By Alice Ross

For many private bankers the stereotype still stands: a woman walking into the bank usually means one of two things – she is either divorced or widowed.
Some private banks still find it difficult to enter the modern age, in which female entrepreneurs are on the rise and more women are staking their place in the boardroom. Successful women complain they are still being patronised by those managing their money.
According to research from Boston Consulting Group, the world’s wealthiest women – those with at least $500,000 of investable assets – are now worth a collective $20,200bn, representing 27 per cent of global assets under management.
Yet 73 per cent of women said they were dissatisfied with their financial advisers or institutions, finding their approach “insincere”.
Cath Tillotson, managing partner at Scorpio Partnership, the wealth management consultancy, says: “The traditional approach of private banks to dealing with women’s financial affairs is to accept that on divorce or loss of a husband, women may need particular care and attention to help them manage their finances.”
Barbara-Ann King, female-client group head at Barclays Wealth, the private banking arm of Barclays, says many women are disillusioned by financial services and believe “it’s not for them”.
Private banking hours can be particularly difficult for women juggling a business and a family. Many women find they only have time to discuss their finances late at night. “The traditional models of only operating through office hours doesn’t work for them,” says King. “A lot of women are doing it at 10pm at night, and many financial services firms aren’t equipped for that.”
Tillotson agrees. “I don’t particularly enjoy going to cocktail parties at 6pm, which is the standard form of corporate entertainment. I want them to work more around my life,” she says.
Bankers are often accused of using too much jargon, which could confuse someone not used to the language of finance, whether male or female.
Alex Ruffel, founding partner of Berkeley Law, a London-based private-wealth law firm, says some of her clients are intimidated by their private bankers. One client will phone her first to check whether her query is “stupid”, before putting it to her banker.
“Often bankers don’t really appreciate the situation and don’t pitch at the right level,” she says. “They will say, ‘This is your asset allocation and this is what we think about the Japanese small-cap market.’ But the client needs to know: how much have I got? What does it mean? I have four kids: do I have enough money?’”
Ruffel also says she has seen cases of private banks calling a male relative of a female client at a shared family office to discuss the woman’s financial affairs.
Many bankers recognise this has to change. Nathalie Dauriac-Stoebe last year founded Signia Wealth, a high-end wealth management business aimed at people with more than £10m ($16m) of assets. She is trying to make finance more accessible for her clients by running educational days every few months, inviting all her female clients to a seminar followed by lunch, often with a female entrepreneur as guest speaker.
Last year, King set up a website called SmartWoman, with Barclays Stockbrokers, an arm of Barclays, to help women engage with finance.
“We want to educate around finances broadly but also look at lifestyle and life cycle, saying what matters to you when you think about preserving or enjoying your wealth,” she says.
However, there is disagreement in the industry over whether wealthy women really have different needs from their male counterparts. One theory is that women are more cautious than men, and more likely to want to protect their money than to grow it.
King points to studies undertaken by Barclays Stockbrokers that suggest women have different attitudes to investing: they are more likely to be cautious, and they buy and hold shares rather than place short-term trades.
The question now is whether to tailor investment portfolios to women and men – although King argues more research needs to be conducted.
“This is about recognising men and women are different, and being able to cater to those specific differences just like any other market,” she explains.
Jane Parry, head of marketing and business development at Duncan Lawrie, a private bank, believes women “may be more risk averse generally in their investments. They want to protect their money and often look after their family.”
But others find the notion that women think or invest differently patronising. “We look at female clients in the same way as we look at any of our clients,” says Dena Brumpton, chief operating officer of Citi Private Bank. “Women are as professional with their portfolios as their male counterparts today. I don’t think they demand anything different – they know all the right questions to ask.”
Scorpio Partnership’s Tillotson believes some banks are deciding how best to cater to women with little hard evidence. Research from Scorpio Partnership, she says, suggests there is, in fact, little difference between the two. Rather, it is the delivery of the service that private banks have to get right.
Jacqui Brabazon, global head of marketing and philanthropy at Standard Chartered Private Bank, agrees.
“The focus is on delivery and differentiation – not simply lumping women together in one category. What is more important is to respond to the client, and not the gender,” she says.
In fact, the debate over whether to treat female and male clients differently is part of a wider issue. The financial crisis created a lack of trust on the part of many wealthy people towards their wealth managers. Some who were slotted into one-size-fits-all portfolios have demanded a tailored approach. Whether to segment these approaches according to gender is something private banks around the world now have to decide.
But the growing numbers of women entering private banks in senior positions could start to change the old-school mentality. Female private bankers say the industry has traditionally attracted women who like the fact that in-office hours are not as demanding as at an investment bank: while they have to be on call 24/7, they do not necessarily have to be physically at the office.
“The ‘old boy’ private banking system is changing as women move up in the profession,” says Tillotson.
Dauriac-Stoebe agrees: “The number of women going into wealth management is growing,” she says. “Now, some of my best performers are women.”
Source: Financial Times website (September 2011)
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