{"id":7157,"date":"2021-01-26T17:01:29","date_gmt":"2021-01-26T17:01:29","guid":{"rendered":"https:\/\/lindemannlaw.ch\/lawyers-the-better-private-bankers-2\/"},"modified":"2023-10-16T09:24:30","modified_gmt":"2023-10-16T09:24:30","slug":"lawyers-the-better-private-bankers","status":"publish","type":"post","link":"https:\/\/lindemannlaw.ch\/fr\/insights\/lawyers-the-better-private-bankers\/","title":{"rendered":"Lawyers \u2013 The Better Private Bankers?"},"content":{"rendered":"

Attorneys are increasingly becoming what private bankers want to be \u2013 the nearest and dearest of advisers to the super-rich. <\/strong><\/p>\n

Never before in contemporary history has so much wealth been concentrated in the hands of so few individuals. These clients \u2013 entrepreneurs, heirs and heiresses, billionaires \u2013 have become the goal for Swiss private banks and asset managers since the simple days of earning money with undeclared money ceased.<\/p>\n

This sophisticated clientele seeks services which require a special skill set: from simple empathy to listen to the nitty-gritty expertise of international tax, trust and foundation, estate, and inheritance law.<\/p>\n

Interdisciplinary Experts vs Client Adviser <\/strong>
\nThis increasingly concentrated group of wealth has ushered in a more complex model for wealth management. Private banks are forced to trade in old, adviser- and product-centric ideas in favor of interdisciplinary teams with expert know-how.
\nThis poses a dilemma for wealth and asset managers: the wealthier a client, the less likely a private banker actually is to get to see them personally.<\/p>\n

Lawyer As First Port of Call <\/strong>
\nNormally someone \u2013 or rather a squad \u2013 is the gatekeeper: this can be the CEO or finance head of a family office. Increasingly, this person is a lawyer. He or she is frequently the first person a so-called ultra-high net worth client ($50 million and up) will entrust with questions surrounding their financial affairs \u2013 and not a private banker.
\n\u00abIt is certainly the case that law firms are considerably closer to clients than bankers,\u00bb Ariel Sergio Goekmen-Davidoff<\/strong> told finews.com. Goekmen-Davidoff knows both sides of the business: he was part of Schroders & Co bank’s top management and CEO of Kaiser Partner, a Liechtenstein boutique, where he dealt with ultra-high net worth clients and family offices.
\nGoekmen-Davidoff recently joined Lindemann in Zurich \u2013 as a lawyer. \u00abThis leads to a sort of head-start,\u00bb he said, \u00abbecause clients first want to talk about the legal side of financial matters.\u00bb<\/p>\n

Growing Private Wealth Practice <\/strong>
\nCareer steps or switching sides as Goekmen-Davidoff did or ex-UBS ultra-rich lawyer Peter Maerkl did are happening with increasing frequency in the Swiss wealth market. It is hard to find a Swiss private bank that doesn’t have a legal representative as a board member. Some firms, like Bergos Berenberg in Zurich which hired lawyer Patricia Guerra, tap an existing client network. Guerra is a partner at whitecollar law firm Meyerlustenberger Lachenal and enjoys a good reputation internationally as an adviser to wealthy families.
\nThere is hardly another facet of business law which has grown in the last 20 years as dramatically as the advisory of rich private and entrepreneurial clients. These \u00abholistic\u00bb investment advisers to the ultra-rich are stars in their own right: at industry awards in big financial centers like London and Singapore, lawyers now command their own category, alongside private banks and wealth managers<\/p>\n

Lawyers: What Bankers Are Not <\/strong>
\nIn short, lawyers are the new \u2013 and better \u2013 private bankers. By definition, they are the more suitable sparring partner for wealthy clients: they have relevant expertise, are trustworthy, enduring, free of conflicts of interest, and transparent about what they charge.
\nBy contrast, bankers still have a reputation tarnished from the last financial crisis. And because wealth managers are inherently sales organizations, they can neither genuinely objectively advise nor are their fee structures especially transparent.<\/p>\n

Diverging Interests<\/strong>
\nOlga Boltenko, founder and managing partner of Boltenko Law, told finews.com that services like hers incur additional costs for clients because they are charged directly. \u00abWith banks, many advisory services appear to be free, but then fees are charged through products.\u00bb
\nThe client’s interest, of course, often doesn’t match that of the bank. A very wealthy family with members spread around the world tries to find a neutral perspective and an open mind.<\/p>\n

Bankers Advise What They Sell <\/strong>
\nBanks tend to rock up with whole teams which appear to be primarily interested in winning the biggest \u00abshare of wallet\u00bb from clients. \u00abBanks want the money to stay inhouse and advise what they can sell,\u00bb a veteran wealth lawyer said.
\nEspecially larger firms like UBS, Credit Suisse, and Julius Baer have poured resources into hiring experts for law, tax, and foundations. Law firms remain an important partner \u00abfor topics like financing, escrow, and markets, \u00bb Goekmen-Davidoff said.<\/p>\n

\u00abGatekeeper\u00bb To New Money <\/strong>
\nMany private bankers have come around to seeing lawyers as more than partners but the path to recruiting new clients and winning fresh assets. A Zurich-based lawyer to the rich recounts how they are cold-called by private bankers asking for an appointment to present their banking services.
\n\u00abEveryone wants to be in the proximity of wealthy clientele, and lawyers do sometimes act as gatekeepers,\u00bb Boltenko notes. And Goekmen-Davidoff confirms: \u00abIn my experience, private bankers pitch their wealth management services to law firms in order to win new clients.\u00bb
\nHowever, law firms represent a different setting than banks: lawyers primarily discuss structural or organizational topics \u2013 a merger-acquisition scenario or escrow services, for example. The traditional wealth management services of private banks are rarely in focus, according to the lawyers.<\/p>\n

Please download PDF here:<\/p>\n

finews – Lawyers \u2013 The Better Private Bankers – LINDEMANNLAW<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Attorneys are increasingly becoming what private bankers want to be \u2013 the nearest and dearest of advisers to the super-rich. Never before in contemporary history has so much wealth been concentrated in the hands of so few individuals. These clients \u2013 entrepreneurs, heirs and heiresses, billionaires \u2013 have become the goal for Swiss private banks […]<\/p>\n","protected":false},"author":1,"featured_media":2951,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_yoast_wpseo_focuskw":"","_yoast_wpseo_title":"","_yoast_wpseo_metadesc":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[60],"tags":[],"related_contact":[],"expertise":[149],"class_list":["post-7157","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights"],"acf":[],"yoast_head":"\nLawyers \u2013 The Better Private Bankers? | Lindemann Law<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/lindemannlaw.ch\/fr\/insights\/lawyers-the-better-private-bankers\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Lawyers \u2013 The Better Private Bankers?\" \/>\n<meta property=\"og:description\" content=\"Attorneys are increasingly becoming what private bankers want to be \u2013 the nearest and dearest of advisers to the super-rich. 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