This 8-hour course will equip financial professionals in Private Banks with the skills to develop, maintain and convey detailed and specialized product knowledge as well as keep abreast of emerging product knowledge to address organization requirements.

• Relationship Managers and Team Leads in Private Banking
• Investment Counsellors
• Product Specialist/ Product Sales Specialist

• Identify product needs
• Justify suitable solutions to address customer needs
• Support the role of a specific product in the broader end-to-end solution
• Lead the design of customised solutions and products to meet customers’ unique set of requirements
• Lead the sale of customised products to key customers by showcasing product benefits
• Explain electronic product solutions for customers and unique value propositions
• Identify relative standing of the organisation’s products with competitors’ products to propose any product enhancements

Key components and considerations in value demonstrations

• Bank’s credit rating
• Bank’s network and presence across the region/world
• Bank’s core values
• Bank’s range of businesses/services
• Bank’s competency
• Bank’s achievement
• Bank’s platform in research, products and statements
• Relationship manager’s experience, expertise, value-adds, trust-worthiness
• One stop --- Private banking with access to retail banking, credit cards, mortgage loans, insurance, corporate banking
• Product seminars and investment talks
• 2nd generation program

Different elements in end-to-end product solutions

• Product design
• Technology
• Business
• Solution owner --- Product manager
• Problem owner --- Client
• Client centric --- product suitability & risk profile vs product risk
• Delivery/Tracking the performance of the product
• Feedback from sales persons and clients
• Need for adjustment

Process and parameters of solution customization

• Identify the needs of client/Validate opportunities
• Design development
  • Resources and Expertise
  • Efficiency
  • Access to clients’ feedback
  • Demonstrate marketability
• Proof of concept
• Build and launch
• Measure/Deliver results --- sales & revenue expectations
• Leverage and lending value
• Monitoring product life cycle
• Handling client’s feedback
• Presentation to New Product Committee for approval
  • Operations
  • IT
  • Legal
  • Middle office
  • Accounts
  • Trading desk
  • Sales

Proof-of-concept modelling

• Proof-of-concept --- what is it
  • Narrow down on the idea (to make it a signature item)
  • Customize product to suit/ Customer oriented
  • Risk and reward profile
  • May take time to see if you can get some buy-in (eg 1 – 2 months)
  • Is there a market for it
  • Can internal system able to support
  • Iron out issues that may arise
  • Is it feasible/practical
• Prototype
  • Application flow
  • Test
  • Evaluate
  • Improve
• Minimum viable product (MVP) --- Pilot program
• Full-fledged product

Electronic platforms, technical and system support

• On-line access/digitalization
• Ease of use
• Relevant
• Informative
• Timely
• Help desk

Information sources for identification of competitor’s products

• Feedback from clients
• Feedback from product providers
• Feedback from industry experts
• Survey

Product metrics

• Building blocks
  • Equity
  • Fixed Income
  • Foreign Exchange
  • Forwards and Futures
  • Derivatives
  • Private Banking/Wealth Management Products
  • Asset Management
  • Trusts
  • Insurance
  • Alternatives
  • Private Equity
• Product features and risk profile
• Risks and rewards
• Product suitability for what type of markets

Example

• How the Dual Currency product was born

Assessment - Team Presentation and MCQ