Helping organisations navigate the generational shifts reshaping wealth and long-term client relationships
Wealth is changing hands. But will trust follow?
We are living through one of the greatest transfers of private wealth in modern history. But behind the astonishing numbers are much more complicated questions about family, relationships, responsibility and who gets to make the decisions.
For financial institutions, there is a particularly uncomfortable reality: inheriting your parents' wealth doesn't mean inheriting their financial adviser or wealth manager.
The wealth is moving, but will the trust? 70% of widows change their financial advisor when their spouse passes.
Meanwhile the next generation may have different expectations of money, different ideas about what wealth is for, and different relationships with the institutions their parents trusted. And it's rarely just about the next generation. Spouses, adult children, ageing parents and extended families are all part of a much more complicated financial conversation.
The Family Trust Transfer is a solution-based programme to help financial institutions understand these changing family dynamics and build relationships that last across generations.
The Family trust transfer
Wealth can be transferred. Trust has to be built.
We work with wealth managers, private banks, IFAs and family offices, from mass-affluent clients to UHNW families, helping them build stronger relationships across generations.
The Family Trust Transfer combines original research with three practical elements designed to help advisers understand the families behind the money.
The Family Trust Transfer Diagnosis
A diagnostic tool that helps advisers assess family relationships, identify gaps in engagement and recognise opportunities to build trust across generations. This is often the most useful and illuminating exercise.
Video-Content
Research-led films exploring how different generations think about money, inheritance, family and financial advice, designed to challenge assumptions and start conversations.
Scenario-Based Workshops
Interactive learning that puts advisers/RMs into realistic family and client situations, helping them develop the confidence and skills to navigate sensitive conversations and strengthen relationships.
The programme and our video content is tailored to private banking teams, wealth managers, IFAs and family offices across the globe, reflecting the different challenges and regions they face.
The aim is simple: to help advisers build relationships with the next generation long before wealth changes hands.
Case Study
“The feedback has been incredible... many of our wealth managers have been saying it has been the best and most relevant programme they have attended”
TRUST TRANSFER | THE RESULTS
A 20% improvement in Relationship Managers’ confidence from one 90min workshop.
We piloted Family Trust Transfer with relationship managers at a leading international private bank, taking them through our unique methodology and a series of real-world family scenarios designed to expose where trust sits, where it breaks down and how advisers can build relationships beyond the principal client.
The findings were revealing in how are programme are targeting the biggest business risk:
69% identified family communication as the biggest obstacle to successful wealth transfer.
48% identified a lack of confidence as the main barrier to engaging spouses.
66% identified parental control or lack of adviser choice as barriers to building trust with the next generation.
Through practical scenarios, advisers applied our framework to the complex realities of modern wealthy families, identifying relationship gaps and developing strategies to engage spouses, children and future inheritors.
Following the workshop, advisers' average confidence rating in retaining family relationships improved by 20%.
Bring the Family Trust Transfer to your organisation
Bespoke Projects
Some of the most interesting work we do begins with a question a client has, that we seek to answer
Why are women changing the way wealth is managed? What does retirement mean to a generation that may never retire? How do you prepare someone to return to the family business when they have seen the world?
We work with organisations to investigate the big demographic, economic and cultural shifts affecting their businesses, creating original research, films, campaigns, client experiences and conversations that get people thinking differently. Here are a few of the questions we've explored with our clients.
Schroders
A qualitative report on the Great Gender Wealth Transfer examining wealth, inheritance and widowhood.
Pictet
A series of global events involving both relationship managers and families on how to build trust across the generations.
Aviva Wealth
An 8-webinar series over two years for IFAs with bespoke data and insights on the future of work, wealth and family.
BNY Mellon
Retirement: a generational journey. A series of films looking at different generations’ attitude towards retirement