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Guide

Growing Your Practice

Independent wealth managers grow through trust, clear specialisation, and a resilient network, not through products. Sustainable growth emerges when retaining existing clients, a sharpened position for a defined target group, and the gradual build-up of team and organisation work together. Since the authorisation requirement under the Financial Institutions Act (FinIA), the Swiss market for external wealth managers has been professionalising markedly; acquisition, client care, and operations belong together as one. This knowledge hub brings together how you, as a wealth manager, win new clients, deepen existing relationships, and build out your practice in a structured way.

The essentials

Referrals and personal networks are the most important route to new mandates in Swiss wealth management; acquisition succeeds through trust and reputation rather than broad advertising.

A clear specialisation in a target group (such as entrepreneurs, international clients, or succession situations) increases visibility and makes it easier to stand apart from banks and larger firms.

Retaining existing clients is more predictable and resource-efficient than constant new acquisition; the basis is structured client care, accessibility, and transparent communication.

Growth beyond the individual requires an orderly build-up of team and operations, with defined roles, documented processes, and a robust infrastructure for reporting and regulatory compliance.

Sources: FINMA · FinIA

Frequently asked questions about Growing Your Practice

01 How do independent wealth managers win new clients?

Mainly through referrals, personal networks, and a strong reputation. A clear specialisation and visible expertise, for instance through articles or talks, ease access to the desired target group. Broad advertising plays a secondary role.

02 Is it worth specialising in a target group?

As a rule, yes. A sharpened position makes the offering distinctive and acquisition more efficient, because message and network are aligned with a defined group.

03 How do I retain existing clients over the long term?

Through reliable, structured client care with regular contact, transparent communication about approach and costs, and availability at important moments. Looking after existing clients is usually more predictable than constant new acquisition.

04 When is building a team worthwhile?

As soon as service quality risks suffering under one person's workload. Growth then calls for defined roles, documented processes, and a robust infrastructure, so that quality and regulatory compliance are preserved.