Networking Effectively with Stakeholders in Private Banking
About This Course
Stakeholders Management often is summarized as “engaging the right people with the right approach.” It is the strategy of engaging, developing and managing the relationships that will impact any corporate initiative you may wish to implement. Among the strategies of stakeholder management lies the skills of networking. Very much like segmentation strategies in PB, stakeholders, internal and external, can be identified as drivers, supporters, observers or opposers to any corporate initiatives.
In PB, we network with internal stakeholders to gain support so as to smoothen and strengthen working processes or better problem solve. Externally, we network to deepen partnerships, client-banker trust and gain referrals for further expansion.
The session is designed on the key principles and strategies of stakeholder management both internally and externally with an emphasis on how to network successfully. Participants will learn to identify and categorize the various stakeholders in any project roll out of new initiatives by the organization. Discussion include practical and strategic steps for building a trust-filled network to enhance business continuity and expansion.
Who Should Attend
- Relationship Managers in Private Banking
- Assistant Relationship Managers in Private Banking
- Trade/Product Specialists who would require to assist in client-facing advisory services or presentations
- Operations functions in Private Banking
- Covered persons under Private Banking Code of Conduct who may be interested
Learning Outcomes
- Assess organisation's relationships with relevant stakeholders to understand rationale and focus of programmes and activities to enhance stakeholder relationships
- Identify, perform and evaluate own role in programmes and activities to enhance stakeholder relationships to support organisational strategies
- Manage working level relationships with peer stakeholders to support programmes and activities to enhance stakeholder relationships
- Evaluate effectiveness of programmes and activities in accordance with key performance indicators
- Take necessary follow-up actions to maintain stakeholder relationships
About IBF Certification
This course addresses the following Technical Skills and Competencies (TSCs) and Proficiency Level (PL):
- B8. Networking - Level 4
Participants are encouraged to access the IBF MySkills Portfolio to track their training progress and skills acquisition against the Skills Framework for Financial Services. You can apply for IBF Certification after fulfilling the required number of Technical Skills and Competencies (TSCs) for the selected job role.
Find out more about IBF certification and the application process on https://www.ibf.org.sg/certification/Pages/Why-be-Certified.aspx
Part 1: Building Successful Stakeholders’ Relationship & Organizational Success:
- Role of Stakeholder Management in Private Banking
- Purpose of Stakeholder Management and how it contributes to Organizational Success.
- Identifying the groups/levels of Stakeholders’ issues in the Organization (PB)
- 5 key objectives of Stakeholders’ management.
- Contextualization in Private Banking
- The various phases of Stakeholders’ Engagement strategy in Private Bank
- Positioning networking with internal stakeholders in a Private Bank
- Positioning networking with external clients of the Private Bank
Part 2: Developing a Strategy in Stakeholders’ Engagement
- Networking – Developing the skills for Stakeholders’ Management
- Elevating Personal competency in Networking
- Developing a Networking Mindset
- How to adequately prepare oneself for Networking
- Key rules of Networking
- Handling the situations in Networking
- How to prepare your negotiation skills for Networking
- How is Networking and Client-Acquisition in PB linked?
- Developing a Target Market in Networking
- The Engagement Strategies online and offline – generating the right referrals.
- Vertical expansion as a key strategy
- Developing a Networking Mindset
- Elevating Personal competency in Networking
Part 3: Building a Networking System in your PB career and Team
- Identifying and contributing to events/programs useful for networking for PB
- Defining objectives and KPIs for the set events, programmers and campaigns in PB
- How to effectively select, support and participate in invited or pre-planned events and programs.
- Differentiating between hard contact events and soft contact events
- A Four-Steps operational approach to implementing a Networking System
- Preparation and Conditioning
- Communication and Engagement
- Follow Up
- Effecting a 90 days results
- Identifying legal, regulatory, ethical and socio-cultural constraints applicable to Private Banking in Networking.
- Case Study: Building legitimacy through standards and benchmarks – setting out a right network system.
- Defining objectives and KPIs for the set events, programmers and campaigns in PB
Assessment - MCQ
Gordon Aw
MBA
Gordon Aw, started his working life in the IT field with Apple Computers Singapore. After two years, he joined a non-profit organization for more than 15 years as a management staff before he left to be a senior consultant with a regional consulting company which is now known as Capelle Consulting/Academy. He later joined FHL Capital as compliance officer and was involved with investments in properties and equity market and financial planning. Subsequently, he set up his own company in corporate training and finance technology in equity algorithms. Having introduced many HNWIs to insurance agencies, he decided to obtained financial advisory license in 2016 to better advise and assist his clients.
In the context of training with financial organizations, investment and insurance agencies include key management officers, relationship managers and analysts over the last 20 years. Known as a talented orator and powerful motivational speaker and being adept in both English and Mandarin, Gordon is very well sought after for sessions in relationship management, effective leadership, team leadership, personal effectiveness, effective communication and business development. His key clients include government agencies, multi-national organizations and financial institutions such as insurance agencies, banks and property agencies. With more than 20 years of experience, he is also an experienced trainer of trainers, and had conducted sessions in China, Hong Kong, Saudi Arabia, Malaysia, Australia, Vietnam, Taiwan, the United States of America amidst many countries.
Gordon was invited as a subject expert in the early years for the WSQ competency framework development. He successfully developed several programs in leadership and communication for the agency he was involved with. He was also the competency framework architect for the King Faisal Hospital in Saudi Arabia for over 5 years.
He is a certified NLP Practitioner and a certified behavioural consultant in the DiSC© Personal Profile System, The Personal Listening Profile©, TICS® Values Profile, Taylor Johnson Temperament Tests, Big-Five and the TICS© Values System. He is well known as a communication/behavior specialist and has also developed several behavioural and leadership tests on his own and customized them for his clients.
His specialties include:
- Contextual Leadership
- Leadership Challenge
- Effective Communication Skills
- Power Presentation Skills
- Strategic Thinking Process
- Executive Coaching
- Change Processes
- Conflict Management
- Success in Negotiations
Gordon received his first degree in Philosophy and Theology from Trinity Theological College and completed his MBA program with University of Hull, England.
IBF-STS
This programme has been accredited under the IBF Standards, and is eligible for funding under the IBF Standards Training Scheme (IBF-STS), subject to all eligibility criteria being met. Candidates are advised to assess the suitability of the programme and its relevance to participants’ business activities or job roles.
For latest development on the Funding Support for IBF-STS, please visit the IBF Standards Training Scheme site.
About the IBF Standards
The IBF Standards are a set of competency standards for financial skills. These Standards are developed in partnership with industry leaders and provide a professional development and skills roadmap for financial sector practitioners to excel in their respective job roles. They currently cover 12 industry segments in the financial sector.
About the Institute of Banking and Finance Singapore
The Institute of Banking and Finance Singapore (IBF) is the national accreditation and certification agency for financial industry competency in Singapore under the IBF Standards. Find out more on www.ibf.org.sg
Early Bird Discount
Enjoy 10% early bird discount when you register one (1) month before the course commencement date.
