On Top of Their Game

ABN AMRO of­fers ded­i­cated client ser­vice to high net worth in­di­vid­u­als that re­flects al­most two cen­turies of Asian ex­pe­ri­ence

Hong Kong Tatler - - Tatler Focus -

There’s a cer­tain com­fort that comes with know­ing your financial fu­ture is be­ing nur­tured by some­one trained at one of the world’s great busi­ness schools and who is em­ployed by a bank with 190 years’ ex­pe­ri­ence in deal­ing with Asian clients.

ABN AMRO Pri­vate Bank­ing in Hong Kong brings that depth to its deal­ings with clients. It is a rare dis­tinc­tion that proves one size cer­tainly does not fit all in the world of pri­vate bank­ing.

“Clearly there are sim­i­lar­i­ties with other wealth man­agers but a lot of the dif­fer­ence at ABN AMRO comes down to the qual­ity and de­liv­ery of the over­all of­fer­ing and how it’s pre­sented by the dif­fer­ent mem­bers of an ex­pe­ri­enced and ded­i­cated client ser­vice team, with each bring­ing a level of knowl­edge and ex­pe­ri­ence that matches client needs,” says Ian Pol­lock, the man­ag­ing di­rec­tor and re­gional head of ABN AMRO Pri­vate Bank­ing in North Asia.

The bank has a full-ser­vice pri­vate bank­ing of­fer­ing, de­liv­ered by the 130 ex­pe­ri­enced re­la­tion­ship man­agers in its Asia and Mid­dle East op­er­a­tions. Pol­lock says the bank is ide­ally suited to han­dle clients with as­sets be­tween US$5-25 mil­lion and, thanks to its breadth of ser­vice, is able to de­liver tai­lored ap­proaches to clients from all walks of life.

“The key part of ex­e­cut­ing on any strat­egy re­lated to pri­vate wealth man­age­ment is keep­ing abreast of the financial trends and de­vel­op­ments so that the ad­vice we give to clients is ap­pro­pri­ate, ir­re­spec­tive of mar­ket con­di­tions, and tai­lored for their needs.”

The de­liv­ery of the prod­ucts and ser­vices that meet those needs is the re­spon­si­bil­ity of An­gel Wu, the re­gional head of prod­ucts and so­lu­tions for ABN AMRO Pri­vate Bank­ing in Asia and the Mid­dle East.

The bank’s of­fer­ing spans three main ar­eas: in­vest­ments and port­fo­lio man­age­ment, credit fa­cil­i­ties and wealth plan­ning and

struc­tur­ing. Rare among Asia’s financial ser­vices sec­tor, the bank of­fers its in­vest­ment so­lu­tions from a fully open ar­chi­tec­ture plat­form that aims to de­liver the best-in-class for clients, says Wu.

“We give clients wide choices avail­able in the mar­ket place, and clients are not con­strained by the range of prod­ucts we man­u­fac­ture or man­age,” says Wu.

The bank’s global scale and Euro­pean her­itage also af­fords clients ac­cess to some unique prod­ucts and rare ser­vice stan­dards. Pol­lock says the bank has adopted a client ser­vice team ap­proach, which sees bankers work along­side in­vest­ment spe­cial­ists, prod­uct spe­cial­ists and in­vest­ment ad­vis­ers.

In as­sem­bling high-qual­ity staff and savvy prod­uct spe­cial­ists, the bank says it has an edge over the com­pe­ti­tion. It in­vests heav­ily in an industry cer­ti­fi­ca­tion pro­gramme de­liv­ered on the Insead cam­puses in Sin­ga­pore and Europe. More than 500 of the bank’s re­la­tion­ship man­agers around the world have grad­u­ated from the pro­gramme, says Pol­lock.

“It’s one of the ways we en­sure that the peo­ple we have can ser­vice our clients well,” says Pol­lock. “It’s some­thing

we’ve been do­ing for a num­ber of years.” The net re­sult is a com­pe­tent and knowl­edge­able team of pro­fes­sion­als.

Wu says the bank’s scale is im­por­tant, open­ing ac­cess to dis­cre­tionary port­fo­lio man­age­ment ser­vices, for ex­am­ple, which—for the right client— can de­liver value in the pro­fes­sional man­age­ment of their as­sets. In the first half of this year, the bank’s dis­cre­tionary team has out­per­formed both its bench­marks and peers.

The port­fo­lio man­agers are not only based in Europe but also in Asia, as you might ex­pect for a bank with deep ties to the re­gion. The bank opened its first of­fices in In­done­sia in 1826, and the bank has en­joyed a long stand­ing pres­ence in Hong Kong since 1906.

With the bank’s Dutch roots and top ranked pres­ence in France and Ger­many, where its sub­sidiaries are ranked amongst the top three pri­vate banks in each mar­ket, Pol­lock says the or­gan­i­sa­tion is well placed to take ad­van­tage for its clients.

“We’ve sug­gested look­ing to­wards Europe, where there is a re­cov­ery slowly com­ing through,” he says.

“For the next cou­ple of years at least, the re­turns from Europe will prob­a­bly out­per­form. But it has to be done in a se­lec­tive way, and that’s where we can of­fer our ex­per­tise.”

With the bank’s Euro­pean her­itage comes a nu­anced ap­proach to suc­ces­sion plan­ning, and im­pact in­vest­ing. Wu says more clients are recog­nis­ing the im­por­tance of wealth and suc­ces­sion plan­ning than ever be­fore, as con­ver­sa­tions within fam­ily-run busi­nesses shift from wealth cre­ation to­ward pro­tec­tion and preser­va­tion across gen­er­a­tions.

“For ABN AMRO, we have cen­turies of her­itage in Europe and this mode of in­vest­ing is not new. We can lever­age sig­nif­i­cantly from the Euro­pean heart of the bank,” she says.

Sim­i­larly, for­ward-think­ing in­vestors with a view to­wards more sus­tain­able in­vest­ing can re­late to the bank’s built-in en­vi­ron­men­tal, so­cial and gov­er­nance (ESG) in­vest­ment process. “For us, ESG is noth­ing new. It’s a part of what we do,” says Wu.

What­ever it is that clients want, ABN AMRO has the depth of ex­pe­ri­ence to meet all ex­pec­ta­tions. “What’s con­sis­tent about all in­vestors is they are all con­sis­tently unique in their needs, since they are all in­di­vid­u­als,” says Pol­lock. “We see it as a long-term jour­ney and we want to make sure that we’re equipped to serve all of them well.”

tai­lored ad­vice Each mem­ber of the ex­pe­ri­enced team brings a level of knowl­edge and ex­pe­ri­ence that matches client needs

strat­egy plan­ning Ian Pol­lock, man­ag­ing di­rec­tor and re­gional head

of ABN AMRO Pri­vate Bank­ing in

North Asia

port­fo­lio Man­age­ment An­gel wu, re­gional head of prod­ucts and so­lu­tions for ABN AMRO Pri­vate Bank­ing in Asia and the Mid­dle East

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