Day 1: November 15 2011

Day 1: November 15 2011 »

Day 2: November 16 2011 »

last modified: 15 November '11

9am

Introduction by Chair

› Mr Nick Kalikajaros,

CEO, Ploutos Global Advisory

Business Models

9.10am

Keynote Presentation: The value of HNW services in an integrated bank or wealth manager

Understand the benefits a high net wealth operation can bring a wider organisation through client retention and thought leadership
Resilience of HNW profits during and post the GFC
Organising a HNW division using tools such as compensation structure and client segmentation to best fit the wider firm

› Mr Jay O'Neil,

Head of Private Bank, Macquarie Bank

9.40am

Presentation: How Australian private banks & wealth managers can create a domestically and internationally competitive UHNW services industry

Examine the global context of UHNW services to determine best practice internationally
How to import and replicate best practice in the Australian context
The key opportunities for the Australian industry to succeed and prosper
Connecting value proposition with pricing
Key strategies for the growth and professionalisation of the industry’s human resources

› Mr Ralf Haase,

Head of Commonwealth Private Office, Commonwealth Private

10.10am

Case Study: The Bank Family Office: establishing a competitive family office offering

Producing an internationally competitive UHNW offering in the Australian context
How advisory boards and founders can combine their international and domestic experiences to create innovative offerings
Accurately quantifying the requirements and willingness to pay of Australian UHNW individuals and families to create profitable new services

› Mr Ben Silluzio,

Managing Partner, UHNW Division, RBS Morgans

› Mr Geoff Wilson,

Chairman & Portfolio Manager, Wilson Asset Management

› Mr Luke McConnell,

Global CFO - Nordic Region, The Royal Bank of Scotland

› Mr. James Schwegler,

Principal, Thai Tech Partners

11am

Speed networking

11.30am

Morning refreshments

Client Attraction & Retention

12pm

Case Study: Implementing the transition from Private Banker to Private Wealth Manager

How to increase the share of wallet by moving beyond the transaction and into a holistic relationship
Implementing strategies to drive cultural change for clients and your staff

› Justin Greiner,

Head of ANZ Private, NSW & ACT, ANZ Private Bank

12.30pm

Roleplay: Attracting and retaining UHNW clients: how to successfully manage the initial meeting and assessment process of a prospective UHNW client

Which questions and why are the most important for accurately assessing client needs, client wants
What should the purpose of a first meeting be? What are the key outcomes for the client?
How can a UHNW provider utilise this meeting to capture the management of the greatest share of the client’s wealth and requirements
Explaining and selling a customised, personalised offering to a client to maximise the value to both you and the client

› Mr Ben Silluzio,

Managing Partner, UHNW Division, RBS Morgans

1pm

SS&C presentation

Phil Banas, Managing Director, SS&C

1.15pm

Networking lunch

2pm

Panel: Using Philanthropy to cement client and family relationships and the relationship with the advisor

How philanthropy can de-commoditise the client relationship by involving passionate interests, creating educational opportunities for successors and bringing the service provider closer to the role of trusted advisor
What are the objectives for philanthropists, how are they achieved and quantified and how can wealth managers charge for these achievements?
How Australia’s culture of giving will change both quantitatively and qualitatively and why wealth managers need to establish a philanthropy capability
Examine the growing number of social investment opportunities available

› Mr Peter Winneke,

Head of Philanthropic Services, Myer Family Company

› Mr David Knowles,

Director, JBWere

› Mr. Greg Redfern,

Chairman, Grand Charity Board, Freemasons NSW&ACT

› Ms. Karyn Baylis,

CEO, Jawun

› Ms. Teresa Zolnierkiewicz,

Head of Philanthropy, ANZ Private & Trustees

2.45pm