How We Helped an International Bank Enhance Their Senior Bankers’ Skills to Drive UHNW Client Growth
The Opportunity
A well-known international bank with a major focus on private banking recognized the need to enhance the skills and strategies of its mid-to-senior level relationship managers. With a rapidly changing market landscape and increasing competition in the private banking sector, the bank sought a partner who could help elevate its team’s client acquisition capabilities, particularly in attracting ultra-high-net-worth (UHNW) clients. Despite having a strong reputation, the bank identified a gap in advanced sales and advisory skills among its relationship managers, and it needed a program that would empower them to engage more effectively with UHNW clients and drive sustained growth.
To address these challenges, the bank enrolled its mid-senior level private bankers in our Private Banking Mastery Program, designed to sharpen their sales and advisory skills while providing personalized coaching to overcome individual obstacles.
Our Approach
We designed a bespoke program specifically tailored to the needs of the bank’s mid-to-senior level private bankers. The program was structured to ensure that participants received foundational knowledge and personalized support, addressing their unique challenges and building long-term client acquisition and relationship management capabilities.
The program included:
2 days of intensive workshops, where participants learned advanced sales strategies and advisory techniques tailored to the complexities of working with UHNW clients. The sessions focused on refining approaches to client acquisition, relationship management, and providing bespoke financial solutions.
6 individual coaching sessions for each private banker, where we delved deeper into their specific challenges, refined their client acquisition strategies, and worked on overcoming obstacles in their day-to-day interactions with UHNW clients.
The content was designed to be highly interactive, practical, and directly applicable to the bankers’ roles. We provided them with tools, frameworks, and real-world examples that empowered them to create lasting, high-value relationships with their clients.
The Impact
Our Private Banking Mastery Program's impact was felt immediately and over the long term, with measurable improvements in the bank's ability to acquire and serve UHNW clients. Key outcomes included:
Enhanced client acquisition skills: The bankers became significantly more confident and effective in their approach to attracting UHNW clients, using personalized strategies that resonated with clients’ unique needs and preferences.
Improved sales performance: With the advanced sales techniques learned during the program, the relationship managers experienced a marked increase in their conversion rates and ability to close deals with high-net-worth clients.
Stronger, more impactful advisory skills: The relationship managers developed a deeper understanding of how to offer tailored advice and comprehensive wealth solutions, helping them establish themselves as trusted strategic advisors to their clients.
Increased client retention: With enhanced relationship management techniques and a more personalized approach to client engagement, the bankers built stronger, longer-lasting relationships, improving client retention and satisfaction.
Sustained growth in key markets: The program helped the bank significantly improve its position in the UHNW market across its primary regions, including Asia and the Middle East, ensuring it stayed competitive in a rapidly evolving market.
Ultimately, the program helped the bank’s private bankers gain the advanced skills they needed to deliver exceptional service to UHNW clients, driving client acquisition and retention while positioning the bank for continued success in the global private banking industry.
