Introduction
 
This report look at the various ways private banks in Australia can segment their client bases to extract value. Segmentation factors such as customer-value, life stage, sophistication and geographic situation are all explored and the merits of each are analysed. The analysis is backed up by comments from high net worth individuals pertaining to their needs and preferences.
 

 
Scope
 
The report analyses the reasons behind segmentation of a private banking portfolio, backed up by interviews with senior private bankers and HNWs
 
The report analyses five segmentation scenarios; customer value, life stage, geographic situation, sophistication and source of wealth
 
The report draws conclusions based upon HNW sentiment and the findings of segmentation analysis
 
Highlights
 
It can be argued that HNW clients of a private bank have already been segmented and therefore the bank's job is done and a higher value can be extracted. However, would it not make more sense for private banks to further segment this HNW clientele just as the retail base is segmented?
 

 
Research of private banking websites will show that they all speak of individual attention and tailored services. So if banks already know this, shouldn't they be looking to segment their client bases?
 

 
As the Australian private banks seek to better service their clients and to build their propositions around relationships, here are two possible answers to consider namely genuinely tailored responsive service and two-way client defined communication.
 

 
Reasons to Purchase
 
Find out what the benefits are of segmenting a private client base and how to go about segmentation
 
Find out which segmentation scenario is best for your private bank
 
Find out what high net worth clients want from their private banking institutions and how this translates into segmentation