The Ultra High Net Worth Banker's Handbook

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

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