School of Private Banking

By attending this interactive and highly practical 5–day training course you will learn the best practices to: Design a successful private banking strategy to maximise profitability and efficiently compete in today’s market Implement innovative marketing techniques to win new business and retain your existing client base Use creative asset management products and services to meet specific client demands Formulate innovative estate planning services to benefit both the client and the bank Implement the optimal business plan to establish a private banking branch in a new region Course overview Private banking is a fast paced environment, therefore no one involved can afford to miss out on understanding the current changes and how they impact on this highly profitable sector. This Euromoney Training course will provide delegates with a comprehensive overview of how to build a successful private banking strategy in order to raise the performance of their institution. The programme begins by examining the main stakeholder in this environment: the client and their expectations, then moves on to discuss asset allocation as a powerful generator of client's loyalty. You will cover not only how to identify asset management products and services but how to meet specific client demands as well as formulate innovative estate planning services to benefit both the client and the bank. Throughout the course the focus is to understand the needs of private banking clients and identify profitable marketing opportunities. Methodology This highly interactive training course combines presentations, lively discussions, case studies and group work which will allow delegates to put to practice what has been learnt throughout the course: Application of key concepts through practical hands-on workshops Various and recent real-life case studies Group work and team presentations Who should attend This course has been specifically designed for the benefit of: Private Bankers Wealth Managers Relationship Managers Family Office Managers Investment Managers Trust Managers Department Heads Why not recommend this course to a colleague?
Day 1 The Private Banking World Today Introduction and Welcome; the Private Banking World Today Where are we? Where does the industry go? Discussion: How to get there The Business Model Costs and revenues Cross selling Client relationship The formula Who is Mr HNWI? KYC Legal and regulatory requirements Additional needs Group Work: The perfect client profiling Private Client Needs Analysis Daily needs CLEWI Business Future needs Retirement planning Life-long investing Case Study: A prospective client analysis Risk and Return The risk An uncertain outcome Risk aversion The return Expected return Relative vs. absolute return Case Study: Clients’ risk aversion analysis Day 2 Asset Allocation for Private Clients A case study will follow throughout the entire day The Process of Asset Allocation What is asset allocation? Why is it needed? What to put in a portfolio pricing Decisions and basis point assumptions Review of the various investment vehicles The Diversification Effect Portfolio risk and return Specific vs. systemic risk The efficient frontier Rewarding the risk: Sharpe ratio The Investment World Top-down approach Cycles Emerging markets Foreign exchanges The Investment Process Specifying objectives Specifying constraints Formulating a policy Monitoring and updating the portfolio Rebalancing Active vs. passive portfolio management Benchmarking issues Market timing Sectors rotating Asset allocation vs. security selection Formulating the Offer Meeting the client needs Dealing with investment restrictions Abiding to local regulations Pricing issues Guest Speaker Presentation: Kristoffer Jonsson, Head of Investments, Europe, JPMorgan Private Bank Asset management Day 3 Estate Planning Needs and Tools What is Estate Planning? Wealth analysis Geographical and legal constraints Wealth transmission Tax optimisation Retirement planning Constraints management Trusts / Family Foundations What is it? Jurisdictions Legal issues Documents Family Foundations What is it? Jurisdictions Legal issues Documents Other Tools and their Weaknesses The will Offshore companies Local instruments for local purposes Non-Financial Assets Real estate Boats Art collections Other assets The Offering What is the best mix? The domicile of the client Tax issues Ethical considerations The pricing Cultural Differences Regional differences The religion element Ethical considerations Do’s and don’ts Video Examples Day 4 Private Wealth Management Products The Full Offer Onshore vs. offshore Additional services to be delivered In-house or sub-contracted Regulatory aspects Alternative Investments Commodities Real estate Private equity Hedge funds Case Study: Alternative investments using current financial products Guest Speaker Presentation: Dr. Eelco Fiole - COO Alternative Fund Solutions & Insurance Linked Strategies, Credit Suisse Demystifying Hedge Funds Avoid losses or avoid underperforming a benchmark? The hedge fund formula Classifying hedge funds Value proposition of alternative investments Structured Products Current situation Capital guaranteed products Yield enhancement products Participation products The Right Structure for the Offshore Approach Existing resources or hiring Skills-gap analysis An individual or a team? Evaluating the candidates Evaluating the business development potential Case Study: Structured products investments using current financial products Prospecting The importance of the network First contact The hook Gatekeepers Case Study: Structured products investments using current financial products Managing and Retaining the Client Managing the client’s expectations Setting up the frame Dealing with the shortfalls How to deliver bad news Role Game: Managing and Retaining the Client Day 5 Business Development: Offering Private Wealth Management Products in a New Area Opportunity Analysis Market expectations Strategic implications for the bank Legal and regulatory constraints Competition Right Structure for the Offshore Approach Existing resources or hiring Skills-gap analysis Evaluating the candidates Evaluating the business development potential Managing the Private Wealth Management Team Objectives Incentives The first 18 months The shortfalls and the successes Local Office Option The structure Legal and regulatory constraints Marginal costs and revenues Taxes Business Plan What should be in? What are the limits of business planning? The human bias... The Decision SWOT PEST Image management Other factors Group Discussion: How can delegates implement what they learned during the course upon return to the office? Course summary and close