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海外媒体聚焦海银高品质发展,海银财富总裁王滇女士接受《Finews》专访

  海银财富总裁王滇女士近期在杭州举办的2019年海银财富全球资产配置高峰论坛上提出全球化布局的思路,引起多家媒体关注,其中包括海外媒体《Finews》。

  王滇女士一语道出,为了顺应资产配置全球化和全面化的发展趋势,帮助客户捕捉全球财富机会,享受综合财富管理服务,海银财富已率先布局国际化业务,大力发展家族财富管理、积极探索财富科技,致力于成为客户专属的私行家和一生的朋友。

  瑞士知名私人银行杂志《Finews》总编近期对海银财富总裁王滇女士进行专访,并发表专访文章《Wang Dian: «They Call Us China's Lombard Odier»》在《Finews》官网首页显示。文章主要关心以下几个问题:海银财富的发展历程;海银财富成功的秘诀;如何帮助客户走向全球;以及海银财富在家族传承、金融科技方向的布局。

  全文翻译如下:

  瑞士知名私人银行杂志《Finews》总编

  专访海银财富总裁王滇女士

  中国的财富管理机构已经在全球业界引起注目,其成功故事也开始被国际私人银行关注。

  瑞士知名的私人银行业杂志《Finews》总编Claude Baumann先生,近日对海银财富总裁王滇女士进行专访,听取她对于客户、市场、慈善等议题的独家见解,以及她如何评价海银被称为“中国的瑞士隆奥银行”。

  王女士,能否请您介绍一下海银财富的发展历程?

  海银财富创立于2006年,股东是中国知名的企业家族。海银财富诞生的恰逢其时,当时随着国内投资种类的不断丰富和产品供应机构的层出不穷,客户迫切渴求独立专业的投资建议。

  经过十三年的发展,海银财富已经成为中国财富管理行业的头部机构,客户规模超过10万,150余家分支机构覆盖全国。我们的服务范围,覆盖了投资咨询、融资建议、传承规划、慈善事业、以及高端家族所关心的其他主题。

  2018年对整个行业充满了挑战,但是,海银财富管理的客户资产规模实现了30%的增长,反映了客户对我们的高度信任与亲睐。

  2006-2007年的时候,不少外资私人银行进入中国境内开拓市场,但几年之后大都撤出。相比之下,海银财富的成功秘诀是什么?

  如你所说,诸多全球机构被中国所吸引,但几番尝试后又黯然退场。

  在我看来,海银财富的成功,应该得益于以下几点:首先,海银财富在较短的时间内,专注、稳健地进行重点分支机构建设并且获得了大量客户认可。正是在拥有了一定的规模效应及全国性布局之后,我们可以持续在最好的区域布局投资,并且成功的进行规模扩张。

  同时,海银财富是个专业、智慧、灵巧的平台。我们全序列的持牌机构,让我们能取材于各门类的投资产品,为客户构建和管理投资组合。我们的人才战略高举高打,从业内归集最顶级的人才,并辅助他们的职业再上层楼。我们高效的决策机制,让我们能够预见行业趋势,准确而迅捷地布局。

  另外,海银财富也善用“外脑”,利用麦肯锡、BCG、罗兰贝格等咨询机构,协助我们在战略规划和平台建设上做得更好。

  另外很重要的一点:正因为海银深知企业家的甘苦,所以我们善于倾听,知人心意。

  我们都知道,中国的客户正在走向全球。在这方面海银财富如何服务客户?

  我们把中国客户的活动足迹,划为三个相互贯通的领域:

  在国内,即“在岸”,中国客户一边辛勤的创业,一边也在寻觅国内的投资机会。

  在“近岸”,即香港这个紧贴内地的离岸金融中心,中国客户没有语言或时区上的不便,能够寻求各种海外的、但又紧扣中国的投资和融资机会。

  在“远岸”,即伦敦、纽约、苏黎世等欧美离岸金融中心,中国客户设立账户体系、贸易往来、资金归集、参与并购,从而无缝参与全球的交易、资金、信息的金融脉动,并从中受益。

  为了在这三个领域为客户提供服务,海银财富构建了一个“全球化的连贯平台”,即在国内的财富管理和资产管理实体、在香港的资产管理和保险实体、在英国和美国的投资顾问和资产管理实体。

  这些实体被打通后组建的平台,凭借统一的理念和细致的合作,实现了全球化的客户服务、全球化的解决方案、以及对跨境趋势的快速把握。

  在中国拥有一席之地后,海银财富对客户的理解肯定十分深入。当下,有没有什么事让他们难以入眠?

  我们常说,豪门多烦忧。对于中国高端客户而言,更是如此。他们往往有宏大的事业抱负,想达到特定的业务格局或行业地位。他们还需要预判形势,对市场变化和规则变化作出快速反应。科技领域的日新月异,有的是机遇,有的是威胁,也需要他们时时关注。

  但几乎所有的中国客户,都关心一件事情:他们的下一代。下一代的教育如何规划,家族财富如何传承,家族企业如何接班,这些问题中国的客户都在时时思量。

  另外,如何用家族的文化,凝聚各代人的共识与和谐,正变得日益迫切。家族宪章、家族治理、家族议事机制这些概念,已经从书本中的内容,变成中国客户家族开始讨论的问题,以及客户与财富管理机构开始共同规划的议题。

  在帮助客户培养下一代方面,海银财富有什么举措?

  为了协助我们的客户培养下一代,同时帮客户家族应对其他各种问题,海银财富设立了家族办公室部门。海银财富家族办公室,依靠投资管理和家族信托领域的顶尖人才,为客户提供投资顾问、家族顾问、教育顾问的综合服务。值得一提的是,海银的股东和高管,直接参与家族办公室的运营。正因为我们也是一个企业家族,与企业家客户在探讨问题、规划方案的时候,更有默契、更为长远。

  与您分享一个案例,海银的股东和高管,最近携数十位高端客户的子女前往非洲。这些孩子看到,非洲的状况与他们优越的成长环境差别很大,但他们也感受到了非洲人民的坚韧、乐观,以及非洲大陆的无穷潜力。

  非洲广阔而原始的自然环境,也让这些孩子产生了思考,人生的目标应为何,人生的意义应为何。有的客户陪同子女参与了此次非洲之行,在一个新的环境中,欣然发现两代人的关系,有了新的纬度。

  海银财富对于客户的下一代真是倾注了很多心血。

  的确如此,但我们不仅仅关注客户的子女。实际上,如何帮助年轻一代实现其理想,海银一直在思考与践行。

  例如,海银在欠发达省份,资助了多个“海银公益助学班”。我们还建立了13个“海银公益书屋”,为8000余位小朋友提供了自己的图书馆。我们还有“海银公益助学项目”,帮助家境较困难的年轻人完成学业。

  您能谈谈海银财富对科技的运用吗?

  科技的赋能,的确值得一提。我们的客户、员工、跨境协同,都从科技的应用中受益匪浅。

  海银的手机应用一直行业领先,获取投资资讯、挑选基金产品、评估投资业绩等功能,海银客户几年前就能在手机上轻松操作。

  现在的一个重点,是利用大数据和人工智能,更好、更聪明地进行客户分析、资产管理、交易执行、风险控制等复杂度更高的工作。

  当然,人情冷暖,市场迷离,并非都是科技所能驾驭。客户最终还是需要一个真心伙伴,倾听其心思,安排其心意。这就是为什么在科技发达的今天,我们的客户经理和资深专家,在客户中更受推崇。

  海银财富有时被比作“中国的瑞士隆奥”。您作何评论?

  比肩瑞士隆奥不敢当。瑞士隆奥银行是瑞士私人银行业界的翘楚,当然也是海银学习的榜样之一。

  瑞士隆奥在业内的尊崇地位,是因为其稳定的股东家族、长期的战略视野、对尽善尽美的追求、以及对可持续性发展的坚持。这些理念,是瑞士隆奥200余年成功的基石,也是海银财富之道的内涵。

  不管是百年历史的欧洲私人银行,还是年轻进取的财富管理机构,今天世界的复杂与变迁,需要财富管理者兼具慧眼、谦逊、坚韧、勇气。而海银财富,可以说胸有成竹。

  -----------------

  王滇女士在中国金融业的服务多年,被认为是影响中国财富管理行业格局的领军人物之一。

  (文章结束)

  英文原文:

  Wang Dian: «They Call Us China's Lombard Odier»

  Chinese wealth managers have risen to prominence, with success stories that international private banks keenly follow.

  Wang Dian, CEO of Hywin Wealth, told Claude Baumann, Editor-in-Chief of Finews,in an exclusive interview her thoughts on clients, markets, philanthropy, and how she feels about Hywin being called the “Lombard Odier of China”.

  Madame Wang, could you tell us about the origin of Hywin Wealth?

  Hywin Wealth was founded in 2006 by one of the leading entrepreneurial families of China. The timing couldn’t have been better, as the newly-minted Chinese High-Net-Worth Individuals (HNWI) began to appreciate the independence of investment advice amidst multiplying products and providers.

  Thirteen years later, Hywin Wealth has become a nation-wide leader in the Chinese wealth management market, serving more than 100,000 clients from 70 offices, across investing, financing, succession planning, philanthropy, and other family pursuits.

  We achieved 30 percent of Assets under Management (AUM) growth in 2018, a ringing endorsement by clients in a challenging year for the industry.

  Several foreign private banks entered China onshore in 2006 or 2007 but most of them retreated a few years later. Can you tell us the secret of Hywin’s success?

  You are right – China has attracted and humbled many renowned global institutions. I guess Hywin Wealth got a few things right early on.

  First, we jumped started the franchise with energetic and disciplined expansion and achieved a critical mass of clients quickly. Size and pan-China coverage gave us the commercial clout to invest in the best and scale up successes.

  Meanwhile, we built a platform that’s robust, intelligent, and nimble. Our full range of licensed entities allows us to access the whole product universe to build client portfolios on advisory or discretionary basis. Our talent strategy targets senior Relationship Managers (RMs) in leading private banks and upgrades them to the next level. Our streamlined decision-making anticipates and adapts to market trends with precision and speed.

  Also, we have leveraged the wisdom of our retained consultants including McKinsey, Boston Consulting Group (BCG), and Roland Berger, to drive better design and implementation.

  Very importantly, Hywin Wealth is a good listener. As a wealth manager with entrepreneurial DNA, we really care and we really understand.

  Chinese clients are going global. What is Hywin Wealth doing to assist?

  Conceptually, we divide Chinese clients’ activities into three spheres:

  In the “onshore” space, they pursue entrepreneurial endeavors and tap into local investment opportunities.

  In the “near-offshore” space, i.e. Hong Kong as the offshore financial center on the doorstep of Mainland China, clients seek international investment and financing opportunities with a strong China bias and China connectivity, enjoying the convenience of the same time zone and the same language.

  In the “far-offshore” space, i.e. financial centers such as London, New York, Zurich, clients set up bank accounts, trading units, treasury hubs, and M&A outposts, to benefit from the global flow of deals, funding, and information.

  To serve clients’ activities across the three geographies, Hywin Wealth established a “continuum” platform, comprising our wealth management and asset management entities in China, the asset management and insurance businesses in Hong Kong (Haiyin International), and our advisory and asset management entities in the U.K. (Hywin Wealth) and the U.S. (Hywin Capital Management).

  These entities, through close collaboration and a unified vision, have achieved integrated client coverage, coordinated delivery of a global proposition, and agile responses to cross-border trends.

  With your presence in China and beyond, Hywin must have gathered a lot of client insights. What’s keeping them awake at night?

  As we always say, being rich is an arduous job, even more so for Chinese clients. They must grow their businesses and take them across milestones, be it a certain revenue quantum or market ranking. They have to foresee and react to change of trends and change of rules, like current trade frictions. They always watch out for disruptive technologies, which could be the next catalyst or a sudden show-stopper.

  But one thing weighs on the minds of almost all Chinese clients: their next generation. Where to educate the children on what system has always been a debate; wealth transfer and passing the corporate baton are obvious topics to plan for.

  But increasingly, how to distill a set of family values and use it to align perspectives across generations becomes imperative. Family charter, family governance, family council - these concepts have leaped from books into the conversations within the families, and between families and their advisors.

  What is Hywin doing for clients’ next generation?

  To help our Ultra-HNW clients nurture their next generations and master other challenges, Hywin Wealth has set up a family office unit, which is part investment panel, part advisory board, and part educational institute. Hywin Family Office is staffed by the best investment managers and trust specialists, but the owner family of Hywin is directly involved in daily operations. “An entrepreneurial family serving another entrepreneurial family” enables strong trust, candid conversations, and unhindered problem-solving.

  As one example, Hywin’s owner family recently led dozens of clients’ heirs and heiresses on a trip to Africa. These privileged teens saw a very different world and were impressed by the fortitude, optimism, and potentials of the local communities.

  The expansive nature and primitive environment also set them thinking, on a broader and longer horizon, about goals they could achieve and the difference they could make. Some clients who were also on the trip found the bond with their children were refreshed and deepened, to their surprise and joy.

  You really put a strong emphasis on the clients’ next generation.

  Indeed. But we care about not just our clients’ children. As a matter of fact, how to help the younger generation achieve their full potentials is a key focus of Hywin Wealth’s philanthropic activities.

  We financed “Hywin Classes” in some struggling schools to expand student intakes. We built 13 “Hywin Libraries” in remote provinces to provide “a room to read” for 8,000 children. We also have an assistance program to help young people who due to family circumstances couldn’t have finished their education otherwise.

  How are you using tech?

  Technology is definitely a great enabler, for our clients, for our RMs, and for bringing specialists together around the globe to work on key cases.

  Getting daily investment commentaries, selecting mutual funds, diagnosing portfolio performance – our clients have been doing these on their Hywin apps for years.

  Increasingly, Hywin Wealth is using big data and AI to enhance client profiling, portfolio management, trade execution, and risk controls.

  Of course, the conundrums of life and the vicissitudes of markets will always require a human to confide in and to brainstorm with. That’s why our RMs and specialists are even more sought after now than ever.

  Hywin is said to be the “Lombard Odier of China”. What’s your comment?

  The comparison with Lombard Odier is very flattering. Lombard Odier is the benchmark of Swiss private banking and an inspiration for us.

  Stable ownership, a real long-term perspective, a passion for excellence, and a commitment to sustainability. These values are associated with the Lombard Odier brand but are also the guiding light for Hywin Wealth.

  For century-old private banks and young wealth managers alike, the complication and contradictions of today’s world require discernment, humility, stamina, and courage. At Hywin Wealth, we are prepared.

  ------------------

  Wang Dian has been active in China's financial services for many years and is regarded as one of the leading figures shaping China's wealth management market.

  (End of Aritcle)

  海银财富的国际化战略布局中,首先加大与国际一流机构对标力度,与全球领先的50多家银行、经纪交易商、资产托管和信托公司保持密切合作,为全球范围内的高净值客户和机构提供财富管理和资产管理服务;同时海银财富对业务品质精益求精,致力于让中国高净值客户能够长期分享了全球化发展红利。

  海银财富成立至今13年,早已扎根于国内财富管理行业,获得稳健发展。2018年对整个行业充满了挑战,但是,海银财富管理的客户资产规模实现了30%的增长,反映了客户对海银财富的高度信任与亲睐。

  海银财富成功的秘诀来自于:有能力获得最好的资源;拥有全序列的持牌机构;善用“外脑”,利用麦肯锡、BCG、罗兰贝格等咨询机构,协助海银在战略规划和平台建设上做得更好;此外海银深知企业家的甘苦,善于倾听,知人心意。海银财富未来将通过科技的赋能,使得客户、员工、跨境协同,从科技的应用中受益匪浅。

  海银财富关心下一代成长,成立家族办公室,依靠投资管理和家族信托领域的顶尖人才,为客户提供投资顾问、家族顾问、教育顾问的综合服务。海银财富虽起于财富,但不止于财富,通过组建多种公益项目,帮助年轻一代实现其理想。

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