The road to success in wealth management

Enabling client centricity

The basic point of view expressed in this paper is that banks and wealth managers urgently need to consider how they align their strategy and operating model to the two prevailing distinct client segments – Global Active and Local Affluent. Maintaining their right to win and growing required them to respect their clients’ behaviours and focus on their needs in a much more consistent and sustained way. Clients must be the basis of all strategic and organisational decisions.

Why does the focus need to change? Basically because in an increasingly industrialised financial services sector and fast changing regulatory requirements and technological possibilities, wealth managers have to find ways of reconciling apparently contradictory customer needs.

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PwC Switzerland is the Center of Excellence for Wealth Management.
Please do not hesitate to get in contact with our experts:


Dr. Marcel Tschanz
Partner, Head of Wealth Management Switzerland
+41 58 792 20 87

Dr. Sebastian Hersberger
Wealth Management Center of Excellence Switzerland
+41 76 519 49 35

Kristof Trautwein
Wealth Management Center of Excellence Switzerland
+41 79 257 80 19

Published by

Marcel Tschanz

Marcel Tschanz

With over 20 years of professional experience, Marcel has a record in leading large multi-cultural teams in an international environment and managing complex long-term projects and organizations. He worked in several financial services firms in which he was responsible for business development and change management.
He developed and implemented new service and business models and led the implementation of sustainable cultural change programs embracing eventually as well the line management responsibility.