Entrepreneurial Wealth Management & Private Investment Banking

The Course Features: Defining your Private Banking proposition for the Entrepreneurial Market Re-engineering the traditional Private Bank to meet the needs of this growing market Profiling first-generation wealth creators Understanding the psychology and mindset of the entrepreneurial client Understanding cultural differences in entrepreneurial profiles and mindsets Structuring wealth management solutions for the entrepreneurial market Corporate finance and investment banking services for entrepreneurs Using personal investments to leverage the funding of entrepreneurial businesses Why selling to entrepreneurs requires a different approach Winning the trust and forging life-long relationships with entrepreneurs and their families Course Background The wealth management industry today is at a crossroads. The pressures facing the industry are manifold, but the challenge to find and retain clients has never been more daunting. One avenue for growth that will drive the development of the industry for years to come is the entrepreneur market. However, first-generation wealth creators are demanding a different service offering to the one supplied by traditional private banks. Entrepreneurial wealth management and private investment banking have the potential to redefine the private banking industry for years to come. This course is your opportunity to ensure that you have the skill set to participate in this market. Who should attend Heads of private banking Wealth management team leaders Private investment bankers Investment bankers moving into private banking Asset allocators/portfolio strategists Portfolio managers/investment advisors Product developers Marketing professionals Private bankers/wealth managers Family office managers/HNW individuals/private investors
Day 1 The Market for Private Investment Banking and Entrepreneurial Wealth Management Entrepreneurial wealth management moves to centre stage - What is private investment banking? - What is entrepreneurial wealth management? - The rise and rise of entrepreneurial wealth - The Facebook generation - why entrepreneurs are getting younger - Where 1st generation wealth is being created - Driving forces and growth potential of these markets - BRICs vs rest of the world - Wealth building via entrepreneurial activities around the world – sector trends - Why the entrepreneurial segment will drive the development of the wealth management industry for years to come Case Study: The market for entrepreneurial wealth management services – how prepared are you? Profiling and diagnosing the entrepreneurial mindset - The psychology and mindset of the entrepreneurial client - Motivators and ‘hot buttons’ - Wealth, power and control - Cultural differences in entrepreneurial profiles and mindsets – East vs. West - Risk profiles of entrepreneurs - First vs. second generation entrepreneurs - Personality traits and how these affect the entrepreneur’s investment decisions - Risk-taking and creativity - Dealing with serial entrepreneurs Case Study: Profiling an entrepreneur and understanding their complex wealth management needs Business models and platforms for private investment banking - ‘Creative destruction within the wealth management industry’ - The Universal Banking Model - Can non-universal banks offer private investment banking to entrepreneurs? - The Boutique Private Banking Model - The Family Office Model - The Private Investors ‘Club’ Model - E-commerce and internet platforms for entrepreneurs - Fee-based consulting services platforms for entrepreneurs - Individual ‘star banker’ vs team-based approaches Case Study: Choosing an appropriate platform and strategy Defining and refining your proposition for the entrepreneurial market - How relevant is your wealth management offering to entrepreneurs - Transitioning from owner to investor and how the private bank can help - ‘You don’t need to be an entrepreneur to advise one’ - The diverse wealth management needs of entrepreneurs - Identifying what each individual entrepreneur wants - Forging relationships with entrepreneurs before the wealth event - Do you have the right people structured into the right delivery model - Developing the bank’s entrepreneurial proposition and platform Case Study: Defining and marketing your proposition to the entrepreneurial market Day 2 Products and Services for the Private Investment Banking Market Portfolio management and active advisory services - Managing a portfolio to meet a multitude of objectives - Investment risk appetite vs. business risk appetite - Are entrepreneurs biased in favour of certain asset classes? - Wealth advisory mandates for entrepreneurial clients - Discretionary portfolio mandates for entrepreneurial clients - Core-and-explore strategies for entrepreneurial clients - Downside risk management and derivative strategies - Alternative investments - ETF strategies for entrepreneurial clients - Monetisation strategies for closely-held company shares Case Study: Designing an asset allocation strategy for an entrepreneurial client Corporate finance and investment banking services - Investment Banking needs of entrepreneurs - The funding and financing of successful business ventures - How personal investments can be leveraged to help and fund the business - Merger and acquisition services for entrepreneurs - Venture capital and private equity services for entrepreneurs - Real estate advisory services for entrepreneurs - Credit services for entrepreneurs - Offshore SPVs holding commercial ownership interests - Valuing companies in preparation for a sale - Working with the entrepreneur on the most favourable business exit Case Study: Financing the entrepreneur’s ambitions Estate and succession planning services - Estate vs. succession planning - Estate and succession planning decisions - Intergenerational wealth transfer planning - Asset protection strategies for entrepreneurs - Deciding on the form of transfer of ownership - Drafting a family business continuity plan - Assessing all the possible exit strategies - Life insurance needs of entrepreneurs Case Study: Analysing the estate and succession planning needs of a complex client with a multitude of business interests Venture philanthropy and social entrepreneurship - The new world of venture philanthropy and philanthrocapitalism - Why entrepreneurs become altruistic after a wealth event - Why entrepreneurs are interested in social entrepreneurship - Why private banks are offering more services in these areas Case Study: Developing a philanthropy offering for the entrepreneurial market Day 3 Business Development Strategies for the Entrepreneurial Market Finding entrepreneurial clients - Identifying potential clients, country-by-country, sector-bysector - Targeting early stage entrepreneurs - Targeting serial entrepreneurs - Segmentation within the entrepreneurial market - Sources of information on entrepreneurs - What to do when you have gathered the information - Harnessing the power of social media and social networking sites - Modes of communication with entrepreneurs – harnessing technologyDefinitions and characteristics of bonds Case Study: Developing a business development strategy focused on the entrepreneurial market Minding entrepreneurial clients - The diverse needs of entrepreneurial clients - What entrepreneurs really want from private banks - Helping entrepreneurs achieve their goals - The problem-solving mindset of entrepreneurs - Why private bankers need to think more like entrepreneurs - Identifying what each individual entrepreneur wants - Ancillary services for entrepreneurs Case Study: Being creative with your entrepreneurial clients Selling to entrepreneurial clients - Why selling to entrepreneurial clients requires a different approach - Identifying your own ‘USP’ and competitive strengths - Winning trust and forging life-long relationships - Making compelling sales arguments to entrepreneurs - The ‘questioning structure’ for entrepreneurs - Negotiating with entrepreneurs - Handling objections and closing the sale Life after a successful exit - 1st generation wealth creators want to enjoy the fruits of their creation - Life after exit – how the bank can help - The importance of lifestyle and concierge services - The role and importance of emotional assets and passion investments to newly minted entrepreneurs - Mobile assets – yachts, planes and sports cars - Sporting assets – football clubs, racehorsesThe development of a risk appetite statement Course summary and close