Winners rationale

With Asia’s independent asset management community expected to double client assets in the region by 2020, private banks could be forgiven for viewing their relationship with IAMs through a zero-sum lens. Intermediaries, too, regularly bemoan the quality of their interactions with the private banking industry, citing inconsistencies in servicing and support, unwieldy bureaucracy and inflexible pricing.

At the same time, a select few private banks in Asia continue to set the standard for what it means to be a true partner to intermediaries and none more so than Julius Baer.

Not only did Julius Baer receive the most nominations from Asia’s IAM community (just under 50 firms in Hong Kong and Singapore were polled by the Judging Panel), but the Swiss private bank demonstrated beyond question that it prioritises its collaboration with a segment that will only grow in significance.

A key pain point for Asia’s IAM industry is the quality of servicing they receive from private banks, which often man their intermediary desks with less experienced personnel. Not so in Julius Baer’s case. Having serviced IAMs for over 15 years, the private bank boasts one of the region’s largest and most experienced teams – RMs have an average of over 10 years’ experience dealing with the IAM segment – split between the key hubs of Hong Kong and Singapore. According to one large IAM in Singapore, “Julius Baer is really engaged in the IAM business and community – it has the best servicing team”. Similarly, a Hong Kong-based IAM praised Julius Baer for “working the hardest and providing the highest quality service”, as well as its “flexibility and common sense” when providing solutions.

Indeed, Julius Baer’s value proposition is predicated on sustainability and longevity.

With dedicated market coverage spanning the entire Asia region, Australia, Europe and, of course, Switzerland, Julius Baer provides IAMs with complete access to its platform of third-party products and services and investment specialists. Firms enjoy direct, full-hour trading access, as well as night desk coverage to ensure after-hours access to Asian and European markets. The bank’s online offering in Asia includes eBanking and, notably, data feed transactions through secure file transfer protocol, and for more sophisticated clients, Julius Baer brings the balance sheet, providing Lombard lending, special credit structuring and customised credit solutions.

Also noteworthy is Julius Baer’s contribution to thought leadership and industry stewardship in Asia: the bank regularly coordinates intermediaries conferences and roundtables, and partakes in institutionalised dialogues with third-party associations in Hong Kong and Singapore.

Ultimately, Julius Baer’s intermediaries business has delivered strong annualised business growth across key financial measures. But as competition ramps up in the space, what matters most is Julius Baer’s success in garnering mindshare through dedicated and consistent servicing and collaboration.

Julius Baer is Asian Private Banker’s Best Private Bank – IAM Services for 2017.