or changes in the step-up basis are another cause for concern, pushing HNWclients to reviewtheir wealth plans. The bank has expanded and deepened training of advisers to discuss topics such ashowto reach- out to, and connect with clients during emotional and challenging times, or identify the bestway to hold a family meeting via Zoom with 10, 20 or more family members. “What we’ve found in these

trainings and calls is that there is not a ‘one size fits all’ approach. Instead, we have our advisers share stories,what hasworked, andwhat hasn’tworked, to inspire thoughtful interaction with each individual, couple, family that we serve.” ET


Geneva-based Reyl Group is able to offer clients a complete range of services comparable to its largest peers, says François Reyl, CEOof Reyl&Cie. “It is through our entrepreneurial

drive that the business has grown over the years to offer a full range of solutions through five business lines,” he says, proudly talking about the bankwhichnowruns $14.5bn in client assets. These five departments are wealth management, entrepreneur and family office services (Efos), corporate advisory and structuring, asset services and asset management. It is Efos clientswhich are

particularly dear to Mr Reyl’s heart and the bank promises them special services, more typical of larger firms. These encompass the setting up of international mortgages, loans onworks of art, restructuring companies and raising of corporate financing in debt or capital.


Indeed, five years ago, the new

bankwas not treated seriously by many in theSwiss lakeside city. But those doubters,who had previously dismissed radical Geneva boutiques that eventually grewto join the mainstream – includingUBPand Banque Syz – arenowbegrudgingly recognising Reyl. In factMrReyl cannot resist a dig at

the banks in theSwiss establishment. “We place great emphasisonbuilding genuine partnerships with clients as opposed to one-way relationships basedonselling undifferentiated products,” he says,outlining a philosophy of tailoring solutions to the unique real-lifeandfinancial needs of eachclient. “We never rest on our laurels and

Reyl constantly looks for ways to better serve our clients and meet their evolving needs,” he adds. This approach has led to the creation of Asteria Investment Managers, a dedicated impact investing affiliate, and Alpian, a newSwiss digital bank for the mass affluent client segment. The bank has decided towork

with similar, smaller institutions in the private equity sphere.“We see clear and defined demand for private equity fromour clients,” says Mr Reyl. In order to meet this, the bank has partnered with Bank Pâris Bertrand Sturdza SA and Bordier &Cie to form Hermance Capital Partners – an investment boutique focusing on private equity, private debt and private real estate. YB

Partnering up: clients are looking for help in solving complex

wealth issues, believes Boston Private


Boston Private prides itself in its goals-based approach, its “pure” fiduciarymodel, and the “depth of intellectual capital” it delivers, coupled with its boutique service. “Clientswant partnerswho can

help them solve complex wealth issues, not simply outperform the S&P Index. Theywant advice- driven service, not product-driven prescriptions, and to be assured that we put their interests first at all times,” states Paul Simons, president of private banking, wealth and trust at the US bank. The bank,whichhas offices in

Boston,NewYork, San Francisco, LosAngeles andMiami aspires to be a “nationally recognised destination” for clients of substantialwealth and complexity of need, and advisers who serve them. “’Boutique’ isnot a threshold issue, but a definition of howweserve our clients.Wefirmly believe it’s possible to bothscale and maintain boutique-level service,” addsMrSimons. Makingsmart investments in

technology and infrastructure is aligned, not at odds with, personal client service and relationships. This has been validated by the pandemic. While before 2020 and pre-Covid

the conversation had revolved around robo versus adviser,now there is recognition digital tools can be used and technology leveraged,

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