Asset Management White Paper

The Singapore Asset Management Industry.
Building a Strong Foundation for Future Growth.

3
Foreword.
Since the Global Financial Crisis (GFC), there has been a paradigm shift in the asset management
industry. Organisations lost prestige, client trust and business during the crisis and many are
still recovering.
In addition to reputational damage, rapidly rising operational costs of firms are also squeezing
already thin profit margins within the industry. To add to these challenges, the crisis also led
to additional regulatory reforms. This was most apparent in the mature western markets where
regulators increased investor safeguards to address the issues underlying the unexpected collapse
of established financial institutions, like Lehman Brothers.
The environment in the global industry continues to evolve rapidly. To regain back the trust of
clients, asset managers now have to juggle between managing clients’ returns expectations,
increased transparency in their dealings, compliance with ever-changing and more onerous
regulations, and lastly, but most importantly, mitigating risks in increasingly volatile markets.
Asian financial centres like Singapore are benefitting immensely from the sustained boom in Asia’s
economy post-crisis. In just one decade, from 2002 to 2011, total assets under management (AUM)
in Singapore grew from SGD 344 billion to SGD 1.34 trillion, representing a compound annual
growth rate (CAGR) of 14.6% for the period. In the same time period, the number of investment
professionals working in Singapore more than tripled, from 1,012 to 3,0521
.
In relative terms, the Singapore asset management market was approaching the size of Hong
Kong (USD 1.03 cf. 1.17 trillion @ Dec 2011)2
, reflecting the leaps of progress made by Singapore in
growing the industry not just in Asia, but globally as well. And, looking to the future, Singapore is
poised to become the second largest asset management cluster in the world by 2017, behind New
York, and is predicted to experience tremendous growth from 2010 to 20403
.
Currently there are more than 800 organisations regulated by the MAS to conduct asset
management functions in Singapore, including External Asset Managers (EAM), who are relatively
new entrants to the industry here. Also, supporting this burgeoning industry on the IT front are
approximately 45 asset management software providers who provide a range of products covering
different propositions and functional needs.
In light of the growth story and bright prospects for Singapore’s nascent asset management
industry, this paper sets out to describe the multiple facets which have contributed to the thriving
hub, as well as provide a view on the emerging external asset management segment and the asset
management supporting technology providers.
1
Monetary Authority of Singapore (MAS), Annual Singapore Asset Management Industry Surveys, 2002-2011.
2
MAS, Hong Kong Monetary Authority websites.
3
PWC, Top Industry Clusters in 2040 Revealed, 2010.
Dr Mario A. Bassi Sarah Luheshi
Managing Director & Head of Asia Associate Partner
Solution Providers Singapore Solution Providers Singapore

5
Contents.
Abstract1 7
1. Global Asset Management Industry Landscape 8
2. Singapore Asset Management Industry Landscape 11
2.1 History 11
2.2 Overview of the Asset Management Industry in Singapore 12
2.3 Reclassification of the Asset Management Industry Players in Singapore 14
2.4 Challenges Faced by the Industry 14
3. External Asset Managers in Asia – the Business Model of the future? 16
3.1 Current EAM Landscape 16
3.2 Customer Needs and Regulation Influences 17
3.3 Specific Requirements for the Partner Banks 18
3.4 The Future of the EAM Business in Asia 18
4. Overview of the Asset Management IT Environment in Singapore 20
5. Singapore Asset Management Industry Outlook 22
6. Conclusion 23
7. Appendix 25
7.1 Authors 25
7.2 Solution Providers 25
Publishing details 26

Table of Figures.
Figure 1 Global Asset Management & Custody Banks Sector Value:
USD billions and Year-on-year Growth, 2007-2011 8
Figure 2 Impact of GFC on Individual Regions 2007-2010 9
Figure 3 Projected Growth of AUM in Asia ex Japan, 2010-2015 10
Figure 4 Total AUM in Singapore (USD trillions), 2006-2011 12
Figure 5 Investment of Funds by Asset Class in Singapore, 2002-2011 13
Figure 6 Percentage Distribution of the Year of Foundation of EAMs in Asia 16
Figure 7 Amount of IT Spending According to Industry and Region, 2011 20

7
Abstract.
Singapore has grown rapidly in prominence, both as a regional and global asset management hub over
the last decade. This trend is expected to continue as Asia remains the main driver for global economic
growth for the foreseeable future, further raising the profiles of Asian financial hubs like Hong Kong
and Singapore. This paper examines the Singapore asset management scene both as a growing part of
the global market, as well as providing valuable local insights, especially for External Asset Managers
and software providers to the industry, collated from interviews conducted with key players operating
in the market.
Data collection
In order to supplement publicly available information, meetings were held with a range of
senior individuals from organisations operating in Singapore’s asset management industry. The
diverse mix of firms was chosen in order to ensure a fair representation of the industry.
The interviews were conducted using a structured approach to ensure that consistent
information was obtained and collated. Each interview lasted approximately one hour and was
mostly face-to-face. This paper contains data self-reported by the participants and Solution
Providers does not take any responsibility regarding the accuracy of the data.
These findings have been supplemented by Solution Providers’ internal research,
project experience and expertise to provide a holistic analysis of the Singapore asset
management industry.

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1. Global Asset Management Industry Landscape.
The global asset management industry faced stalling growth in 2011. Markets were clearly in a state of
flux as managers came to terms with increasing regulatory oversight and the questioning of previously
successful business models. Competition intensified as more players fought for a share of the pie; asset
managers therefore had to be nimble and adaptable to their clients’ requirement or faced losing out to
those who reacted faster.
In 2011, growth of global AUM for the asset management industry and custody banks sector slowed to
2.7%, from 13.6% in 2010; total AUM was USD 82.6 trillion vs. USD 80.4 trillion respectively (see Figure
1). From 2007 to 2011, the CAGR of AUM was relatively flat at 2.1%, reflecting the industry coming to
terms with the repercussions of the GFC and the slow recovery process post-crisis.
According to the MarketLine analysis, North America and Europe continued to dominate the
landscape in 2011, accounting for approximately 63% and 26% of AUM respectively, with Asia
accounting for 9%. Since 2008/2009, Europe, Asia and Latin America have all exceeded pre-crisis
AUM levels, with emerging economies in Latin America and Asia posting the strongest recoveries,
albeit from relatively low bases (see Figure 2).
During the GFC, the misalignment of interests between financial institutions and investors came
more under the spotlight, and whilst the asset management industry remained profitable, there were
hardly any net new assets inflows in 2011. This was more apparent in developed countries, where AUM
was negative or unchanged, struggling to get back to pre-crisis levels. Typically, operating margins
were flat as investors sought a suitable home for their assets, seeking solace in lower risk,
and consequently, lower-cost products like fixed income.
Figure 1
Global Asset Management & Custody Banks Sector Value: USD billions and Year-on-year
Growth, 2007 - 2011
GlobalAUM(USDtrillions)
GlobalAUMYear-on-yearGrowth(%)
74.3
61.6
70.8
80.4 82.6
2007
-17.1%
14.9% 13.6%
2.7%
2008 2009 2010 2011
90
80
70
60
50
40
30
20
10
0
20%
15%
10%
5%
0%
-5%
-10%
-15%
-20%
Source: MarketLine, Global Asset Management & Custody Banks, 2011
CAGR, 2007-2011 = 2.1%

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In contrast, in Asia-Pacific ex Japan and Australia, the asset management scene is thriving thanks
to the recovery and growth of emerging countries in the region post-crisis. Along with the emerging
economies’ growth was a flood of Foreign Direct Investments into the region, as investors from
developed countries sought to find growth not available in their more stagnant economies.
According to a PwC Report covering the 2012 APEC CEO Summit, 10 Asian countries (China, Vietnam,
Indonesia, Thailand, Philippines, Singapore, Malaysia, Hong Kong, South Korea and Taiwan) are
projected to outpace the average global GDP rate over the next decade compared to the markets in
Europe and America.
Consequently, Asia Pacific ex Japan and Australia is set to rise significantly in prominence and is seen
by many as the main growth driver of the global asset management industry for the foreseeable future.
Experts predict AUM to almost double in the region by 2015 (see Figure 3), buoyed particularly by China
and Indonesia’s booming domestic markets and growth stories.
35
30
25
20
15
10
5
0
RegionalAUM(USDtrillions)
North America
Europa
Asia ex Japan and Australia
Japan and Australia
Latin America
20102007
28.8
17.3
2.5
6.6
1.0
27.6
17.5
3.1
5.9
1.3
27.7
17.4
3.2
5.8
1.5
2011
Figure 2
Impact of GFC on Individual Regions, 2007-2010
Source: Boston Consulting Group, Global Asset Management, 2011; Solution Providers, Internal Research
North
America
Europe
Asia ex Japan
and Australia
Japan and
Australia
Latin
America
CAGR, 2007-2011 (%) -0.8 0.1 5.1 -2.6 8.5

10
Figure 3
Projected Growth of AUM in Asia ex Japan, 2010-2015
AUM(USDtrillions)
Year-on-yeargrowth(%)
2.2 2.4
2.7
3.1
3.5
4.0
2010
10.8%
11.9%
13.0%
13.7%
14.5%
2011E 2012E 2013E 2014E 2015E
16%
14%
12%
10%
8%
6%
4%
2%
0%
5
4
3
2
1
0
Source: Cerulli Associates/Mirae Asset Global Investments/Citi, Picking High-Hanging Fruit: Competition Intensifies Between Asian Managers and Foreign Firms, 2011
Singapore, in particular, has come into the limelight, especially in the last decade. Situated at the heart
of Asia-Pacific, the country is an ideal location for a global financial hub and gateway to Asia. Also, the
city state offers excellent infrastructure, a highly-trained and skilled workforce, a stable political and
social environment with a government that promotes a pro-business environment in the country. As a
result, the asset management industry has grown in the past 10 years as plenty of Western firms look
for a foothold to expand into Asia and have set up office in Singapore.

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2. Singapore Asset Management Industry Landscape.
2.1 History
The rise of Singapore as a major global financial hub can be dated back to the 1960s, when the
government initiated liberalisation and reforms to the infant financial industry. It was not until the
Asian Financial Crisis in 1997-1998, though, that Singapore undertook a major strategic review of its
financial sector; key financial industries including retail banking, insurance and stock-broking activities
which were once heavily protected by the government were liberalised. Also, in order to achieve a
certain critical mass to establish a successful and sustainable financial hub, MAS started to broaden
and deepen local debt markets as well as increase asset management activities.
By 2002, the traditional financial services that Singapore was strong in, such as foreign exchange
trading and capital market activities, had decreased in volume and significance in the global market.
Various factors such as the introduction of the Euro, consolidation in the banking industry and the
growing popularity of electronic brokers led to this decline.
In September 2002, at the request of the Singapore government, top ranking management from major
international and domestic banks, asset management firms, law firms and management consultancies
were called to form an Economic Review Committee; providing expert advice and recommendations
for future strategic thrusts for the financial industry in Singapore. It was found that there was a
pressing need for Singapore to look for new engines of growth and to develop comparative advantages
and niches in «sunrise» services; in financial services industries that were less location dependent
and more technology and knowledge intensive. In eventually selecting these services, the government
also leveraged Singapore’s strengths in IT and market infrastructure to accelerate movement up the
knowledge-based value chain.
Over time, it was envisioned that the competencies developed would help to drive the creation of
Singapore as a pre-eminent financial centre in Asia for select regional and/or global niches; one
of these niches was in asset management. In order to develop Singapore as a global leader in asset
management, the government first needed to create critical mass and then boost the competiveness of
the industry. It did so by attracting large international fund management companies to set up offices in
Singapore with tax breaks, and by nurturing indigenous start-ups with seed capital to attract small and
medium-sized fund management companies. This appears to have been an effective strategy which
accelerated Singapore’s rise in prominence as an asset management hub.
The Committee completed its work in February 2003 and set the foundation for the rapid growth of
the asset management industry in Singapore; according to MAS information, total AUM in Singapore
grew from SGD 344 billion to SGD 1.3 trillion in 10 years, from 2002 – 2011. During the same period,
the number of investment professionals working in Singapore more than tripled, from 1,012 to 3,0524
.
There are currently more than 800 asset management firms operating out of Singapore.
4
Monetary Authority of Singapore (MAS), Annual Singapore Asset Management Industry Surveys, 2002-2011.

12
Information released by MAS in 2011 showed that more than 70% of total AUM was sourced from
outside Singapore, underscoring the city state’s importance in serving international investors. As in
previous years, top-tier global asset management companies maintained their strong presence in
Singapore; the top 20 asset management companies in Singapore accounted for 38% of total AUM
in 2011.
Geographically, the Asia-Pacific region continued to be the key investment destination for Singapore-
based funds, accounting for 60% of total AUM in 2011, while Europe and the US both accounted for
8% each. Although investment of funds into equities declined by 10% in 2011 compared to 2010, it
remained the favoured asset allocation choice of Singaporean investment managers, with more than
40% of total funds invested in the asset class, followed by cash/money markets (20%), bonds (15%),
alternatives (13%) and lastly, collective investment schemes (10%) (see Figure 5).
2.2 Overview of the Asset Management Industry in Singapore
The Singapore asset management industry regulator, MAS, conducts an annual survey of the industry
based on voluntary responses from companies operating in the market. From the 2011 survey results,
total AUM in Singapore dropped 2.9%, from USD 1.1 trillion in 2010 to USD 1.0 trillion in 2011. Despite
this, the CAGR for total AUM in Singapore from 2007 – 2011 was 4.3%, reflecting the strong growth and
recovery posted by the industry year-on-year since the GFC (see Figure 4).
Figure 4
Total AUM in Singapore (USD trillions), 2006-2011
AUM(USDtrillions)
0.9
0.8
0.6
0.9
1.1
1.0
2006
CAGR, 2007-2011 = 4.3%
2007 2008 2009 2010 2011
1.2
1.0
0.8
0.6
0.4
0.2
0.0
Source: Monetary Authority of Singapore, Singapore Asset Management Industry Survey, 2006-2011

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60%
50%
40%
30%
20%
10%
0%
InvestmentAllocation(%)
Equity
Bonds
CIS
Cash/Money Market
Alternatives/Other Investments
2007 2008 20092006200520042002 2003
49%
30%
7%
11%
3%
52%
24%
9%
7%
8%
44%
22%
6%
17%
11%
47%
20%
8%
14%
11%
55%
17%
6%
12%
10%
57%
12%
7%
12%
12%
43%
17%
5%
20%
15%
51%
16%
8%
14%
11%
51%
16%
8%
12%
13%
42%
20%
10%
15%
13%
2010 2011
Figure 5
Investment of Funds by Asset Class in Singapore, 2002-2011
Source: Monetary Authority of Singapore, Singapore Asset Management Industry Survey, 2002-2011
Primary research conducted with key players in the industry by Solution Providers revealed that, for
international asset managers with a presence in Singapore, the businesses typically focused on front
office activities. All the companies carried out sales, marketing and/or business development activities
from Singapore, while approximately half of those interviewed also had local investment teams based
in the country.
Of the firms interviewed, only a couple of international organisations had senior management (at least
at the CxO level, e.g. Chief Investment Officer, Chief Compliance Officer) working in Singapore;
most key decision-making functions were conducted at head office in their home country or at a
regional hub. A couple of organisations had regional CxO level management in Singapore, with each
having its own functional reporting line to head office. Conversely, all local firms interviewed had CxO
level staff based in Singapore.
All but one of the asset managers interviewed had institutional clients. Approximately half also had
wholesale clients. Some of these wholesale mandates were historical; where firms had focused on this
segment at some point in the past. There were some firms with wholesale clients for strategic reasons,
such as diluting the «lumpiness» of institutional mandates. Generally, the relationships were with the
high-net-worth distributors such as Private Banks.

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2.3 Reclassification of the Asset Management Industry Players in Singapore
As at the end of July 2012, the number of organisations regulated by MAS to conduct asset
management functions in Singapore exceeded 800. Out of these, the majority (approximately 80%)
were in the «exempt fund management company» category. In August 2012, in what was widely seen
as a move to provoke consolidation and create a more professional industry, MAS amended regulations
applicable to fund management companies. In February 2013, when the new regulations take effect, any
corporation that carries on business in fund management in Singapore would need to hold a capital
markets services (CMS) licence (if AUM is more than SGD 250 million) or be registered with MAS as
a registered fund management company (RFMC).
In addition to meeting more stringent capital, compliance and risk management requirements,
MAS is also pushing for fund management companies to be incorporated in Singapore and to have
a permanent physical office here. The more stringent licensing and registration criteria enforceable
would raise the bar with regards to setting up asset management operations. Consequently, it is likely
that these new requirements will prompt consolidation in the industry, generally amongst the number
of small fund managers affected by the increased stringency of regulations.
As a senior manager in an asset management firm confirmed: «There is likely to be consolidation as
some are doing well, the middle is floundering and the bottom is for sale.»
2.4 Challenges Faced by the Industry
A number of organisational challenges were brought up by interviewees regarding doing business in
Singapore. Their concerns covered regulatory issues, the competitiveness of the industry, new business
volumes and distribution challenges. Regulation of the industry in Singapore was foremost on the
minds of many, with the view that the recent moves by MAS in 2012 as mentioned above were set to
be the first of many coming their way.
Another concern of the market in Singapore was the difficulty faced in finding new sources of
business. Given the state of the global economic environment, investors shied away from the more
esoteric markets and lesser known brands struggled to get the necessary air space. According to a
senior asset manager «we’re at the bottom of the decision tree».
Distribution was also brought up as a concern as institutional is a competitive market and many
providers were considering other wholesale distributors, typically private banks. However, this too
was becoming an increasingly competitive channel due to the maturing market in Singapore; a
manager interviewed commented that it was difficult to see where the growth in private banks will
come from in the future. Additionally, it was felt that only the brave would consider retail distribution.

15
Other organisational challenges raised included costs, specifically for the smaller organisations, and
especially with the more onerous regulations in place. A manager interviewed said: «For a small
organisation, regulatory compliance can take a disproportionate amount of resources.»
According to another interviewee, «MAS is tightening up the rules and regulations. There is always a
need to keep abreast of what is required and how to implement it.» A more global picture was painted
by another interviewee, who commented that «not only do we have MAS, we also have the US, UK…
regulation comes from every direction.»
Aside from regulation, a firm’s value proposition, preferred business model and level of internal change
were also highlighted. These issues, however, were challenges that were sometimes very specific to the
type of business being run, i.e. external asset managers, which is the topic of the next section.

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3. External Asset Managers in Asia – the Business
Model of the Future?
The business model, in which a bank-independent asset manager looks after his or her clients
with the involvement of a custodian bank, is well-established in Switzerland and carries numerous
titles: External Asset Manager (EAM), External Portfolio Manager (EPM), Independent Asset Manager
(IAM), and Financial Intermediary (FIM). For clarity, the term External Asset Manager (EAM) is used
in this paper.
The EAM business began around 10 years ago in Singapore when the two largest Swiss private banks
introduced a platform for EAMs in connection with an expansion of their services for European clients.
At that time, the business model did not exist in Asia and correspondingly considerable education with
the various internal and external parties had to be carried out. Many former employees of both banks
can today be found at EAM desks of other, local banks. Despite, non-Asian EAMs forming the majority
of operators, Asian EAMs appear to be gaining momentum.
3.1 Current EAM Landscape
A study by Solution Providers showed that before 2007 there were practically no local EAMs and that
the Asian EAM scene only gained momentum during the GFC (see Figure 6). 80% of those surveyed
have set up their business in Asia since 2008. EAMs emphasise customer relationship and product
independence as their key elements of differentiation from banks, which provide traditional wealth
management services. Additionally, experienced client advisors have ventured into self-employment
over the past few years. The growing demand for customer relationship and product independence,
along with the emerging EAM service offerings and the resulting better understanding of this advisory
model, have led to an increase in the emergence of local EAMs.
Figure 6
Percentage Distribution of the Year of Foundation of EAMs in Asia
20%
23%
19%
23%
15%
2004-2007 2008 2009 2010 2011
Source: Solution Providers, Internal Research
25%
20%
15%
10%
5%
0%

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Within Asia, Singapore and Hong Kong are established financial centres and are thus the
favoured destination for establishing an EAM office. The authorities in both centres endeavour to
create favourable conditions for the wealth management industry. Within the framework of the
study, Solution Providers found that most EAMs are located in Singapore, whereas Hong Kong
traditionally has more Family Offices. Additionally, it became clear that more than 80% of EAMs in
Asia have European roots. In connection with the study, Solution Providers received various AUM
estimates. In Singapore the assumption is between SGD 6 and 10 billion. In contrast to established
EAM markets such as Switzerland or the UK with market shares of 15 to 20%, EAMs in Asia have
between 1 and 3%.
3.2 Customer Needs and Regulation Influences
Asian customers are generally much more actively involved in the investment decision than a
European client would be. This means that the transaction approach is expected to dominate in
EAMs in Asia. However, the Solution Providers study shows that here there are also EAMs with
100% portfolio management mandates in the traditional sense. One of the reasons could be the
origin of customers, who often come from the «old world» and are looking for proximity to the
growth markets in Asia. The study shows a similar phenomenon as regards to loans, which are
almost a mandatory offering if one wishes to provide wealth management services in Asia. This
is in stark contrast to traditional private banking where loans are generally the exception. The
study by Solution Providers shows that there are numerous Asian EAMs which do not provide
their customers with loans.
The focal point of a wealthy client is often his or her company and thus it has the highest priority.
Quick and efficient access to the services of an investment bank – such as providing support in IPOs
or bridging loans – is an important differentiation factor, if one wants to be and remain relevant for
these clients.
In addition to customer needs, regulation also significantly influences the EAM business in Asia.
Most EAMs in Singapore start out with the so-called «Exempt Fund Manager» licence. However,
this licence restricts the number of clients and the AUM. EAMs with 3 to 5 years of experience in
Singapore can apply for a CMS license. The latter makes higher demands on the infrastructure of
the EAM; among other things it requires an in-house responsible for compliance. On the other
hand, the customer and asset restrictions are reduced or removed. As shown by the Solution
Providers study, only one third of EAMs has a CMS permit.
As previously mentioned, in August 2012, MAS amended regulations applicable to fund
management companies. In February 2013, when the new regulations take effect, any corporation
that carries on business in fund management in Singapore would need to hold a CMS licence
(if AUM is more than SGD 250 million) or be registered with MAS as a RFMC.

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3.3 Specific Requirements for the Partner Banks
The basic needs of EAMs in Asia are in many respects the same as in established markets. They
begin with the reputation of the bank and its attitude towards the EAM business. The better the
banks are organised – for example with a special EAM service team and complete understanding
and support right up to top management – the more likely it is that an EAM will recommend the
partner bank to its clients.
In the study by Solution Providers, those banks in which the EAM business was a significant source
of earnings received higher marks. Moreover, efficiency as regards to infrastructure and processes
is also a clear opportunity for differentiation.
Those who manage to sustainably support the needs of the EAM’s Asian clients (credit, SME
services, etc.) also have a competitive advantage. In contrast to European customers, prompt
execution – naturally under consideration of care and diligence – also gives clear advantages
in positioning.
3.4 The Future of the EAM Business in Asia
In comparison with the European and in particular the EAM business with Swiss roots, the business
in Asia is just getting started. However, experts are in no doubt that this segment will develop into a
crucial element of the wealth management industry in Asia in the coming years.
In the study, Solutions Providers asked for the reasons for this growth. The responses can be
summarised as follows:
1. The quality of services of the banks has deteriorated to the extent that customers no
longer completely trust them and are therefore looking for independent advisors for wealth-
related matters.
2. More European EAMs who want to diversify their offerings and provide local investment
exper tise will establish themselves in either Hong Kong and/or Singapore.
3. The number of disgruntled experienced client advisors is increasing, as is the level of their
dissatisfaction. As a result, the willingness to get involved in the EAM business model with
their book of customers is growing.
In addition to the traditional Swiss private banks, local banks are also discovering the benefits
of this new segment. EAMs, with their close relationship to clients, are often more active on the
investment side and thus in generating commission income. Furthermore, front office personnel
in private banking are one of the largest cost drivers, this does not apply in an EAM approach.

19
A well-functioning infrastructure with efficient processes and systems is also in Asia a basic
prerequisite for the successful set-up and development of the EAM business. While the wealth
management business in Asia is comparatively young and growth in the past few years has been
above average, the relevant platforms and their processes and infrastructures have often not
developed at the same pace.
One market player said: «We believe that the EAM model is the future of wealth management,
as it is neutral and unbiased. And in contrast to the customer advisor at a bank, the EAM carries
complete responsibility with respect to the client and is better qualified thanks to his or
her experience.»

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4. Overview of the Asset Management IT
Environment in Singapore.
Supporting the industry in Singapore are approximately 45 players in the asset management software
market, covering a range of propositions and heritage. Within this fragmented support industry are
software providers, IT companies, data providers as well as investment management firms who provide
proprietary software for the asset management industry in Singapore. Propositions range from end-to-
end solutions through to specific suites and stand-alone software packages.
Asia is expected to see the fastest growth in IT spending amongst global financial institutions with a
CAGR of 6.2% from 2011 to 2013 (see Figure 7). Celent predicts a 10% increase in Asian IT spending
for 2013, and an 8% CAGR over the next five years, ultimately reaching USD 1.1 billion by 2016. Wealth
management technology spending is estimated to grow by around 6.4% in 2013, with Asia expanding
the fastest.
Initially, post-GFC, there was a shift in mindset in the region towards increased spending on IT
investments. Given changing demands, this has now trended towards an emphasis on innovation,
as technologies such as mobile banking are now popular with clients.
Confirming this was a Research Director who commented: «A majority of IT spending will go to the
front office. Tools that will help the advisor capture client information and engage clients through more
advanced and interactive tools will gain priority, Furthermore, wealth managers will allocate more of
their IT resources to external software and services, as opposed to legacy internal systems and hardware.»
Figure 7
Amount of IT Spending According to Industry and Region, 2011
USDbillion
53.4
60.2
56.0
35.7
37.4
24.8
35.2
24.8
15.1
Banking Insurance Securities & Investments
180
160
140
120
100
80
60
40
20
0
Source: Celent, APAC Banks on IT Banking Frontiers, 2011
Asia Pacific
Europe
North America

21
Primary research conducted by Solution Providers found that there is no one dominant supplier in
Singapore, and that most companies tend to use a number of suppliers for different elements of their
processes. In deciding which system to have in place, Solution Providers discovered that the question
which needed the foremost consideration was – To have the best system for every element of your
value chain, or to have the simplicity of a single system?
While the key consideration can be broken down into one single system (while potentially
compromising on the capabilities of the system) or best-of-breed (which entails more complex systems
to integrate and more dealings with third parties), there are further considerations before deciding on
an IT system, which include:
 Life cycle of organisation (Start-up or established?)
 Existing systems, how they are being used and how fit-for-purpose are they?
 An organisation’s appetite for change
 Management’s ability to manage third-party vendor relationships
From the interviews, «best of breed» was generally preferred over an «end-to-end» IT system.
The advantages of having the best for each element of the value chain outweighed most other
considerations. However, while the conclusion was not clear-cut, it was apparent that all firms
needed to have a proper technology-sourcing strategy in place in order to arrive at the right
decision on IT spending.

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5. Singapore Asset Management Industry Outlook.
Even with mounting challenges worldwide, Asia, in particular Hong Kong and Singapore are expected
to continue their roles as a regional and global financial/asset management hubs; evidence of growth
plans from organisations interviewed as well as supporting statements from industry bodies strongly
back this sentiment up.
The expansion of asset managers from Western financial markets to Asia Pacific is driven by the
following key factors:
 Stricter regulations, thereby making it more burdensome and costly to do business.
 The ease of doing business in Hong Kong and Singapore due to the business environment
established by these countries and the low-tax regimes in place.
 The lure of Asia’s immense market size (population in Asia constitutes over 60% of the world
population with 4.1 billion people) and future growth prospects.

While other asset management clusters in Asia such as Hong Kong, Beijing, Tokyo and Seoul are
expected to grow from this migration of talent and capital from the West, it is also expected that these
financial centres will continue to focus and service the more insular markets in North Asia, somewhat
hampering their international growth prospects.
There is also debate whether Hong Kong and Singapore will compete unnecessarily against each other
in the race to be the top financial centre in Asia. The two countries have co-existed harmoniously in the
financial services environment as each country has different geographic focuses as well as individual
value propositions to serve the different needs of international investors. The argument is that there is
room for both to be successful in their own areas of specialism.
The prospects of Singapore, however, seem bright. According to PwC, it is poised to become the
second-largest asset management cluster by 2017, second in size only to New York. Extrapolating
growth rates, PwC predicts that New York, Singapore, London and Boston, in that order, will form
the top asset management clusters in the world by 2040. While all clusters mentioned are expected to
grow substantially from 2010 to 2040, Singapore is predicted to witness the most accelerated growth
during this period.
The increased competitiveness and professionalism of the industry in Singapore is seen to support
thoughts of growth, with companies incentivised to consider new distribution channels in order to
generate new investments. All these factors point to a bright future for the asset management industry
in Singapore as long as it continues to innovate and grow.

23
6. Conclusion.
The Singapore asset management industry and external asset management industries are increasingly
attractive to firms finding the economic conditions in Europe and the US challenging. While the
industries have grown rapidly in the past decade, there should be clear recognition that they are still in
a relatively early stage of development; segments in the industry such as EAMs are even more nascent,
having established their presence mostly in the last five years.
While there should be a period of consolidation in 2013 in Singapore, sensible segmentation and
robust, healthy, professionally-run asset management companies can only be good for the industry.
In this respect, MAS should be lauded for sticking to its «steady as she goes» guiding principle for the
development of the asset management industry in Singapore – to steer as needed to continue
current heading.
At a time when the whole industry needs to regain the trust and respect of investors, all companies will
not only have to seriously re-look their business models, but also to comply with new regulations as
efficiently as possible.

25
Dr Mario A. Bassi
Managing Director & Head of Asia
He leads the banking practice in Singapore.
His Ph.D. thesis considered the supervision
of EAMs and during his 30 years in Private
Banking he has worked with a number of
EAMs, including setting-up various EAM
desks in Asia.
mario.bassi@mailsp.com
Sarah Luheshi
Associate Partner
She has 28 years experience working with
Asset Managers and suppliers to that market.
Her work mainly focuses on devising market
entry strategies.
sarah.luheshi@mailsp.com
7. Appendix.
7.1 Authors
7.2 Solution Providers
Solution Providers is an established, globally active management consulting company and a valued
partner to renowned international financial services companies. Since its formation in 1996, Solution
Providers has offered its clients excellent solutions, enabling them to generate high added value. We
support our clients in the whole process from working out strategies and realising them operationally
through to technical implementation.
Solution Providers’ clients deserve the best. Since the quality of consultancy is closely related to the
level of education, it invests approximately 10% of its financial and human resources in comprehensive
further education and development as part of its «Academy Program®». Under the motto «Life-Long
Learning» the program supports its ambitious consultants on their path to senior consultant, manager
and partner at the company.
The trust that leading banks and insurance companies have in Solution Providers is based on
experience and a conviction that its consultants are always able to form teams that are capable of
and willing to achieve ambitious goals with expertise and passion.

26
Publishing details
Published by
Solution Providers Singapore Pte. Ltd., Management Consulting, Singapore
www.solutionproviders.com
© Copyright
Solution Providers Singapore Pte. Ltd., Singapore 2013
The reproduction is permitted with the agreement of the publisher if the source is
acknowledged.
Important note
The authors assume no liability for decisions taken on the basis of this paper and for any
consequences thereof.

Solution Providers Singapore Pte. Ltd.
Management Consulting
67A Boat Quay
Singapore 049855
Phone +65 6229 5770
Fax +65 6229 5771
info@mailsp.com
www.solutionproviders.com

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