Private banking is a notoriously fast-paced environment, and to succeed it is essential to remain on top of the most current changes taking place within the industry.

The agenda for this course has been specifically designed by internationally renowned experts for private bankers and for anyone involved in any aspect of private banking.Their knowledge of the market, industry and players is unrivalled, and together they combine their experience to provide you with a broad and in-depth five day programme; covering topics including asset allocation, real estate planning, investment products and business development.

Content:

The new paradigms of the Private Banking industry

• Latest innovations
• Impact of the new regulations
• Is off-shore private banking dead?

Digitalisation and Private Banking

• The two dimensions of digitalisation
• New services available
• Clients’ new expectations

The business model

• Costs and revenues
• The formula
• KPI’s
• Cross selling

Client Profiling

• Key components
• Various types of clients
• KYC
• Adapting the etiquette and culture

Private Client needs analysis

• Private and business needs analysis
• Retirement planning
• Lifelong investing

• Need based relationship
• Need based vs. transactional
• Long term view matters most
• Generating value
• Being a trusted advisor

• Managing the P&L
• Sales pipeline management
• Increasing the ROA
• Time management

• Offering Asset Management Services
• Risk profiling
• The theory and the reality
• The investment process

• Alternative Investments
• Now a core asset
• Private Equity
• Hedge Funds
• Other instruments

Estate planning in a global context

• Wealth analysis
• Geographical and legal constraints
• Wealth transmission
• Tax optimisation

Offering Estate Planning services

• Overall picture
• Special cases to be dealt with
• The tools available

The full private banking offering

• Services to be delivered
• Client segmentation
• Regulatory aspects

Prospection

• The importance of the network
• Establishing the first contact
• Dealing with gatekeepers

Managing and Retaining the Client

• Managing the client’s expectations
• Setting up the frame
• Dealing with the shortfalls
• How to deliver bad news

• Key components of a private banking service
• Where are we now?

What service do we want to offer?

• What is offered on my market?
• How do we stand? Where to go?
• In-house or sub-contracted

Where do we want to offer our services?

• Branches
• Online delivery
• The mix

Developing the business elsewhere

• Opportunity analysis
• Implications for the bank
• Legal and regulatory constraints

Brand management

• How to communicate
• Social networks
• Considering the cultural differences

• Building a Private Banking team
• Skill-gap analysis
• Sourcing the candidates
• Understanding the roles needed for a team to work

Hiring the team

• Internal vs. external
• An individual or a team
• Evaluating the candidates
• Analyzing proposed business models

Managing a private banking team

• Objectives
• Incentives
• The first 18 months
• The shortfalls and the successes

The business plan

• Key elements
• Costs and revenues
• What are the limits of business planning?
• The human bias

Future pacing

• The action plan
• Implementing the learnings into reality
• Establishing personal targets

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.