In the realm of offshore wealth management, where global opportunities beckon and disciplined asset allocation is paramount, Matthew Chan, Managing Director and Head of Product & Investment Solutions at CITIC Securities International, is orchestrating a transformative shift. Chan's vision extends beyond mere product access and trade execution, aiming to blend China insight, product breadth, digital prowess, and structured wealth planning to create a comprehensive offshore wealth platform. This platform is not just about facilitating transactions; it's about guiding clients towards a more integrated and disciplined approach to long-term wealth management.
A Broader Offshore Wealth Platform
Chan's role is pivotal in CITIC Securities' offshore wealth management proposition. Based in Hong Kong, he leads a team that supports regional offices in Singapore, Australia, and Japan. The team's expertise spans product onboarding and management across funds, bonds, and equities, while also providing relationship manager support and direct client engagement. This isn't just about maintaining a product shelf; it's about helping clients transition from single opportunities to broader portfolio construction.
"We are not just onboarding products," Chan asserts. "We also promote products to our relationship managers and meet clients to provide advice on their wealth management needs. Different clients have different needs, so we need to offer solutions on a portfolio basis, not just from a trading perspective." This shift is crucial, as many clients still approach wealth through specific trades or product ideas, rather than considering asset allocation and the broader purpose of their capital.
From Products to Wealth Structuring
The platform also extends into wealth solutions, offering consultation services on tax advisory coordination, trust planning, and single-family office set-up in Hong Kong and Singapore. Trust planning, in particular, requires education before clients can make informed decisions. Chan emphasizes that structures must be established for genuine planning purposes, rather than simply for the sake of having a trust.
"When we talk about trusts, we are talking about genuine trusts," he says. "We are not setting up a trust for no purpose. It should be for asset segregation, succession, or another clear purpose. The trust needs to be effective." CITIC Securities International works with external professional advisers where needed, but the early-stage conversation often begins with helping clients understand whether a structure is relevant in the first place.
China Insight and Offshore Access
Chan sees CITIC Securities' China connectivity as a major differentiator. The firm's familiarity with onshore investment managers and its ability to identify China strategies before they become widely distributed offshore is a core strength. This is particularly relevant when Chinese managers launch offshore vehicles, offering more active exposure to China and potentially attracting clients seeking opportunities beyond conventional benchmark-aware approaches.
"Our strength is in some very strong Chinese managers," Chan notes. "We are familiar with the onshore market, and when they offer offshore solutions or offshore vehicles for specific China strategies, we can understand and support that." Product assessment is another area where responsiveness matters, as CITIC Securities can assess products separately and determine whether execution can proceed within regulatory requirements.
Relationship, Language, and Client Understanding
For Chan, wealth management remains relationship-led, even as more processes move online. Language is central to the client experience, with many clients preferring Mandarin-speaking relationship managers, investment counsellors, and product specialists, particularly when dealing with English-language documents. "When clients speak the same language, it is much better for relationship management and investment communication," Chan says. "They may understand English documents, but when a Mandarin-speaking relationship manager explains the product, it is more effective."
This has shaped the firm's approach to materials, with many client-facing materials being bilingual, using Chinese-language content where appropriate.
A More Digital Experience
Digitalisation is one of Chan's clearest priorities. CITIC Securities International wants to move more solutions online, including product recommendations, execution workflows, and a broader range of investment products. Chan sees this as part of a broader industry shift, where clients may receive advice from their relationship manager, review the idea digitally, and confirm the trade through an online channel. This not only gives clients more time to consider decisions but also reduces manual steps.
"We will put more solutions online so clients can choose by themselves," Chan says. "It is not only funds. We want to put more products online." This shift is expected to improve the offshore wealth management experience, narrowing the gap between onshore and offshore processes.
Key Priorities
CITIC Securities International's priorities are shaped by the need to strengthen client education and build greater automation across the wealth management platform. The first priority is to narrow the gap between onshore and offshore wealth management, making offshore processes more efficient. The second priority is education, as clients need to move beyond single investment opportunities towards asset allocation. The third priority is automation, with the firm expanding technology resources to improve efficiency, revenue generation, and customer experience.
Into the Future
Chan expects the next 6 to 12 months to bring more AI adoption across wealth management. Different firms will use AI in various ways, from investment ideas and portfolio tools to client service and internal workflow support. However, he is cautious about assuming that AI tools automatically create value. Stock recommendations, asset allocation tools, and portfolio optimisation engines must prove that they improve outcomes, rather than simply demonstrating technical capability.
"Rolling out AI does not mean it is really helping clients make money or make better calls," Chan warns. "You can have AI tools to recommend stocks or optimise portfolios, but that does not mean they have value for the client." The most practical near-term use cases may sit in client service, with AI agents potentially answering questions about portfolios, structured product terms, lock-out dates, observation dates, or other information that clients would otherwise need to search for manually.
"One thing clients should welcome is AI that improves customer experience," Chan says. "An AI agent could help them ask questions about their portfolio or product terms." Accuracy is the main constraint, with financial institutions remaining responsible for the information provided to clients. If an AI tool misreads a term sheet or gives the wrong product detail, the risk sits with the institution.
For Chan, the broader direction for CITIC Securities International is to combine digital efficiency with relationship-led service, China insight with offshore execution, and product access with more structured wealth solutions. "We are moving beyond transactions towards a more holistic model of offshore wealth management," he concludes. This shift reflects a deeper understanding of the evolving needs of clients and the evolving landscape of wealth management.
