The Banking and Corporate Finance Training Specialist

Private Banking & Wealth

Management

This course is presented to Alantra Madrid on:

TBC

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Course Overview

Upon the completion of this training event participants will have gained an understanding of: Growth and opportunities in the wealth market

Private client profiling and changing characteristics Managing Family Offices

Private client requirements and expectations Appealing to both macro and micro markets

The challenges of investor choice Asset allocation and portfolio structuring techniques Structured products and solutions for wealth clients

How to make a high quality service deliver rewards for the firm as well as the client.

Your course director has spent more than 40 years in the banking and financial sector, much of it in a senior managerial/Director role. He is a former Institute of Banking

Lecturer, having gained distinctions in the exams. He is a subject matter expert on all aspects of retail, corporate and global banking, including risk management and regulatory compliance. He has lectured extensively to both leading global financial institutions and to

smaller bespoke specialists. He has delivered extensive programmes in all parts of the world including the USA, Europe, MENA, Africa and Hong Kong. He is currently an

accredited Master Trainer at the world’s biggest global bank.

Day 1 Session 1: Introduction to Wealth Management Industry

What is Wealth Management Products & Services

Organisation & structure of a wealth manager Defining roles: teamwork or superstars Case Study/Practical Example

Session 2: Know Your Customer, client profiling Process AML Obligations PEP accounts

Customer Life cycle (student loan, car loan, housing etc) Investor life cycle – accumulate, consolidate, retirement.

Client balance sheet, sources of income, wealth & risk Customer lifecycles in relation to sales process.

Case Study/Practical Example Session 3: Regulatory Issues

AML &CTF FATF, Wolfsberg, Transparency international

FATCA/CRS PEPS Tax Evasion/Avoidance – Aggressive tax avoidance

Offshore Banking – Paradise Papers/Panama Papers

Course Objectives

Course Content

Background of the trainer

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Case Study/Practical Example Session 4: Wealth Management Services Difference between accounts, customers & clients

Cash management Deposits

Loans and overdrafts Premium services including credit cards

Strategic tiering of bank relationships Case Study/Practical Example

Session 5: Products & Development for Wealth Management

Core products – the essential or minimum range Traditional v alternative investments & hedge funds Principal guaranteed products

Derivatives Jewellery & other investments

Case Study/Practical Example Session 6: Client Relationship Management

General framework for CRM and consultative selling skills Client profiling

Investment needs Interpersonal skills for selling Converting features into benefits

Concierge services Case Study/Practical Example

Session 7: The Family Office Structuring of family office and governance mechanisms

Developing the family “mission and values” Dealing with complex family structures

Understanding change over the life cycle of family businesses and succession planning Mobility of wealth & the family business Intergenerational wealth transfer

Services provided by a family office Selecting advisors and cost management

Valuation of the family business Current challenges and the changing role of the family office Role play/case study

Session 8: The role of the Client Relationship Manager (CRM)

CRM in general HNW, VHNW, UHNW clients

Family Offices What makes a good CRM Performance measurement and reward systems

Dealing with success & disappointment Role play/case study

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Day 2

Session9: Marketing Successfully Client needs & strategy

Differentiation & Positioning Linking features to benefits

Negotiation versus selling Planning the negotiation Negotiating successfully & Negotiation styles

Closing the deal Cross selling opportunities

Role play/case study

Session 10: Structured Finance in Wealth Management Bringing borrowers and lenders together with “bespoke” structures The development of investment vehicles using embedded derivatives

Structures using Special Purpose Vehicles (SPV) The roles of the various parties in such structures

Enhancements & risks Credit Linked Notes and other similar products

Mortgage Backed Securities

Collateralised Loan Obligations Collateralised Bond Obligations

Session 11: Asset & Fund Management Asset allocation mechanics and optimisation

Investments of passion Tax management and advisory

Wealth structuring and fiduciary services Financial planning Philanthropy

Capital preservation. Maximise yields.

Balance between liquidity & profitability. Incorporation of Islamic doctrines. Moral behaviour & social objectives.

Case Study/Exercise

Session 12: Marketing, Communications & Managing the Brand Reputation management Creating & developing the brand, image & style of the firm

Positioning the firm, the products and the people Communications, PR, sales & marketing literature

Client marketing – broad brush v narrow Marketing via adverts, the web, sponsorship, annual reports

Session : Course conclusion Open forum, Wrap up

END

Course Content

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These are both exciting and challenging times for Wealth Management sector. The industry continues to grow strongly with the emerging markets, notably China, Russia,

the Middle East and Asia creating a steady stream of new very high net worth individuals.

This course offers an opportunity for staff engaged in private banking / private wealth management to equip themselves with the skills to formulate innovative strategies,

improve their customer relationships and effectively manage their clients' wealth. The focus of this course is on equipping delegates to help their business to grow and win new business, to retain and develop existing client relationships and to defend against clients

leaving.

Course Summary