REVOLUTIONARY WEALTH Alvin and Heidi Toffler by. We Share Ideas.
The Future Wealth Report - Standard Chartered Scorpio Partnership... · Scorpi re Wealth Rep corpio...
Transcript of The Future Wealth Report - Standard Chartered Scorpio Partnership... · Scorpi re Wealth Rep corpio...
Section six Who answered our call?
The Future Wealth Report
A client revolution
Insight from the world’s wealthy January 2011
January 2012
Section six Who answered our call?
Section sixWho answered our call?
The Futu
©2012 S
ABOU
ScorpScorpiinto prfirm haWith thbusine
StandStandaHeadqrelationEurope The Pryears ilocal pand de
SEI GSEI’s Gwealthexpertinfrastobject
MoraMorar measucombicreateAmericthree crelation
Importan
All graph Standardnumber ZChartereStandardwhich is services and servInvestme
The SEI Gaccordinfinancial been indcircumst
ure Wealth Rep
Scorpio Partner
UT THE PA
pio Partnerio Partnershiractical, innoas developedhis knowledgess innovatio
dard Chartard Charterequartered in Snship manage.
rivate Bank lein internation
presence in geepen relatio
Global WeaGlobal Wealth processing ise. The interucture, opeives in a con
r ConsultinConsulting w
urement to henation of foud the BrandLcan psycholocomponents nships: pass
nt Information
hical and image m
d Chartered BankZC 18. The Princ
ed Bank is authord Chartered Privaregulated by themay be carried o
vices are providedent Centre.
Global Wealth Seng to local regulatpromotion or ma
dependently verifitances as an of
port
rship. All rights
ARTNERS
rship ip is a pionee
ovative and pd client insigge, the firm hon projects in
tered Privaed Private BaSingapore, tgers globally
everages thenal banking, growth markeonships with
alth Serviceth Services isservices and
egrated offerirations and a
nstantly shifti
ng was foundedelp our clien
ur key elemeLove methodogist, Profesof love that
sion, commit
material in this rep
k (SCB) is incorpcipal Office of therised and regulatate Bank is the pe Hong Kong Moout internationallyd by all SCB bra
ervices may be otory requirementsarketing communied by SEI or anyffer or solicitatio
reserved | 1
er in the art oprofitable soluht from thou
has implemen over 35 cou
ate Bank ank is the privhe Private B
y. It has 31 of
e natural strean internatioets. This putits clients.
es s an outsourd wealth mang aims to padministrativing market.
d to bring newts grow the vnts: insight, dology basedssor Robert S
have been ement and int
port are sourced
porated in Englane Company is sited by the Financrivate banking divnetary Authority ay by different SCnches, subsidiar
offered internatios. This material h
nication for any py legal entity of thn to subscribe f
of translatingutions to targ
usands of miented strateguntries.
vate bankingank has oveffices in Asia
engths of Staonal networkts the Private
rcing solutionnagement p
provide wealve support n
w approachevalue of theiexpertise, ted on the trianSternberg. Thempirically shtimacy.
by and to Scorp
nd and Wales wittuated in Englandcial Services Authvision of Standarand the Securitie
CB legal entities aries and affiliates
nally by different has not been appprospective inveshe SEI Group of Cfor or acquire an
g the compleget these cullionaires andic research,
g division of r 1,300 emp
a, Africa, the
andard Chartk across moree Bank in an
n for wealth rogrammes, th managemecessary to
es to brand sr brands. Th
echnology anngular theoryhe BrandLovhown to pred
pio Partnership.
th limited liability bd at 1 Aldermanbhority under FSArd Chartered Banes and Futures Caccording to loca. Product availab
SEI Investment Cproved by any oftor. The informatCompanies. Thisny securities or
ex needs of wstomers. Thd billionairespractical con
Standard Chloyees includMiddle East
tered: a herite than 70 coadvantaged
managers encoupled wit
ment organisacapitalise on
strategy andheir work is bnd action. Moy of love devve frameworkdict the stab
by Royal Charterbury Square Lond
register numbernk (Hong Kong) L
Commission in Hoal regulatory requbility may vary dep
Company subsidthe SEI subsidia
ion contained in s document is nsale of any sec
wealthy clienis award-win
s around the nsulting and
hartered Banding over 45t, Americas a
tage of over ountries and position to
ncompassingth business pations the n their strate
d brand built on a orar has co-veloped by k assesses t
bility of
r 1853, Referencdon EC2V 7SB. r 114276. In HonLimited (CE#AJI6ong Kong. Bankirements. Not all pending on your
diaries and affiliataries or affiliates athis document h
not intended in acurities in any jur
nts nning world.
nk. 0
and
150 strong build
g process
gic
he
ce Standard
ng Kong, 614) ing products
r
tes as a has not any risdiction.
The Futu
©2012 S
ure Wealth Rep
Scorpio Partner
port
rship. All rights reserved | 2
The Futu
©2012 S
INTRO This iswork tresearchave tathem. When that it unders For us In our serviceinsightthe wetheir e The Fuasked online We aresuppoand dis This iswealthfor wh In this have waway, offer s We hoto spa SebasManagScorpi
ure Wealth Rep
Scorpio Partner
ODUCTION
s our third yehat we have ch since we aken part in
we first starthas, we are standing of w
, this is quite
own work caes sector, wetful people yoealth managenergy and en
uturewealth pourselves: istechnology?
e deeply gratrt in this expslikes of cus
s an exercisehy of today, sen they are r
report, we lowith differentwhat matterervices and
ope you will frk new ideas
tian Dovey ging Partner io Partnershi
port
rship. All rights
N – SCOR
ar of the Futseen an inclaunched. Inthe project g
ted the projeexcited to fin
what it is that
e simply the
arrying out me have foundou could hopement industnthusiasm.
project was bs it possible ?
teful to Stanploration. Becstomer group
e in understanso that firms really wealth
ook in detail t kinds of firmrs to them? Whow they ma
find the resuls for those th
ip
reserved | 3
RPIO PART
turewealth prrease of 130
n fact, to datgiving us a d
ect, there wend that othert their own w
customer re
market researd that these cpe to meet. Stry were stru
born out of oto get busy,
dard Chartercause, what ps; or what th
nding what dthat care aby in the futur
at what is imms. Whether We look at way need to a
lts as intereshat want to s
TNERSHIP
roject and it 0% in the numte almost 9,0deep and very
ere many whor firms are st
wealthy custo
evolution we
rch with highclients are aSo, we have
uggling to en
our interest i hard-to-rea
red Private Bwe are doinhey buy and
drives the attbout getting tre.
mportant to tthey are spe
what firms caadapt that for
sting as we dstart their ow
is testimonymber of wea
000 Futurewey rich insight
o said it simptarting to useomers want.
wanted to st
h-net-worth cmong the mobeen puzzlegage these c
n exploring tch people to
Bank and SEg here is not what they d
titudes and bthings right f
he Futureweending, invesn learn from r different typ
do. More thawn customer
y to the globaalth creators ealthy from at into what it
ply could note similar tool
tart.
customers inost engaginged why so mcustomers, le
the science oo tell us abou
EI, who have t typical. This
don’t.
behaviour of for these cus
ealthy in the esting or givineach other a
pes of Future
n that, we horevolution.
al interest in taking part i
around the wt is that really
t be done. Nls to gain a b
n the financiag, interestingany firms acet alone tap
of the possibut themselve
given us thes is not abou
f the world’s stomers can
experiencesng their moneabout the waewealthy clie
ope it will co
this n the
world y drives
Now better
al g and cross
into
ble. We es using
eir ut likes
nearly plan
they ey ay they ents.
ontinue
The Futu
©2012 S
FORE Like thbrings East adynamalready With cfootpriPrivateinitiativorganiclients This coand acthey se This laneeds organiour effreward In shorput its the be
As paris poteclient’s In thes ShaynGlobal& CEO
ure Wealth Rep
Scorpio Partner
EWORD –
he Futureweawith it new ond Africa the
mic individualy helping ou
hange beingint in the pree Bank was pve was concsations like o
s.
onnection gicts: what theeek to fulfil t
atest chapterfor each indsation and wforts to meetding as poss
rt, this year’smost valuedst and most
rt of this initiaential throughs expectatio
se times of u
e Nelson l Head, High
O Private Ban
port
rship. All rights
STANDAR
althy, we recopportunitiese Private Banls in these far clients toda
g the only coesent but alsoproud to beceived, we knours can rea
ves us a priveir motivationheir wealth p
r in the Futurdividual. It mawhat their expt and beat thible.
s Futureweald clients at threlevant clie
ative, we belh this work fons.
ncertainty, w
Value Clientnk
reserved | 4
RD CHART
cognise that cs. With Stannk is well plaast-changingay prepare fo
nstant, it is eo a hand in tcome the firsnew this worach out and p
vileged view ns are and wpotential.
rewealth projaps out how pectations a
hose expecta
lth report is ahe centre of ent experienc
ieve that if oor a genuine
we believe th
t Coverage
TERED PR
change is tadard Charte
aced to meetg countries. Wor the world
essential for the future. It st sponsor ofk would be pproactively c
on how this what they will
ject shows in different Fu
are at each stations and ho
a road map feverything it
ce.
other organise customer re
his is a future
IVATE BAN
king place inred’s naturat the private We are embrof the future
us, as an orgis for this reaf the Futurewpioneering bconnect direc
community need from c
n detail how turewealthy tep. It showsow we can e
for any organt does. It is a
sations can aevolution, de
e worth celeb
NK
n the world tol footprint in wealth needacing this ch
e.
ganisation, nason that Sta
wealth projececause it shoctly with our
of global wecompanies a
we can respclients navig
s us where wnsure their jo
nisation that about buildin
also embraceelivering on e
brating.
oday – and Asia, the Mi
ds of the moshange and w
not only to haandard Char
ct. When the owed that potential fut
ealth creatorsand providers
pond to thosgate our we need to foourney is as
genuinely wng and delive
e change theeach and eve
change ddle
st we are
ave a rtered
ure
s thinks s as
e
ocus
wants to ering
en there ery
The Futu
©2012 S
FORE At SEIserviceFutureensure This yemanagcan bu It is enprivatetheir excustomcustom The rethe imperson Many omanagclient dfinanciexperie JosephExecutSEI
ure Wealth Rep
Scorpio Partner
EWORD –
, we see it ases that enha
ewealth projee that all clien
ear’s Futurewgers are facinuild client co
ncouraging toe bank or a wxpectations
mer journey. mer experien
port also higportance of nal client exp
of these themgers that wandata. We genial services aence might b
h P. Ujobai tive Vice Pre
port
rship. All rights
SEI
s our job to snce the clien
ect because, nts, whether
wealth surveng today: honfidence thro
o find in this wealth managfrom their prThis present
nce to each c
ghlights that capturing an
perience.
mes chime wnt better andnuinely belieand this repobe.
esident
reserved | 5
support privant experience
like us, the wr current or fu
y looks at sow firms canough deep u
year’s resultger typically rivate banksts a complexclient, every t
different cliend managing
with our own d more efficieve that techn
ort provides m
ate banks ane of each anwork aims touture, enjoy
ome of the fuengage clien
understandin
ts that the Fufind it a rewor wealth m
x challenge ftime.
ent groups vag customer in
experience ent ways of hnology can bmuch food fo
nd wealth mad every clieno find new wtheir experie
undamental cnts in a time
ng of client ne
uturewealthywarding expermanagers are for firms that
alue differentnformation a
of working whandling andbe used to por thought o
anagement fnt. We are prays and new
ence of financ
challenges thof uncertaineeds and ex
y who have arience. But, whigh for eve
t want to deli
t touchpointss a tool to he
with private bd processingower the clien what the fu
firms with tooroud to suppw answers tocial services
hat wealth nty and how txpectations.
a relationshipwe also find
ery step of thiver a consis
s, demonstraelp deliver a
banks and wg transaction ent experiencuture of that
ols and port the o s.
they
p with a that
he stent
ating
wealth and
ce of
©2009
Scorpio Partneership. All rights reserved | 6
©2009
SeUp
Scorpio Partne
ectiops a
ership. All rights
on oand d
reserved | 7
one:dow
wns
Section Ups and
©2012 S
Lifre
In b
SO, J In 2009of the the mofast tra In our individmany cgroup,qualitie In factDespitFuturehigher quadru Indeedgroups
one d downs
Scorpio Partner
fe’s bemind
brief
We befinanciability Three wobblehas taquite s
JUST WHO
9, we beganup-and-com
ost prized cuack to wealth
first survey oduals and as challenges. I, and their rees they adm
, along the wte great diffeewealthy to m
still. On aveuple that wea
d, their comms that show r
rship. All rights
bumd you
egan our reseial crisis in 2to weather t
years on, thoe. In spite ofken a knockso rosy.
O ARE THE
an annual inming wealthy.ustomers of th is a good g
of this hard-twealth creatIn year two, w
esponses focire in succes
way, we haverences in ba
money itself ierage, the Fualth in the ne
monly-held aremarkably s
reserved | 8
ps au wh
earch into wh009. What wthe storm – w
ough, and wf making mon. Many are fa
E WORLD
nitiative aime. As ambitiouthe future. Soguide for how
to-reach grotors. We founwe asked wh
cused our thossful people
e found that ackground, cs a defining turewealthy
ext 10 years.
attitudes are similar behav
are juere t
ho are the wwe found waswe call this w
wealth confideney over thear less sure t
D’S FUTUR
ed at investigus wealth aco, understanw businesses
up, we askend them to bhat does sucoughts on enand in succe
many of thecareer and lo
characteristare worth U
.
so strong thvioural profile
st wrthe s
world’s Futures a surprisingwealth confid
ence amonge last 12 monthan before w
EWEALTH
gating the attccumulators, nding what iss need to pre
d all about wbe confident ccess mean nergy and innessful organi
ir characteriscation, the oic. Already hSD2 million t
at we have bes.
rinklesmile
ewealthy in tg level of opt
dence.
the Futurewnths, their cowhether the
HY?
titudes and bthe Futurew
s making theepare and ad
what actuallyand actuallyto this alreadnovation. Thsations.
stics could boptimistic atthigh-flying, thtoday and pl
been able to
es to goe
the depths oftimism abou
wealthy has hollective confcoming year
buying prefewealthy will bem tick now odapt for the f
y motivates ty enjoying lifedy successfu
hese are the
be called tribtitude of the hey plan to fllan to triple o
identify four
es
f the ut their
had a fidence r will be
erences become on their future.
hem as e’s ul
al.
ly or even
r sub-
Section Ups and
©2012 S
Some busineand enActivis This yeways iorganiwhat is
MARK These when wFuturelargely Since tmuch far, weconsid And, wwealthnext 12was be The gafound gap ha So, whcrash, The quwill bovalued
one d downs
Scorpio Partner
are Quietly Cess and enjoynjoyment intosts, because
ear, we haven which theyse their livess the experie
KETS CRA
questions awe began th
ewealthy wery defines the
then, we havmoney they
e have foundderable marg
while this remhy has appar2 months haetter this yea
ap between ewealth confi
as narrowed
hile there is sexpectation
uestion now ounce back. Bd customers
rship. All rights
Confident aby being in it, o their busy for them fam
e gone one sty choose to ss. And, whenence they are
ASH, WEA
re perhaps me Futurewea
re in their abiFuturewealt
ve been tracmade in the
d wealth confgin.
mains the casently started
as fallen 10 par than last [F
expected andence outstto 33 points
something ofns are clearly
is how has tBut in the memay want to
reserved | 9
bout their abiwe call themlives, we calmily is a big m
tep further, aspend their m
n it comes to e really looki
ALTH WOB
more pertinenalth project. Bility to make thy group.
king their welast year an
fidence for th
se this year, d to wobble. points since lFigure 1].
d actual perfripped actua
s.
f a recoveryy being reset
his wobble aeantime, any
o put a little m
ility to make m our Headlil them our Lmotivator in
asking how tmoney. We aenjoying theng for.
BBLES
nt now than Back then, wmoney. We
ealth confided how muchhe future con
this time aroSentiment alast year, in s
formance haal performan
in terms of afor the futur
affected the yone who regmore love int
money. Othners. Othersife Surfers. Otheir succes
these personask how theye little luxurie
in the depthwe were surp
call this thei
ence on a 10h they expectnsistently ou
ound the futuaround their espite of the f
as also narroce by 42 poi
actual wealthre.
Futurewealthgards the Futo their client
ers seek out still mix a go
Our fourth grss.
nal charactery use their bues that their s
s of the globprised just hor wealth con
0-point scalet to make in tstrips past p
ure confidencexpected pefact that actu
wed significants. This yea
h creation sin
hy. We knowuturewealthy t care.
t the limelighood measur
roup we call
ristics influenuying powersuccess affo
bal financial cow confidentnfidence and
e: asking howthe next oneperformance
ce of the worformance inual performa
antly. In 201ar, that confi
nce the mark
w for sure thaas their mos
ht in e of fun Family
nce the to
ords,
crisis t the it
w e. So e by a
rld’s n the ance
0, we dence
ket
at they st
Section Ups and
©2012 S
Figure To whaactual p
Figure To whaactual p
one d downs
Scorpio Partner
e 1: Globa
at extent has tperformance?
e 2: Asia-P
at extent has tperformance?
rship. All rights
al wealth co
the wealth co? (All respons
Pacific wea
the wealth co? (Asia-Pacific
reserved | 10
onfidence
onfidence of thses)
alth confide
onfidence of thc responses)
index
he Futurewea
ence index
he Futurewea
althy changed
x
althy changed
d in the last 12
d in the last 12
2 months rela
2 months rela
ative to
ative to
Section Ups and
©2012 S
Of cou For reaof thinthese cwealthalthoug In the Agrowthfact, si[Figure Yet, de Indeedthan thnext 12and exEurope North AEuroperadica
Figure To whaactual p
one d downs
Scorpio Partner
urse, the glob
asons well-kgs recently. countries. In
h had decreagh, not near
Asia Pacific h in the numbince 2009, the 2].
espite this su
d, overall, theheir counterp2 months bexpected perfe or North Am
Americans aean Futurewlly revised th
e 3: Regio
at extent has tperformance?
rship. All rights
bal picture is
known and wThis has alsodeed, in bot
ased in the laly as bad as
countries, mber of Futurehe figure has
urge, confide
e Futureweaparts in Euroelow where itormance is nmerica. Put s
also slightly rwealthy that hheir short-ter
nal wealth
the wealth co? (Regional re
reserved | 11
s not the full
well-worn, Euo had a majoh regions ab
ast year. Thisin 2009.
meanwhile, thewealthy reps leapt up fro
ence in the re
lthy in the Aspe and Nortt was a year narrower for simply, their
reined in theihas taken a sm expectatio
confidenc
onfidence of thesponses)
story here.
rope and Noor impact onbout a quartes was worse
he picture is porting they hom 10 points
egion remain
sia Pacific coh America. Nago, in spitethose in thisoptimism is
ir expectatiosevere batterons.
ce index
he Futurewea
orth American future expeer of the Fututhan last yea
very differenhave made ms to 50 points
ns tempered
ountries are fNot only is the of recent gas region than
generally m
ns last year.ring in the las
althy changed
have been hctations for w
urewealthy rear for those i
nt. Here theremoney in the s on our 100
for the futur
far more cauheir level of cains, the gap
n for the Futuore cautious
But, it is thest 12 months
d in the last 12
having a leanwealth createported theirin Europe;
e has been s last 12 mon
0-point scale
re.
utious in genconfidence fop between acurewealthy ins [Figure 3].
e confidences and many
2 months rela
n time tion in r
strong nths. In
eral or the ctual n
e of the have
ative to
Section Ups and
©2012 S
one d downs
Scorpio Partnerrship. All rights reserved | 12
Section Ups and
©2012 S
SeA
one d downs
Scorpio Partner
ectiolife l
rship. All rights
on twless
reserved | 13
wo: ord
dinarry
Section A life les
©2012 S
Toto
In b
LA DO As theeven aseen a We knWe alstasks t But, hocurrenthe fru Not a bhypothFuturetheir dseems[Figure
two ss ordinary
Scorpio Partner
o deso ach
brief
Even inour Futhose and ho The sufamily in factwould their p
To achpersonwhat t
OLCE VITA
e years roll ona hardware sas the only ro
ow already tso know fromthey have de
ow would that level of we
uits of their la
bit of it. In fahetically onceewealthy – theep energy r
s, even if mone 4].
rship. All rights
sire ihieve
n the lean yeuturewealthy riches bring ow they think
urprise resulttime if they w, is that the wdig deep an
personal pow
hieve this feanal support shey want to
A
n, we tend totore. The mu
oute to a life
that ambitioum last year’s ecided are ke
at energy chalth. Would w
abours?
act, if we looke they have ose with moreserves to pney is no ob
reserved | 14
s to
ears it is OK see themselfor them? W
k money will
t is not that twere given uwealthiest – tnd throw evewer even if the
at, they havestaff to help tdo more.
o see life as lundane tasksthat is just a
us money-mastudy that th
ey to their su
hange if monwe find that
k at their enemade their m
ore than USDput even morstacle, succe
obta
to dream. Inlves on the p
We asked thechange thei
the Futureweunlimited finathose who a
en more enerey were wor
e a clear stratthem focus t
less like a sws overshadowa little sweete
aking goals he wealthieruccess.
ey were no othose who h
ergy levels acmillions in theD2 milion – pre emphasisess remains
ain; to
fact, we pospath to finance Futurewealtr lives and th
ealthy in genancial resouralready have rgy into their rth 10 times t
tegy to get otheir energie
weetshop, anw the simpleer.
mark the FutFuturewealt
object? If, lethave made it
cross all aspe future, we ull away from
s on finance, a passion fo
o asp
sitively encocial successthy what theyheir lifestyles
eral would hrces to play wmore than Ucareers, thethe wealth th
organised, brs on what th
nd more like e pleasures a
turewealthy ohy focus the
t’s say, they start to kick
pects of life nfind that our
m the pack. Tcareer and p
or the most s
pire i
ourage it. Aftes. So, what wey really, reals.
ave more fuwith. The surUSD2 million eir finances ahey have tod
ringing in a tehey do best a
a supermarkand money is
out from a ceir energy on
had 10 timek-back and e
now and r wealthiest They would tpersonal powsuccessful
s
er all, will ly want
n and rprise, –
and day.
eam of and
ket – or s often
rowd. the
es their enjoy
tap wer. It
Section A life les
©2012 S
Figure If you hwealth
NOM Indeedto provis on g As we hired hchauffeof mor In factdowntplace i
two ss ordinary
Scorpio Partner
e 4: Future
had 10 times level)
MINATIONS
d, on their pavide them wigetting organ
can see fromhelp. Howeveeur and seekre modest m
, they are muime. Landscin the lifestyl
rship. All rights
e life energ
your current w
S FOR BES
ath to succesith the lifesty
nised.
m Figure 5, her, the wealtk private tuiteans.
uch more likcape architecle support cr
reserved | 15
gy
wealth, would
ST SUPPO
ss our big eayle support th
housekeeperhiest are alsoion to maxim
ely to plan acts, travel corew of the alr
d you change
ORTING AC
arners are alrhey need. G
rs and privato far more lik
mise their ski
all aspects ofonsultants, peready rich Fu
how you use
CTOR
ready big spiven their de
e bankers tokely to empllls and know
f their lives aersonal trainuturewealthy
e your energy
enders on a sire to powe
op the list whoy a persona
wledge than t
nd lifestyle, iers and shop
y.
y? (Responses
whole team er ahead, the
hen it comesal assistant, the Futurewe
including theppers all hav
s by
of staff e focus
to a ealthy
eir ve a
Section A life les
©2012 S
Figure Do you
And wcarrierexpectknowle It seemknowleFuturesame tthings Of partdegreehouseh Indeedknowleand cothings
two ss ordinary
Scorpio Partner
e 5: The H
u regularly em
when we lookrs” that bringt their back-edge and sk
ms, a real lifeedge and ex
ewealthy plactime as knowin life.
ticular note, e. From houhold.
d, advisors oedge they bronvenience. Adone.
rship. All rights
Help
mploy anyone
k at how theyg a level of coup crew to bills in order t
estyle advisoperience to bce on the abwledge, reco
all memberssekeeper to
of all sorts shring to a situaAnd, one sh
reserved | 16
to help or ass
y help, the monvenience ibring much mo help them
r is a genuinbear. We seeility of their li
ommendation
s of the teamart advisor,
ould not forgation. Good ould simply
sist you in you
embers of thinto their busmore to their
to perform a
ne factotum, e this best wifestyle teamns, new choi
m are expecteeveryone is
get that the vadvice is as never undere
ur life? (Respo
his team are sy lifestyles. lives and life
at their best
able to take when we lookm to bring co
ces and the
ed to bring aexpected to
value of theirmuch about
estimate the
onses by wea
much more In fact, the F
estyles in ter[Figure 6].
the strain ank at the level nvenience inencouragem
all these qual bring somet
r advice is not encouragem importance
alth level)
than just “baFuturewealthrms of specia
and bring theiof importan
nto their livesment to try ne
lities to something extra t
ot just aboutment, convic
e of just gettin
ag-hy alist
r ce the s at the ew
e o the
t the ction ng
Section A life les
©2012 S
Figure Why do
two ss ordinary
Scorpio Partner
e 6: How t
o you turn to
rship. All rights
they help
support staff
reserved | 17
for help? (All responses)
Section A life les
©2012 S
two ss ordinary
Scorpio Partnerrship. All rights reserved | 18
Section A life les
©2012 S
SeM
two ss ordinary
Scorpio Partner
ectioone
rship. All rights
on they in
reserved | 19
hreemot
e: tion
Section Money i
©2012 S
Cin
In b
THE H
A yearwas thFutureroman We asan exestay lohave w
three n motion
Scorpio Partner
ountindiv
brief
While wto a richardercustom Relatiotap intclients This isthey spUSD17
And, wart, mathem,
Their ein the qualityexperie
HONEY TR
r ago, we askhe clear winnewealthy’s afce is more th
ked our Futuercise we caloyal even if thwith the bran
rship. All rights
t youvidua
waiting for thcher lifestyler than ever omers and hol
onships comto these emos are infatuat
s important bpend 43 day7,300.
whether they aking a donaevery step o
expectationsmain, they d
y customer pence that is
RAP
ked the Futuner with Applffections. Thihan a mere i
urewealthy tol “brand lovehe brand ma
nds they use
reserved | 20
r joual ste
he bounce th, the compann customer cld onto them
me in many footions and thed from the
because the Fys to decide o
are splashination to chariof that buying
s are high, who. We tracke
purchases an10% better t
rewealthy we and Googls year, we thnfatuation.
o describe the”. Does the ade a mistake
are founded
rneyeps
hat will catapnies that catcare. When t
m far more th
orms: close, he best brandstart.
Futurewealthon a big-tick
ng this kind oity or payingg experience
hich means ced performannd found on than Futurew
hich brands le slugging ithought we w
he relationshbrand make
e? The exercd on passion
s in f
pult our Fututer to these stimes are touan in the goo
faithful, passds tap into th
hy are discerket purchase
of cash on a private bank
e is importan
companies hnce at each average firmwealthy custo
they associat out for the
would go a lit
ips they have them feel ecise teases o, intimacy or
friend
rewealthy basavvy buyersugh, you neeod times.
sionate. Luxuhem all to en
rning custome and spend
watch, jewekers to manat to them.
have to try hastep for six ds deliver a comers expec
ated with sucleading plactle deeper an
e with the brxcited or wa
out if the lovecommitmen
ds, n
ack onto thes need to foced to grab
ury brands trnsure their sp
mers. On avean average o
ellery, a car oage money f
ard to delivedifferent high
customer ct.
ccess. Technce in our nd ask if this
rands they uarm and woue affairs peopnt.
not
e road cus
ry to pecial
erage, of
or fine or
er. And, h-
nology
s
se in uld they ple
Section Money i
©2012 S
Figure How do
three n motion
Scorpio Partner
e 7: Brand
o you feel abo
rship. All rights
d love
out the brand
reserved | 21
ds you use? (AAll responsess)
Com
Pass
Intim
mmitment
sion
macy
Section Money i
©2012 S
We finbrandsa really And, thscoredare pathe grocorpor Yet, wthose t Apple,their ofirms inthis pa These make trelationthis cobrand real lux
IS IT P
It is imis anotwork hstanda Whethprepar We foudecidetechnowhere spend
three n motion
Scorpio Partner
d that the Fus. What theyy personal lo
he leading lud an averagerticularly goooup, more thrate cuddle [
hat the Fututhat do it we
Porsche, BMwn when it cn particular hassion.
expressionsthem feel exnships are th
ourtship. Whacan induce. xury experie
POSSIBLE
mportant to rether’s trash ahard and playards for extra
her giving to cred to splash
und a big-tice. Decision-mology up to 5to open theon average
rship. All rights
uturewealthy look for, in f
ong-term rela
uxury brandse of 58 for intod at creatinhan two-third[Figure 7].
rewealthy reell shoot quic
MW and Fercomes to lonhave really tu
s of brand lovtra special. Bhe purchasesat makes an It is what thnce.
E TO OVER
emember heand for somey hard do exa quality and
charity or buh out on som
cket spend avmaking time 57 days for air account wUSD16,200
reserved | 22
y are in meanfact, is a balaationship.
s do all three timacy, 52 fog an intimate
ds excel at gi
eally love is pckly to the to
rari – all strong-term romauned in to th
ve show howBut brand lovs and transaordinary pur
ey deliver an
RDO LUXU
re that definie the word itxpect more ad care.
uying a new cmething spec
verages USDvaried signif
a car. Somewith a private a year on we
ningful relatioance of pass
well. On a 1or passion ane relationshiiving their cli
passion. Theyop of the Futu
ong brands inance too, leae allure of ex
w different firve, like first l
actions that frchase more
nd how that t
URY?
ing luxury is self has all th
and a whole i
car, we founcial these dec
D17,300 for tficantly depewhere in the m
bank or somealth manag
onships with sion, intimac
00-point scand 38 for comp with their cients the war
y like brandsurewealthy’s
n last year’s ading the fielxcitement an
rms try to colove, is just tirms lead the
e special is nturns a simp
notoriously he wrong ovindustry has
d that when cisions are n
the Futureweending on themiddle, they
me other kindgement fees [
a wide rangy and comm
ale these higmmitment. Tcustomers anrm glow that
s that can exs brand love
success leagd in brand lo
nd reap obvio
nnect with ththe start. At teir customersot just aboutle necessity
hard to do. Oertones. Andgrown up to
the Futurewot taken ligh
ealthy and the purchase fr
spend 50 dad of wealth a[Figure 8].
ge of high-enmitment to es
gh-end brandThis highlightnd indeed, at comes from
xcite them. Aindex.
gue – also hoove. Indeed, ous rewards
heir clients athe core of thrs to and throt the feelingsor frivolity in
One person’sd yet, those wo meet their
wealthy are htly.
hey take 43 drom 25 daysays deciding
advisor and w
nd stablish
ds s, they
among m a
And,
old car from
and hese ough in s the nto a
s treat who
days to s for g will
Section Money i
©2012 S
Figure When yyou tak
WALK Bearinjustifiethese m
By meto a higFuture
Naturacustom
three n motion
Scorpio Partner
e 8: Time a
you last decidke to decide?
K WITH ME
ng in mind thed to take oumajor purcha
easuring the igh-end cust
ewealthy patr
ally, there aremers and hol
rship. All rights
and money
ded to buy or (All response
E
e same quanr comparisoases recently
importance oomer journeyrons have br
e differencesld on to them
reserved | 23
y spent on
give in one oes)
ntum is shown a little furthy to give us t
of each stepy. Whether broadly similar
s. Each transm, there is m
n luxury ite
of these areas
wn in many oher. We askethe low-dow
p in the transabuying a watr expectation
saction is uniuch to be lea
ms
s, how much
of these decied the Future
wn on their ex
action, we foch, or a car, ns every step
que. But, asarned from t
did you spen
sions to buyewealthy whxperience.
ound there isor giving mo
p of the way
companies he experienc
nd and how lo
y or spend, wo had made
s also a certaoney to char[Figure 9].
look to grabce of others.
ong did
we felt one of
ain flow rity, our
b
Section Money i
©2012 S
Figure How im
Our joubrand and thonce tempha Compacompa If we tahigh imalso ve Makinggivers,organiknowlecar, thmade t
three n motion
Scorpio Partner
e 9: Import
mportant were
urneys beginis all-importe customer ghe purchaseasise this is a
aring the impanies and ind
ake the purcmportance toery importan
g a major ch, the Futurewsations that edge of the cey also attactheir donatio
rship. All rights
tance of in
e the following
n before the ant with othegets ready to
e is completea special rela
portance of sdustries are m
chase of a cao the brand. Tnt. But, expec
haritable gift, wealthy also are to receiv
charity and fach far more ion, encourag
reserved | 24
ndividual st
g factors in de
purchase haer forms of mo buy, staff eed, high-quaationship.
steps in indivmore succes
ar, for exampThe marketinctations tail o
meanwhile,place particu
ve their cashaith that it ismportance t
ging them to
teps in the
elivering a gre
as even beenmarketing proefficiency anlity aftercare
vidual journessful than oth
ple, we knowng, the actuaoff significan
is often an eularly high im
h. It seems ths doing goodto how well tremain activ
e customer
eat customer e
n made. In thoviding reinfd smooth or
e and ongoin
eys helps to uhers at excee
w already thatal buying expntly for any o
equally signifmportance onhey make the things. But,
the charity keve givers.
r journey
experience? (
his phase, theorcement. Arder processg contact ar
understand weding expec
t the Futurewperience andngoing conta
ficant expendn the brand oeir choices b in direct coneeps in touch
(All responses
e quality of tAs the journey
ing are vital.re important
why some ctations.
wealthy attacd the aftercaact.
diture, and aof the
based on thentrast to buyh after they h
s)
the y flows Then to
ch very re are
as
ir ying a have
Section Money i
©2012 S
Privatetime ofBrand,and sm Indeedthe relacustom The ebpurchanoticeaongoinsucces
three n motion
Scorpio Partner
e banks and f it. At almos, here too, ismooth order
d, even at theationship bu
mer treats.
bb and flow oase care is toable for charng connectioss.
rship. All rights
other kinds st every steps paramount processing.
e tail-end of uilds over tim
of these custo all providerrities, art deaon with intere
reserved | 25
of wealth ma in the journeand then the
the wealth mme, clients ex
tomer expecrs that want alers and privested and mo
anagement oey, they are e buying jour
managementxpect not onl
ctations in fato build longvate banks, wotivated patr
organisationsexpected to rney crescen
t buying expey ongoing co
ct highlightsg-term client who seem torons and clie
s, meanwhiledeliver to a
ndos towards
erience thereontact but al
how importarelationship
o recognise tents is the ke
purcha donate set upwealth purcha purcha purcha
e, have a touvery high stas staff efficie
e is no respitlso perks an
tant the postps. This is mothat maintainey to future
ased art or collectible
ted a major charitable
p a relationship with ah advisor
ased a new car or m
ased new jewellery o
ased a new piece of
ugher andard. ency
te. As d other
-ost ning an
es from a gallery
e gift
a private bank or
motorbike
or watch
technology
Section Money i
©2012 S
THE W Bear inbut ouadvisejourney If firmsprovidto walkas bes If, for ebanks,compatechno Car dea purchearts
Figure How w
purc
purc
three n motion
Scorpio Partner
WISDOM O
n mind that iur enemies cled to keep thys suggest, t
s want to steers in other sk us throughst-in-class an
example, we, meanwhile anies for inspology sector
ealers, meanwhase, but it iand minds f
e 10: Best
would you rate
chased art or collecti
chased a new car or
rship. All rights
OF STRAN
n times of troloser. Certain
heir clients clthere are als
eal a march osectors are d
h their buyingnd which sec
e look at branare underac
piration. In tucould take a
while, are hitis charities thfor a longer t
t and wors
e your experie
bles from a gallery
motorbike pu
reserved | 26
NGERS
ouble, ancienly, in the cuose and thei
so opportunit
on their compdoing to win g journey, buctors are gett
nd building, tchieving in thurn, when it ca leaf from th
tting many ohat come thrterm relation
st at each s
ence on the la
donated a ma
urchased new jewelle
nt Arab wisdurrent climateir sights on tties to learn
petitors, theyover their cl
ut to score it ting right.
the technolohis respect ancomes to buhe books of t
of the right norough strong
nship.
step of the
ast occasion?
ajor charitable gift
ery or watch
dom warns ue of uncertaiheir competstill more fro
y could do wients. We astoo. From th
ogy sector is nd could looilding a highthe private b
otes as they gly in the pos
e customer
(All response
set up a relatio
purchased a new pi
s to keep ounty, companitors. But, as
om near neig
worse than losked the Futuhis, we can s
leading the pk to success-quality saleanks [Figure
take the Futst-sale phase
r journey
es)
onship with a private
ece of technology
ur friends clonies would bs our customghbours.
ook at what leurewealthy nsee who eme
pack. Privatesful technoloes force, the e 10].
turewealthy te to capture
bank or wealth advis
ose – e well-
mer
eading not only erges
e ogy
through their
sor
Section Money i
©2012 S
JUMP While lindustrperform Compaluxury opinioneleganafter th WhereprocesrelationFuturetailing This pothe jou
Figure Perform
three n motion
Scorpio Partner
PING HOO
looking at beries are actumance is an
aring performcustomer jon before ma
nt marketing he purchase
e the Futurewssing. Thesenships. Inevi
ewealthy are off in the mi
oses the queurney.
e 11: Bea
mance minus
rship. All rights
OPS AND C
est and worsally smashinimpressive 1
mance againourney, we finking any commaterials, behas been m
wealthy score are the crucitably, it is haso high. Butddle of the jo
estion wheth
ating expec
importance fo
reserved | 27
CHASING
st in class hang records at10% above e
st the impornd they partimmitments. Heautiful premade that the
e them less hcial transactioard to excel t, when the eourney will n
her more can
ctations by
or each step
DREAMS
as its uses, int every step.expectations
rtance the Fucularly appreHigh-end pro
mises, polisheir clients con
highly are in on touchpoiin these area
experience isnot go unnoti
n be done to
y 9.9% (All
(All journeys)
n fact high-eAcross all th
s.
uturewealthyeciate an indoviders are aed sales stafntinue to fee
the areas ofnts that are aas when the s so positive iced by our d
ensure cons
journeys)
nd companiehese industri
attribute to dependent vialso strong aff and makinl special [Fig
staff efficienat the heart oexpectationsat the begin
discerning bu
sistent quality
es in each ofies the avera
each step oiew or a seco
at delivering ng sure even gure 11].
ncy and ordeof these buys of the
nning and enuyers.
y at every st
f these age
f a ond
er ying
d, this
ep of
Section Money i
©2012 S
Indeedqualityclient e For excare. Tothersof don Followof the not thaordina This tadealersthat wexpect The mcrisis pfor bantransacservice
Figure Perform
three n motion
Scorpio Partner
d, meeting any experienceexperience t
ample, overaTheir outperf, is judged o
nor care that
wing closely iperceived luat high. And ry at every s
ask is more ds for whom ehat they sell tations are n
ain problem plays a part hnks to evokectional stepse their Future
e 12: Majo
mance minus
rship. All rights
nd beating e. A comparishat is out of
all charities lformance scoon its own meis well beyo
n second plauxury of fine aso, art deale
step [Figure 1
difficult for prexpectationswill be an as
not easy to b
for private bhere, but as
e feelings of ps, which sugewealthy clie
or charitab
importance fo
reserved | 28
expectations son betweenthe ordinary
ead the fieldore is 12.3%erits and whnd their expe
ace are dealeart, the expeers outperfor13].
rivate banks s are very higspiration for eat.
banks and wewe have alsopassion. Privgests they n
ents have be
ble gift – be
or each step
is one way tn our journeyy, it is quite a
d for deliverin%, versus the
at it tells us ectations [Fig
ers in art andectations of trm comfortab
and wealth gh. They migsome, and a
ealth manago seen from vate banks aneed to do meen led to exp
eating exp
(major charita
that you cans highlights t
another to ma
ng quality anaverage of 9is that charitgure 12].
d collectiblestheir Futurewbly giving an
managemenght not call tha dream for m
gers is their bour brand lo
are also losinmore if they w
pect [Figure
ectations b
able gift)
define whatthat it is oneake clients fe
d consistenc9.9%. This joties are deliv
s with an 11.wealthy buye
experience
nt organisatiohis luxury, bumany more. T
brand. No doove results, itg consistenc
want to delive14].
by 12.3%
t makes for ae thing to deleel really spe
cy of customourney, like avering a stand
.7% score. Iners are surpri
that is out o
ons and car ut there is noThese
oubt, the finat is incrediblycy in the crucer that extra
a high-iver a ecial.
mer all the dard
n spite singly
of the
o doubt
ancial y hard cial special
Section Money i
©2012 S
Figure Perform
Figure Perform
three n motion
Scorpio Partner
e 13: Purc
mance minus
e 14: Rela
mance minus
rship. All rights
chased art
importance fo
ationship w
importance fo
reserved | 29
t or collect
or each step
with private
or each step
tibles – bea
(art or collect
e bank – be
(private bank
ating expe
tibles purchas
eating exp
king)
ectations b
se)
pectations
by 11.7%
by 7.1%
Section Degrees
©2012 S
four s of separation
Scorpio Partnerrship. All rights reserved | 30
Section Degrees
©2012 S
SeDe
four s of separation
Scorpio Partner
ectioegre
rship. All rights
on foees o
reserved | 31
our:of seeparatioon
Section Degrees
©2012 S
Dow
In b
YOU EVEN You cocompahave towhat reindivid It is noon whadisapp We fouopinionbehaviwhat m The levrun thenot iminfluenplay a
four s of separation
Scorpio Partner
on’t jwalked
brief
As we particuvaluedthey cawhile twisely
There lensesFollowindicat
MEET MAN MEET YO
ould say thatanies try to eo offer by oreally makes
dual expectat
ot always easat they wantpointed.
und across ans of the kinioural profile
matters most
vel of wealtheir own businportant. The
nce their attitpart.
rship. All rights
judged a m
have seen, mularly when td customers are. One waythis sounds sto make sur
is no right ors, we find thawing that, thetions of the c
ANY PEOPOURSELF
t for an enjoyensure their dganising theindividuals ttions.
sy to find tho from the cu
all six customd of custom
e of customet to them and
h an individuaness or are e
ese are all nutudes more.
reserved | 32
e a mmile i
meeting the hose expectthat many ary to do this isimple in there their indivi
r wrong, but at grouping teir behaviouraclient experie
LE WHEN
yable journeydifferent custm into group
tick, compan
ose groups, bstomer expe
mer journeyser service thrs and whered how they w
al has ranks employed in ances that dIn fact, to ge
man n his
expectationtations are sere prepared is to tailor theory, a majoridual needs a
looking at thhem by age al profile andence they wa
YOU TRA
y you need ttomers haveps that like thnies can then
but if you sperience then
, people in dhey want frome they come want to be tr
fourth, followcorporate lif
drive their opet the fine art
until s sho
s of the Futuet very high.to go that exe customer jr challenge isare broadly m
he Futureweresults in the
d where theyant.
AVEL, YOU
o travel in goe a great exphe same sortn tailor the ex
pot groups wthere is a go
different age m their high-
from also hareated [Figure
wed by their fe. It does nopinions. It simt of tailoring
you oes
urewealthy isBut, we also
xtra mile to sjourney for es how to groumet.
althy as we de clearest disy live also pro
U MAY
ood companerience of thts of things. xperience to
ith similar stood chance t
groups haveend providerave a significe 15].
gender and ot mean thesmply means o
right all of th
have
s no mean feo know for thshow how meach client. Aup customer
do through mstinctions. ovide good
ny. In a similahe service thBy focusingmatch their
rong opinionthey will not
e the strongers. Next up, cant bearing
whether these factors areother factorshese factors
e
eat – hese uch
And rs
many
ar way, ey on
ns be
est the on
ey e s
Section Degrees
©2012 S
Figure Dispers
MOTI If we uFutureindivid We hamanagalso se Indeedchallenand thto ens By tracplay baFuturegrow olist. IndFuture
four s of separation
Scorpio Partner
e 15: Grou
sion in respon
ION PICTU
use these maewealthy not dual custome
ave already sgement relatieen their exp
d, private bannge to deliveeir grandchiure the expe
cking age grack this foot
ewealthy clienolder, the impdeed, we can
ewealthy wan
rship. All rights
uping clien
nses to quest
URES
any lenses asjust as a sna
er journeys.
een that the ionship as a pectations fo
nks and weaer on these eldren as well
erience is as
oups througtage and delints are moreportance of n watch this nt at each ste
reserved | 33
nts: what w
tions about th
A
s a window oapshot, but a
Futurewealtmust-have s
or the service
alth managemexpectations l. If we use arelevant to G
h the customiver what eac
e likely to feepersonal condynamically
ep of the cus
>2
works?
he level of imp
Amount of dispe
on customeras a motion
thy not only rservice whene they will rec
ment organisnot just to in
age as a lensGeneration Z
mer journey,ch generatio
el the benefit ntact and smy by looking astomer journ
20% 15-
portance of st
ersion in respon
r expectationpicture chan
regard a privn they make ceive from th
sations have ndividual clies on their expZ as it is to G
wealth manaon wants. Fo
of events anmooth transaat what each
ney [Figure 16
-20% 10-
teps in the jou
nses
ns we can vieging at each
vate banking their multi-m
hese provide
a particularlents, but oftepectations, iteneration X.
agement orgr example, ynd hospitalityction procesh generation 6].
-15% 5-
urney (All resp
ew the h step of the
or wealth millions. We hers are very h
ly complex en to their cht is a powerfu.
ganisations cyounger y. But, as thessing move uof our
10%
ponses)
ir
have high.
hildren ul tool
can
ey up the
0-5%
Section Degrees
©2012 S
Figure How im
four s of separation
Scorpio Partner
e 16: Impa
mportant were
rship. All rights
act of age
e the following
reserved | 34
on the priv
g factors in de
vate bankin
elivering a gre
ng experie
eat customer e
ence
experience? ((All responsess)
Section Degrees
©2012 S
The a prirelatprocsimp
Thinrecocan transhosp
It is for thalso themimpo
The relatwan
The impbeethe cust
four s of separation
Scorpio Partner
Age 20 - 30
Age 30 - 40
Age 40 - 50
Age 50 - 60
Age 60 plus
young Futurivate bank cationship mancess. Insteadply showing t
gs change oognise the vado for them.saction procpitality and u
in the middlehem. They vappreciate t
m. Smooth trortance, whil
older Futuretionship man
nt regular con
older generaress. With efn met, but threlationship,tomers they
rship. All rights
rewealthy vaan offer. How
nagers nor dod, they get mthat it cares.
only slightly falue of indep. At this age,
cess, but theyupdates on w
e years, the Falue informathe benefits ransaction prle some of th
ewealthy connager and thntact, they m
ation are thefficient staff ahey place far so private bcare.
reserved | 35
lue high-quawever, they ao they focus
most benefit f
or the 30-soendent expe they have ay still place m
what the bank
Futurewealthation and supof having a rrocessing anhe aftersales
ntinue to value efficiency
may start to d
e easiest to pand smooth r less value obanks will ne
ality marketinare tough to much attent
from hospita
omethings. Mertise and wha greater appmost value ok can do for
hy really takepport in theirrelationship mnd ongoing cs perks start
ue the brandof the transa
decline some
please, but imtransaction
on what migheed to think h
ng materials sell to as thetion on the inlity, loyalty s
Most noticeabhat a relationpreciation of on relationsh
them.
e note of howr decision mamanager and
contact also to lose their
d, the online iaction procese of those ev
mportantly thprocessing t
ht be called thard about h
as a way to ey do not hignvestment trchemes and
bly, they are nship managethe investmeip building th
w a private baking and imd the suppormove up theappeal.
nformation, ssing. But, wvent invitation
hey are also ttheir main nethe “windowow they sho
evaluate whghly value ransaction d the bank
starting to ement team ent hrough
bank can wormportantly thert team behine list of
the while they stins.
the hardest eeds have
w dressing” inow these
at
rk ey nd
ll
to
n
Section Degrees
©2012 S
Indeedprofilinachiev Let’s texperieas wel This ispersonmeans In this value osteps a If they but dorelationtailor m More t30s whbecaus This clthey likclient lthe tea These grand relationalreadygenuin
four s of separation
Scorpio Partner
d, it is not a gng, blending ve a deeply p
ake as one eence. They ml.
s the client wnal wealth. Ts if their need
particular caongoing hosalong the wa
are also Quo not like to snship can brmade.
tricky are thoho has built use nothing s
lient is also ake to put thelikes to get tam carefully,
simple examscale can emnships clienty out of the o
nely special.
rship. All rights
great leap froand mixing t
personal cust
example a trumay be a littl
we meet in FigThey have higds are met th
ase, the clienpitality and ray.
ietly Confideshout about ring. Indeed,
ose who are up USD500,tands out as
a Headliner, wemselves in things done a focus on the
mples show impower firmts have with ordinary, but
reserved | 36
om here towto determinetomer exper
uly great cliee more dem
gure 17. Thegh expectatiohey are likely
nt is from Asrelationship b
ent, which is it, they particin many way
difficult to pl000 – USD2
s particularly
which is a prhe spotlight.and any schme portfolio, t
in colourful ds to meet indtheir private t this kind of
ward building e which clienience.
ent: someoneanding, but
ey are in theirons for everyy to apprecia
ia Pacific, wbuilding and
the name wecularly valueys, this is the
lease. In Fig million in pe
y important fo
rofile that is. They are almoozing is mhen step bac
detail how kndividual need banks and wf fine tuning c
profiles of cnts a firm can
e who apprethey are alm
r 40s with my step of the ate the servic
hich adds ththey might e
e give to clie much of whe profile for w
ure 18, we mersonal wealtor them.
very hard to so aggressiv
more likely tock and get o
nowing whatds at a very wealth manacould help to
lients using dn serve best
ciates every ost certainly
ore than USDcustomer jo
ce that much
he nuance thaeven forgive
ents who likehat a private which private
meet a Europth. This clien
impress. Asve about mako annoy thanut of their wa
makes custpersonal leve
agement orgao make those
different layeand how bes
detail of they more rewar
D2 million inourney, whichh more.
at they are lia few wobb
e to make mobanking e banking wa
pean client innt profile is to
s the name imking money.
n appeal. So,way.
tomers tick oel. We knowanisations are relationshi
ers of st to
e client rding
h
kely to bly
oney,
as
n their ough
mplies, This pick
on the w the
re ps
Section Degrees
©2012 S
Figure How im
$$$ O
$$$
four s of separation
Scorpio Partner
e 17: Priva
mportant were
Over USD2 mill
$
rship. All rights
ate banking
e the following
ion Age
reserved | 37
g client pro
g factors in de
40 - 50
ofile: dema
elivering a gre
Asia Pacific
anding and
eat customer e
Quietly C
d rewarding
experience? (
onfident
g
(All responsess)
Section Degrees
©2012 S
Figure
How im
$$ US
$$
four s of separation
Scorpio Partner
e 18: Priva
mportant were
SD500,000 to U
rship. All rights
ate banking
e the following
USD2 million
reserved | 38
g client pro
g factors in de
Age 30 –
ofile: challe
elivering a gre
40 Euro
enging
eat customer e
ope Hea
experience? (
adliner
(All responsess)
Section Degrees
©2012 S
THE B And sowhere there aDelhi oterm w The prcompathe cueconousing ftime. Never custom What wwith pewith peexpert They aof theiapprec As alweach o
four s of separation
Scorpio Partner
BIG SQUE
o, as with anwe started.
are clearly wor Newcastlewealth creatio
rospect, partanies on howrrent squeezmic necessitfar more sop
has the phramers for insp
we know fromeople and coeople who aise and the e
are discerninr brand that ciate it when
ways, compaother to find
rship. All rights
EEZE
ny good journWe have fouorrying times
e the Futurewon.
ticularly in thw to bring a lze continues ty for compaphisticated re
ase “walk witpiration on ho
m this reseaompanies thare passionatencouragem
g buyers andthey are exc companies
nies need toout how they
reserved | 39
ney, all this trund the optims ahead. Regwealthy arou
e West, of a ittle warmth to curb the
anies not justelationship b
th me” beenow they can
rch is that that can help tte about whaent to try ne
d they want citing, caring excel.
listen, learny can deliver
ravelling leavmism of the Fgardless of wnd the world
long, cold sto this mostconfidence ot to grab hold
building techn
n more pertinbecome a b
he Futureweathem to realiat they do anew things.
companies t and commit
n and responr their own c
ves us in a pFuturewealthwhether theyd are reining
squeeze is fo valuable of of the Futured of these clniques than
nent, as combetter travellin
althy are lookse their lifest
nd who help
to demonstratted. They ha
d. And, perhustomer revo
place far morhy remains lay are based inin their expe
ocusing the acustomer gr
ewealthy, it wients but to have been n
panies turn tng companio
king for spectyle goals. Ththem by brin
ate to them tave high exp
haps they canolution.
re interestingargely intact,n New York,
ectations for
attention of mroups. Indeedwill become ahold onto th
needed for so
to these veryon.
cial relationshey want to nging conven
through the pectations an
n even learn
g than , but New short-
many d, if an em ome
y
hips work nience,
power nd they
from
Section Degrees
©2012 S
four s of separation
Scorpio Partnerrship. All rights reserved | 40
Section Degrees
©2012 S
SeA th
four s of separation
Scorpio Partner
ectiocasous
rship. All rights
on fivst of sand
reserved | 41
ve:
ds
Section A cast o
©2012 S
Yo
In b
This isthat weincreas The reidentifitechniq
Figure
five of thousands
Scorpio Partner
ou ha
brief
s the third time can play it sed 130% to
search was ied our particques to dete
e 19: Sam
rship. All rights
ave b
me we have rback. Since
o 3,300 today
conducted incipants with
ermine their l
mple demog
reserved | 42
been
reached out te 2009, the ny. We would
n July and Athe help of aikelihood of
graphics
n wat
to our cast oumber of Fu
d like to than
August 2011 a number of qualifying as
tchin
of thousandsuturewealthy k them for th
using online data partner
s Futureweal
ng…
s to tell us abtaking part i
heir ongoing
surveying ters and by uslthy candidat
bout themsein this projecsupport.
echniques. Wsing profiling ates.
lves so ct has
We
Section A cast o
©2012 S
BEHA We alsarchetits extrallows Conseterms two pr
Figure
five of thousands
Scorpio Partner
AVIOURAL
so make refeype analysisremes, not it individuals t
equently, onlyof fitting eac
rofiles giving
e 20: Beha
rship. All rights
L PROFILES
erence in thiss. This is a rets norms. Rato be a prob
y a small numch personalit
us confiden
avioural pro
reserved | 43
S
s report to beelatively new ather than puabilistic mix
mber of indivy type exactce that the p
ofiles of sa
ehavioural prfield which a
utting peopleof more than
viduals from tly. The vast profiles reflec
ample grou
rofiling. For oaims to unde
e “in a box”, bn one profile
the sample majority hadct significant
up
our behaviouerstand behabehaviourally
e.
group were pd a tendencyt behavioural
ural profiles waviour by looy speaking,
pure archetyy to one or, al tendencies
we use oking at it
ypes in at most, .
Section A cast o
©2012 S
five of thousands
Scorpio Partnerrship. All rights reserved | 44
Section six Who answered our call?
Yes
No
Science is the fuel that powers future thinking.
If you would like to take part in the Futurewealth project, please visit: www.futurewealthlab.com
www.seic.com
Section six Who answered our call?
www.scorpiopartnership.com www.privatebank.standardchartered.com