The Future of Wealth Management: Elevating the Client Conversation
Webinar Series
The wealth management landscape is shifting. As products and market insight become increasingly commoditised, the firms that stand out are those delivering more meaningful, personalised and effective client conversations.
This two-part webinar series from Alpha Development focuses on the human edge of wealth management, equipping advisers with the skills to build trust, deepen relationships, and navigate increasingly complex client needs.
View the second session ‘The Multi-Generational Conversation’ here
Choose your session
Two modules, each run live across global time zones. Pick the sitting that suits you. Every session is 45 minutes, live, with audience Q&A.
The Multi-Generational Conversation
Robert Conlon
Simon McAuliffe
The Multi-Generational Conversation
Watch the full session recording on demand.
View details & recordingThe Wealth Manager as the Client Coach
Robert Conlon
Vikki Griffin
APAC Region
View details & recordingUK / Europe / North America
View details & recordingThe Wealth Manager as the Client Coach
Why this matters
As access to investment insight and tools becomes more widespread, client expectations are rising. Today's clients expect advice that is personalised, relevant and grounded in a deeper understanding of their motivations and decision styles.
Wealth managers who can elevate their client conversations, moving beyond products to purpose-led dialogue, are better positioned to build trust, strengthen relationships and drive long-term value.
What you'll learn
- How to uncover what truly matters to clients
- Techniques for adapting to different client decision styles
- How to use client personas to personalise conversations
- Practical approaches to building deeper trust and engagement
What we cover
The Wealth Manager as Client Coach
Why technical expertise alone is no longer enough, and how to differentiate through stronger client relationships.
Using Client Personas to Personalise Value
A practical framework for tailoring communication and improving commercial outcomes.
Key takeaways
- A practical client persona lens you can apply immediately
- A more structured approach to purpose-led client conversations
- Tools to improve conversion, retention and wallet share
Speakers
Robert has advised and trained banks including HSBC, JP Morgan and Julius Baer, and is the author of Alpha Development's C.I.R.C.L.E.S and V.A.L.U.E.S commercial-skills methodologies.
Robert's career in financial services began with Axa over 25 years ago. At Barclays he became interested in how selling intangible financial solutions differs from selling tangible products, and saw that much bank training was generic rather than specific to financial solutions. That gap led him to a career training banks globally on how to grow existing and win new clients.
For fifteen years he has advised and trained banks such as HSBC, Al Rajhi Bank, JP Morgan and Julius Baer. He holds a Master's in the History and Philosophy of Science, is a Fellow of the Institute of Sales and Marketing, and has a Postgraduate Certificate in Business Development from the University of Ulster and Babson Business School. In 2019 he was appointed consultant to the Financial Services Faculty at Saïd Business School, University of Oxford, where he designed their Leadership in Financial Services and Value Creation in Financial Services programmes.
He has trained in over forty countries for numerous banks, asset managers and central banks, with extensive wealth-management experience in markets such as Switzerland and Monaco.
Vikki advises on tax, investment planning and investor behaviour, and delivers bespoke training globally for private banks, asset managers and investment firms.
Vikki studied Law at the University of Sheffield and qualified as a Chartered Accountant before gaining her tax qualification and specialising in capital-taxes planning, including trust and tax planning for high-net-worth individuals and their families. She went on to complete financial planning and investment management qualifications, enabling her to advise wealthy clients on both tax and investment planning.
She joined Barclays Wealth as a Private Banker in 2010, acting as the key point of contact for clients across banking, credit, investment and wealth planning. In 2013 she established her training business, creating and delivering bespoke programmes worldwide for international private banks, asset managers and investment-management firms.
Her specialisms include private-client credit, investment management, UK wealth planning, understanding financial statements, taxation and trusts, and investor behaviour.
The Multi-Generational Conversation
Why this matters
Over $120 trillion is expected to transfer between generations over the next 25 years, creating both a major opportunity and a significant retention risk for wealth managers.
Advisers must increasingly engage not just individuals, but entire families, navigating different perspectives, managing tension, and building trust across generations.
What you'll learn
- How to approach legacy conversations with confidence and clarity
- Techniques for managing multi-party family dynamics
- How to handle conflict and "hot thinking" in real time
- How to build relationships with both benefactors and beneficiaries
What we cover
Approaching the Legacy Conversation
Structuring sensitive conversations and managing client hesitation.
Family Dynamics & Multi-Gen Conversations
Practical tools for handling interaction patterns, tension, and family dynamics.
Key takeaways
- A practical model for multi-generational conversations
- Tools to navigate family dynamics more effectively
- Techniques to improve client engagement and long-term asset retention
Speakers
Robert has advised and trained banks including HSBC, JP Morgan and Julius Baer, and is the author of Alpha Development's C.I.R.C.L.E.S and V.A.L.U.E.S commercial-skills methodologies.
Robert's career in financial services began with Axa over 25 years ago. At Barclays he became interested in how selling intangible financial solutions differs from selling tangible products, and saw that much bank training was generic rather than specific to financial solutions. That gap led him to a career training banks globally on how to grow existing and win new clients.
For fifteen years he has advised and trained banks such as HSBC, Al Rajhi Bank, JP Morgan and Julius Baer. He holds a Master's in the History and Philosophy of Science, is a Fellow of the Institute of Sales and Marketing, and has a Postgraduate Certificate in Business Development from the University of Ulster and Babson Business School. In 2019 he was appointed consultant to the Financial Services Faculty at Saïd Business School, University of Oxford, where he designed their Leadership in Financial Services and Value Creation in Financial Services programmes.
He has trained in over forty countries for numerous banks, asset managers and central banks, with extensive wealth-management experience in markets such as Switzerland and Monaco.
Simon specialises in leadership development, team performance and executive coaching, and has worked globally with clients including HSBC, Credit Suisse and Société Générale.
Simon is a freelance trainer, team facilitator and executive coach, and a qualified psychotherapist, with more than 25 years in professional people development. His areas of expertise are leadership development, team performance, executive coaching and strategic planning, working mostly with middle-to-senior management teams.
He has worked, directly or in partnership with other development providers, with clients including HSBC, Credit Suisse, Société Générale, NBK, Microsoft, HP and J&J, designing and delivering leadership, management and team-development initiatives globally.
His qualifications include a BSc in Psychotherapy and a BA (Hons) in Economics, alongside Myers-Briggs, EQ-i, NLP and Crucial Conversations certifications. He has worked in over forty countries with participants from junior to executive level across corporate finance and banking.
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