HP wealth management: Pioneering external asset management in Singapore

• Main Authors: THAM, T. Mandy, KONG, Esther, KOH, Juliana
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2021
• Subjects: Investment Management; Individual Asset Management; Banking; Personal Finance; High Net Worth Individuals; Banking Regulation; Asian Studies; Finance and Financial Management
• Online Access: https://ink.library.smu.edu.sg/cases_coll_all/382; https://smu.sharepoint.com/sites/admin/CMP/cases/SMU-21-BATCH%20%5BPDF-Pic%5D/SMU-21-0026%20%5BHPWM%5D/SMU-21-0026%20%5BHPWM%5D.pdf?CT=1634890865274&OR=ItemsView
• Institution: Singapore Management University

This case focuses on the growth journey of HP Wealth Management (HPWM), an early pioneer in the external asset manager (EAM) sector in Singapore. This case is motivated by two observations: (1) the inception of HPWM during a time of crisis when confidence in financial institutions was lost, and (2) the growth of EAMs in Singapore as her private banking sector matures. The case examines the motivations of the founders of HPWM in switching from salaried employees in private banking to entrepreneurs in a nascent EAM sector, in 2009. It goes on to examine the business and revenue models of a typical EAM and the value propositions of the EAM model to high net worth clients. The case then explores HPWM’s differentiated value propositions to clients, which provides a competitive edge over other EAMs and the incumbent private banks. The case presents the investment philosophy of HPWM, the challenges, and the strategies adopted by HPWM. Lastly, it prompts the reader to think deeply of how HPWM can beat the competition and grow to the next level. The case allows participants to explore the following – (1)The EAM business model and its differentiated value propositions to clients as compared to a traditional private banking model (2)The challenges faced by an EAM and potential solutions (3)The role of technology in enhancing the value propositions of EAM to clients.