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

Please see important information at the end of the document Offshore Private Banking and Russian Clients 1. Client Segmentation 2. Key factors 3. Business effeciency vs. client segmentation 4. Evolution of the Russian Client

Please see important information at the end of the document 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)

Please see important information at the end of the document 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 …..

Please see important information at the end of the document 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

Please see important information at the end of the document 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? Its 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 dont want the most expensive pair of skis, but the one with maximum carve. Its 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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