CFA Florentine Hanlo: Pushing Boundaries In The Wealth Management Industry With Teamwork

It’s no secret that the wealth management industry is a predominantly male-dominated segment worldwide. CFA Florentine Hanlo, Managing Director & Head of Private Client Solutions at Van Lanschot Kempen, one of the leading wealth management firms in the Netherlands, had the baptism of fire in the industry from such a young age and has risen to become a shining star and an excellent leader. Having joined Van Lanschot Kempen as a trainee in 2009, Florentine broke the glass ceilings with her hard work, exceptional work ethics, curiosity and leadership qualities. An alumnus of the Vrije Universiteit Amsterdam (VU Amsterdam), she, at the age of 38, leads one of Van Lanschot Kempen’s prestigious divisions. In an exclusive interview with Global Women Leader magazine, Florentine walks us through her professional journey, personal life, and growth trajectory. Below is an excerpt from the interview.

Tell us about your academic journey, growth in the company, and current roles & responsibilities.

During my studies, I was always actively involved in extracurricular activities, serving as the Chairperson of a student research project at the University and participating in sports, particularly playing hockey at a high level. After completing my studies, I interned at Kempen, as our asset management division was called back then, starting with the private office team, which provides investment solutions for high-net-worth individuals. Following my internship, I was offered a full-time position. I decided to stay, given the entrepreneurial and personal environment.

I spent ten years in the fiduciary management department, responsible for institutional clients such as pension funds and insurance companies. I was immediately energized by the combination of investment content and servicing clients. Combining this has always been one of my motivations. Within this team, I, together with the team, continuously developed various investment solutions including a digital pension platform and was part of the team that launched new pension fund solutions. I always believe in the power of collaboration,where I try to connect the right partners, which leads to innovation and growth.

Four years ago, I was asked to lead the private client solutions team within the asset management division and joined the management team. In this role, I am responsible for the team managing the investment for private clients, and oversee the development of tailored investment solutions that prioritize aligning with our clients' needs. The team has a crucial role in the success of Van Lanschot Kempen’s strategy and works closely together with multiple teams within Van Lanschot Kempen.

My greatest motivation as a leader is to see the people around me grow and push boundaries together

What makes you a unique leader? Did you have anyone to groom and guide you throughout this journey?

As a manager with expertise in investment finance, I prioritize teamwork. I firmly believe that a strong, cohesive team can distinguish itself from others. By fostering collaboration and unity, we can achieve exceptional results.

Rather than an individual, I attribute my personal & professional growth to various experiences and events throughout my life. Working in a competitive industry has driven me to achieve excellent results. This environment has fueled my determination to overcome challenges and exceed expectations.

As a mother of three young kids, I have learned to be flexible and manage multiple responsibilities simultaneously. Additionally, a personal setback, in the form of health issues, did not make this period any easier but did strengthen my perseverance. I would prefer not to have experienced this, but facing those health challenges has played a crucial role in making me who I am. It shaped me into a resilient and adaptable leader.

How would you describe Van Lanschot Kempen, and its USP, people and culture?

Van Lanschot Kempen is a wealth management company that I am proud to be a part of, due to its entrepreneurial and decisive spirit. Our team is full of innovative ideas and a strong drive to excel, always striving to provide the best service for our clients. We believe that client satisfaction is the true measure of our success.

Above all, we maintain a personal touch with our clients despite being a large company. This personal approach, combined with the entrepreneurial nature of our colleagues, is one of our unique selling points.

Currently, we are focusing on expanding into new asset classes, particularly private markets, which fits well with our clients, and on the other hand, responding to the opportunities we see in the market. Additionally, we have a strong emphasis on our discretionary portfolio management proposition, ensuring that our clients have access to a wide range of investment opportunities.

As a women leader in the male-dominated industry, what have been the challenges you have faced to become the leader you are today?

Working in a predominantly male industry presents unique challenges, particularly in gaining recognition and proving one's value as a person. I see inclusiveness as a strength and not an imposed target that someone has to meet. A diverse team and inspiring work atmosphere ultimately creates better results. Additionally, balancing work and personal life, especially as a mother, comes with a lot of challenges. Despite these challenges, I am determined to show that women can excel and maintain a strong work ethic, regardless of personal circumstances.

What has been your biggest win in your professional journey so far?

I would say my biggest win was being asked to lead a large team with significant responsibilities. Initially, I doubted whether I was the right person for the job, because of my young age. However, I decided to accept the opportunity and committed myself to staying true to who I am. This authenticity became my greatest strength. I adopted a “what you see is what you get” approach of doing things my way while always focusing on team work. Another major success was achieving excellent results and significant asset growth, which made my team members happy, and fostered a close-knit, supportive environment. We worked hard, took care of each other, and outperformed our competitors.

My greatest motivation as a leader is to see the people around me grow and push boundaries together. This ensures that we remain innovative and continuously achieve success.

CFA Florentine Hanlo, Managing Director & Head Of Private Client Solutions, Van Lanschot Kempen

Having joined Van Lanschot Kempen as a trainee in 2009, Florentine broke the glass ceilings with her exceptional work ethics and leadership qualities. An alumnus of the Vrije Universiteit Amsterdam (VU Amsterdam), she today leads a prestigious division within Van Lanschot Kempen.

What is your success mantra?

I strongly believe in teamwork and, as a manager, I focus on strengthening the team. I also emphasize the importance of maintaining focus. In our business, it's common to be tempted to follow competitors' actions, but I advocate for sticking to our strategy. By maintaining focus, we can allocate our efforts and time more effectively to achieve our goals. This approach not only makes us stronger but also ensures we stay on course to reach our objectives.

What would be your advice to budding leaders in the wealth management industry?

Stay true to yourself, embrace your unique characteristics and don't try to change who you are. Value diversity and leverage the strength of diverse teams. Also, always try to ask questions and seek feedback.