This course will provide you a framework to analyse your business as a relationship manager and direct your efforts towards areas with the optimal return. The course focuses on understanding the influence of external and internal factors on the critical business functions of a relationship manager, analyse the factors and develop strategies related to the marketing, operational, and financial aspects of their business.

The skills gained include how to analyse data pertaining to the business landscape and environment, including competitor- analysis, global and local trends and developments that impact your business. At the end of the course, participants should be able to conduct basic business research, which includes the analysis of local and global market trends in order to identify opportunities and threats to their business. Using a structured approach, they will get to understand what are the major trends that have the highest impact on their business in the coming years. Participants will then identify key competitors’ positioning and what marketing strategies they should adopt. To fully understand the impact of the marketing strategies on the return on investment, participants will then conduct basic financial analysis and forecast. Finally these findings and its implications will be communicated to stakeholders through proposed business plans and strategies. Emphasis will be placed on identifying and analysing key trends that will have a major impact on your market. Using this analysis, participants will formulate actionable marketing strategies for their own business.

Relationship Managers with at least 3 years of working experience in Private Banking

• Understand the microeconomic and macroeconomic principles that drive the economy
• Identify and understand various analytical techniques appropriate for environment analysis
• Identify the key metrics to drive desired outcomes
• Understand how to evaluate the industry competitive forces
• Understand the value proposition and business model
• Understand the market segment differentiator strategies
• Understand how to develop financial forecast based on marketing strategies
• Understand the impact of various risks on your strategies
• Identify and apply the various methods to calculate return on investment
• Understand how to develop a business plan
  

Industry Analysis

• Understand some key economic factors that can impact your business
• Identify the stage of the industry
• Analyse the trends and forces impacting the wealth management industry
• Primary vs secondary research
• PESTLE framework
• Identify the key trends in the industry (Opportunities and Threats)

Market Analysis

• Porters 5 Forces Analysis
• Customer Analysis
  • Create personas of the market segments
  • Critical product and services criteria
  • Value proposition
  • Identify Critical Success Factors
• Competitor Analysis
  • Identify competitors’ industry positioning and strategies

SWOT Analysis

• Identify and select optimal strategies

Business Plans / Strategies

• Marketing Plan
  • Marketing Objectives
  • Target market / Consumers
  • Marketing Strategies based on the analysis
  • Generic Strategies /4Ps / Ansoff Matrix
  • KPI – Measuring success
• Operational Plan
• Financial Plan
  • Financial Objectives
    • Growth
    • Margins
    • ROA / ROI
  • Financial Forecasts
    • Projections
    • Assumptions
    • KPI – Measuring success

Risks Assessment

• Impact and Probability Risk assessment
• Mitigating measures

Assessment - MCQ

(Please prepare a calculator for your assessment)