Family Wealth Report network: WealthBriefing | WealthBriefingAsia

Register now

Most Read Features

There are currently no articles to view.

Quote of the week

"Table stakes' promises are important to every investor. After that, however, different promises appeal to different market segments,"


The UHNW Market: "Soft-Side" Services Now A "Must-Have"

Charles Paikert
Contributing Editor in New York

9 April 2012
Editor Choice

For wealth management firms targeting ultra high net worth clients, not providing non-financial fiduciary “soft-side” services is no longer an option.

“These offerings are increasingly becoming a market differentiator for appealing to new clients and retaining and deepening relationships with existing clients,” said Dennis Dolego, director of research for Optima Group.

Indeed, an “enhanced” family office model will be de rigueur for firms competing in the extremely competitive UHNW market, according to a recently released Optima Group white paper on the family office market.

In the wake of the financial crisis, very wealthy families have made capital preservation, risk management and “the responsibilities of family stewardship” their top priorities, the white paper said. “They were going in this direction before the crisis,” Dolego said, “but this change in sentiment has really accelerated since 2008.”

Rate this article

Current rating: Excellent

News and Features

Expert Commentary

Private Client Resources

GUEST ARTICLE: Checklist For Success When Looking For An Outsourced Provider

Private Client Resources gives a "checklist for success" when it comes to pursuing an outsourced solution.

Private Client Resources

20 December 2013

Eliane Chavagnon

INTERVIEW: Helping Wealthy Families Maintain The Art Of Communication

Holding regular, face-to-face family meetings can help families to overcome some of the issues that can cause their wealth to dissipate over generations, says Claudia Sangster of CTC Consulting | Harris myCFO.

Eliane Chavagnon

5 December 2013

Susan Dauber

EXPERT VIEW: The "Third Pillar" Of Effective Year-End Tax Planning In Philanthropy

This is the first of a two-part article looking at tax planning and philanthropy issues. It is written by Susan Dauber, philanthropic advisor with Strategic Philanthropy.

Susan Dauber

30 September 2013

Eliane Chavagnon

INTERVIEW: UBS On Being Most – But Not All – Things To Ultra-Wealthy People

Ultra high net worth clients are interested in intellectual capital and sophisticated capabilities - they “don’t need to be sold anything,” says John Mathews, head of UBS Private Wealth Management.

Eliane Chavagnon

7 October 2013

Joe Reilly

Exclusive Q&A On James Grubman's New Book About How Families Adapt To Wealth Across Generations

This month, Joe Reilly goes back to interview Dr James Grubman of FamilyWealth Consulting, about his new book: Strangers in Paradise: How Families Adapt to Wealth Across Generations.

Joe Reilly

11 December 2013

Marc Odo

Guest Opinion: Diversification In The Age Of Globalisation

Marc Odo, director of research at software and business intelligence firm Informa Investment Solutions, discusses why diversification failed during the credit crisis.

Marc Odo

25 March 2013,