A conversation with Maria Pia Buchi, Deputy Group Chief Commercial Officer of Ascentium
What do fiduciary services actually cover — and who needs them?
A: Fiduciary services are essentially the professional management and administration of entities. That can mean companies, funds, trusts — any structure that relies on a fiduciary relationship.
The client base is diverse: private clients, SMEs, multinationals, fund managers, investment managers.
What we do at Ascentium is make sure these entities remain fully compliant in today’s highly regulated, constantly evolving environment. That can include entity formation, ongoing entity management, governance and compliance, directorship services, accounting, CRS/FATCA related services, and trustee services. It’s a broad set of capabilities that requires deep expertise.
And because we’re active across Asia and Latin America, we need not only local knowledge, but also cross-jurisdictional expertise. Even though these regions seem very far apart, our value is in understanding both the local market and the regulatory framework in which the structure must operate.
Why can't cross-border businesses afford to get fiduciary compliance wrong?
A: Because compliance is no longer an afterthought. Businesses can’t wait until a structure is set up and then ask, “What now?” They need to anticipate what’s required, from tax governance to reporting Standards.
Our job is to help clients think ahead so they avoid audits, penalties, or governance issues. When a client says, “I’m expanding,” we provide the tailormade, customised solution that ensures the structure is compliant from the start.
Clients shouldn’t have to worry about this, that’s what we’re here for. And that’s why having teams across multiple jurisdictions matters: we bring together local insight and global expertise.
How do you support Latin American clients entering Asia, and vice versa?
A: Latin America is incredibly diverse — 20 to 30 countries, each with its own legislation and regulatory framework. But the core pain points are quite similar to Asia: regulatory uncertainty, tax considerations, and expansion complexity.
What helps is that we’re in the market, working in clients’ time zones, speaking the language, and understanding the realities of their regulatory environments. Whether it’s helping a private client expand abroad, structuring an IPO, or supporting fund managers who need offshore vehicles, the key is ensuring that the global solution actually fits the local context.
Our approach isn’t to hand clients a standard playbook. It’s to say, “I understand your market and your crossborder goals — here’s how the two fit together.” Once you come to us, the problem becomes ours to solve.
What's driving demand for cross-border fiduciary structures among Latin American businesses?
A: There are a few. First, generational wealth transfer. Many families are looking for robust succession and governance structures, especially in regions with political or economic instability.
Second, corporate expansion. Large companies want to grow beyond their borders, and we help them build compliant structures to do that effectively.
And third, fund managers who want access to a wider range of assets. They’re looking for global solutions and sophisticated structures. Across all segments, tax transparency and compliance are major priorities.
How are global regulatory changes reshaping the way fiduciary services are delivered?
A: The pace of change is rapid. Think about tax transparency rules, economic substance, beneficial ownership, they’ve transformed our industry.
We’ve had to adapt how we work: communicating with clients more frequently, integrating more technology, and constantly staying ahead of new regulations. It has shifted the model from “fixing issues after they arise” to proactively anticipating what clients will need. I’ve been in this field for 20 years. The difference between then and now is enormous.
What makes fiduciary work meaningful to you?
A: Anyone in a service business is, in some ways, a people pleaser. We’re here to help. What motivates me is the customisation, the human interaction, and the ability to unlock opportunities for clients.
The most fulfilling part is the relationships you build over time. I’ve seen families start with succession planning and eventually take their companies public. Being part of that journey, having clients trust you with something so important, that’s incredibly rewarding.
Conclusion
The Asia–Latin America corridor is growing and so is the complexity that comes with it. Whether you're structuring an entity, managing succession across borders, or building a compliant vehicle for cross-regional investment, Ascentium's fiduciary team brings the local knowledge and cross-jurisdictional expertise to make it work.
Expanding across borders? Start with the right structure.
