Wealth in Russia: HNW Customers

Date: 2015-11

Part of a two-part series, Wealth in Russia: HNW Customers analyzes the profile of Russian HNW individuals, from their investments, to product demand, to sources of wealth. This report is based on Verdict Financial’s 2014 Global Wealth Managers Survey. The results of the survey are accompanied by best-practice case studies on how to target Russian HNW individuals where applicable.

– Understand the major sources of HNW wealth in Russia and the industries from which it has been amassed.
– Interpret the investment portfolios of Russian HNW individuals through detailed asset allocation analysis.
– Evaluate product and service demand among Russian HNW individuals, from discretionary and advisory asset management to tax and inheritance planning.
– Analyze the best methods to capture new Russian HNW clients and how best to maintain communication during the client relationship.

– How do Russian HNW individuals amass their wealth?
– Which investments make up the average Russian HNW investment portfolio?
– Which wealth management products and services are in demand in Russia?
– How often do Russian wealth managers contact their clients through email, social media, and face-to-face meetings?
– How do Russian HNW individuals compare to their global peers?

Key Highlights
The typical Russian HNW client is likely to have earned their income from the oil and gas industry. The HNW demographic is made up mainly of businessmen, while expats represent only a fraction of the local HNW population.

Direct corporate bond holdings account for a quarter of the average Russian HNW portfolio. The wealthiest Russians also show a strong interest in the commodities market; however, the next two years should see a greater diversification of investment portfolios.

Personal relationships between clients and their advisors form the foundation of wealth management business in Russia. Regular face-to-face meetings are a must and consequently create a challenge for private bankers in terms of time management.”

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