As part of our series of exclusive gatekeeper interviews, FSA speaks with Adrien Lalau, head of investment funds advisory, Asia at BNP Paribas Wealth Management.

Adrien is head of investment funds advisory, Asia at BNP Paribas Wealth Management, based in Singapore. He has been with the BNP Paribas franchise for 18 years. He previously spent six years at BNP Paribas Asset Management, working on funds distribution and before that, he was an investment counsellor for BNP Paribas Wealth Management for clients across Asia, Middle East and Europe. He is a graduate of NEOMA Business School.

What attracted you to the wealth management industry?

I’m drawn to the wealth management industry because of its comprehensive nature. It offers a unique blend of exposure to various financial markets, including debt, equity, forex, commodities, private assets, and derivatives. Additionally, it involves credit and financing solutions, estate planning, and insurance, among other areas. What I find most rewarding, however, is the relational aspect of the business. Building strong relationships with clients is crucial in understanding their needs, situations, and goals, ultimately enabling me to provide tailored solutions and recommendations. This personalised approach is essential in wealth management, as every client has unique objectives and requirements.

What is the highlight of your career so far?

A recent highlight was when our team received an internal award for the CIO Strategy Fund, an innovative solution we designed and launched. The Fund is a one-stop-shop solution that allows investors to align with the views of our CIO office. With over $470 million raised to date and a net return of over 10% since inception, this achievement demonstrates the power of collaboration between our teams, including Discretionary Portfolio Management, the CIO office, and Investment Fund Advisory. Partnering with our internal Asset Manager has also been instrumental in structuring and managing the solution’s liquidity.

The fund’s performance is a testament to the effectiveness of our investment strategy and the value we bring to our clients. I’m proud to have been part of the team that worked together to bring this solution to market.

What lessons have you learnt from your work?

In large organisations, it’s easy to encounter obstacles, but I have learned that tenacity and curiosity are essential in overcoming them. Many successes I have witnessed can be attributed to individuals who go the extra mile, fostering creativity and innovation to achieve their goals. This experience has taught me the importance of perseverance and creative problem-solving in driving progress and achieving results. By staying focused and adaptable, we can navigate complex challenges and deliver value to our clients.

What strategies are you recommending to your clients?

Our flagship solution, the CIO Strategy Fund, is a core investment recommendation for our clients. In today’s fast-changing environment, it’s challenging to stay alert and vigilant. This fund provides an efficient and dynamic solution, offering diversification, best-in-class instrument selection, and risk-aware investment decisions. We are also increasing our focus on liquid alternatives, as the current market conditions favor market-neutral, global macro, and long-short strategies. By leveraging these strategies, our clients can navigate the complexities of the market and achieve their investment objectives.

What types of funds have you onboarded recently?

We have recently added a liquid infrastructure fund to our offerings, which provides exposure to structural themes such as data centers, energy storage, pipelines, utilities, and transportation. With a strong track record, this fund offers an attractive positioning with defensive assets exposed to growth sectors. Additionally, we have onboarded a high-income fund, which addresses the ongoing demand for income-generating investments in Asia. This new fund offers a diversified portfolio of income securities with an average investment-grade rating, targeting a competitive yield.

What keeps you awake at night?

I don’t sleep a lot but I tend to sleep well, unless my kids decided to wake up early. Jokes aside, as a wealth management professional, I’m always mindful of the market’s constant evolution and the need to stay ahead of the curve to deliver the best possible outcomes for our clients. While I don’t lose sleep over it, I’m always thinking about how we can continue to innovate and improve our services to meet the changing needs of our clients and the market.