Case Study: Ascent Private Capital Management drives wealth-management differentiation with Challenger

The Right Communication Preserves Family Wealth for Generations

Ascent Private Capital Management, US Bank’s wealth management division serving ultra-high-net-worth clients, partnered with Challenger to help differentiate itself in a crowded market. The firm needed a better way to show prospects why maintaining the status quo could put family wealth at risk and to create more urgency in conversations about multi-generational wealth transfer.

Challenger implemented Challenger Messaging and Challenger Skills Training for Ascent, building focused messages for key client segments and enabling commercial leaders and client executives with Challenger techniques. The result was a shift from product-focused to insight-focused selling, greater differentiation, and immediate impact, including a $25 million deal closed just days after training.

Ascent Private Capital Management

Michael Cole

President