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Local icon:HSBC’s building is one of the mainstays on the HongKongskyline


the bankwas able to offer clients a number of alternative investment solutions including direct corporate investments, private equity, as well as investments in digital infrastructure and real estate. Twoyearsago,Berenbergopened


its ‘ESG-Office’ to respondto the increasingdemandfor sustainable investmentsfromclients.“Theinterest amongstourcustomers for products andservices thatconnect economic, ecologicalandsocial criteriais continuouslyrising.Moreandmore private clients,charitablefoundations, churches,non-profit organisations andinstitutional clientssuchas pensionfundswant tocombine financial returnswithsustainability aspects,” saysMrNaeve. The need for advancing


digitalisation has been another factor calling for constant action within the bank. Alongside various automation projects, the firm introduced a newonline banking systemin 2019, the BerenbergWealth Management Portal.PG


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As the pandemic-induced global recessionmakes acquiring new clients very challenging, it is crucial


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to build capabilities to compete in the new, post-Covid environment, says Emmanouil Arzinos, manager of the private banking division at Alpha Bank. The bank’s efforts are focused on


strengthening its advisory services, to provide added value to clients in this period of significant volatility in financial markets,while also upgrading its discretionary service offering. Portfolio counsellors and product specialists have been brought in towork alongside private bankers to deliver customised investment solutions to clients. “In this complex environment,


with low inflation rates and ultra- low fixed incomeyields, clients tend to rely more on their relationship managers to broaden their investment horizons, are considering more sophisticated instruments, require more personalised service and detailed analysis,” states Mr Arzinos. The bank is also in the process of


“gradually implementing” its digital strategy. Its dynamic digital advisory tool, the InvestoR Electronic Platform, has been enriched with newfunctionalities to enhance the advisory selling process. Since the start of the pandemic,


private bankers have been equipped with digital tools towork remotely,whilemobile and web services for personalised and safe


client communication are being developed. “Digital tools offer virtual ‘face-to-face’ communication, but building relationships,which is essential to the private banking business, is difficult, especially with newclients,” points out Mr Arzinos, worrying that physical distancing is affecting the social interaction dimension of the relationship, having brought to a standstill the bank’s rich programmeof events. As people’s sense of security


in the country has gradually improved, albeit disrupted by recent geopolitical concerns, the bank has re-launched “motivating campaigns” to encourage Greek HNWindividuals to repatriate funds held abroad into the country,which is another key objective for the institution. ET


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HSBC is seen bymany inHong Kong as a domestic bank. Its iconic building is one of the mainstays on the territory’s skyline. The bank is a natural “go-to” institution formany wealthy local families. “Over the past three years,


we have invested heavily in our capabilities, recruited significantly to expand our teams and delivered a


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