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Why investment bankers struggle to cross-sell wealth management

History shows ‘one bank’ plans rarely work

A lack of trust and financial incentives can hold dealmakers back from working with private bankers
A lack of trust and financial incentives can hold dealmakers back from working with private bankers Photo: Getty Images

David Wighton is a columnist at Financial News. To request a free trial to read all of FN’s wealth management content, click here

Most of the world’s top investment banks have one strategy in common — rapid expansion in wealth management. Some, such as UBS, have long had large wealth businesses. For others, like Goldman Sachs, wealth has been more of a sideshow until recently. But almost all now see it as a great business, which is faster growing, less capital intensive and stickier than investment banking.

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