Lack of volatility in foreign exchange markets and certain asset classes this year has driven investment into fixed income and multi-asset funds. Private banks want to fight such cyclicality.
Relationship managers need to be convinced of the benefits of funds as client solutions and that requires focused training, say senior bankers who identify a correlation between the two.
JP Morgan Private Bank and UBS Wealth Management see increasing use of funds in discretionary portfolios. A house view is also seen as synonymous with use of funds.
Contact between product selectors and relationship managers in a client setting may be inappropriate, says LGT. Gatekeepers must focus on recommendations, not asset-raising.
They agree performance is paramount, but while some see brand names as key to fund sales, others see it as a retail game and suggest wealthy clients even prefer boutiques.