London School of Private Banking

5 days 24-28 Jul 2017, London UK £4,995.00 + VAT* Download brochure Add to basket
5 days 11-15 Dec 2017, London UK £4,995.00 + VAT* Download brochure Add to basket

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Overview

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.

Take advantage of:

  • The best practices within private banking including asset allocation and estate planning
  • Key management skills that enable you to profitably run a private banking business
  • Exclusive learnings and experiences from an industry-leading Swiss private banker
  • A unique opportunity to network with your peers from around the world
  • The most current and relevant methodology and issues affecting you

Who should attend

 

  • Private Bankers
  • Wealth Managers
  • Relationship Managers
  • Family Office Managers
  • Investment Managers
  • Trust Managers
  • Department Heads

 


Instructors

We work with a series of expert instructors, please select the course location of interest to review the credentials of who will be delivering the programme.

London
Francois Aubert

Francois E. Aubert’s consulting and training expertise comes from over 25 years dealing with both individual clients, families and companies in Europe, Middle East (including the Persian Gulf), Africa, Americas and Asia combined with a solid educational background.

After having spent the first years of his career in International Finance (and created his own consulting firm), Francois joined Credit Suisse where he was successively responsible for short-term investments, bond trading and equity sales. He then worked for Elvia Vie, a leading life insurance company (where he was trained to life insurance products), before joining Arab Bank as the assistant to the Geneva branch manager. Having acquired the fundamentals of Private Banking and completed his Certified Financial Analyst education, he was promoted to Relationship Manager, in charge of the Near-East Private Banking clients. In 1998, Bank Leu, Geneva, hired Francois to set-up a Near-East department. The break-even point was reached after one year. He then joined BNP Paribas as Director in 2000, a bank strongly committed to the Middle East. He was able to expand the bank’s customer base in a complex global and regional political environment.

2002 marked the beginning of Francois' new business life. While continuing to serve private clients and families as an independent wealth planner, he became again a management consultant to multinational companies for their Middle Eastern affairs as well as to banks, wealth management firms and other companies for projects involving notably debt restructuring, commodities and tourism (tour operating and car rental).

Training assignments began about 20 years ago and became more important after 2002. Today Francois is a seasoned certified trainer active in over 35 countries (almost 1000 days delivered). He is a lecturer at Trinity College Dublin in charge of the Master in Finance core course “Credit and Fixed Income Investments” and at Geneva University on Project Management. His fields of intervention cover furthermore Finance, Investments (all asset classes, including CFA and CAIA preparation courses), Banking and Wealth Planning as well as soft skills such as Leadership, Team Building and Management, Client Relationship Management, Negotiation and Selling Skills.
Francois also regularly speaks in front of various audiences and on television. He is as well a CFA Institute Approved Speaker.

Francois is a long time volunteer for the CFA Institute, the CAIA Association and several other organisations. He was for six years a Board member of the Swiss CFA Society and served on various CFA Institute committees such as the Professional Development Committee. He is currently a CAIA Switzerland chapter executive.

He holds an MBA from the Heriot-Watt University in Edinburgh and is a Certified Financial Analyst and Portfolio Manager (AZEK and EFFAS), CAIA charter-holder, TEP (Registered Trust and Estate Practitioner), Certified Trainer (Swiss Federal Certificate), Certified Business Coach, NLP and Belbin Certified Practitioner. This is completed by various certificates notably in Islamic Finance (CISI), Project Management and Life Insurances.

Francois is Swiss and works in both English and French. He is ready, upon request, to travel around the world.

Guest Speaker Zoë Sive


Guest speaker: Zoë Sive, Partner, Kingsley Napley LLP

Zoë’ Sive has considerable experience in complex UK and multi-jurisdictional tax, trust and wealth structuring for high net worth individuals, trustees and financial institutions. Her specialisms include tailoring structures to hold the business and personal assets of international families. Her core expertise includes advising trustees and beneficiaries on contentious and non-contentious issues relating to existing trust or foundation structures. Zoë has always had an international practice and has built up particular experience providing cutting edge advice to UK resident non-domiciled clients, US citizens who live outside America and high profile, mobile families based in Continental Europe, the Middle East and Asia. Zoë also provides advice on HMRC revenue information gathering powers, exchange of information, double tax treaty and disclosure opportunity provisions.
Zoë advises extensively on international charity and philanthropic issues. She has acted for high net worth individuals and companies on establishing UK and international charities and tax issues in relation to the same. She also advises charities and their trustees on ongoing operational issues and winding up. As a member of the Charity Law Association, Zoë has contributed to the government and Charity Commission's joint consultations on various issues including the Charitable Incorporated Organisation and on the Charities Consolidation Bill.


 

Venue

London

Central London Hotel Venue

All courses are held at four or five star venues in Central London, Zone 1. We strive to provide you with a training environment of the highest quality, to ensure that the whole learning experience exceeds your expectations.

Your training venue will be confirmed by one of our course administrators approximately 3-4 weeks before the course start date.

Related Courses

Inhouse


 

Do you have five or more people interested in attending this course? Do you want to tailor it to meet your company's exact requirements? If you'd like to do either of these, we can bring this course to your company's office. You could even save up to 50% on the cost of sending delegates to a public course.

To find out more about running this course in-house:





Our Tailored Learning Offering

If you want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.

We produce learning solutions that are completely unique to your business. We'll guide you through the whole process, from the initial consultancy to evaluating the success of the full learning experience. Our learning specialists ensure you get the maximum return on your training investment.

inhouse-learn-more

We can offer any of our public courses delivered at your office or we can devise completely tailored solutions:


Read more about our offering or complete a call back request to speak to a learning specialist.

 

Agenda
Day 1: The Private Banking World Today



Introduction and Welcome

The Private Banking World Today

  • State of the industry
  • New regulations, such as AEOI, Fatca, ...
  • The role of credit in Private Banking
  • Offshore and onshore banking
  • Discussion: Where does the industry go?

The Business Model

  • Costs and revenues
  • The Formula
  • Client relationship
  • Cross selling
  • KPIs

Understanding the client's expectations

  • Individual clients and families
  • Know Your Customer
  • Additional information
  • Group Work: The perfect client profiling

Private Client Needs Analysis

  • Daily needs
  • Business current and future needs (succession)
  • Retirement planning
  • Life-long investing
  • Case Study: A prospective client analysis


Risk and Return

  • The trade-off
  • Risk aversion
  • Types of return
  • Managing the client's expectations
  • Case Study: Clients’ risk aversion analysis



 

Day 2: Asset Allocation for Private Clients

 

The Process of Asset Allocation

  • What is asset allocation?
  • Investment Policy Statement
  • What to put in a portfolio pricing
  • Decisions and basis point assumptions
  • Review of the various investment vehicles


The Diversification Effect

  • Portfolio risk and return
  • Specific vs. systemic risk
  • The efficient frontier
  • Rewarding the risk: Sharpe ratio


The Investment World

  • Top-down approach
  • Economical cycles
  • Emerging markets
  • Foreign exchanges

 

The Investment Process

  • Specifying objectives
  • Specifying constraints
  • Formulating a policy
  • Monitoring and updating the portfolio

Active vs. passive portfolio management

  • Active vs. passive portfolio management
  • Core Satellite and other approaches
  • Benchmarking issues
  • Market timing
  • Sectors rotating
  • Asset allocation vs. security selection


Formulating the Offer

  • Meeting the client needs
  • Dealing with investment restrictions
  • Abiding to local regulations
  • Pricing issues
  • Case study covering the whole day



 

Day 3: Estate Planning Needs and Tools


Estate Planning in a global context

  • Wealth analysis
  • Geographical and legal constraints
  • Wealth transmission
  • Tax optimisation
  • Retirement planning
  • Constraints management


Trusts

  • Description of the structure
  • Main uses
  • Jurisdictions
  • Legal issues
  • Documents

 

Family Foundations

  • Description of the structure
  • Jurisdictions
  • Legal issues
  • Documents

Other Tools

  • The will
  • Offshore companies
  • Local instruments for local purposes


Non-Financial Assets

  • Real estate
  • Leisure assets (yachts, planes, cars...)
  • Art collections
  • Other assets

The Offering

  • What is the best mix?
  • The domicile of the client
  • Possible conflicts of laws
  • Tax issues
  • Ethical considerations
  • The pricing
  • Case study covering the whole day


Cultural Differences

  • Regional differences
  • The religion element
  • Ethical considerations
  • Do’s and don’ts
  • Video Examples

 


Day 4: Private Wealth Management Products



The full offering

  • Additional services to be delivered
  • In-house or sub-contracted
  • Client segmentation
  • Regulatory aspects
  • Exercise: what are you offering?

Alternative Investments

  • Commodities
  • Real Asset and real estate
  • Structure Products
  • Case studies


Private Equity

  • Market today
  • Venture Capital
  • LBO's
  • Mezzanine
  • PE funds
  • Case study: A PE fund


Hedge funds

  • Market today
  • Characteristics
  • Main strategies
  • How to invest
  • Case study: A current product

Prospections

  • The importance of the network
  • Establishing the first contact
  • Dealing with gatekeepers
  • Exercise: The elevator pitch


Managing and Retaining the Client

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


 

Day 5: Business development: Private Banking in a new area



Initial analysis

  • Opportunity analysis
  • Strategic implications for the bank
  • Competition analysis
  • Legal and regulatory constraints
  • Offshore vs. Onshore


Resource gathering

  • Existing resources or hiring
  • Skills-gap analysis
  • Evaluating the candidates
  • Evaluating the business development potential
  • Exercise: The ideal job description


Managing the Private Banking Team

  • Objectives
  • Incentives
  • The first 18 months
  • The shortfalls and the successes
  • Exercise: The ideal incentive plan


The Business Plan

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


The Decision

  • SWOT
  • PESTEL
  • Brand management
  • Other factors


The action plan

  • Future pacing
  • Implementing the learnings into reality
  • Establishing personal targets


Course summary and farewell

Why us


We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.

We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:

  • Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
  • Track record – we have delivered training solutions for 95% of worlds’ top 100 banks and have trained over 250,000 professionals.
  • Knowledge – our 150 strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
  • Reliability – if we promise it, we deliver it. We have delivered over 20,000 events both in person and online, using simultaneous translation to delegates from over 180 countries.
  • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 96% on service and 95% on product