Client Relationship Model

Panel objectives• The CRM sessions from June through October

have focused on describing the implementation issues that have been identified to date

• There was therefore a greater focus on issue identification as opposed to issue resolution

• The focus of this panel is more on how Dealer Members have resolved or plan to resolve some of the major issues that have been identified

• IIROC staff will contribute to the panel by setting out its expectations and rule requirement interpretations as required throughout the discussion

Client Relationship Model (CRM)

Issues for discussion

• Regulatory intent behind new suitability

assessment requirements

Client Relationship Model (CRM)

Issues for discussion

• Additional “know your client” information and

account portfolio elements must now be

collected and considered

• Increased expectations as to the precision of

information that must be collected

Client Relationship Model (CRM)

Issues for discussion

• Standardized discussion of suitability assessment

process in relationship disclosure information

materials provided to clients

• Elevated need to get all advisors assessing

suitability in the same way

Client Relationship Model (CRM)

Issues for discussion

• Shift for some advisors from only performing

suitability assessments at time of trade/order to

more of an ongoing suitability assessment

obligation

Client Relationship Model (CRM)

Issues for discussion

• Shift for some advisors to performing suitability

assessment on an account portfolio basis rather

than on a position by position basis

Client Relationship Model (CRM)