Professional Documents
Culture Documents
Experience
7 years Trader, Sales, Relationship Manager
8 years
5 years
MLI Marc Lussy Innovation Fhrungsfachmann mit Eidg. Fachausweis Senior Consultant Banking & Social Media
Index of contents
Overview Roles & Products Advisory Approach Past to Future New Paradigm
Topic
Overview
Expertise
Experience
Diagnosis = Profiling
wealthy individuals
Which client groups are covered....and which not? O Ultra High Networth Individuals O Affluents O High Networth Individuals X Institutionals X Retail O Very High Networth Individuals
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Management of Assets
Resident
Management of Assets
Global banks with private banking units Traditional offshore focused private banks Traditional onshore focused private banks Retail or affluent focused local banks
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Overview
2 1.5 1 0.5 0
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14
15
Domestic clients 2.65 tr, 48% Foreign clients 2.85 tr, 52%
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Investment Management
Asset Management
2007
2008
2009
2010
2011
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Topic
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Tax Specialist
Analyst
Trader
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Relationship managers are the customer service giants that own the customers, know everything about them, manage that knowledge as an asset, and are able to meet the full complement of financial needs. [Ernst & Young ]
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Key activities of an RM
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Client makes investment decisions himself RM provides expertise and current market information Client follows the markets on a regular base
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Client makes investment decisions himself Short term approach Active Trading Market sentiment is more important than fundamentals Relationship Manger / Investment Consultant provides trading ideas on a daily base Client follows the markets on a daily base
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Relationship Manager / Portfolio Manager makes investment decisions Relationship Manager informs the client several times per year about development of the portfolio Client does not need to follow the markets
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Topic
Advisory Approach
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Advisory process
Advisory Approach
Analysis Financial statement Profile Strategy Implementation
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Analysis
Advisory Approach
Investments Get an idea of size and asset types Wealth creation Inflows such as earnings on assets, salaries, expected inheritance etc. Liabilities Current and future financial obligations Expenditures Living costs, regularly payments, tax payments etc
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Financial statement
Advisory Approach
Channeling and visualization of information Financial statement must reflect the clients overall situation Allows RM to provide client a personalized investment solution
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Advisory Approach
Real Estate
Funds
Inflows
Inflows
Expenditures
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Expenditures
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Advisory Approach
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Stock price
Advisory Approach
Risk tolerance It defines how a client deals emotionally with investment risks
Stock price
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In order to suit different client requirements it is very important to understand which services he needs and to define an according service profile
Advisory Approach
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Strategy
Advisory Approach
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Implementation
Advisory Approach
Implementation Control Adjustment Implementation and maintenance of a strategy is an continuous process Every strategy must be reviewed on a regular base Risk control for every investment is a must
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Topic
Past to Future
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Past to Future
1990 2020
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Expertise
Experience
Profiling
Expertise
Past to Future
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Current situation
Technology Internet Mobile e-commerce Challenges Client Retention Increase of sales potential Client Well informed Decreasing loyalty Complex products
Past to Future
Past to Future
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Issues
- Get a new copy of passport due 25.5.11
- Needs to sign risk disclosure due 31.12.11 - Invite for gulf turnament
Remarks
05,1,11 Became father 10,2,11 Would like to invest in commodities 15,3,11 Plans to transfer more money 20.4.11 Wife had car accident Name Birthday
Client data
Riskprofile Client since Monthly reports Hobbies Name wife Number of Children
Portfolio
Performance
Past to Future
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Past to Future
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Topic
New Paradigm
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New Paradigm
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New Paradigm
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New Paradigm
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New Paradigm
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New Paradigm
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Corporate Branding
Personal Branding
Client Retention
Risk Profiling Product Offering Personal Relation
Client Acquisition
Building up new relations
New Paradigm
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Presentation Wealth Management & Client Advisory and more reports/documents on banking http://www.scribd.com/marclussy My banking blog http://banking-marclussy.blogspot.com/