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Family Business Forum: Monday 15 December 2008
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09.50 | Chairman’s opening remarks
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| CREATING AND RUNNING A SUCCESSFUL FAMILY OFFICE |
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10.00 | An interview with Dr Fabio Scacciavillani: An overview of macro economics in the turbulent times
- The view from the top: will the GO political and economic influence shift
- The impact of turbulent conditions on the optimum investment strategy
- Risk profiling of different asset classes
- Determining as to whether there are any SAFE investment classes
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10.30 | Q&A with Dr Scacciavillani
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10.45 | Morning coffee
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11.15 | A family perspective
An interview with a Mr Salah Sharaf, Chairman, Sharaf Group
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12.15 | Lunch
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13.45 | Keeping it in the Family: Working with the generational planning challenges in managing family wealth
- The use of trust and alternative structures by Muslim clients working with family members and counseling them to recognize and accept solutions
- Resolving succession issues
- Involving future generations in the process
- The use of corporate structures for asset protection
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14.30 | Solutions, Structures and generational planning
- Understanding the implications of the choices of wealth transfer for you and your family
- Ensuring successful succession of wealth to future generations
- A review of what can go wrong and has gone wrong
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15.00 | Afternoon Tea
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15.30 | The value of philanthropy
- Philanthropic trends and regulation effecting charitable giving
- A case study: examing best practice
- The latest on the association between Wealth Management and philanthropy
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16.00 | Close of Family Office Forum
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Day One: Tuesday 16 December 2008
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08.30 | Registration and refreshments
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09.00 | Chairman’s opening remarks
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| | Mr Arpit Agarwal, Director and Group Chief Executive Officer, Financial Services, Dawnay Day AV India Advisors Pvt. Ltd.
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| INCREASING MARKET SHARE |
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09.10 | Keynote address: Understanding the HNWI – what does it take to win and retain his business?
- Understanding and meeting the cultural and investment needs of the Middle East’s HNW clients
- Assessing the evolving priorities and demands of HNW families from one generation to the next
- Matching the relationship manager to meet the investment needs of the two types of investors: wealth accumulators and wealth preservers
- Moving beyond customer service and product offerings: what can be done to differentiate you from your competitors?
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| EVALUATING THE REGIONAL WEALTH MARKET |
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09.50 | The GCC’s economic prospects and the implications for private wealth management
- State of the market’s competitiveness today: facts, figures and the reality
- Changing dynamics of the global and Middle Eastern HNWI
- The prospects for non-oil economic output playing a greater role in the near future
- Investment opportunities provided by regional infrastructure projects
- Assessing the value and viability of the growing mass affluent market for private banking services
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10.30 | Morning coffee
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11.10 | Panel: Assessing the unique challenges and opportunities offered by the GCC region
- Exploiting the liquidity and of the region’s oil-funded economic micro climate
- Looking beyond the oil boom
- Leveraging regional presence and expertise to create a more advice oriented, less product-driven model
- Overcoming the economic and political risk factors incumbent in the geographical concentration of Shariah compliant investment opportunities
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| | Mr Nigel Putt, Managing Director, Private Wealth Management, Dresdner Bank
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| ATTRACTING THE HNWI |
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11.50 | The family office, the family business and opportunities for private banks
- Adding value – lessons from the family office
- The family business – accounting for wealth generation in planning for wealth preservation.
- Keeping it in the family – is advising the family business a future opportunity for private banks?
- Understanding where a private bank can work with family offices to add value
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| | Mr Pasha Bakhtiar, Managing Director, Middle East Representative Office, Lombard Odier Darier Hentsch & Cie
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12.30 | Lunch
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| PROVIDING A TAILORED INVESTMENT PLATFORM |
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14.00 | Case study: Privileged access to Canadian citizenship for HNW individuals and how private bankers can benefit from this program
- Canada's government managed, risk-free immigration scheme offers private bankers and their clients unique opportunities
- Alternative residency and citizenship as a tool for private wealth planning
- Program overview, the role of National Bank of Canada, and Canada’s advantages as an immigrant destination
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14.40 | Incorporating local products and services into a global private banking solution
- Analysing product strategies for HNWIs both globally and in the Middle East – overlaps and divergence
- Localising the product and personalising the experience
- Creating sophisticated investment vehicles and selecting investment criteria appropriate to both asset and market
- Determining the correct weighting of local assets in a diverse portfolio
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15.10 | Speed Networking
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15.40 | Afternoon tea
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| ASSET ALLOCATION STRATEGIES |
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16.00 | Panel: Strategic asset allocation options for the Middle East’s wealth managers
- Successful asset allocation strategies in MENA – being opportunistic
- Taking advantage of market volatility
- Exploring opportunities for wealth managers to capture alpha in the MENA region
- The potential of Wealth and Asset Management Software Solution to benefit both the Private Banks and clientel
- Maintaining a strategic position to maximise returns on the upside and preserve capital on the downside
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16.30 | Delivering superior asset allocation through open architecture
- Selling advice and not products: myth or reality?
- Monetising the benefits of open architecture – creating tangible benefit from long lasting relationships based on client service
- Developing an open architecture division
- Selecting product providers and asset managers for you clients
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| | Mr Guido Lenherr, Managing Director, Head Middle East , VP Wealth Management (Middle East) Ltd
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17.00 | Close of Day one
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17.10 | Networking drinks reception
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Day Two: Wednesday 17 December 2008
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08.30 | Registration and refreshments
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09.00 | Chairman’s opening remarks
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09.10 | The silver lining of the global credit crunch for wealth managers and private banks
- Opportunities provided for independent wealth managers
- Rebuilding client, shareholder. Regulator and government confidence through serving client needs
- Private banking’s role as an increasingly important business line in major banking institutions
- Expanding the offering taking the lead in product manufacture
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| LOCAL vs INTERNATIONAL BANKS |
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09.50 | Keynote address: Opportunities for local banks in GCC private banking – where can they compete?
- Analysing the competitive advantages held by international banks over local banks:
1. Human and financial resources
2. Depth and breadth of knowledge and coverage
3. Increased convergence of private banking and investment banking
- Highlighting a detailed understanding of the regional market and Shariah compliant wealth management options
- Evaluating the acquisition option: weighing the benefits of acquiring a small, established private bank and its attendant status
- Targeting the growing mass affluent for wealth management services
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10.30 | Morning coffee
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11.10 | Utilising the demand for Shariah compliant wealth management as a genuine competitive advantage
- Ensuring compliance – the complexities of structuring an Islamic product
- Ensuring performance – meeting the investment goals of Islamic clients with structured products
- Gaining access to asset classes – what is available for the Islamic investor?
- Are structured products the best solution for Islamic clients?
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11.40 | Meeting the requirements of the Non Resident Indian HNWI
- Analysing the potential value of the wealthy NRI market in the GCC
- Building market entry solutions for India’s emerging wealth markets
- Meeting the diverse banking and investment needs of the NRI on returning investments back to India
- Examining the means of expansion for Indian banks in the GCC
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12.20 | Lunch
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| ISLAMIC BANKING AND THE HNWI |
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13.50 | Developing innovative products attractive to the Islamic HNWI
- Structuring and issuing Shariah compliant products to meet consumer demand
- Challenges of competition and expanding product portfolio
- Moving from ‘vanilla’ offerings to real alternatives to conventional products
- Technology innovations to holistically address the need of Islamic investment banking
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14.30 | Philanthropy and the private banker: responsibilities and opportunities
- Trends in global philanthropy and indicators for progress in the Middle East region
- The role of the banker in judging the potential value of philanthropic projects to HNWIs
- Evaluating the key drivers for organised and systematic philanthropy
- Negotiating the legal and tax structures for philanthropy
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| WEALTH MANAGEMENT AND THE FAMILY |
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15.10 | Keeping it in the family: overcoming the challenges inherent in managing family wealth
- Communicating current issues effectively with all family members
- Educating family members and harnessing their interest in educational sessions
- Resolving succession issues for single family offices
- Involving future generations in the family office
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15.50 | Close of Conference
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Post-Conference Workshop, Thursday 18 December 2008
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| Building a successful private banking business |
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09.00 | Advice: Innovating new processes to understand client needs
- A different approach to engaging the client
- Delivering consistent advice across your franchise
- Ongoing evaluation and monitoring
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10.00 | Asset allocation: the importance of diversification
- Tactical vs. strategic allocation
- Managing investment risks across portfolios
- Balancing bespoke client needs with scale requirements
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11.00 | Morning Refreshments
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11.30 | Asset management: role of open architecture in private banking
- Different options for delivering products
- Challenges of consistently finding new sources of alpha
- Managing the compliance environment
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12.30 | Administration: reducing cost and improving productivity
- Creating scale in investment process and operations
- Staying ahead of the “legacy platform”
- Managing demands on capital with need for continual improvement
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13.30 | Workshop ends
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