Market environment
A recent research by Mc Kinsey underlines how the client demand is increasingly expressing a stronger need for a qualitative consulting and advisory, and how they are prepared to pay an errand on the consultation in line to the dimension of their patrimony/investment.
From here, we sow the necessity to pass from the mere activity of sales, to the care of the whole financial availability of the client, also including the Tax and Social Security and planning, in line with the American wealth industry.
In order to join this new approach, by offering the consultation as products / service, it is required the overcoming of the traditional conflict of interests that is inevitably created during the confrontation among: management companies, distribution companies and client.
According to a study by Morgan Stanley, in Italy the managed saving is dominated by the great banking groups, unlike what happens in the Anglo-Saxon countries, where brokers and Private independent Bankers hold a stronger position.
The same research, underlines how in Italy the choice for an investment fund, based on its performance, it’s made only by a client out of three, while in England is two out of three, and in the United States the percentage reaches 97%.
. The Future of Private Banker
