By FINTECH Books Contributor, Jean-Charles Neau Follow: @jcneau   How excelling at managing clients differentiates you? It is the time you have wasted with your rose that makes your rose so important. ― Antoine de Saint-Exupéry, The Little Prince The Little Prince has spent so much time taming his rose that he considers it unique, even amongst a thousand others. 50 years after Saint-Exupéry, Don Peppers explained how this mechanism works in business in his famous book “One to One Marketing” in mid 90s’: innovation can be copied; operational excellence can be copied with technology, transparency and information speed, it can even be copied faster than ever. But let’s imagine you are able to transform this knowledge into a customized service. Imagine you are able to make it even more personal each time you interact with your client. Imagine how this could look like in client reporting or in wealth planning for instance no one can copy what you do with the knowledge you have on your clients. Can someone copy your process? How long will your client take to teach your competitor who he is and what he prefers? Will your client risk spending as much time as he spent with you to come up, maybe, with the same personalized service? Spend time to interact with your client and make sure the more you do, the more you increase your level of personalization, and you will become the unique rose of your client. In Private Banking, you gather massive amount of information on your clients, but it is far too often buried into compliance or lost in translation between cack and front-office. You need to break cultural and organizational silos. Digital is an opportunity to do so. In a world where personalized relationship is the essence, digital is the opportunity to transform client information into mass-personalized services (reporting, advisory, risk profiling, on-boarding…) which will restore client loyalty while improving industry profitability. Digital and 1 to 1 Marketing can fill the divide between client and product centricity. If you would like to learn more about FinTech please look at our video courses at FINTECHCircleInstitute.com