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The idea for this book was born during one of the wealth management courses that I conducted for children of clients of a private bank. Each of them, ranging in age between 19 and 27 years old, is destined to lead a wealthy life. This course made me realize one important lesson: Thanks to the basic knowledge these children gained about wealth management and, as a consequence, the higher level of appreciation for the potential added value of a private bank, they will in future be able to extract maximum value from the relationship with their private bankers.

True private banking is not about selling financial products to the rich; it is about addressing concerns and solving wealth-related problems. That is precisely what makes private banking such a fulfilling profession. With the current levels of skepticism toward the financial industry, it is more important than ever to emphasize this message: Private banks add real value. I am not saying this out of sympathy with the private banks, but because I believe that ignoring this message may lead to missing out on experiencing this added value for the wrong reason (i.e., ignorance).

As I said, to really benefit from a relationship with a private bank it is important to obtain a basic level of knowledge about private banking. That is the premise behind the wealth management courses for the next generation wealthy that I deliver and that is the premise behind this book. As such this book intends to serve as a compass to value-adding private banking, simply by enhancing the level of knowledge to serve as foundation upon which a healthy and enjoyable relationship with a private bank may develop.

This book would not have been possible without the help of many individuals. First, I would like to thank my wife, Priscilla Teoh, who not only supported and encouraged me throughout the entire process, but also designed the concept of the cover of this book. Second, I'd like to thank my brother, Marco Stoute, for adding the light touch to the book in the form of cartoons. Third, I am grateful to Hubbis, and then in particular to Michael Stanhope and Andrew Crooke, for their invaluable input and support. Furthermore, I would like to express my gratitude toward the various Wiley professionals who have guided me throughout the process, ultimately leading to the production and distribution of this book. And obviously I wish to thank the industry specialists and friends who in one way or another contributed to the content of this book: Gosse Bosma, Mark Bouw, Bart Deconinck, Hugh Ellerton, John Grist, Eduard Holtz, Sander Maatman, Hélène Van Meerbeek, Yorgos Mersinis, Harmen Overdijk, Pieter van Putten, Peter de Ruijter, and Jeroen Stuart. Even though they have been a tremendous help, it should be stressed that any errors in the text are mine. Finally, a big thank-you to my children, Carijn, Costijn, and Thijn, for allowing me to spend a large portion of what would normally have been “their time” on producing this book.

Kees Stoute