The Potential of now

Markus Wintsch, CEO swisspartners Group, talks of visions both personal and professional – and why intensive engagement is key to keeping customers happy.

Interview by Kathrin Meister.

Markus Wintsch, what are your personal and professional goals for 2022?

Personally, I aim to live life more consciously, savouring every day and every moment more intensively than ever. It’s often the little things in life that are important. A walk in the woods or listening to music in the car while waiting in traffic. I’m a great fan of living in the moment. I neither mourn for the past, nor do I long for the future. What counts is the here and now.

Professionally, I’d like to take more time for my clients. I don’t mean discussing business with them – I want to know them better. Their fears, their hopes, their wants and needs. For those kinds of talks, you need a more intimate setting – and, of course, more time. Giving clients time shows them that they are valued. The better I know our clients, the better I can help them meet their needs.

My second work-related goal for 2022 is to lead swisspartners into a secure future. We currently stand at a crossroads in the Swiss wealth management sector. We’ll see considerable change in this market over the next two years. So we aim to strengthen our market position, continue to work on a sustainable strategy and secure the financial resources we need.

You’ve been CEO at swisspartners since January 2001. 21 years is a long time. What visions have you made reality – and what accomplishments give you a sense of pride?

swisspartners has served an international client base with diverse needs for almost 30 years now. I’m proud to have helped build a company that’s not only financially sound, but also provides secure jobs for around 100 employees. Many of them have worked with us for years, some even way beyond retirement age, because they really enjoy their work. swisspartners is like a big family with a strong team spirit. I also tend to see my employees’ families as part of our extended family team.

Architectural changes are on the agenda at the Zurich premises. Could you tell us a little about your reasoning and plans?

It’s been 29 years since swisspartners opened offices at its Am Schanzengraben address in Zurich. We have the benefits of a central location, but in an idyllic river setting. After many years in the accustomed office layout, we want to move into the modern world with a little interior refreshment. We’ll actually be giving up around a quarter of our Zurich office space. That’s in response to the ongoing home working trend, digitalisation of our work processes, and our mobile consultant team.

We’ll be starting with the building work in the second quarter of 2022. We’re planning an open, light-filled office space. With a lounge-type design, we want to offer both clients and employees a pleasing, welcoming atmosphere. We will also provide quiet areas where people can work undisturbed –like silent boxes and discreet meeting zones. The new interior promotes flexibility and open encounter. Clients will now enter a modern, bright reception area on the ground floor. Without giving too much away, I’d say it’s going to be very attractive indeed.

What role do collaboration and mergers play in swisspartners’ future success?

I believe that in the finance industry, collaboration and mergers are the key to future survival for players of a certain size.

Mergers are needed to secure a healthy growth rate. But size matters as well – a company must be of a certain size to be able to survive. Lacking sufficient volume is a bit like a 12-cylinder engine only running on eight because it’s low on oil. Lasting financial stability can only really be achieved with an adequate company size. When selecting potential candidates for mergers, we aim for a good fit between their consultancy and investment philosophy – and customer focus – and our own values and principles here at swisspartners.

In the finance sector, meeting people’s need for ‘all-in’ service makes collaboration indispensable. Building a solid network of specialists – say in international tax and real estate consultancy – makes it possible to meet client needs that are not covered by your own portfolio.

What would you say is especially important to swisspartners’ clients going forward?

One particular need stays constant whatever the situation: Clients want personal, open communication. If I meet a client for a consultation (in person whenever possible), I show genuine interest in the topics they want to discuss and in their individual concerns. I try to put myself in my clients’ position, to understand their motivations and perhaps also their fears. For me, encounters like that are true quality time.

In a world that poses a range of challenges – on top of those in the current crisis – it’s important to make clients feel that swisspartners looks after them, as well as their wealth, with great expertise and care. The more uncertain the world becomes, the more diverse the challenges we face, the more our clients must be able to sleep at night, secure in the knowledge that with us their portfolios are in safe hands.

Our clients also attach great importance to the next generation, to ensuring that the successors to whom they’ll pass on their wealth are equally comfortable with the thought of doing business with swisspartners. Young people also want personal encounter and service when seeking advice. We like to know that clients’ children and their children’s children can identify with the asset and investment management consulting philosophy we follow at swisspartners.

You’ve achieved a lot in your lifetime. Do you still have dreams for the future?

I fulfilled my dream early, as a young man at the age of 27. My dream was to be independent and to run my own business. That entrepreneurial spirit has stayed with me and drives me to this day.

I live my dreams and what I don’t live, I don’t dream. I’m happy with things as they are. The coronavirus crisis has shown us that material dreams are not the key to personal happiness and satisfaction. I have no further needs. My dream is to live my life just as it is right now – spending quality time with my family, my clients and the swisspartners team. And consciously shaping my days. You can live your dreams far better if you don’t take yourself too seriously or believe that you can’t be replaced. Modesty in everything always pays off.