Finance
Growth opportunities within the HNWI market
Published
8 months agoon
By
admin
By Gareth Wilson, Vice President, Head of UK Banking & Capital Markets, Capgemini
The UK’s high-net-worth individual (HNWI) market has reached a turning point. Within the wider geopolitical landscape and subsequent economic challenges, including war, inflation and unpredictable markets, wealth management firms are faced with the need to innovate and remain agile in the face of ever-evolving client needs.
In 2021, the number of HNWI individuals in the UK rose 6.3% to 609,400, and the financial wealth held by these people increased 7.4% to $2.27 trillion. Alongside this increased wealth, the recent turbulence across the market has led to increased sensitivity among clients who are increasingly seeking out wealth management firms to accommodate for.
While the value of these services may be on the up, this does mean an easy win for wealth management firms. It’s a competitive market and firms that emerge victorious will be those who have strategically targeted growth segments and delivered fine-tuned client experiences built upon a foundation of emotional connections.
Delivering on client needs
The need and desires of the HNWI clientele are changing, and increasingly we’re seeing clients demanding a lot more from their wealth managers. Clients now expect tailored offerings, innovative products and expertise in alternative asset classes such as non-fungible tokens (NFTs) and cryptocurrencies.
For wealth managers, the terms of engagement in the market are changing. Companies like Amazon have set the standard for convenience, access and seamlessness, with customers coming to expect the same levels of service for their finances.

Gareth Wilson
We’re now seeing a similar trend in banking, with disruptive FinTechs are offering customised and easily accessible app-based services. Wealth management clients are often digitally literate and prefer using self-directed digital tools to manage their portfolios. For incumbent wealth management firms, this new era certainly resembles the path less trodden.
To avoid falling behind and instead capitalise on these opportunities, it’s critical that wealth management firms leverage technology and data-driven insights to differentiate and personalise client experiences that target these emerging high-growth segments.
Riding the wave of wealth segmentation
Owing to technological innovation and emerging asset classes, the HNWI market is undergoing a period of segmentation and in which much of the market growth is occurring. However, just 27% of wealth management firms are actively pursuing these groups with targeted strategies.
One such group is tech wealth. The surge in venture capital-backed unicorns has produced a fast-growing group of ultra-HNWI’s, armed with IPO cash. These tech-savvy HNWI’s are seeking personalised and consolidated services that aid them with active investing, the majority of whom actually prefer family offices over large banks or wealth management firms.
Among this, women are one of the fastest growing segments, set to inherit 70% of the world’s wealth over the next two generations. While less confident than men in their ability to generate and grow it, this segment values purpose, connections, and content tailored to their needs. Take for example Ellevest, a women founded FinTech that has grown quickly by capitalising on demographic differences and implementing an investment algorithm that considers gender.
Similarly, millennials are also set to inherit considerable generational wealth, and while many still need assistance with the fundamentals of wealth management, they are increasingly demanding engagement through digital channels. HSBC’s Hong Kong business are capitalising on this by creating ‘Wealth Coach’ and ‘Wealth Bootcamp’ offerings to leverage education with their millennial clients.
A relatively new client segment that’s emerging is LGBTQ+ individuals who often face legal and financial barriers during milestone life events. This client segment values an inclusive approach with unique complexities, and yet 30% of global wealth managers stated that they didn’t understand LGBTQ+ client needs – indicative of the need for greater education around meeting these client expectations.
The mass affluent are leaning into and leveraging technological innovation to refine client experiences and win clients in the early stages of their wealth journeys. In 2021, JPMorgan Chase acquired Nutmeg, a British robo-advisor, to help the bank expand its digital wealth management offering and illustrates the need for digital and data literacy in wealth management strategies.
Realising the change
Capitalising on the opportunities presented by these emerging growth segments requires a balance of personalised products, capabilities and services that act as differentials in the eyes of clients.
Critical to achieving this is the ability to harness major data sources like FinTechs. Incumbent banks have swathes of data, however, traditionally they haven’t had much success in transforming it into insights. Investment in technologies such as AI and machine learning can help deliver actionable insights. HNWI clients expect easy access to their portfolios and at any time, from any device. Therefore, wealth management firms must embrace new delivery technologies to ensure that they are providing consistent services, irrespective of the channel.
Many incumbents have made strides with their digital offerings by partnering with or acquiring a FinTech that already has these capabilities. The next step should always be taking stock of your talent. Notably, wealth management firms should be hiring people that are fluent in technology, data and product skills. Additionally, as the wealth market continues to diversify, whether it be LGBTQ+, women, or millennials, your employees will be able to better meet these expectations if they are equally as diverse. A chief client officer can be an effective way of recognising and realising the emerging expectations of consumer groups.
A key unifier amongst the diversifying client segments is the desire for increased transparency. 27% of HNWI clients were dissatisfied with the fees they were charged, owing to poor transparency around pricing. Likewise, 64% said that they preferred fees that are based on metrics such as quality of service or investment performance.
As the wealth management industry continues along the trend of segmentation and clients attempt to navigate a volatile economic landscape, banks and wealth management firms must capitalise on the opportunity to develop strong emotional connections. Through this, firms will be able to better lead through these turbulent times, building relationships that are made to last.
Business
Enhancing cybersecurity in investment firms as new regulations come into force
Published
3 days agoon
June 2, 2023By
editorial
Christian Scott, COO/CISO at Gotham Security, an Abacus Group Company
The alternative investment industry is a prime target for cyber breaches. February’s ransomware attack on global financial software firm ION Group was a warning to the wider sector. Russia-linked LockBit Ransomware-as-a-Service (RaaS) affiliate hackers disrupted trading activities in international markets, with firms forced to fall back on expensive, inefficient, and potentially non-compliant manual reporting methods. Not only do attacks like these put critical business operations under threat, but firms also risk falling foul of regulations if they lack a sufficient incident response plan.
To ensure that firms protect client assets and keep pace with evolving challenges, the Securities and Exchange Commission (SEC) has proposed new cybersecurity requirements for registered advisors and funds. Codifying previous guidance into non-negotiable rules, these requirements will cover every aspect of the security lifecycle and the specific processes a firm implements, encompassing written policies and procedures, transparent governance records, and the timely disclosure of all material cybersecurity incidents to regulators and investors. Failure to comply with the rules could carry significant financial, legal, and national security implications.
The proposed SEC rules are expected to come into force in the coming months, following a notice and comment period. However, businesses should not drag their feet in making the necessary adjustments – the SEC has also introduced an extensive lookback period preceding the implementation of the rules, meaning that organisations should already be proving they are meeting these heightened demands.
For investment firms, regulatory developments such as these will help boost cyber resilience and client confidence in the safety of investments. However, with a clear expectation that firms should be well aligned to the requirements already, many will need to proactively step up their security oversight and strengthen their technologies, policies, end-user education, and incident response procedures. So, how can organisations prepare for enforcement and maintain compliance in a shifting regulatory landscape?
Changing demands
In today’s complex, fast-changing, and interconnected business environment, the alternative investment sector must continually take account of its evolving risk profile. Additionally, as more and more organisations shift towards more distributed and flexible ways of working, traditional protection perimeters are dissolving, rendering firms more vulnerable to cyber-attack.
As such, the new SEC rules provide firms with additional instruction around very specific prescriptive requirements. Organisations need to implement and maintain robust written policies and procedures that closely align with ground-level security issues and industry best practices, such as the NIST Cybersecurity framework. Firms must also be ready to gather and present evidence that proves they are following these watertight policies and procedures on a day-to-day basis. With much less room for ambiguity or assumption, the SEC will scrutinise security policies for detail on how a firm is dealing with cyber risks. Documentation must therefore include comprehensive coverage for business continuity planning and incident response.
As cyber risk management comes increasingly under the spotlight, firms need to ensure it is fully incorporated as a ‘business as usual’ process. This involves the continual tracking and categorisation of evolving vulnerabilities – not just from a technology perspective, but also from an administrative and physical standpoint. Regular risk assessments must include real-time threat and vulnerability management to detect, mitigate, and remediate cybersecurity risks.
Another crucial aspect of the new rules is the need to report any ‘material’ cybersecurity incidents to investors and regulators within a 48-hour timeframe – a small window for busy investment firms. Meeting this tight deadline will require firms to quickly pull data from many different sources, as the SEC will demand to know what happened, how the incident was addressed, and its specific impacts. Teams will need to be assembled well in advance, working together seamlessly to record, process, summarise, and report key information in a squeezed timeframe.
Funds and advisors will also need to provide prospective and current investors with updated disclosures on previously disclosed cybersecurity incidents over the past two fiscal years. With security leaders increasingly being held to account over lack of disclosure, failure to report incidents at board level could even be considered an act of fraud.
Keeping pace
Organisations must now take proactive steps to prepare and respond effectively to these upcoming regulatory changes. Cybersecurity policies, incident response, and continuity plans need to be written up and closely aligned with business objectives. These policies and procedures should be backed up with robust evidence that shows organisations are actually following the documentation – firms need to prove it, not just say it. Carefully thought-out policies will also provide the foundation for organisations to evolve their posture as cyber threats escalate and regulatory demands change.
Robust cybersecurity risk assessments and continuous vulnerability management must also be in place. The first stage of mitigating a cyber risk is understanding the threat – and this requires in-depth real-time insights on how the attack surface is changing. Internal and external systems should be regularly scanned, and firms must integrate third-party and vendor risk assessments to identify any potential supply chain weaknesses.
Network and cloud penetration testing is another key tenet of compliance. By imitating how an attacker would exploit a vantage point, organisations can check for any weak spots in their strategy before malicious actors attempt to gain an advantage. Due to the rise of ransomware, phishing, and other sophisticated cyber threats, social engineering testing should be conducted alongside conventional penetration testing to cover every attack vector.
It must also be remembered that security and compliance is the responsibility of every person in the organisation. End-user education is a necessity as regulations evolve, as is multi-layered training exercises. This means bringing in immersive simulations, tabletop exercises and real-world examples of security incidents to inform employees of the potential risks and the role they play in protecting the company.
To successfully navigate the SEC cybersecurity rules – and prepare for future regulatory changes – alternative investment firms must ensure that security is woven into every part of the business. They can do this by establishing robust written policies and adhesion, conducting regular penetration testing and vulnerability scanning, and ensuring the ongoing education and training of employees.
Finance
Regulations, RegTech and CBDCs – Fintech’s Next Chapter
Published
3 days agoon
June 2, 2023By
admin
Teresa Cameron, Finance Director at Clear Junction
Over the last decade, the UK has embraced the fintech revolution with open arms. The remarkable growth and innovation in recent years has transformed the way financial services are delivered and accessed. In the UK, fintech accounts for around half of venture capital in the UK, and as we race to meet consumer demand, we’re seeing the development of new services flood the market: from digital wallets to AI chatbots, biometrics and touch IDs.
London is recognised globally as a crucial hub for fintech innovation, yet with this great power comes great responsibility. Both the FTX and SVB collapses dented trust in fintech, and this has translated into a dip in venture capital investment in the industry, which declined globally by 30%.
2022 was called fintech’s year of reckoning, but 2023 stands as the year to rebuild and we need to recognise that regulation is not a scary word. Now is our chance to be part of the next evolution in fintech, that will solidify it as an accredited and stable industry. By leading the charge now, we can make sure we have a say on what the future of fintech will look like.
Sustainable practices = sustainable growth
The Financial Conduct Authority (FCA) is set to implement its Consumer Duty in the upcoming months. Whereas before, the FCA has broadly been reactive, this will be the first time that the FCA will be formally setting out regulation and will have a proactively structured programme.
One of the most important aspects is to make sure that financial services put the interests of their customers at the heart of their business operations. This means a higher standard of protection across the industry and providing consumers with transparent information, as well as making sure that staff are trained and held accountable.
This is a huge step to regain trust in the industry right now and help raise the bar in what we can offer consumers. Change begins from the inside and by closely working with regulators and adhering to their guidelines, fintechs in the UK can benefit from the increased trust and confidence in the digital currency ecosystem. This approach not only protects consumers and investors but also means that we can bolster the legitimacy and viability of digital currencies as an alternative to traditional financial systems.
Regtech Revolution
It’s estimated that globally $2trillion is laundered annually, and the threat of financial criminals continues to rise as they become more sophisticated and utilise new technology, either through payments, open banking, or crypto. This, twinned with new global regulations and increasing compliance costs, means the need for innovative solutions in the regtech industry has never been greater.
We’ve seen an explosion in AI and machine learning (ML) tech to help better protect customers, and they have completely transformed the regtech space. These technologies can be used to analyse vast amounts of data and identify patterns that may indicate fraudulent activities. The algorithms can detect anomalies, flag suspicious transactions, and continuously learn from new data to improve fraud detection capabilities over time. That’s not to say that its completely fool proof. Continuous monitoring, regular updates, and staying abreast of emerging fraud trends will also be crucial.
At the same time, as the regulatory landscape becomes more complex and we see new rules develop over time, this tech will help fintechs mitigate risk management practices and maintain compliance in an efficient and cost-effective manner.
CBDCs and decentralized finance
Central bank digital currencies (CBDC) have been a hot topic of conversation, with pilot initiatives underway globally. Most recently the European Central Bank is currently said to start with proposed legislation in the next several weeks and here in the UK the Bank of England is also blueprinting plans for the ‘Britcoin.’
Digital currency backed by a central bank has been heralded to be a safe and stable means of payment and less volatile than crypto. However, some are concerned over privacy and anonymity surrounding a state-owned currency.
Tom Mutton, who is leading the Britcoin charge, has stated that the BoE never sought to make the digital pound anonymous, and that privacy will be a top priority. Under the Bank’s proposals, consumers would engage with the digital pound through private sector providers. With the increasing integration of digital currencies into mainstream operations, in the UK and abroad, both the government and financial institutions are showing growing interest in making sure there is a stable foundation of regulation as it develops.
Following regulations can pave the way for digital currency companies to tap into traditional banking services, which is crucial for their growth and overall success. Banks tend to be cautious about partnering with digital currency companies due to perceived risks associated with the industry. However, when these companies demonstrate compliance with regulations, it helps alleviate those concerns and makes banks more willing to collaborate.
We are at the beginning of a new age in the fintech space, and it’s an exciting place to be. We, as financial intuitions, have an opportunity to help write the next chapter. It is a long road to map out ahead, but we need to look for sustainable, long-term practices because, ultimately, that equals sustainable long-term growth, and fundamentally means survival for the industry.
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