Skip navigation

This 7-hour course aims to equip relationship managers and private bankers with the skills set, enhanced knowledge on the new developments in the industry, specifically focusing on VCC, family offices (FO), Cryptonomics and Private Equities and the strategies to manage client investments in such new assets.

Target Audience

  • Relationship managers and Assistant relationship managers in private banks.
  • Covered persons under Private Banking Code of Conduct.

Course Objectives

  • Digitisation—has it helped you at all?
  • To understand the types of FO and the various level of sophistication.
  • To appreciate the latest regulations from MAS and the difficulty in implementation and policing.
  • To appreciate the views and interest of AI clients in the crypto world.
  • Tokenisation—is it worth considering?
  • Private equity—why are the family offices so keen on this asset class?

Course Outline

Part 1: How well do you know your bank?

  • How is the bank collecting information on its client? What are the scenarios to detect and red-flag.
    • Survey
    • Digitisation – How Effective
    • Cross department
  • How does the bank sort out the data and disseminate to the front-liners?
    • Manual
    • System
    • Infrastructure
  • What is the value proposition to the client?
    • Safe and high CET 1 ratio
    • Aggressive lending
    • Product sets
    • Capabilities
    • Cross border solutions
    • Statement consolidation
    • Not the first to abandon
  • Who are your competitors and what are they doing? Tie ups and acquisition.
  • What is your bank’s risk appetite thresholds?

Part 2: How well do you know your client?

  • Relying on the existing information.
  • How are your competitors gathering information on the client?
  • How has the generation changed?
  • Family office set up—what to expect.
    • HK vs. SG
    • Types of FO
    • Who is your client? The family office advisor or the BO
    • VCC
  • What other methods can be utilised to gather more information?
    • Internal system
    • Platform offering and online behaviour
    • Social
    • Issues to consider: PDPA, reliability of the source, the way the system is programmed or the person in formatting the data
    • How do you get e better sense of the other investment portfolios?
    • Robo-advisory
  • How to determine the risk profile given the interest in new alternative assets?
    • Crypto
    • Tokenisation and NFTs
    • Private equity and private debt

Part 3: Acquisition strategies – factors to consider

  • Are you ready to design the acquisition strategy after you have completed part 1 & 2?
  • Who is the target client? Individual, corporate or family offices.
  • Time is always not enough.
  • Managing internal and external stakeholders – never easy.
  • What are you relying on?
    • Close associates references
    • Client’s testimony
    • Your ability
    • Your bank’s ability
    • Maintenance efforts

Part 4: Investment suitability

  • Who is the target client?
  • Client risk rating vs.. product risk rating methodology.
  • Regulatory issues—cross border issues, advisory, virtual platform, tokenisation, blockchain, crypto and the AML/KYC issues that come along with it.
  • Client’s past behaviour, not just knowledge.
  • Risk disclosures.
  • Transparency.
  • Suitability assessment:
    • Are your current methods sufficient?
    • Who decides?
    • Internal policies, for example CoCo
  • Finally, delivery!!

Part 5: Collapse of crypto

  • What happened and what are the implications?
  • Will there still be investors?

Part 6: Metaverse

  • A whole new investment opportunity?
  • What are the issues you will face or even miss when you embark into the virtual world?
    • Legal ownership
    • Legal recourse
    • Time period to make a claim
    • Indemnification
    • Commissions on your virtual assets