Wealth Management Survey Luxembourg

Transcription

1 Wealth Management Survey 2014 Luxembourg

2 INTRODUCTION In 2011, EDOUARD FRANKLIN issued the third edition of the Luxembourg Wealth Management Survey in a very chaotic economic context. In a three years time, the Luxembourg and more globally, the European Wealth Management sector have known a very deep and rude strategic turn-around. From an offshore to an onshore situation, the Luxembourg Wealth Management players have been obliged to adapt their business model and their operational organisation to serve new clients in a more regulated environment. Political and economic decisions makers have taken the right and quick decisions to adapt to the coming end of banking secrecy. After a turbulent period, Private Banks and Wealth Management professionals are now attracting HNWIs and UHNWIs who are coming over to Luxembourg in a transparent way. We have conducted this survey in order to analyse and understand the current situation of the Wealth Management community and give you a complete and detailed outlook of the new economic and HR issues that impact this population. We warmly thank the 500 people who have responded to our electronic Survey. We wish you a pleasant reading. DETAILS OF FUNCTIONS DETAILS OF CLIENTS CLASSIFICATION DEVELOPER CLIENT RELATIONSHIP MANAGER DESK MANAGER Professional in charge of developing and acquiring a wealthy clientele in a specific region or sector, without the responsibility of managing a portfolio of clients. Professional in charge of managing a wealthy clientele in a specific region or sector, without the responsibility of acquiring a new clientele. Professional in charge of a team of private bankers, developers and/or Client Relationship Managers, with or without a personal portfolio. UHNWI >30 M HNWI 5 to 30 M PRIVATE BANKER WEALTH MANAGER ESTATE PLANNER Professional who gives advice and develops a portfolio of wealthy clients (without managing any portfolio). Professional who works for a management company, and who manages and develops a portfolio of wealthy clients (including portfolio management). Professional in charge of legal, tax and property issues on behalf of private clients. Wealthy clients Core affluent 1 to 5 M 500 K to 1 M PORTFOLIO MANAGER Professional responsible for allocating assets and for following up on private clients portfolios. Mass affluent <500 M FAMILY OFFICER Professional working in a family office and responsible for handling the movable assets, real estate and the general capital of wealthy clientele.

3 10,0% THE END OF BANKING SECRECY IS: 5,0% 0,0% MARKET OUTLOOK HOW Switzerland OPTIMISTIC DubaiARE Singapore YOU REGARDING UK THE FUTURE OF LUXEMBOURG WEALTH MANAGEMENT? 26% A threat 60,0% 53,1% 74% An opportunity 50,0% 40,0% 30,0% 26,8% Despite a very negative first reaction, Wealth Management players are massively considering the end of banking secrecy as an opportunity. AuM have been stabilised at 300 billion despite massive relocations of offshore clients but they now understand that the new market situation is more favorable and opportunistic for the Luxembourg marketplace. 59% are globally optimistic regarding the future and strategic reorganisations of the major banking players demonstrate that they have made Luxembourg their European Private Banking platform. 20,0% 10,0% 0,0% 5,6% Very optimistic Reasonably optimistic Neutral 12,3% Reasonably Pessimistic 2,2% Very Pessimistic Increase Stability Decrease Private banks 6% 19% 75% Independent wealth managers 42% 32% 26% Life-insurers 19% 52% 29% Family offices 60% 29% 11% Trust, Fiduciaries 22% 45% 33% Law firms 36% 66% 13% Asset managers 28% 52% 20% Wealth management professionals massively expect a drecrease of private banks. Indeed, small players will not be able to afford increasing regulatory pressure and costs related. We already observe an increase of smaller players like wealth managers and family offices. Family offices have increased by 82% in a 12 months period. Other players are expected to remain stable in the future. WHAT WILL BE THE MOST COMPETITIVE MARKET PLACE WITH LUXEMBOURG IN THE 2 COMING YEARS? 35,0% 30,0% 25,0% 20,0% 15,0% 10,0% 5,0% 0,0% Switzerland Dubai Singapore UK The Switzerland market slowdown has a positive impact for Luxembourg. Even if Switerland and Singapore remain the two most competitive marketplaces, we observe an increasing interest from Swiss Wealth Management players and professionals for Luxembourg. Some Swiss Wealth Management Companies are setting up their European business in Luxembourg to serve their clients in an European legal framework.

4 BEST EMPLOYERS MOST REPUTABLE PRIVATE BANK 1. Banque de Luxembourg 2. Pictet 3. Banque privée Edmond de Rothschild 4. BGL BNP Paribas 5. UBS Banks with a solid Private Banking expertise in terms of products and services remain the most reputable in Luxembourg. WM professionals are aware that a stable strategy and solid financial results are the most significant key differentiators in this competitive marketplace. MOST REPUTABLE WEALTH MANAGEMENT COMPANY 1. Julius Baer 2. Capitalatwork 3. Petercam 4. Fuchs & Associates 5. Arche The three biggest Wealth Management Companies are ranked in the Top 3. Further to the take over of Merril Lynch, Julius Baer maintain its leadership in this business segment which remains a market niche with scattered and smell-size actors. Fuchs and Arche are the two local players with increasing reputation. MOST REPUTABLE LIFE INSURANCE COMPANY 1. Lombard International 2. Foyer International 3. Cardif 4. Swiss Life 5. Bâloise The biggest Life Insurance group in Luxembourg appears again as the most reputable. Wealth management professionals have voted for Companies with stable and clear business models and strategies. Besides International groups, a local player, Foyer international, pulls out with solid and successful outcomes.

5 BEST EMPLOYERS MOST REPUTABLE FIDUCIARIES 1. Alter Domus 2. SGG 3. BDO 4. Arendt 5. Vistra The three first most reputable fiduciarires are both the biggest and the most local ones. There is a limited attraction for international players with Dutch roots. Alter Domus, SGG and BDO have demonstrated very successful and stable business strategies which allow them to attract highly-skilled professionals. MOST REPUTABLE LAW FIRMS 1. Arendt & Medernach 2. Allen & Overy 3. Elvinger Hoss Prussen 4. Loyens & Loeff 5. Baker McKenzie This ranking demonstrates a good balance between local and international players. The 5 selected Law firms are big players on the Luxembourg market with important staff and multi-specialists strategie. Niche players are out of this ranking. MOST REPUTABLE FAMILY OFFICES 1. Arche 2. Intiutae 3. SGG A brand new actor, Arche, makes an outstanding entry in this ranking. This regulated Multi Family Office presents a very clear busines model and a very successful start. Some Swiss actors are tending to offer a similar model and we observe the number of family offices (mostly single) have increased by 82% in a 12 months period.

6 WEALTH MANAGEMENT POPULATION DO YOU EXPECT TO LEAVE YOUR BUSINESS COUNTRY IN THE 3 COMING YEARS? 58,5% 6,6% 34,9% Yes Possibly No If yes, in which country / geographical area would you like to relocate? Switzerland 22% Asian countries 16% UK 11% North-American countries 11% Belgium 9% France 9% DO YOU EXPECT TO MOVE TO ANOTHER BUSINESS SECTOR IN THE 12 COMING MONTHS? 16% 84% No If yes, which Business sector? Family Offices 41% Private Banks 18% Independent Wealth Managers 14% Yes JOB SATISFACTION 11% 48% 41% Not satisfied Satisfied Job satisfaction 6,96/10 Very satisfied

7 WEALTH MANAGEMENT POPULATION REASONS FOR LEAVING EMPLOYER 65% 40% 21% 30% 26% 15% 28% 16% A company with more mobility opportunities A managerial role A better company's strategy A better company's organisation A company with better communication A company with more personal development (trainingcoaching) A salary increase A company with better solutions and services Which technical skills would you like to develop? 1 st Estate Planning Skills 2 nd IT skills 3 rd Portfolio Management skills 4 th Communication / Marketing 5 th Family Office The Wealth Management population expresses a relative stability and a great job satisfaction level in an uncertain european market context. They tend to remain in their current role and wait for potential opportunities. With the end of banking secrecy, these experts are not necessarily expecting to move for a more risky position, they prefer to focus on their existing position. Salary increase is nevertheless considered as the main motivation for leaving a job. But employers are not favorable to offer oustanding salary increase when they recruit an expert. They offer more realistic and prudent salary packages in order to maintain their costs budgets. Switzerland represents the most attractive country for Wealth Management professionals and Family Offices, the most attractive business segment.

8 PRIVATE BANKER These figures represent the fixed and variable remuneration of a PRIVATE BANKER working in Luxembourg. They do not include fringe benefits, Insurance Group and Pension schemes LUXEMBOURG DESK Average Age 41 Average fixed salary Average variable salary Total salary GERMANY DESK Average Age 39 Average fixed salary Average variable salary Total salary % Male - 48% Female 74% Male - 26% Female BELGIUM DESK EASTERN COUNTRIES DESK Average Age 40 Average fixed salary Average variable salary Total salary Average Age 33 Average fixed salary Average variable salary Total salary % Male - 22% Female 34% Male - 66% Female FRANCE DESK SOUTH AMERICA DESK Average Age 41 Average fixed salary Average variable salary Total salary Average Age 43 Average fixed salary Average variable salary Total salary % Male - 29% Female 67% Male - 33% Female

9 PRIVATE BANKER MEDITERRANEAN DESK Average Age 41 Average fixed salary Average variable salary Total salary NORDIC DESK Average Age 38 Average fixed salary Average variable salary Total salary % Male - 9% Female 88% Male - 12% Female THE NETHERLANDS DESK DESK MANAGER Average Age 38 Average fixed salary Average variable salary Total salary Average Age 43 Average fixed salary Average variable salary Total salary % Male - 29% Female 86% Male - 14% Female

10 PRIVATE BANKING EXPERTS CREDIT OFFICER Average Age 38 Average fixed salary Average variable salary Total salary % Male - 25% Female ESTATE PLANNER Average Age 39 Average fixed salary Average variable salary Total salary % Male - 35% Female PORTFOLIO MANAGER/INVESTMENT ADVISOR Average Age 38 Average fixed salary Average variable salary Total salary % Male - 14% Female

11 OTHER WEALTH MANAGEMENT SALARIES LIFE INSURANCE FRANCE BELGIUM Average age Function Average gross yearly salary 2013 Bonus Monthly leasing Average age Function Average gross yearly salary 2013 Bonus Monthly leasing 30 Junior Sales Sales Senior Sales Junior Sales Sales Senior Sales Junior Sales Minima: Maxima: Sales Minima: Maxima: Senior Sales Minima: Maxima: Junior Sales Minima: Maxima: Sales Minima: Maxima: Senior Sales Minima: Maxima: Junior Sales Minima: Maxima: Sales Minima: Maxima: Senior Sales Minima: Maxima: Junior Sales Minima: 0 Maxima: Sales Minima: Maxima: Senior Sales Minima: Maxima: SPAIN/PORTUGAL GERMANY Average age Function Average gross yearly salary 2013 Bonus Monthly leasing Average age Fonction Average gross yearly salary 2013 Bonus Monthly leasing 45 Sales Sales Minima: Maxima: Minima: Maxima: Minima: Maxima: Minima: Maxima:

12 EDOUARD FRANKLIN is a recruitment agency specialised in the Wealth Management and Asset Management sectors, with offices in Luxembourg, Brussels and Geneva. We aim to provide a high level of service to our clients and candidates in two different practices : Wealth Management Practice and Asset Management Practice The Wealth Management Practice is focusing on the recruitment of Executives specialised in the management of private Clients. It covers the following segments: Private Banks Wealth Managers Family Offices Life-Insurance Companies Law firms Trusts/Fiduciaries The Asset Management Practice is focusing on the recruitment of Executives specialised in the core and Institutional Banking activities. It covers the following segments: Asset Management Investment Funds Retail Banking Corporate Banking Investment Banking Back-Office banking activities Trading, brokerage Commodities Directeur de la publication : EDOUARD FRANKLIN S.A - 24, rue Jean l Aveugle L-1148 LUXEMBOURG. Ce document ainsi que toutes les photos, illustrations, études et graphiques qui y figurent sont non contractuels et propriété exclusive de EDOUARD FRANKLIN S.A. Toute reproduction, partielle ou complète, ou utilisation des informations présentées est soumise à autorisation préalable. CPLUS concept 2014 Crédit photos : Images bank Imprimé sur papier de gestion forestière contrôlée.