Overview
Delegates will acquire a full set of skills to identify new marketing opportunities, improve their customer relationships, enhance customer retention and safely sell more of the bank's products and services.
Who should attend
Private bankers, junior relationship managers, middle and back-office staff.
Course objectives
By the end of this practical and interactive course you will understand:
>Risk management and diversification
>Foreign exchange and interest rate markets and products
>Relationship management
>Core investment products - and touching on alternative investments
>Investment services - including portfolio management
>Financial crime prevention for high-net-worth individuals
Course content
RISK MANAGEMENT AND DIVERSIFICATION
Risk Management
>Market risk
>Other types of risk affecting financial transactions and bank clients
>Techniques for measuring and/or alleviating risks
>The benefits of diversification
Analysis of Exchange Rates
>Foreign Exchange (F/X) rates - definition
>F/X markets - spot and forward rates in F/X markets
>Interaction of F/X rates with capital and current (trade) flows
Analysis of Interest Rates
>"Nominal" and "Real" interest rates
>Interaction between monetary policy, liquidity and the yield curve
Portfolio Theory and Risk Diversification
>Portfolio theory - controlling a portfolio's total risk
>The role of portfolio diversification in protecting against risk
RELATIONSHIP MANAGEMENT
>"Know Your Client" (KYC)
>Ascertaining clients' needs
>Preparation for a client meeting
>Getting the most from client meetings
>Developing a client retention strategy
>Working with client referrals
CORE INVESTMENTS
Money Market and Deposits
>Treasury bills and other money market products
>Money market funds
>Deposits
>Interest rate structured products
Foreign Exchange Products
>Foreign currency transactions
>Currency rate calculations
>FX yield enhancement products
>Dual currency deposits
Bonds and Fixed Income Securities
>Understanding bond markets
>Government securities
>Eurobonds
>Convertible bonds
>Interest rate movements and bond prices
>Yield curves
>High yield
Equity Investments
>Understanding equity markets and structures
>Equity selection
>Mutual funds:
- types of mutual funds
- selecting a fund based on risk objectives
- mutual funds vs direct investment
Alternative Investments
>Understanding derivatives, hedge funds, fund of funds investments and private equity
Evaluation for High-Net-Worth Individuals
>HNW individuals - and how their investment needs differ from "standard" clients'
>Risk and return
>Benchmarks
Portfolio Management
>Determining investors' objectives
>Asset allocation
>Portfolio selection techniques
>Different types of funds:
- discretionary fund management
- non-discretionary fund management
- investment funds
- multi-manager funds
FINANCIAL CRIME PREVENTION
Money Laundering, Fraud, Identity Theft and "Phishing"
>Definition of money laundering, fraud, identity theft and phishing
>The international response to money laundering prevention
>The effect of the money laundering regulations on HNW individuals
>Bank strategies for the prevention of money laundering, fraud, identity theft and phishing
