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Asset Management, Wealth Management & Private Banking

Accelerating your success in today’s investment management world

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Overview of our Asset Management,Wealth Management & Private Banking TrainingAsset Management ■ Equity market analysis –

primary and secondary■ Equity valuation screens –

old and new■ Fixed income –

sovereign/corporate creditratings

■ Asset allocation andportfolio management

■ Money management■ Alternative investment

opportunities:- Hedge funds- Private equity - Venture capital

■ Equity-linked instruments■ Non-traditional asset

classes:- Structured products- Art- Commodities- Managed futures

■ Issues in pension fundmanagement

■ Technical analysis■ Compliance

Wealth Management & Private Banking ■ The nature, origins and

characteristics of privatebanking wealth

■ Growth and opportunities inthe private banking market

■ Private banking clientprofiling – changingcharacteristics

■ Private client requirementsand expectations

■ Differentiation strategies for private banks

■ Appealing to the 'massaffluent'

■ The universe of investmentchoice

■ Alternative non-correlatedinvestments

■ Relationship managementskills for private bankers- Account development- Negotiation skills- Presentation skills- Prospecting

■ Wealth managementsolutions for private bankers

■ Pricing & performancemeasurement

■ Financial planning- Pension planning- Tax mitigation- Family office- Trusts & estate planning

“Best training I ever had”JP Morgan

“This course gave me agood general understandingof the industry”Landsbanki Private Banking

“The trainer was fantastic!Excellent communicator”Millennium BCP

"This is an excellent course"Credit Suisse Private Banking

“Really useful package of HedgeFund education over 2 Days”Man Investments

Who We AreDC Gardner Training is the leading global providerof tailored training services to the banking,financial and corporate sector. Established in1983, we have pioneered the delivery of highquality, customised financial training to thousandsof leading international clients.

Specialisation in Asset Management &Private Banking TrainingFor over 20 years we have been guidingprofessionals, their clients and support staffthough the ever-changing landscape within theAsset Management and Private Banking sphere.Our clients are truly global, and we understandthat different cultures have their own needs interms of product and market knowledge, and interms of their approach to Client Management.

TailoringYour needs drive our business. Perhaps you havea particular market, sector or product your peopleneed to focus on. We offer the depth ofunderstanding to help you design specific contentaimed at your critical business needs.

Our ApproachOur training courses are highly interactive andcase-study driven. All of our training is undertakenon an in-house basis and this means that wechoose the case studies, content, timing and

exercises for our courses in consultation with you.Your people can train with real-life proprietarymaterial, enhancing the learning experience. Ourhand-picked faculty bring expertise and flair to thetraining room. Participants are given opportunitiesfor hands-on Portfolio Construction and analysis,using valuation tools and risk managementtechniques employed in today’s financial markets.

Our ResearchWe are part of the prestigious EuromoneyInstitutional Investor PLC Group and we are able todraw on the expertise of the many publications inthe group. We are therefore uniquely placed todesign and deliver training programmes which arejust right for your needs. Before embarking on anytraining programme, we like to consult extensivelywith you and to understand your business in orderto make the training credible and relevant.

Cost-effective SolutionYour budget is a finite resource. Our in-housetraining programmes are a cost-effective solutionfor you. They allow you to determine the exactcontent, structure, length and location of yourtraining, with the end result of enhancing theperformance of your people. Our trainers travelworldwide, and they come to you. This saves youtime and costs, and enables your people to benefitfrom a confidential and convenient environment.We ask you what you need, thus making noassumptions. This means that no parts of ourtraining courses are irrelevant to your business,and your time is well spent.

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Each client’s Investment Management training requirements will naturally reflect their specific businessemphasis. Set out below are some generic suggestions on a methodology for their development

EQUITY ANALYSIS SAMPLE CONTENT

PORTFOLIO MANAGEMENT SAMPLE CONTENT

Convertibles, OptionsUniversal Stock FuturesExchange Traded Funds

Active Management Styles Passive Index Tracking

Indices/Benchmarks

Risk Control Models (VAR) Efficient Markets (CAPM)

Performance MeasurementFixed Income Fund Management

Fund Styles and Performance Leverage and TransparencyPrivate Client involvement

Private Banking

Primary vs Secondary Markets

Equity Performance-linked Instruments

An Introduction to Portfolio Management

Asset Allocation and Portfolio Management

Alternative Investments Hedge Funds

Investment Management Route Map

Introduction to Equity Markets

Equity Valuation

Debt vs Equity Traditional Valuation Screens

Pricing IPOsSyndicate Structures

Discounted Cash FlowsEVA/MVA

Private Banking & Wealth Management: Core CompetenciesWe believe your Wealth Management training requirements will naturally reflect the specific emphasis ofyour business. Set out below is a methodology for the development of high-performing Private Bankers –whether they are in a client-facing role, the back office or portfolio management.

We believe that, in striving for the best performance, Private Bankers must excel in three arenas: Customer Knowledge, Product Knowledge and Relationship Management Skills.

We regard the route map as a starting point for designing and tailoring a specific solution to meet your exact training needs. As part of our commitment to excellence, we work hard to understand andincorporate your key target markets, product innovations and investment processes.

High Performing

Private Bankers

ProductKnowledge

CustomerKnowledge

Relationship Management

Skills

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DC Gardner Training has a unique method whichhas been demonstrated to help private bankers togenerate more business with High Net WorthIndividuals and Ultra-High Net Worth Individuals.Whether your bank is seeking to find new clientsin the private banking space, or to develop furtheryour relationships with existing clients, our SellingSkills Methodology will help you to increase theprofits of your bank.

Aim of our Selling Skills courses for Private BankersOur courses aim to provide private bankers withthe skills that they need to develop effectiverelationships with High Net Worth Individuals,when selling mutual funds, discretionary portfoliomanagement services, loans against financialassets, structured products, and similar products.

The courses focus on techniques for identifying,building and extending the relationship of trustand mutual benefit with clients on behalf of yourbank, thereby ultimately increasing the quantityand quality of sales made.

Objectives of the TrainingBy the end of these highly tailored courses,participants are typically able to:■ Enhance their personal selling and

relationship style to achieve better results

■ Improve their prospecting and initial clientcalling techniques when calling High NetWorth Individual clients

■ Enhance customer relationship managementskills and identify cross selling opportunities

■ Match products to client needs■ Use an effective objection-handling structure

to turn 'no' into 'yes'■ Make use of persuasive, non-manipulative

closing techniques to gain commitment fromclients at each stage of the sale

■ Develop, maintain and extend relationships withclients throughout the lifetime of their clients

■ Sell more on behalf of your bank whendealing with High Net Worth Individuals

TailoringWe would be pleased to conduct pre-courseinterviews and questionnaires with participants(and potentially also with clients of the bank) inorder to make sure that this "Selling to High NetWorth Individuals" training is perfectly tailored toyour needs.

Selling to High Net Worth Individuals

Overview of our Training

Credit Analysis■ Accounting concepts

and developments■ Corporate credit analysis■ Credit portfolio risk

management■ Bank and country

risk analysis■ Analysis of non-bank

financials■ Identifying creative

accounting■ Financial modelling

and forecasting■ Credit skills for

capital markets■ Financial solutions

for SMEs■ Structuring leveraged

debt finance■ Retail banking

Treasury, Capital Markets and Risk■ Risks in derivatives■ Fixed income and swaps■ Treasury risk management■ Asset and liability

management■ Credit derivatives■ Asset securitisation

and CDOs■ Commodity derivatives■ Fraud and money

laundering■ Basel II■ Measuring and

managing VaR■ Operational risk

management

Corporate Finance■ Company valuation■ Mergers and acquisitions■ Venture capital and MBOs■ Syndicated loans■ Corporate restructuring■ IPOs■ Valuing banks and

financial institutions

Selling and ManagementTraining ■ Sales management

and strategy■ Capital market sales skills■ M&A negotiation skills■ Selling to sophisticated

clients■ Senior management

development programme■ Managing people for the

first time■ Presenting and influencing

at the highest level■ Team-building■ Time management■ Interviewing skills and

performance appraisal■ Report-writing■ Letter-writing■ Executive coaching

Project and Trade Finance■ Project finance modelling■ PPP and PFI■ Use of derivatives

in project finance■ Sector-specific project

financing■ Managing problems

in project finance■ Basic and advanced trade

finance products■ Forfaiting and factoring■ Latest developments

in export finance■ Developments in trade

finance in emerging markets■ Commodity finance

Asset and Structured Finance Training■ Small, medium and

big-ticket leasing ■ Securitisation, CDOs

and credit derivatives ■ Airfinance ■ Shipping finance

and rail finance ■ Commercial real

estate finance■ Securitisation modelling■ Insurance■ Tax■ Islamic finance

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As well as Asset Management, Wealth Management & PrivateBanking Training, DC Gardner Training provides tailored, in-housecourses in the following areas:

Some of our clients:

Sample clientsDC Gardner Training has over 20 years’ experience in deliveringtraining solutions designed to meet the requirements of Banks,Financial Institutions and Corporates worldwide.

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■ ABSA■ Alpha Bank■ Axa Investment Managers■ Bank BPH SA■ Bank of America■ Bank of China■ Bank of Kuwait and the Middle East■ Bank Pekao SA■ Bank Zachodni WBK SA■ BBVA Group■ BNP Paribas■ Calyon■ Central Bank of Kuwait■ Caixa Geral de Depositos■ China International Capital Corporation■ Citigroup■ Commercial International Bank■ Commonwealth Bank of Australia■ Credit Suisse Group■ Czech National Bank■ Danske Bank■ Erste Bank■ Euroclear■ Financial Services Authority UK■ Finansbank■ Global Investment House■ Hansabank■ HypoVereinsbank■ ICBC■ ING Group■ Islamic Development Bank■ Komercni Banka■ Macquarie■ National Bank of Kuwait ■ Nordea■ OCBC Bank

■ Privredna Banka■ Rabobank■ Rand Merchant Bank (SA)■ Rating Agency Malaysia■ Raiffeisen International and RZB■ Saudi Arabian Monetary Agency■ Shell■ Société Générale■ Standard Chartered Group■ State Bank of Pakistan■ The Royal Bank of Scotland■ The World Bank■ Wells Fargo■ Westpac

LONDON OFFICENestor HousePlayhouse YardLondonEC4V 5EXTel: + 44 (0) 20 7779 8620Fax: + 44 (0) 20 7779 8786Email: info@dcgtraining.com

NEW YORK OFFICE225 Park Avenue SouthNew YorkNY 10003Tel: +1 212 224 3888Fax: +1 212 361 3499E-mail: dcgtraining@euromoneyny.com

HONG KONG OFFICE17th Floor Printing House6 Duddell Street CentralHong KongTel: +852 2842 6981Fax: +852 2111 0494E-mail: dcgtraining@euromoneyasia.com