Offshore Private Banking and Russian Clients: the past, the present and the future Karen Aslanian Senior Vice President

Offshore Private Banking and Russian Clients Client Segmentation Key factors Business effeciency vs. client segmentation Evolution of the Russian Client

1. Client Segmentation Geographical segmentation ( incl. cultural, religiuos, etc.) Assets under Management ( HNWI vs UHNWI, affluent) Required and expected services ( pure PB and / or IB + CB) …. Gender segmentation ( any successful examples?) Regional segmentation ( not very efficient)

2. Key factors Corporate level Jurisdiction Quality of the bank itself (rating, corporate governance) Image of the bank, balance sheet Credentials Personal level Relationship manager in focus Personal and direct contact to business owners Volatility in HR …..

3. Business effeciency vs. client segmentation Wrong: try to embrace all possible typen & classes of clients Right: bank specialises on a certain business area / segment and the appopriate client is attracted automatically Only long term approach and stability and clarity of the business model can generate sustainable success. NO contradiction between efficiency and segmantation

4. Evolution of the Russian Client Before When I asked for 1 vodka, I mean a bottle, not a shot. Where is your VIP-toilet? It‘s posh to have a platin credit card. What is foundation? I want 10% performance! Now Your wine has some cork, pls. bring me the one from the other side of the valley. No, I don‘t want the most expensive pair of ski‘s, but the one with maximum carve. It‘s posh to have few good contacts. What are the due diligence modalities for „ life insurance wrapper“? Please protect & secure my assets

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