In today’s vastly digital era, traditional banks are up against new players in the field, Fintechs. Fintechs are coming up with innovative solutions to traditional banking problems, therefore integrating these solutions is now imperative for retail banks. It is important for banks to partner with Fintechs and other third-party companies like WealthTech Providers to acquire High-Net-Worth (HNW) clients with lower acquisition costs. In this blog post, we will be discussing how banks can foster strategic relationships with Fintechs and WealthTech Providers to help them acquire HNW clients while keeping costs low.
Identify the Right Fintech Partner
Banks need to identify the right partner to optimize their tech solutions and meet the challenges of the market. The right strategic alliance can offer a wealth of resources and opportunities, whether this be through lending services, financial management, or customer borrower analytics. A bank that has a strategic agreement with a partner, especially one with technical expertise in the areas of wealth management, is in a better position to optimize customer engagement strategies for HNW prospects.
Understand Your Customers and Create Personalized Solutions
In order to attract potential HNW clients, banks must have a deep understanding of their target market's preferences and motivations. The first step to achieving this is by thoroughly analyzing their current offerings to identify what truly resonates with their clients. Companies like Personetics, nCino and Earnix specialize in providing banks with the tools and insights to make customer experience more personalized and tailored towards each individual.
Banks who use lending platforms like UPTIQ to connect with new potential borrowers should be able to leverage insights gleaned from global platform analytics to drive higher loan volume by customizing loan terms to increase their likelihood of adoption. In Pershing and BNY Mellon's white paper titled “What Wealth Wants”, HNW clients expect their advisors to have investment products available that go beyond “plain vanilla.” As Dane Crunk with Syntal explained it, “Clients want to feel like they are getting differentiated products."
One of the challenges for banks is to offer the right services efficiently to attract and retain high-value clients. When it comes to HNW clients, traditional banking institutions and their onboarding procedures might be too cumbersome, which can lead to customer discontent. However, by partnering with a technology provider, you may offer faster and simpler solutions via user-friendly interfaces and processes that can lower customer mortality rates. As an example, providers like Jumio, Socure and Onfido can automate the onboarding processes by deploying standard KYC/AML procedures.
Measures of Success
Banks need to measure their success in integrating solutions to genuine business problems with Fintechs and other third-party companies' help. To prove the business case for these partnerships, banks need to measure the results through KPIs (Key Performance Indicators) and analyze how the partnership helps the bank to capture a specific audience and offer upsell/cross-sell opportunities. KPIs can be developed based on quantitative analysis to assess the cost per acquisition, cross-selling opportunities, and the overall satisfaction of HNW clients.
In conclusion, banks no longer operate in isolation; to keep up with the ever-changing digital landscape, banks must recognize the technology-driven paradigm and embrace strategic alliances with Fintechs and WealthTech Providers. This partnership will offer banks innovative solutions tailored to attract and retain HNW clients, boost their bottom line, and efficiently optimize their existing resources. By doing so, they can carve out a unique place in the market and ensure their long-term survival.
UPTIQ's intelligent AI-based loan curation platform expands a bank’s lending reach with high net worth individuals and business owners by matching them to lenders who can solve their unique financing objectives.