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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Guest Speaker Marc Lussy
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Guest Speaker Marc Lussy

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Guest Speaker Marc Lussy objtec
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Guest Speaker Marc Lussy objtec
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Guest Speaker Marc Lussy objtec

Guest Speaker

Marc Lussy objtec GmbH Senior Manager Schoenenbergstr. 100 8820 Waedenswil ZH

marc.lussy@objtec.ch

marclussy@bluewin.ch

More than 20 years experience in Banking

Trader, Relationship / Portfolio Management and Project Manager

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Why do wealthy individuals
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Why do wealthy individuals

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Why do wealthy individuals need
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Why do wealthy individuals need
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Why do wealthy individuals need

Why do wealthy individuals need advice to manage their assets?

Management 2 lessons @ 45 min. V V 1.0 1.0 Why do wealthy individuals need advice
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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 “ October: This is
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 “ October: This is

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 “ October: This is one
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 “ October: This is one
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 “ October: This is one

October: This is one of the particularly dangerous months to speculate in stocks. The others are July, January, September, April, November, May, March, June, December, August and February.Mark Twain

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares global AuM
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares global AuM

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares global AuM (on-
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares global AuM (on-
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares global AuM (on-

Market shares global AuM (on- and offshore)

Total around 110 trillion USD 1
Total around 110 trillion USD
1
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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares AuM offshore
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares AuM offshore

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares AuM offshore Total
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares AuM offshore Total
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Market shares AuM offshore Total

Market shares AuM offshore

Total around 7 trillion USD
Total around 7 trillion USD
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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Importance of Wealth Management
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Importance of Wealth Management

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Importance of Wealth Management for
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Importance of Wealth Management for
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Importance of Wealth Management for

Importance of Wealth Management for a Global Bank

Core Results Credit Suisse by Division in Billions 2007 - 2010

10 2007 2008 2009 2010 5 0 Private Banking Investment Banking Asset Management Shared Services
10
2007
2008
2009
2010
5
0
Private Banking
Investment Banking
Asset Management
Shared Services
-5
-10
-15
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14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Roles in Wealth
14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Roles in Wealth

14 Wealth Management

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14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Roles in Wealth Management
14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Roles in Wealth Management
14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Roles in Wealth Management

Roles in Wealth Management

Investment Portfolio Consultant Manager Relationship Tax Manager Financial Specialist (RM) Planer Trader
Investment
Portfolio
Consultant
Manager
Relationship
Tax
Manager
Financial
Specialist
(RM)
Planer
Trader
Analyst
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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Role Relationship Manager (RM)
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Role Relationship Manager (RM)

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Role Relationship Manager (RM) Relationship
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Role Relationship Manager (RM) Relationship
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Role Relationship Manager (RM) Relationship

Role Relationship Manager (RM)

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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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key Activities of an
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key Activities of an

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key Activities of an RM
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key Activities of an RM
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key Activities of an RM

Key Activities of an RM

Client retention

Make sure that existing clients stay with the bank

Client selection

Identify profitable clients

Client Acquisition

Increase client base

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14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key skills and
14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key skills and

14 Wealth Management

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14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key skills and Know-how
14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key skills and Know-how
14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Key skills and Know-how

Key skills and Know-how needed to be a successful RM

Profound product know-how

Social Skills

Sales Skills

Knowledge of compliance regulations

Know-how IT Tools

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 1/3 Advisory
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 1/3 Advisory

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 1/3 Advisory Mandate
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 1/3 Advisory Mandate
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 1/3 Advisory Mandate

Mandate types 1/3

Advisory Mandate

Client makes investment decisions himself

RM provides specialists expertise and current market information

Client follows the markets on a regular base

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 2/3 Trading
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 2/3 Trading

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 2/3 Trading /
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 2/3 Trading /
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 2/3 Trading /

Mandate types 2/3

Trading / Investment Consulting Mandate

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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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 3/3 Discretionary
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 3/3 Discretionary

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 3/3 Discretionary Mandate
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 3/3 Discretionary Mandate
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Mandate types 3/3 Discretionary Mandate

Mandate types 3/3

Discretionary Mandate

Relationship / 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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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Types of banks in
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Types of banks in

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Types of banks in Wealth
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Types of banks in Wealth
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Types of banks in Wealth

Types of banks in Wealth Management

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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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Classification of clients Onshore
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Classification of clients Onshore

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Classification of clients Onshore (assets
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Classification of clients Onshore (assets
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Classification of clients Onshore (assets

Classification of clients

Onshore

(assets are managed in country in which owners of assets are resident)

Offshore (assets are managed country in which owners of assets is not resident)

Retail

Institutional

Affluent (less than $1million but more than $100,000 )

High Net Worth Individuals ($1million to $50 million)

Ultra High Net Worth Individuals (more than $50 million)

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach Analysis Financial
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach Analysis Financial

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach Analysis Financial concept
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach Analysis Financial concept
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach Analysis Financial concept

Advisory approach

Analysis Financial concept Profile Strategy Implementation

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach - Analysis
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach - Analysis

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach - Analysis Investments
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach - Analysis Investments
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach - Analysis Investments

Advisory approach - Analysis

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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14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach –
14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach –

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14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach – Financial
14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach – Financial
14 Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory approach – Financial

Advisory approach – Financial concept

Channeling and visualization of gathered information including clients asset and liabilities, annual income and annual spending

The financial concept must reflect the clients overall situation

Allows the RM to provide his client a personalized investment solution

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client profile
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client profile
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client profile

Advisory Approach – Client profile 2/3

Risk ability It defines clients ability to cope with financial losses without a noticeable effect on their standard of living

Risk tolerance It defines how a client deals emotionally with investment risks

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client profile
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client profile
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Client profile

Advisory Approach – Client profile 3/3

Service profile In order to suit different client requirements it is very important to understand which services he needs and to define an according service profile

Possible service profiles are:

Advisory mandate

Investment consulting

Discretionary mandates

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Strategy
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Strategy

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Strategy Risk
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Strategy Risk
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Advisory Approach – Strategy Risk

Advisory Approach – Strategy

Risk profile

Low
Low
Moderate
Moderate
Medium
Medium
Enhanced
Enhanced

Investment strategy

Fixed-income

Income-oriented
Income-oriented
Balanced
Balanced
Captial-gains-oriented
Captial-gains-oriented
Equitities High CBI CBI 23 23
Equitities
High
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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management – the
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management – the

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management – the past
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management – the past
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management – the past

Wealth Management – the past

Strong banking secrecy

Main goal of a lot of clients was tax optimization

Performance of limited importance

Clients had limited access to market information (Newspaper)

Clients were loyal to the their bank

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 the future ? CBI
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 the future ? CBI

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 the future ? CBI CBI
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 the future ? CBI CBI
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 the future ? CBI CBI

the future

?

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth Management
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth Management
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth Management

CRM Tools in Wealth Management 1/3

Operational CRM market operation

Analytical CRM

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth Management
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth Management
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth Management
CRM Tools in Wealth Management 2/3 Issues Remarks Client data 05,1,11 Name - Get a
CRM Tools in Wealth Management 2/3
Issues
Remarks
Client data
05,1,11
Name
- Get a new copy of passport due 25.5.11
Became father
Birthday
- Needs to sign risk disclosure due 31.12.11
10,2,11
Would like to invest in commodities
Riskprofile
- Invite for gulf turnament
15,3,11
Cliensince
Portfolio
Plans to transfer more money
Monthly reports
20.4.11
Wife had car accident
Hobbies
Performance
Name wife
Number of Children
Responsibel RM
Relations with other clients
Hobbies Performance Name wife Number of Children Responsibel RM Relations with other clients CBI CBI 29
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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth Management
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth Management
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 CRM Tools in Wealth Management

CRM Tools in Wealth Management 3/3

Where can a CRM add value?

Measure activities

Analysis of current situation

Identification of target clients

Manage sales activity

Quick access to client information

Consulting CBI CBI 30 30
Consulting
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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management the future
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management the future

Wealth Management

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Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management the future Threats
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management the future Threats
Wealth Management 2 lessons @ 45 min. V V 1.0 1.0 Wealth Management the future Threats

Wealth Management

the future

Threats Weaker banking secrecy Regulations Decreasing margins Increasing costs Increasing quality standards

The way forward New markets (BRICS / Emerging Markets) Increased effort for client retention Increased tool support (CRM, product selection) BPO (Business Process Outsourcing) Mergers / take overs of smaller banks

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