WealthBriefing Recognises Leaders Across the Global Wealth Management Industry 29

DEPENDABLE AND TAILORED RISK MANAGEMENT IN UNCERTAIN TIMES

Mélanie Svalander, Head of Media Relations at SYZ, talks about his firm’s accomplishments

YZ creates investment solutions spe- SYZ has migrated its technology platform mission is to democratise access to these cific to each client’s requirements. by collaborating with a new provider to inter- assets for most private clients. To meet ever SClients want tailored advice, flexibil- nally develop its management and reporting evolving investor requirements and take ad- ity and balance between performance and services to clients. vantage of opportunities available in global risk. They appreciate SYZ’s risk budget ap- This platform, gives SYZ a complete solu- markets, SYZ Capital will now incorporate proach that aligns portfolio strategy with their tion for managing client assets, providing op- the liquid alternative expertise and hedge requirements. erational support from back office and central fund solutions previously available under SYZ The discretionary investment team defines register functions through to an easy-to-use Private Banking and SYZ Asset Management. the dynamic risk budget with each client, ac- mobile application for clients, and e-banking We believe the resurgence of volatility will counting for stock-level volatility and strate- access to accounts and investments. require investors to adopt stronger risk mitiga- gic asset class outlook. This unerring focus In a constantly evolving environment, tion strategies, downside protection and drive on risk and protection was evidenced in the multi-family offices and global families seek a demand for diversification through alternative recent market turmoil due to the coronavirus partner capable of holistic service tailored to assets. outbreak. their personal wealth situation. SYZ is by definition client-centric across Thanks to the team’s robust investment SYZ’s wealth planning capability is struc- global regions. From SYZ’s presence in Miami process, which it has been following for sev- tured to service clients around the globe to Johannesburg, personal relationships are a eral years, equity and credit exposures were through a group of select partners across priority and private bankers are always avail- reduced in early February and the team has markets and expert areas. able to clients. continued to progressively reduce clients’ SYZ Capital is the latest evolutionary step for The SYZ Private Banking business model exposure to risk since then. SYZ Group. It was launched in 2018 by Marc is founded on strong principles that guide its The private banking and investment world Syz, managing partner and eldest son of Eric actions: a relentless quest for excellence by needs to grow trust and credibility and be- Syz, founder of SYZ Group. SYZ Capital offers challenging the status quo, constant innova- come a new beacon of innovation to rival the fundamentally researched niche opportunities tion, absolute independence, a spirit of entre- household tech-led brand names. to invest alongside the Group’s owners. preneurship and genuine passion. The goal The firm has developed easy-to-use report- While private markets, such as private eq- to provide a tailored and unique approach to ing and e-banking apps because it knows uity, real estate and other illiquid assets have wealth management that disrupts old con- clients are more mobile and flexible than ever traditionally been the preserve of institutional ventions continues to cross borders as SYZ and expect their bank to be too. investors or the largest UHNWI, SYZ Capital’s expands internationally.