New Article Available in Resource Library: A Cautionary Tale: The Challenges of Serving the UHNW and Centimillionaire Client Segments
Serving ultra-wealthy families may sound like the pinnacle of advisory work but it’s often the most misunderstood.
Jamie McLaughlin, CEO at J. H. McLaughlin & Co. and Board of Directors Member at The UHNW Institute, brings decades of perspective to this article, outlining why so many firms misjudge what this segment requires. It’s not just about offering more services, it’s also about building the right foundation: a disciplined model, clearly defined client profile, sustainable pricing and a team equipped for complexity.
Jamie challenges industry assumptions and makes a clear case for why firms must rethink their approach before stepping into the UHNW and centimillionaire space. He breaks the issues down into several key areas:
- Why client complexity makes most services non-replicable
- The growing gap between demand for advice and available talent
- Common myths about “family office services” and integrated platforms
- Why firm culture, ownership and capital structure matter more than ever
- The need to rethink pricing beyond the asset-based model
This article is especially relevant for those questioning whether their team, pricing model and infrastructure can support the demands of UHNW client work over time.
Read the article in the Resource Library
