Download - Client Relationship Model
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)