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Alternative Market Briefing

U.S. high-net-worth investors maintain at least four investment provider relationships

Wednesday, January 15, 2014

Komfie Manalo, Opalesque Asia:

High-net-worth investors in the U.S. maintain at least four investment provider relationships according to a new study by global analytics firm Cerulli Associates.

"Wealth provides many investors with the privilege of benefiting from institutional products and prices across asset managers, and it also grants them the ability to leverage their status among providers and advisors," said Donnie Ethier, associate director at Cerulli. "High-net-worth investors continue to steadily diversify their advice providers."

In its latest report entitled, High-Net-Worth and Ultra-High-Net-Worth Markets 2013: Understanding the Contradictory Demands of Multigenerational Wealth Management, Cerulli analyzed the U.S. high-net-worth (HNW) (investable assets greater than $5m) and ultra-high-net-worth (UHNW) (investable assets greater than $20m) marketplaces.

"Overall, high-net-worth investors appear reluctant to terminate existing relationships," Ethier explains. "In fact, nearly one-quarter of high-net-worth households report their primary provider controls at least 90% of their investable assets."

A financial services provider that has a longstanding relationship with a high-net-worth investor must recognize that the client is already working with other providers, or, at l......................

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