L’intérêt des fonds d’investissement pour les cabinets de gestion de patrimoine (CGP)

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Les fonds d’investissement sont de plus en plus intéressés par les cabinets de gestion de patrimoine (CGP), qui conseillent les particuliers et les chefs d’entreprise en matière de placements. Les rachats de cabinets se multiplient, avec l’objectif de faire émerger des marques connues dans un secteur encore peu médiatisé. Le groupe Crystal, soutenu par le fonds français Apax Partners, en est un exemple avec son dix-huitième rachat de cabinet de CGP. Comme le note Jorge Carasso dans le Figaro économique du 30 janvier dernier, le mouvement de consolidation est stimulé par l’argent des fonds de “private equity” et se poursuit, car les CGP génèrent du cash de façon régulière et sont résistants aux crises. Le marché est également encore très fragmenté, avec de nombreux acteurs, mais les banques restent les principaux gestionnaires de l’épargne financière des Français. Les CGP visent à accroître leur part de marché dans la gestion de l’épargne financière en France et à devenir des acteurs qui pèsent dans le secteur.

L’article du Figaro décrit une tendance en cours de consolidation dans l’industrie de la gestion de patrimoine. Les sociétés de gestion de patrimoine sont considérées comme des “poules aux œufs d’or” par les fonds de capital investissement en raison de leur capacité à générer du cash régulièrement et à résister aux crises. Cependant, ce marché est encore très fragmenté, avec près de 5000 cabinets de gestion de patrimoine, la plupart d’entre eux étant petits et opérés par une ou deux personnes. Les besoins de numérisation et la réglementation en constante évolution sont considérés comme des défis pour ces petits cabinets. En raison de ces difficultés, de nombreux patrons de petits cabinets cherchent à se faire intégrer dans des structures plus grandes pour se consacrer uniquement à leurs clients. Les plus gros cabinets sont également en mesure de réaliser des économies d’échelle, ce qui les rend plus attractifs pour les opérations de consolidation. Les opérations de consolidation peuvent également être très attrayantes du point de vue financier, avec des cabinets rachetés pour des multiples élevés de leurs bénéfices.

L’article soulève des interrogations quant à l’impact des rachats de cabinets de gestion de patrimoine sur la liberté de conseil. L’acquisition de sociétés de gestion peut en effet remettre en question l’indépendance des entités qui intègrent ces sociétés. Certains patrons de cabinets de gestion de patrimoine sont réticents à l’idée de se faire racheter en raison de leur souci de préserver leur indépendance.

Selon Philippe Parguey, Directeur de Nortia, cité dans l’article,  le client peut en réalité être gagnant ou perdant selon les cas. La relation personnelle est souvent très forte en matière de conseil, et un changement d’interlocuteur peut être mal perçu par le client. Cependant, le client peut également bénéficier de services améliorés ou de la digitalisation en raison de l’intégration dans une structure plus grande. Les fonds de capital investissement considèrent aujourd’hui que ce pari est justifié.

 

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