Outcomes
By the end of this training course, trainees will be able to:
- Explain the global wealth-management value chain (advice, discretionary, and advisory mandates) and the roles of front, middle, and back office with clear handoffs.
- Assess client suitability and risk tolerance to produce an IPS (Investment Policy Statement) aligned to regulatory requirements and best practice.
- Construct core-satellite portfolios across major asset classes (equities, fixed income, cash, alternatives) and justify allocations using risk/return metrics.
- Compare and select investment vehicles (mutual funds, ETFs, SMAs, structured products) based on cost, liquidity, tracking, and tax considerations.
- Analyze and communicate portfolio performance using absolute, relative, and risk-adjusted measures (e.g., TWR, MWR, Sharpe, drawdown).
- Identify key wealth-planning needs (retirement, education, estate/trust basics, protection) and coordinate with specialist partners.
- Apply client-centric sales and after-sales practices that improve retention and share-of-wallet while complying with suitability and disclosure standards.
Target Group
- Relationship managers, investment advisors, product specialists, and new hires transitioning into wealth management.
Contents
- Industry & Operating:
- Global landscape, client segments (HNWI, UHNW, mass affluent).
- Front/middle/back-office model, governance, and controls.
- KYC/AML overview, suitability, disclosures.
- Client Discovery & IPS :
- Goals-based planning; risk profiling methods.
- Writing the IPS: objectives, constraints, benchmarks.
- Portfolio Construction :
- Strategic vs. tactical asset allocation; rebalancing.
- Core-satellite design; factor and style tilts.
- Liquidity tiers and “bucket” frameworks.
- Products & Wrappers :
- Funds & ETFs; SMAs; alternatives overview.
- Structured products: capital-protected/partially protected notes, payoffs, risks, and use-cases.
- Costs, liquidity, tracking error, and tax considerations.
- Performance & Risk :
- Return calculations (TWR/MWR); benchmark selection.
- Risk metrics (volatility, VaR, drawdown, beta).
- Reporting and client communication.
- Relationship management & compliance :
- Client review cadence, life-event mapping, cross-sell/upsell ethics.
- Complaint handling, documentation hygiene, audit readiness Capstone .
- Case study: Build an IPS and model portfolio; defend in a short presentation.