• Place of consulting in Private Banking industry
• Building relationships with high net worth individuals
    

• Holding Companies
• Private Investment Funds
• Trusts, Foundations
  

• Double tax treaties and anti-abusive measures (transfer pricing, constructive dividends and more)
• Case study: Switzerland
• Case study: Denmark
  

• Communication styles
• How to build appropriate communication pattern
• Successful consulting session
  

• Layered Voice Analysis – theoretical platform for voice based Lie Detector
• Ex-Sense Pro - instrument for anti-money laundering and fraud investigations
• HR-1 – testing your personnel
  

This workshop is designed for officers of Private Banking Departments, Client Relationship managers etc. If you want to acquire devoted client, to maintain long term relationships with high net worth individuals and be able to offer them solutions in long term and in day-to-day business, this workshop is a must-attend educational experience for you.

    Since 1992, specializes in International Corporate & Tax Planning. He is a founder of Meridian Companies House – one of the leaders of company formation business on Russian-speaking markets. In 1999-2000 he was Director for Direct Sales of Rietumu Banka (Latvia). Since 2005 he is a key consultant for Corporate Alliance AG, providing International Corporate and Tax Planning for large corporations and Wealth Management and Asset Protection services for High Net Worth Individuals. He is residing in Israel and Switzerland, has Master Degree in Theoretical Physics, and different diplomas from Cleveland and Los Angeles Institutes of Gestalt Therapy. Author of publications in professional and general press.

·         The changing needs of HNWIs internationally: highlighting market dynamics

·         Evolution of wealth in CEE countries: comparative analysis with the rest of Europe

·         The gradual return of money onshore: how quickly will it replace offshore banking?

·         Assessing CEE market attractiveness: growth forecasts up to 2010

·         The evolution of traditional private banking

·         The Swiss banking regulation: how does it differ from the rest of Europe and CEE in particular?

·         Major players going global: what impact does it have on HNWI clients?

·         Staggering growth projections: can everyone be a winner?

·         The client must come first - and understanding their needs is key

·         The shortage of client relationship managers is getting serious: how can this be addressed

·         Reaching out to a prospective client

·         A fine balancing act: product specialist or client advisor?

·         Open architecture: myth or reality?

·         Differentiating yourself from your competitors

• Client service: continuity of relationship and proactive client contact

·         Client behaviour and characteristics

·         Solving problems in approaching a client retention strategy

·         What inspires HNWI to move?

·         Cost of retaining existing clients vs cost of acquiring new ones

·         Monitoring relationships to ensure the highest level of satisfaction

• What are they?
• Versatility and benefits
• Areas of excellence
• Global trends and designs

• Market trends
• The wealth management value chain
• Common IT platforms as a bridge between asset and wealth management 
• MiFID&Co: transforming compliance into competitive advantage
• Client and portfolio monitoring: technology for service innovation and value creation

·         Facing up to new requirements and challenges in the market

·         Solutions and offers in the framework of structuring and  persevering a family's wealth

·         How to enhance a family's assets

·         Tools for wealth structuring (new products, strategies, possibilities)

·         The Luxembourg approach

• Exploring the use of Luxembourg investment vehicles as a private equity fund
• Navigating the complexities of using SPVs for acquiring targets
• Substance requirements in asset holding structures
• Case study: structuring a private equity or real estate investment in Central and Eastern Europe

·         Active business: Switzerland as a jurisdiction for intermediary trading and holding company: theory and case studies

·         Investments: Cyprus and Luxemburg as jurisdictions for Collective Investments Schemes

·         Savings and estate planning: trusts and Liechtenstein foundations

·         Information: how to decrease risks related to your employees. Lie detector based on voice analysis

·         Choosing the right approach: onshore vs offshore

·         Building strong networks for a greenfield entry

·         Setting up a representative office: advantages and pitfalls

·         Recent entrants’ experiences: what pays off and what doesn’t?

·         Comparing different business models

·         Current investment climate

·         Convergence story in CEE markets – is it already over?

·         Different countries – different stages of development

·         Market drivers and main risks

·         Valuations and earnings development

·         Economic and investment climate in Kazakhstan, Uzbekistan, Kyrgyzstan, Tajikistan and Turkmenistan

·         New investment ideas: having China next door and energy resources abundance

·         How much alpha can be generated through exposure to local capital markets?

·         What returns can be expected in the next ten years?

·         How does the region compare to similar markets around the world?

·         Client investment needs and how they differ from a typical Western investor

·         Comparing existing product offerings and client expectations in various CEE countries

·         Juxtaposing local and international product offerings

·         Local currency issues

·         Quantifying investor risk appetite

·         Latest trends in investment products for private banks in CEE

·         Effective portfolio allocation to emerging markets

·         How to choose the best investment style and construct the optimal portfolio for each client?

·         Reconciling client expectations with market reality

·         Optimal strategies and tools for calculating the risks

·         Case studies

·         Understanding local market idiosyncrasies: the macro picture:

-          macroeconomic status

-          market size in each CEE country

-          current and potential sources of wealth

-          psychological and cultural aspects

·         Key figures and statistics: benchmarking criteria and fees

·         Measuring market potential

·         Profiting from new market segments in the CEE

·         Best practices for addressing the needs of new market segments in the CEE

• Critical success factors
• Eastern Europe Market
• Moments of truth
• Solid Investment Advisory Cycle
• Access to global product range and benefits they afford
• Client’s Benefits of reputational safety
• Continuity in client relationships

• Differentiating yourself from your competitors through comprehensive offerings
• Justifying the expense of maintaining in-house products and how they affect perceived value
• Evaluating the importance of branding and how best to position yourself as a market leader
• A lesson in humility – when do you need to accept someone else can do it better?

• Latest developments in the CEE wealth markets: what has changed since last year?
• Examining the current modus operandi: country-by-country analysis
• Appreciating the changing needs of today’s HNWIs and the ways they are affecting business practices

·         Major players and development prospects

·         Legislative and regulatory issues

·         Successfully competing with local and global brands

·         Effectively using branches and implementing regional expansion

·         What impact will the boom in IPOs have on Russian HNWI's investment preferences and the creation of an equity culture in Russia

·         Are the risk tolerances of Russian & CIS investors higher and why?

·         Do traditional Western views on asset allocation and investment management products apply to a Russian & CIS banking platform?

·         Russia 2017: the second largest financial capital in Europe          

·         Consequences of the current consolidation in Ukraine’s banking industry

·         The growing interest of Western players: drivers and strategies

·         Risks and opportunities in the Ukrainian private banking sector

·         Legal and tax aspects

·         Macroeconomic overview: growth rates, inflation levels, financial instability risks

·         Specifics of the regional banking system: major players and trends

·         Reaping the dual rewards:

-          higher growth potential than in the new EU member states

-          higher market reliability compare to Russia

·         The Baltics as a gateway to Russia for international private banks

·         Differences and similarities between Estonian, Latvian and Lithuanian wealth markets

·         Examining existing services and investment products

·         Current business environment in Belarus: key indicators and constraints

·         The government’s plans to facilitate the development of the private sector: “Support for Entrepreneurship in 2006-2010”

·         The growth potential of the Belarusian private wealth

·         Examining legal and tax issues

·         Challenges and opportunities for established banks

·         What newcomers should be looking out for?

·         The impact of natural resource wealth on the country’s economic growth

·         The upside of economic links with China

·         Regulatory framework: nuts and bolts

·         Preferences and expectations of Kazakh HNWI

·         Opportunities in the fast developing wealth markets