Career Case Study: Wealth Management

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Jackie Pang, Executive director and team leader, Coutts Hong Kong

Pang graduated with a degree in Commercial Economics in the Netherlands, followed by an MSc in Financial Management from the University of London. She has worked at Coutts for seven years.

After returning to Hong Kong in 1997, I first worked for ABN Amro Bank – it was a natural choice as I knew my Dutch-Chinese background would be advantageous at a Dutch bank in Hong Kong.

When I joined Coutts, I had to get used to a new culture. As always, with changes came new challenges, and although the initial going may have been tough, I came out the other side a stronger person and, I believe, a more accomplished banker.

I currently lead a team of private bankers and assistants and manage a large book of clients with a minimum of US$3m assets under management per relationship.

I enjoy the interpersonal relationships involved in managing my clients’ books and leading my team. I also enjoy being exposed to different areas of the bank and the variety of work.

My clients are people I have known over a long period of time. In many cases, I know the entire family. Some see me as their family advisor, akin to a family doctor. I enjoy sharing with my team members and supporting them in developing their careers. I also enjoy being part of the strategic planning team for the bank.

Always think for your clients and be there for them. As trusted advisors, one of our

responsibilities is to assess the investment, financial and political environment, consider the risks and opportunities, and advise and propose solutions for clients. The industry has learnt the lesson of the recent financial turmoil and clients are similarly more aware of risk management, so it is important to provide advice on investments with measurable risks aligned to the client’s investment appetite.

The industry today is very different from when I started. Asia is home to eight of the world’s 10

fastest growing high-net-worth populations, but only a small part of that wealth is managed by professional wealth managers. This clearly means there are opportunities to capture a greater slice of the action.

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