Course description
Private Banking: Leadership, Transformation & Strategies for Growth
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.
Upcoming start dates
Training content
Day 1
Session 1
The new paradigms of the Private Banking industry
- Latest innovations
- Impact of the new regulations
- Is off-shore private banking dead?
Session 2
Digitalisation and Private Banking
- The two dimensions of digitalisation
- New services available
- Clients’ new expectations
Session 3
The business model
- Costs and revenues
- The formula
- KPI’s
- Cross selling
Session 4
Client Profiling
- Key components
- Various types of clients
- KYC
- Adapting the etiquette and culture
Session 5
Private Client needs analysis
- Private and business needs analysis
- Retirement planning
- Lifelong investing
Day 2
Session 1
- Need based relationship
- Need based vs. transactional
- Long term view matters most
- Generating value
- Being a trusted advisor
Session 2
- Managing the P&L
- Sales pipeline management
- Increasing the ROA
- Time management
Session 3
- Offering Asset Management Services
- Risk profiling
- The theory and the reality
- The investment process
Session 4
- Alternative Investments
- Now a core asset
- Private Equity
- Hedge Funds
- Other instruments
Day 3
Session 1
Estate Planning in a global context
- Wealth analysis
- Geographical and legal constraints
- Wealth transmission
- Tax optimisation
Session 2
Offering Estate Planning services
- Overall picture
- Special cases to be dealt with
- The tools available
Session 3
The full private banking offering
- Services to be delivered
- Client segmentation
- Regulatory aspects
Session 4
Prospection
- The importance of the network
- Establishing the first contact
- Dealing with gatekeepers
Session 5
Managing and Retaining the Client
- Managing the client’s expectations
- Setting up the frame
- Dealing with the shortfalls
- How to deliver bad news
Day 4
Session 1
- Key components of a private banking service
- Where are we now?
Session 2
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
Session 3
Where do we want to offer our services?
- Branches
- Online delivery
- The mix
Session 4
Developing the business elsewhere
- Opportunity analysis
- Implications for the bank
- Legal and regulatory constraints
Session 5
Brand management
- How to communicate
- Social networks
- Considering the cultural differences
Day 5
Session 1
- Building a Private Banking team
- Skill-gap analysis
- Sourcing the candidates
- Understanding the roles needed for a team to work
Session 2
Hiring the team
- Internal vs. external
- An individual or a team
- Evaluating the candidates
- Analyzing proposed business models
Session 3
Managing a private banking team
- Objectives
- Incentives
- The first 18 months
- The shortfalls and the successes
Session 4
The business plan
- Key elements
- Costs and revenues
- What are the limits of business planning?
- The human bias
Session 5
Future pacing
- The action plan
- Implementing the learnings into reality
- Establishing personal targets
Costs
Course fee: £4895+VAT
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Euromoney Learning
At Euromoney Learning, we understand that learning doesn’t start and end when you leave the classroom. We know that the financial markets never stand still, and that technology has both simplified and added complexity at a break-neck pace. That’s why...