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CLIENT ADVISORY BUSINESS OPTIMIZATION
 
     
  Summary Description  
  Participants broaden and enhance their skills in building more business with clients through a better understanding of the scope and key elements of the global wealth management process and business.  
     
  Target Audience  
  All private client relationship managers and their supervisors.  
     
  Main Topics  
 
The clients – who are they and what do they want?
The players in the wealth management game: financial institutions, asset managers, intermediaries/advisors
Key Success Factors: which organizations are successful and why?
Global macroeconomics and the business cycle - impact on asset classes and currencies
Behavior of asset classes and currencies in the economic cycle –inflation, interest rates, economic growth, recession
Identifying customer investment needs and objectives
Investment risk/return – efficient frontier, beta vs. alpha, asset classes
Risk management – client risk, product/operational risk, advisory risk, reputational risk, credit and business risk.
Global investment products - model portfolios, structured products, discretionary management, hedge funds, private equity, mutual funds, ETF’s.
  Creating the Client Portfolio Plan – why a portfolio plan?
Global portfolio plan segments
   - Theory
   - Economic/market outlook
   - Risk/return profile for different types of clients
   - Recommended Portfolio
      - Target return/risk
      - Asset class and geographic weights
   - Challenges of portfolio planning with clients
Consultative selling – ongoing dialogue with client
Reference and structure for ongoing/future client interaction
Client acquisition using advisory tools – identification, approach, dialogue, investment planning, closing.
 
       
 
  Duration  
  3 Days  
     
   
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