A national wealth management firm was dabbling in the ultra-high-net-worth (UHNW) market, but opportunities generally came through one-off referrals or existing relationships. The firm did not have an established service offering, a business model, or internal processes to support the UHNW market segment on a larger scale.

Partnering with KWP, they were able to successfully evaluate the potential opportunity of expanding into this market. The process included creating an UHNW segment strategy and operating model that fit the firm’s support structure, advisor practice model, advisor recruiting model, and senior management requirements.  Our analysis showed senior management how the competition used various support models to attract UHNW clients and advisor practices and why it was necessary in retaining many large advisors practices that were successfully serving  UHNW clientele.