private banking & wealth management - banking courses · the banking and corporate finance...
TRANSCRIPT
The Banking and Corporate Finance Training Specialist
Private Banking & Wealth
Management
This course is presented to Alantra Madrid on:
TBC
http://redcliffetraining.com [email protected]
+44 (0)20 7387 4484
Course Overview
Upon the completion of this training event participants will have gained an understanding of: Growth and opportunities in the wealth market
Private client profiling and changing characteristics Managing Family Offices
Private client requirements and expectations Appealing to both macro and micro markets
The challenges of investor choice Asset allocation and portfolio structuring techniques Structured products and solutions for wealth clients
How to make a high quality service deliver rewards for the firm as well as the client.
Your course director has spent more than 40 years in the banking and financial sector, much of it in a senior managerial/Director role. He is a former Institute of Banking
Lecturer, having gained distinctions in the exams. He is a subject matter expert on all aspects of retail, corporate and global banking, including risk management and regulatory compliance. He has lectured extensively to both leading global financial institutions and to
smaller bespoke specialists. He has delivered extensive programmes in all parts of the world including the USA, Europe, MENA, Africa and Hong Kong. He is currently an
accredited Master Trainer at the world’s biggest global bank.
Day 1 Session 1: Introduction to Wealth Management Industry
What is Wealth Management Products & Services
Organisation & structure of a wealth manager Defining roles: teamwork or superstars Case Study/Practical Example
Session 2: Know Your Customer, client profiling Process AML Obligations PEP accounts
Customer Life cycle (student loan, car loan, housing etc) Investor life cycle – accumulate, consolidate, retirement.
Client balance sheet, sources of income, wealth & risk Customer lifecycles in relation to sales process.
Case Study/Practical Example Session 3: Regulatory Issues
AML &CTF FATF, Wolfsberg, Transparency international
FATCA/CRS PEPS Tax Evasion/Avoidance – Aggressive tax avoidance
Offshore Banking – Paradise Papers/Panama Papers
Course Objectives
Course Content
Background of the trainer
http://redcliffetraining.com [email protected]
+44 (0)20 7387 4484
Case Study/Practical Example Session 4: Wealth Management Services Difference between accounts, customers & clients
Cash management Deposits
Loans and overdrafts Premium services including credit cards
Strategic tiering of bank relationships Case Study/Practical Example
Session 5: Products & Development for Wealth Management
Core products – the essential or minimum range Traditional v alternative investments & hedge funds Principal guaranteed products
Derivatives Jewellery & other investments
Case Study/Practical Example Session 6: Client Relationship Management
General framework for CRM and consultative selling skills Client profiling
Investment needs Interpersonal skills for selling Converting features into benefits
Concierge services Case Study/Practical Example
Session 7: The Family Office Structuring of family office and governance mechanisms
Developing the family “mission and values” Dealing with complex family structures
Understanding change over the life cycle of family businesses and succession planning Mobility of wealth & the family business Intergenerational wealth transfer
Services provided by a family office Selecting advisors and cost management
Valuation of the family business Current challenges and the changing role of the family office Role play/case study
Session 8: The role of the Client Relationship Manager (CRM)
CRM in general HNW, VHNW, UHNW clients
Family Offices What makes a good CRM Performance measurement and reward systems
Dealing with success & disappointment Role play/case study
http://redcliffetraining.com [email protected]
+44 (0)20 7387 4484
Day 2
Session9: Marketing Successfully Client needs & strategy
Differentiation & Positioning Linking features to benefits
Negotiation versus selling Planning the negotiation Negotiating successfully & Negotiation styles
Closing the deal Cross selling opportunities
Role play/case study
Session 10: Structured Finance in Wealth Management Bringing borrowers and lenders together with “bespoke” structures The development of investment vehicles using embedded derivatives
Structures using Special Purpose Vehicles (SPV) The roles of the various parties in such structures
Enhancements & risks Credit Linked Notes and other similar products
Mortgage Backed Securities
Collateralised Loan Obligations Collateralised Bond Obligations
Session 11: Asset & Fund Management Asset allocation mechanics and optimisation
Investments of passion Tax management and advisory
Wealth structuring and fiduciary services Financial planning Philanthropy
Capital preservation. Maximise yields.
Balance between liquidity & profitability. Incorporation of Islamic doctrines. Moral behaviour & social objectives.
Case Study/Exercise
Session 12: Marketing, Communications & Managing the Brand Reputation management Creating & developing the brand, image & style of the firm
Positioning the firm, the products and the people Communications, PR, sales & marketing literature
Client marketing – broad brush v narrow Marketing via adverts, the web, sponsorship, annual reports
Session : Course conclusion Open forum, Wrap up
END
Course Content
http://redcliffetraining.com [email protected]
+44 (0)20 7387 4484
These are both exciting and challenging times for Wealth Management sector. The industry continues to grow strongly with the emerging markets, notably China, Russia,
the Middle East and Asia creating a steady stream of new very high net worth individuals.
This course offers an opportunity for staff engaged in private banking / private wealth management to equip themselves with the skills to formulate innovative strategies,
improve their customer relationships and effectively manage their clients' wealth. The focus of this course is on equipping delegates to help their business to grow and win new business, to retain and develop existing client relationships and to defend against clients
leaving.
Course Summary