La Chine est en train de d\u00e9velopper son secteur bancaire au m\u00eame rythme que son industrie. La concurrence est vive pour la Suisse, d\u2019autant que le dynamisme asiatique chamboule la donne. Les attaques des \u00c9tats-Unis et de l\u2019Europe qui touchent les banques impliqu\u00e9es dans les malversations \u00e9branlent la place financi\u00e8re suisse et jette son opprobe tous azimuts. La Suisse doit pourtant r\u00e9agir et ne pas se laisser impressionner par ces r\u00e9actions parfois \u00e9pidermiques. La qualit\u00e9 de la place financi\u00e8re de Gen\u00e8ve en termes d\u2019infrastructure, de qualit\u00e9 de vie, de protection de la sph\u00e8re priv\u00e9e, d\u2019\u00e9tablir des r\u00e9seaux, de cr\u00e9er une entreprise et de trouver des partenaires de proximit\u00e9 sont tout autant d\u2019avantages d\u00e9terminants pour g\u00e9rer et d\u00e9velopper des affaires. C\u2019est ce qu\u2019est venu expliquer Ago Cluytens, expert en strat\u00e9gie marketing, sp\u00e9cialis\u00e9 dans le conseil aux prestataires de haut de gamme lors du s\u00e9minaire sur la gestion de fortune et le secret bancaire qui s\u2019est tenu mardi \u00e0 Gen\u00e8ve. \u00abLes banques genevoises ont une bonne conscience de l\u2019importance de ce qu\u2019est le secret bancaire \u00bb a-t-il rappel\u00e9. Un message d\u2019autant plus rassurant dans l\u2019optique de la d\u00e9lation \u00e0 laquelle on assiste actuellement.<\/p>\n
\u00abD\u2019une mani\u00e8re g\u00e9n\u00e9rale, la Suisse b\u00e9n\u00e9ficie d\u2019une excellente stabilit\u00e9, d\u2019un faible niveau de corruption et d\u2019une fiscalit\u00e9 qui ne d\u00e9courage pas les clients fortun\u00e9s\u00bb insiste-t-il. Selon une enqu\u00eate r\u00e9alis\u00e9e aussi bien aupr\u00e8s des banques que de leurs clients, selon ces derniers, c\u2019est la capacit\u00e9 \u00e0 r\u00e9sister qui est le crit\u00e8re le plus important dans le choix d\u2019une place financi\u00e8re, alors que pour les banques, c\u2019est la performance.\u00a0Cette diff\u00e9rence d\u00e9montre bien quels sont les crit\u00e8res majeurs qui sont d\u00e9terminants sur le march\u00e9. Pour Fran\u00e7ois Reyl, CEO de l\u2019enseigne du m\u00eame nom, dans un contexte o\u00f9 les banques sont soumises \u00e0 une pression importante, ces derni\u00e8res doivent s\u2019adapter \u00e0 leur nouvel environnement et profiter de cette situation pour se r\u00e9inventer dans ce nouveau paradigme o\u00f9 le secret bancaire n\u2019est plus le principal crit\u00e8re de diff\u00e9renciation par rapport aux autres centres financiers. \u00abLa stabilit\u00e9 est la crit\u00e8re d\u00e9cisif pour les clients d\u2019aujourd\u2019hui. Il faut que les banques donnent l\u2019assurance de la stabilit\u00e9, d\u2019un haut niveau de qualit\u00e9, d\u2019un cadre fiscal clair et d\u2019une parfaite transparence\u00bb, note-t-il.Si le syst\u00e8me bancaire actuel doit se r\u00e9inventer, il faut que cela se fasse en misant sur l\u2019am\u00e9lioration des performances, sur la transparence et sur un attitude active et proactive en mati\u00e8re de service \u00e0 la client\u00e8le, explique de son c\u00f4t\u00e9 Osmond Plummer, conseiller international sp\u00e9cialis\u00e9 dans la gestion de fortune. \u00abEn mati\u00e8re de performances, il s\u2019agit pour les banques de gestion de se focaliser sur l\u2019excellence.\u00bb\u00abEt pour ce qui est de la transparence, cela d\u00e9coule de l\u2019attitude actuelle des clients qui veulent savoir ce que vous allez faire avec leur argent.\u00bb Il s\u2019agit surtout de d\u00e9velopper le service \u00e0 la client\u00e8le. Une r\u00e9alit\u00e9 qui n\u2019est pas toujours comprises par les banques, qui ne sont pas toujours convaincues qu\u2019il y a un r\u00e9el besoin de formation dans ce domaine.Quant \u00e0 Heinrich Weber, directeur de l\u2019agence genevoise et du bureau charg\u00e9 des relations avec le Moyen-Orient de Falcon Private Bank, il t\u00e9moigne du fait que les clients des pays du Golfe ont toujours une excellent confiance dans les professionnels de Gen\u00e8ve. Ils sont surtout attir\u00e9s par le niveau de vie de la Suisse, de la s\u00e9curit\u00e9 qui y r\u00e8gne et le professionnalisme des banques. \u00ab95% des clients du Golfe ne sont pas int\u00e9ress\u00e9s \u00e0 aller d\u00e9poser leur argent dans les banques asiatiques\u00bb. A Singapour, explique-t-il, si vous ne pouvez pas montrer une facture d\u2019\u00e9lectricit\u00e9 \u00e0 votre nom, vous ne pouvez pas ouvrir de compte bancaire, m\u00eame si vous habitez chez un parent qui n\u2019a pas forc\u00e9ment le m\u00eame nom de famille, ce qui n\u2019est pas rare dans ces pays. Ces obstacles sont r\u00e9dhibitoires pour ces clients et les banques chinoises ne sont pas habitu\u00e9es \u00e0 ce genre de situation.S\u2019il est vrai qu\u2019en Suisse, personne ne peut exclure qu\u2019il y ait un risque de se faire bloquer un compte pour ces grandes famille d\u2019oligarques du p\u00e9trole, l\u2019accueil est plus professionnel. Il faut pourtant s\u2019adapter \u00e0 ces nouvelles donnes et mettre en place des \u00e9quipes mixtes de gestionnaires de la relation client pour instaurer la confiance, souligne encore Heinrich Weber.<\/p>\n
\nAnalyse plus fine des besoins
\n<\/b>C\u2019est pour r\u00e9pondre aux besoins plus sp\u00e9cifiques d\u2019une client\u00e8le en qu\u00eate de transparence que la soci\u00e9t\u00e9 SAGE Group SA a d\u00e9velopp\u00e9 une plateforme d\u00e9nomm\u00e9e Black Swan dont le principal int\u00e9r\u00eat est d\u2019associer le client \u00e0 la d\u00e9finition des param\u00e8tres macro-\u00e9conomiques qu\u2019il recherche. Ceux d\u00e9pendent ainsi de son choix et de la prise de risque qu\u2019il entend adopter. Le premier produit r\u00e9pondant \u00e0 cette nouvelle approche a pour nom Prospero Optimize Solution. Il n\u2019a pas l\u2019ambition de remplacer les conseillers de la banque, mais uniquement de d\u00e9montrer clairement aux clients les cons\u00e9quences que peuvent avoir leur choix. L\u2019analyse des risques est d\u00e9montr\u00e9 en direct et le conseiller peut leur d\u00e9montrer comment leur portefeuille \u00e9voluerait avec d\u2019autres param\u00e8tres. \u00abAvec ce produit, nous ne voulons pas remplacer la fonction du banquier car elle reste primordiale pour assurer la confiance du client dans sa banque\u00bb souligne Jean-luc Freymond, PDG de l\u2019\u00e9diteur de logiciel. (PHB)<\/p>\n
<\/p>\n
\u00a9\u00a0Pierre-Henri Badel <\/p>\n English Version<\/strong><\/p>\n China is in the process of developing its banking sector as fast as its industry. Competition to Switzerland has been fierce, particularly because the dynamics of the Asian market have added confusion to the game. Attacks in the United States and Europe which affect banks involved in professional negligence further undermine the Swiss financial center and result in criticism being thrown in all directions. Nonetheless, Switzerland must respond, and not be intimidated by these knee-jerk reactions. The quality of the financial center in Geneva in terms of infrastructure, living standards, and protection of the private sector so as to allow for the establishment of networks, the formation of companies and the finding of partners are just as important in managing and developing businesses. This is exactly what was explained by Ago Cluytens\u2014an expert in marketing strategy who specializes in advising high-end service providers\u2014during the seminar on wealth management and banking secrecy held in Geneva on Tuesday. \u201cGeneva\u2019s banks are well-aware of the importance of banking secrecy,\u201d he reminds us. This is a message all the more reassuring in light of the criticism we are currently facing.<\/p>\n \u201cGenerally speaking, Switzerland benefits from excellent stability, a low level of corruption, and a level of taxation that doesn\u2019t discourage wealthy clients,\u201d he insists. According to a survey conducted on both banks and their customers, clients consider the resilience of a financial center to be the most important factor in choosing where to put their money, whereas for banks, the most important factor is performance.<\/p>\n This difference does a good job of showing what the major criteria are that are deciding factors in the market. For Francois Reyl, eponymous CEO of the Francois Reyl brand, in a context where banks are subject to significant pressure, they must adapt to their new environment and take advantage of the situation to reinvent their image in this new paradigm where banking secrecy is no longer the main factor that people use to decide between financial centers. \u201cStability is the deciding factor for today\u2019s clients. Banks must provide the assurance of stability, a high level of quality, a simple-to-understand tax system, and perfect transparency,\u201d he notes.<\/p>\n If the current banking system is in need of reinventing, it must be done by focusing on the improvement of performance and transparency, and based on an active and proactive attitude in relation to customer service, explains Osmond Plummer, an international adviser specializing in wealth management. \u201cIn matters of performance, it\u2019s up to the wealth management banks to focus on excellence.\u201d<\/p>\n \u201cAnd to do this, they need to have transparency, because the current attitude of clients is to want to know what you\u2019re going to do with their money.\u201d This is best achieved by developing customer service\u2014a reality that is not always understood by banks, which are not always convinced that there is a real necessity for training in this area.<\/p>\n As for Heinrich Weber, Director of the Falcon Private Bank\u2019s Geneva office, as well as its office responsible for Middle East relations, he states that customers in the Gulf countries always have an excellent level of confidence in Geneva\u2019s professionals. They are particularly attracted to the living standards in Switzerland, Switzerland\u2019s stability, and its banks\u2019 professionalism. \u201cNinety-five percent of customers located in the Gulf do not want to deposit their money in Asian banks.\u201d He explained that in Singapore, if you cannot produce an electricity bill in your name, you cannot open a bank account, even if you live with a parent who does not have the same family name, which is not uncommon in Gulf countries. These obstacles are unacceptable for these clients, and Chinese banks are not accustomed to such situations.<\/p>\n It is true that in Switzerland there is a risk that accounts will be blocked for the large families of oil oligarchs, but the reception of clients is very professional. But we must adapt to these new realities and develop mixed teams of relationship managers to help build client confidence, stresses Heinrich Weber.<\/p>\n The first product using this new approach is Prospero Optimize Solution. It is not designed to replace the bank\u2019s advice, but instead only to demonstrate clearly to clients the potential consequences of their choices. Risk analysis is demonstrated live and the advisor can demonstrate how their portfolio can change using other parameters.<\/p>\n \u201cWe do not replace the banker\u2019s role with this product, because it is crucial to preserve the client\u2019s confidence in their bank,\u201d emphasizes Jean-luc Freymond, CEO of the software publisher.<\/p>\n","protected":false},"excerpt":{"rendered":" La Chine est en train de d\u00e9velopper son secteur bancaire au m\u00eame rythme que son industrie. La concurrence est vive […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[6],"tags":[],"_links":{"self":[{"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/posts\/2471"}],"collection":[{"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/comments?post=2471"}],"version-history":[{"count":5,"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/posts\/2471\/revisions"}],"predecessor-version":[{"id":4466,"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/posts\/2471\/revisions\/4466"}],"wp:attachment":[{"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/media?parent=2471"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/categories?post=2471"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.finartis.com\/test\/wp-json\/wp\/v2\/tags?post=2471"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nAgefi<\/a>\u00a0– 13.09.2012
\nT\u00e9l\u00e9charger l’article en PDF<\/a><\/p>\n
\n
\nCloser analysis of requirements
\n<\/b>In order to meet the requirements of a more discerning clientele searching for transparency, SAGE Group SA has developed a platform under the name \u201cBlack Swan,\u201d the main purpose of which is to involve the client in defining the parameters for macroeconomic research, depending on their preferences and the level of risk that they are willing to tolerate.<\/p>\n