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Day One Wednesday 19 November 2008
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8.30am | Registration and refreshments
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8.50am | Welcome address from the chairman
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| FROM ADOLESCENCE TO MATURITY: EXAMINING THE CURRENT STATE OF THE MARKET |
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9am | Opening keynote address: the future of global private banking
• Challenges in establishing an effective global private banking operation
• Private clients and their buying behavior
• The role of the investment advisor and private banker
• What are the measures to ensure sustainable growth?
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9.30am | Keynote address: assessing the evolution of wealth in the CEE countries
- Market trends driving the CEE growth
- Recognising HNWIs sophistication and expectations
- The repatriation of wealth to the region
- Emerging wealth markets: the expected development
- What steps are emerging markets wealth managers taking to become local, regional and international leaders?
- Competitive benchmarking initiatives
- The future vision of the industry
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10am | Speed networking
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10.40am | Morning refreshments
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11.10am | Panel session: strategies to gain market share in turbulent times
- Understanding the drivers and trends in the region
- Choosing the right approach: onshore or offshore?
- Client needs and behavioral changes – what new patterns are emerging?
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| | Mr Harald Friedrich, Managing Director, Private Banking, Head of Private Banking Central and Eastern Europe, Sal. Oppenheim
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11.50am | The current and emerging role of offshore trust/fiduciary structures for CEE clients
- Overview of benefits and challenges of offshore trust/fiduciary structures from a CEE client perspective
- Five common and emerging trust/fiduciary structures for CEE clients
- Trusts as tax planning tools for CEE family or asset connections to Canada, USA, and the UK
- Fiduciary structures as an efficient mechanism to facilitate CEE shareholder planning for future public listings
- Trustee as a wealth manager via the ‘six pillars of trusteeship’
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| | Mr Steve Sokic, Director and Head of Development & Strategy, RBC Trust Company (International) Limited Mr Igor Ishchenko, Senior Manager Fiduciary Services, RBC International Wealth Planning
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12.35pm | Lunch
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| CONQUERING NEW EUROPE |
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2pm | Focus on the Czech Republic, Hungary and Poland
- Differences and similarities within the CEE wealth champions’ league
- Winning and building successful client relationships: what is the key?
- Appreciating the changing needs of today’s HNWIs
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2.30pm | Panel session: examining market scope and drivers in Romania
- Examining the growing trade in personal services
- Who is the “emerging affluent”: sources and segments
- Available information infrastructure and required due diligence
- Legal and regulatory framework
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3.10pm | Afternoon refreshments
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| GETTING TO KNOW THE RUSSIAN & CIS CLIENT |
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3.40pm | Georgia: building a Private Banking business from the ‘local’ perspective
- macroeconomic overview – attraction factors
- legal and regulatory framework
- client needs – how do they differ from more established markets
- locals vs. Non-Residents – what are the different opportunities
- the importance of alliances in an emerging market
- challenges and opportunities to grow a business via a local player
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4.10pm | Panel session: evolution of private banking in Ukraine and Kazakhstan
- Financial climate of the region: economic situation and banking system
- Possible development paths in terms of product offering, service levels, onshore/offshore business
- Challenges and opportunities for established private banks
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4.50pm | The evolving needs of the HNWIs and UHNWIs in Russia
- Client segmentation – what new segments are emerging?
- What do Russian clients look for in private wealth managers?
- How are the changes in client behaviour affecting the products offered?
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5.20pm | Panel session: climbing new heights in Russia
- Market entry solutions to access Russia’s new and emerging wealth
- Building a healthy private banking sector to sustain the repatriation of wealth in the region
- Addressing the issue of shortage of private bankers to meet the growing numbers of the Russian HNWIs
- Appreciating the changing needs of today’s HNWIs and the ways they are affecting business practices
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| | Mr Alain Held, Head Central & Eastern Europe Switzerland, Deutsche Bank (Suisse) AG
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6pm | Chairman’s closing remarks
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6.10pm | Networking cocktail reception
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Day Two Thursday 20 November 2008
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8.30am | Morning refreshments
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9am | Welcome address from the chairman
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| RECRUITING AND RETAINING THE BEST TALENT |
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9.10am | Opening keynote address: organisational effectiveness within private banking – looking at the cracks in the model
- Role of the private banker: a mere distributor or a trusted advisor?
- Analysing the main attributes of a great relationship manager: what skills, education and experience are desirable?
- Training skilled relationship managers
- Inspiring employee loyalty to reduce turnover
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| | Mr Christoph Streule, Chief Executive Officer, Member of the Executive Committee, HSBC Private Bank Suisse
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9.40am | Wealth managers must get serious about the quality of relationship managers
- Recruiting and training
- Leadership and corporate culture
- Targeting and incentives
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10.10am | Panel session: ensuring success of your private banking operations in CEE through effective recruitment
- Employment strategies for the region: major issues
- Finding the perfect relationship manager: how to recruit the best staff
- Comparing compensation models
- Best practice: case studies
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10.40am | Morning refreshments
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| SPOTLIGHT ON THE CLIENT |
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11.10am | Client centricity - why focusing on client needs is important
- Economic leverage of customer orientation in Private Banking
- Requirements of steering customer loyalty successfully
- Proven implementation examples
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11.30am | Driving wealth management with business technology
- Wealth management vs. private banking in CEE – where are the needs and growth opportunities?
- Wealth management for retail and mass affluent clients – need for adequate product and service propositions
- From an account-centric to a client-centric approach – grouping multiple information sources into a single client view
- Supporting the relationship managers with a financial advisory platform
- Increasing the relationship manager’s productivity
- Client portals and PDA links – use of technology for client acquisition and retention
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| | Mr Michel Jongen, General Manager, Central and Eastern Europe, Odyssey Financial Technologies
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| DEALING WITH REGULATORY ISSUES |
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12pm | The impact of legal and regulatory issues on CEE private banking
- What differences are there between countries in the region and what are the implications for private banks?
- Working with compliance
- How can regulations be improved to foster growth in the private banking sector?
- Regulation on banking secrecy/transparency – conflict or convergence?
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12.30pm | Lunch
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| A CLOSER LOOK AT THE INVESTMENT MANAGEMENT SCENE |
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2pm | Panel session: open architecture platform – myth or reality? Strategy or concept?
- Are clients being offered the best possible investment products at present?
- Reconciling the demand for objective advice and the need for selling products
- What are the best criteria for selecting product providers and asset managers?
- How much diversity does your client’s portfolio need?
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| | Mr Christoph Streule, Chief Executive Officer, Member of the Executive Committee, HSBC Private Bank Suisse
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2.30pm | Turbulent market time–the added value of structured products for CEE clients
- Capital protection vs. high risk exposure
- Wealth accumulation vs. wealth preservation: where do structured products fit in?
- What do clients want now and how are their expectations changing?
- What are the latest product offerings?
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3pm | Afternoon refreshments
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| ASSET ALLOCATION STRATEGIES FOR HNWIs |
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3.30pm | The heat goes on in the CEE wealth markets
- Economic and investment climate
- Market drivers and main risks in the region
- Different countries – different stages of development
- Reconciling client expectations with market reality
- Interesting alternative investments with certificates in the CEE region
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4pm | Alternative investments – a must have?
- Examining the trends in allocations to alternative investments – yield vs. security
- How client demands are changing – striking the balance
- The role of hedge funds in the CEE HNW portfolio
- Diversifying client portfolios through commodity investments – opportunities in the CEE region
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4.30pm | Panel session: investment options and strategies for 2009
- Establishing the risk appetite and meeting the needs of HNW clients
- Providing the right product mix
- Keeping up with investment trends and preferences
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| | Mr Jan Barta, Chief Executive Officer, CSOB Investment Fund (KBC Group) Ms Andrea McEwen, Country Head CEE Retail & Private Banking, Raiffeisen Capital Management
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5pm | Chairman’s closing remarks
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5.10pm | End of conference
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Pre-conference workshop Tuesday 18 November 2008
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| Wealth Management in CEE: new opportunities for investment structures |
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1.30pm | Registration and refreshments
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2pm | Context of the wealth management in the CEE
- New asset classes
- Development of private equity and real estate investments
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3pm | Wealth structuring – exploring new investment structure possibilities
- Legal and regulatory landscape of Luxembourg investment vehicles
- How to successfully structure and set up your investment in the most tax efficient way – the Luxembourg example
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4pm | Afternoon refreshments
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4.30pm | Case study
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5pm | Panel discussion and Q&A
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5.30pm | Close of workshop
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| | Mr Gabor Kacsoh, Member of the executive board, Experta Corporate and Trust Services
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