"Tapping Human Assets to Sustain Growth: Global Wealth 2007", by Victor Aerni, Christian de Juniac, Bruce M. Holley, Tjun Tang, Boston Consulting Group, October 12, 2007

Global wealth grew by 7.5 percent in 2006 to reach $97.9 trillion. It was the fifth consecutive year of expanding wealth and a profitable period for most wealth managers.

The report, our seventh, examines the greatest source of organic growth within wealth management players—their human assets. It also provides a comprehensive analysis of wealth markets around the world—including an in-depth analysis of opportunities and challenges in the Middle East—and an equally broad benchmarking of leading wealth managers.

Preface:

Last year’s Global Wealth report revealed how wealth managers can unlock their potential for growth by developing a deeper understanding of their clients. This year’s report, our seventh, examines the greatest source of organic growth within wealth management players—namely, their human assets.

Drawing on in-depth interviews with a range of wealth managers as well as our own experience in the industry, this report describes how players can improve their performance by boosting sales force productivity, redefining the role of the team leader, and managing and developing human assets. In combination, these selected measures provide the foundation for virtually any effort to improve sales force effectiveness. The report also highlights a full range of levers that can improve organic growth...

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"This is our seventh Global Wealth report. As we did in previous years, we relied on several sources to develop insights into wealth markets and performance trends in the industry: a study of wealth markets around the world, a global benchmarking survey of wealth managers, in-depth interviews with players across regions, and our own experience working with industry leaders. We share the results of our analysis in the following pages, and, as always, we welcome your comments."

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