UPCOMING TRAINING PROGRAMS

ACI Dealing Certificate Training
Training Category: Banking and Finance
March 31 - April 3, 2012 / Riyadh, Saudi Arabia

ACI Operations
Training Category: Banking and Finance
April 4 - 5, 2012 / Riyadh, Saudi Arabia

ACI Dealing Certificate Training
Training Category: Banking and Finance
April 28 - May 1st, 2012, Dubai

ACI Operations
Training Category: Banking and Finance
May 2 - 3, 2012 / Dubai

ACI Diploma Training
Training Category: Banking and Finance
May 6 - 10, 2012 / Dubai, UAE

   
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This newly updated financial training course represents the ideal opportunity for relationship managers and asset managers 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.

Who Should Attend?

• Private Banking Relationship Managers and Asset Managers wishing to consolidate and/or refresh their client liaison skills and product knowledge
• Executives in legal and accountancy practices working with private bankers to improve their service to clients
• Corporate bankers requiring an overview on their transfer to the private banking function
• Senior Managers responsible for planning the private wealth management function or its subsequent management
• Legal & Trust Staff
• Branch Managers and Credit Officers who need to understand the complementary nature of private banking services

Day 1

Introduction and Welcome

• Objectives
  
• Workshop style
  
• Introductions
  
• Programme overview
  
• A Day in the life of a private banker

The Global Private Wealth Market Place

• Industry trends
  
• Wealth forecasts
  
• Distribution of wealth
  
• Changing client behaviour and needs
  
• Offshore vs Onshore

Discussion:The challenges facing the industry Investment Management Process, Asset Allocation and Portfolio Construction – The Basics

• Investment management process
  
• Five golden rules
  
• Asset allocation
  
• Risk, return and correlation

An Overview of Alternative Investments

• Hedge funds
  
• Real estate
  
• Commodities
  
• Private equity
  
• The universe of alternative investments
  
• Pure Alpha

Case Study:The importance of a structured investment process

New Approaches to Asset Allocation and Portfolio Structuring for Private Clients Applying
the Principles of Post-Modern Portfolio Theory to Private Clients

• Foundations of post-modern portfolio theory
  
• What private bankers need to know about postmodern portfolio theory
  
• Problems with standard deviation as a measure of risk
  
• Downside deviation and the minimum acceptable return (MAR)
  
• The target rate of return and upside potential
  
• Applying the principles of post-modern portfolio theory in private client portfolio management

Case Study:Post-modern portfolio theory applied to private investors – features and benefits of different approaches to asset allocation

Asset Allocation and Portfolio Structure – Advanced Concepts

• Phases and cycles in asset allocation
  
• Matching asset classes with wealth levels and income needs
  
• Factors affecting individual investors’ asset allocation decisions
  
• Determinants of individual investors’ asset allocation
  
• The influence of investors’ actions and market outcomes on investor satisfaction
  
• Market cycle analysis – Factors influencing asset prices in different phases
  
• Individual investor behaviour and insights from behavioural finance

Case Study: Examining Asset Allocation in private client portfolios

Diagnostic and Profiling Tools to Help in Designing the Portfolio Structure

• Factors affecting the performance orientation of a private client
  
• Individual investor satisfaction and utility analysis
  
• An integrated approach to asset allocation decision making for private clients

Case Study: Strategies for maximisers, builders, preservers, and conservative managers

Case Study: Modelling investor satisfaction and utility analysis

Asset Allocation Rebalancing and Restructuring in Response to Market Moves

• Principles of asset allocation rebalancing
  
• Advantages and disadvantages of rebalancing
  
• Scope of rebalancing
  
• Asset allocation rebalancing approaches
  
• Critical success factors in rebalancing
  
• Choosing a rebalancing approach to match the client’s risk tolerance

Day 2

Structured Products and Total Return Solutions for Private Banking Clients

The Demand for Total Return and Absolute Return Products by Private Clients

• Why private clients are becoming more absolute and total return oriented
• The differences between absolute and total return
• The convergence of absolute and total return
• Why do investors buy total return and structured products
• Overview of total return and structured products
• Uses and applications of total return and structured products in portfolios

Case Study:Positioning absolute and total return products appropriately

• What role can structured hedge funds play in a private client portfolio
• Building Blocks of Financial Engineering for Private Bankers
• Structural alpha Vs Investment alpha
• What is a structured derivative Vs an exchange traded derivative
• The basic building blocks
• Some common structures found in practice – Spreads, volatility structures, arbitrage structures, exotics
• How to lock in the absolute return when achieved
• Downside protection vs upside return potential

Practical Exercise: Designing simple structures to match a client’s views and risk tolerances

Risk Reduction and Return Enhancement Opportunities and Strategies

• Risk reduction and return enhancement opportunities
• Currency markets
• Equity markets
• Credit markets
• The structured product menu
• Commodity linked notes
• Credit linked notes
• Currency linked structures
• Equity linked notes
• Interest rate linked notes

Case Study: Applications of Structured Products

Day 3

CRM and Account Development Skills for Private Bankers

Customised CRM for Private Bankers

• The “Wealth Management Loop”
• Developing a systematic way to think about clients
  
• Identifying new opportunities within a relationship
  
• Different types of client-advisor relationship
  
• Characteristics of relationship levels and indicators of success
  
• Understanding customer lifecycles and the sales process
  
• Moving towards customised relationship management

Case Study: Customer lifecycles and the sales process – Lifecycle portfolio exercise

Case Study: The rationale for segmentation

Diagnostic Frameworks

• The client’s mission statement
  
• Clients’ emotional needs
  
• The hierarchy of client experiences
  
• Client diagnostics drive client needs
  
• Diagnostic framework for approaching the client and recommending the proper solution

Practical Exercise: Emotional needs and diagnostics

Customer Tiering and Account Analysis

• What is strategic tiering of customer relationships ?
  
• Customer tiering concepts – buying centres, wallet size, share of wallet
  
• Old, new and emerging customer buying centres
• Assessing the potential of your accounts
  
• Steps in the account analysis process
  
• Strategies for moving clients to a higher tier
  

Case Study: Moving clients to a higher tier

Devising and Structuring a Relationship and Development Plan

• Understanding the different phases of the sales cycle
  
• Identifying which phase of the sales cycle you are currently in.
• Assessing the potential and problems in an account
  
• How to devise and structure a relationship and development plan

On completition of the course you will receive a certificate from ASTC Dubai.

Please click on the sample certificate below :::

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