Wealth transfer is the biggest topic in private banking at the moment with trillions sent to change hands. So what is the right strategy? Maryann Umoren Selfe, head of investment solutions at Banque Internationale à Luxembourg (BIL) Suisse, belives its all about relevancy to clients’ identities.
Wealth transfer is not just financial, it is personal.
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PBI: Wealth transfer is a huge topic in the sector at the moment, but what are people not talking about within that space?
Maryann Umoren Selfe, head of investment solutions, Banque Internationale à Luxembourg (BIL) Suisse: While much of the discussion around wealth transfer focuses on tax efficiency and estate structuring, what’s often overlooked is how this shift will redefine investment priorities. Women are set to inherit and control significant capital over the next decade, yet the investment landscape has not fully adapted to their needs and interests.
One of the most underfunded yet commercially promising sectors is women’s health. Despite being a trillion-dollar market in the making, it continues to be overlooked by mainstream investors. As more women take control of wealth, they are increasingly interested in deploying capital toward investments that align with their values, whether that’s gender-lens investing, impact-focused strategies, or funding innovations in women’s health. The real conversation should not just be about how wealth is transferred, but where it is invested, and whether the financial industry is equipped to support this shift.
How has engagement between the bank and its clients changed now that wealth transfer is a big topic?
The dynamic between banks and their clients is evolving. Previously, wealth management was largely focused on preservation, but today, we see a growing emphasis on purpose-driven investing. Women inheriting wealth are not simply looking to maintain capital; they want to understand how it can be used to create impact, generate strong financial returns, and support causes they care about.
This shift mirrors broader societal trends. The concept of wealth is evolving, not just in terms of financial assets but in the ability to access exclusive opportunities, whether in healthcare, longevity, or private market investments.
Similarly, investment strategies are expanding beyond traditional asset allocation, with growing interest in private markets, including venture capital and private equity in sectors like women’s health. However, many financial institutions have yet to fully adapt to this shift, continuing to prioritise standardised investment products rather than offering tailored access to emerging, high-growth opportunities.
How can banks evolve to meet their clients’ needs, particularly women and entrepreneurs?
To remain relevant, wealth managers must move beyond standardised investment solutions and recognise that women increasingly want tailored, values-aligned strategies. This means:
• Expanding access to private markets, particularly venture capital and private equity opportunities focused on women’s health, longevity, and precision medicine.
• Providing structured networks and educational resources to support women interested in investing in female-led entrepreneurs either via angel investing and direct co-investments.
• Developing dedicated gender-lens investment funds and financial products that provide investors with direct exposure to:
o Public and private market funds focused on women-led businesses.
o Debt and equity financing structures that support female entrepreneurs.
o Thematic portfolios in sectors where women are historically underserved, such as healthcare, financial inclusion, and sustainable consumer goods.
Just as personalisation has become a hallmark of modern luxury, whether in healthcare, wellness, or experiences, investment solutions must also become more bespoke. Women want access, knowledge, and investment pathways that reflect their long-term vision. Wealth Managers that fail to evolve risk losing a growing segment of influential investors.
When do you start approaching the topic of wealth transfer? It can be quite sensitive.
Wealth transfer isn’t just a financial event; it’s a moment of identity shift. And for women, that shift comes with different questions. Not just, “How do I preserve this wealth?” but “What do I do with it? What kind of legacy do I want to build?”
These conversations are not just about tax efficiency and estate planning. They are also about purpose, legacy, and ensuring that the capital women inherit doesn’t just sustain them, but actively shapes the world they want to see.
The best time to start these conversations? Before the wealth changes hands. The more proactive we are in aligning wealth with purpose, the more transformational that wealth transfer will be.
