Asset managers still work with a variety of custodian banks, but is this truly necessary? According to experts from the Netherlands, the perfect custodial institution doesn’t exist. Moreover, no one wants to be dependent on a single entity.
When asked about the ideal custodian bank, wealth managers offer a range of answers. For Paul Balk, managing partner at Capitael Wealth Management, the ideal custodian bank is primarily a good partner. «If there’s an issue, you want to be able to switch gears immediately, not receive an out-of-office reply. It all starts with good service and a quality product at a fair price,» says Balk.
The self-proclaimed rapidly growing wealth management firm works with four different parties. «This is due to our end clients› personal preferences for certain banks or their clear aversion to others. In this respect, the ideal custodian bank does not exist.»
Investment Officer has previously heard a similar sentiment from Today’s Group. According to this wealth management firm based in Hilversum, no single entity can offer a total solution. «With Interactive Brokers, it’s not possible to purchase a mutual fund; for that, you might go to Caceis or Saxo Bank, but the American broker scores excellently in risk management,» says director Frits Vogel. «With Caceis, the due diligence phase is much more complicated, and you cannot trade in options. Sometimes, it’s the small differences that significantly influence the choice of a custodian bank.»
Key aspects for the end client, according to Balk, include costs, the digital environment, the onboarding process, and whether customers already have an account at a certain bank.
Balk observes definite differences between the various custodial institutions in the Netherlands, including in terms of costs. «Some offer an all-in fee, while others charge a service fee plus transaction costs.»
No subpar custodian banks
Balk also notes differences in the quality of service from custodians, especially those that offer related services in addition to custodial activities. According to Balk, there are no custodian banks with subpar service. However, he acknowledges that several parties have made significant progress in recent years, including ABN Amro.
For a while, wealth managers were dissatisfied with custodian banks. Among others, InsingerGilissen experienced months-long wait times and endless back-and-forth during the onboarding process.
However, Balk from Capitael says he’s been «pleasantly surprised» with the onboarding processes at custodian banks. «If you as a wealth manager take this process seriously and know what to ask your client in advance, then you can quickly connect with the tools that the custodian banks provide. I do not recognize the stories in the market about it taking weeks or months before an account is opened.»
He also points out some entities that have recently become part of a foreign parent company, including BinckBank and previously InsingerGilissen. «In the perception of the end client, this has consequences. There are customers who find it less pleasant because they prefer to have an account with a local bank.»
Market share shifts
The expert from Capitael cannot shake the impression that there have been significant shifts in the market share of custodian banks, partly due to the arrival of new custody institutions. He mentions the entry of Van Lanschot Kempen a few years ago. Lynx now also offers custody services, and Knox was able to make a fresh start under AFS.
«We see parties like ABN and Van Lanschot Kempen growing strongly. Both in comparison to other custodians and in comparison to their own banking or wealth management activities.»
Not one entity
When asked about his ideal custodian bank, Balk answers, «That’s, of course, a question of conscience, but for me, it’s not one entity. There isn’t a single custodial institution that offers the complete package. And if you’re dependent on one custodial institution and it decides to discontinue certain activities, then you’re making it difficult for yourself, and unnecessarily. In that sense, we consciously choose multiple parties.» He adds with a laugh, «That’s also a bit Dutch, perhaps, that risk-averse attitude.»