Jamie Sim, Head of Account Management, South Asia at Avaloq, presented at the Hubbis Malaysia Wealth Management Forum 2026, focusing on the transition from growth to sustainable scale in Malaysia's wealth management industry. Her insights highlighted the need for a resilient model that can navigate market volatility, enhance client engagement, and streamline operations.
The Shift from Growth to Scalability
Jamie emphasized that the industry's growth phase is over, and the focus must now shift to scalability. This involves reducing operational friction, personalizing advice, and leveraging technology and AI to support both clients and relationship managers without adding unnecessary complexity.
Market Volatility and Client Engagement
Avaloq's data reveals that 86% of advisers report rising client concerns about tariffs and market volatility, underscoring the demand for trusted advice and frequent engagement. Jamie argues that volatility doesn't reduce the need for advice; rather, it increases it, as clients seek more frequent conversations, context, and confidence from their advisers.
Speed as a Trust Driver
In the Asia-Pacific region, 79% of affluent to UHNW investors prioritize rapid response times, making responsiveness a core part of the client relationship. This shift in client behavior reflects a broader expectation for instant access, real-time updates, and seamless digital experiences, which wealth managers must adapt to.
The Great Wealth Transfer
The Great Wealth Transfer, estimated at over $20 trillion globally and $2.5 trillion in Asia by 2030, presents both risks and opportunities. Wealth managers must adapt to retain next-generation clients, who are more technology-oriented and demanding.
Client Loyalty and Relationship Managers
Jamie noted that 66% of APAC investors are reconsidering their wealth managers, emphasizing the need for stronger advisory differentiation and digital engagement. Relationship managers (RMs) face a significant challenge, spending 48% of their time on non-client-facing tasks, reducing their ability to advise, prospect, and deepen relationships.
Technology and Operational Challenges
Fragmented technology remains a major constraint, with 93% of RMs reporting challenges in fully utilizing technology, and 70% identifying poor integration between applications as a significant issue. This leads to advisers switching between systems, piecing together information, and working through disconnected workflows, creating more friction than empowerment.
Strategic Priorities for Resilience
Jamie identified three strategic priorities for building a resilient wealth management model: strengthening the core, differentiating advisory, and scaling through technology. This involves streamlining processes, adopting open architecture, and integrating best-of-breed capabilities across the organization.
AI as a Productivity Tool
Jamie positioned AI as a productivity and decision-support tool that can automate complex tasks, improve responsiveness, and help RMs engage clients more effectively. AI-enabled solutions can enhance efficiency and support growth while keeping complexity and cost under control.
Building Resilience for Malaysia's Next Phase
Jamie concluded by emphasizing the importance of operational efficiency, advisory differentiation, and technology as key enablers for sustainable growth. The industry's next stage will require institutions to build resilient operating models, strengthen advisory capabilities, and develop technology foundations that support resilience, ensuring they can capture growth while maintaining trust.
