Session 1

Introduction and Overview of the Market Place

• Wealth Management in context – Trends across the Industry

• Who are the major players and can they differentiate themselves?

• Where is the revenue growth to come from?

• Case Study – How do Private Banks measure their success?

Session 2

Who exactly is a High Net-Worth Client?

• How does one define ‘High Net Worth’?

• Client Segmentation – by Wealth or by Profession?

• New Money VS Old money - Private Client Requirements and Expectations

• Family Offices – combining the roles of Accountant, Lawyer, Tax Advisor, Trustee

• Case Study – How do clients choose a Bank and why leave?

Session 3

Wealth Management Products and Services

• Perceived Principal shifts in the importance of the suite of Products and Services

• Discretionary VS Advisory Financial Management

• The importance of the Client Relationship Officer

• Case Study – What are the differentiator Products now and in the future?

Session 4

Portfolio Construction for Private Clients in practice

• Asset Allocation for Private Clients, Managing Client Expectations

• Changing Client Requirements

• Client Profiles and Model Portfolios

• Case Study: Client Profiling (The Banc America Model)

• The role of Alternative Investments in Private Client Portfolios

Course Close