Bringing Sustainable Investing to Scale- Engaging HNWI and Family OfficesJaume IglésiesUBS WM UHNW - Values-Based Investin...
Ready, steady, go!• We have something really great to offer to HNW/FO  – Returns  – With meaning• Most of the HNW/FO could...
The HNW/FO view: a hurdle race• HNW/FO often see the way to sustainable products not as a pleasant walk but  rather as a h...
In principle yes, but…                            Socially Responsible Investing, Sustainable Investing, Best in     What ...
Many get exhausted and give upWould you invest in a product that?•Has different names•You dont fully understand what it is...
A relay race• To make matters more challenging, more than one person needs to go overcome  the hurdles (to be convinced)  ...
The frame has been built. Now it needs to be filled up• Some good infrastructure has been built: products, methodologies, ...
Support HNW/FO in crossing the finish line    Be conscious of average client perceptions     Convey an easy value proposit...
Contact informationJaume IglésiesUBS AG, WM UHNW Values-Based InvestingTalacker 21, P.O. Box, CH-8098 ZürichTel. + 41 44 2...
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Bringing Sustainable Investing to Scale - Jaume Iglesies

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TBLI CONFERENCE™ EUROPE 2012 - Zurich - Switzerland

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Bringing Sustainable Investing to Scale - Jaume Iglesies

  1. 1. Bringing Sustainable Investing to Scale- Engaging HNWI and Family OfficesJaume IglésiesUBS WM UHNW - Values-Based Investing8 November 2012
  2. 2. Ready, steady, go!• We have something really great to offer to HNW/FO – Returns – With meaning• Most of the HNW/FO could be potentially interested and ready to run after such a solution 1
  3. 3. The HNW/FO view: a hurdle race• HNW/FO often see the way to sustainable products not as a pleasant walk but rather as a hurdle race 2
  4. 4. In principle yes, but… Socially Responsible Investing, Sustainable Investing, Best in What do you call it? Class, Exclusion, Impact Investing, Mission Investing, TBL, etc What is it? Sustainability is something blurry between charity and solar How do you do it? How do you decide what is sustainable or not? It negatively impact I want no experiments with my money returns It is only equity This is no good time for equity markets It is not measurable How do I know if I am really doing any good? It is a marketing There is no intention to improve the world but to better exercise market products Can you talk about Can financial institutions talk with credibility about it credibly? sustainability? 3
  5. 5. Many get exhausted and give upWould you invest in a product that?•Has different names•You dont fully understand what it is•You dont fully understand how it works•Is less profitable•You cant measure what it promises•You are sceptical about its purpose 4
  6. 6. A relay race• To make matters more challenging, more than one person needs to go overcome the hurdles (to be convinced) – The beneficial owner – The Family Office – Often a client advisor/relationship manager who works for the financial institution that provides financial products to the beneficial owner / Family Office• The race becomes a relay race, where all runners need to be engaged. Otherwise the baton will fall. 5
  7. 7. The frame has been built. Now it needs to be filled up• Some good infrastructure has been built: products, methodologies, ratings, etc• However the current penetration in the European HNW/FO is still very low – HNWI Sustainable Investment Market: aprox. 10 trn – Sustainable investments penetration rate: 10%• We are far from reaching the market potential 6
  8. 8. Support HNW/FO in crossing the finish line Be conscious of average client perceptions Convey an easy value proposition (despite internal complexity) Integrate sustainability in the standard client advisory process Integrate sustainability in the standard investment process Further educate – clients but above all client advisors Innovation takes time, persistence and courage 7
  9. 9. Contact informationJaume IglésiesUBS AG, WM UHNW Values-Based InvestingTalacker 21, P.O. Box, CH-8098 ZürichTel. + 41 44 237 10 20Mobile +41 79 572 02 66jaume.iglesies@ubs.comwww.ubs.com 8

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