Day One Monday 5th December 2011

last modified: 30 November '11

08.00

Registration and refreshments

09.00

Chairman’s opening remarks

Accelerating growth in the region

09.10

Keynote: The ‘Arab Spring’ and its impact on regional private banking

Understand how investor preferences are evolving and how to reassure clients in an unstable region
Predicting where the Middle East will experience growth in the coming years
The evolution and future of the Middle Eastern private banking model

› Pierre Pissaloux,

Head of PB, Emirates NBD, United Arab Emirates

09.40

Keynote: Growth strategy for private banking after the regional storm

The Economic fallout from Arab Spring and the impending recession in Europe.
The region's private sector’s need to regain credibility
Reducing dependence on external funding
Rebalancing portfolios with an emphasis on wealth preservation in times of uncertainty

› Henry Azzam,

Chairman MENA, Deutsche Bank, United Arab Emirates

10.10

Panel session: Exploring HNW growth and key economic trends impacting asset flows in the region

Exploiting capital inflows into the regional financial hubs to boost long term revenue streams
Is there a real trend of assets moving overseas?
Is the current regulatory framework encouraging growth in the regional industry?
Overcoming problems with investor confidence caused by political instability

› Arnaud Leclercq,

Head of Middle East, Eastern Europe and Central Asia, Lombard Odier, Switzerland

› Stuart Crocker,

Global Head of Private Banking Group, ADIB, United Arab Emirates

10.50

Morning refreshments and speed networking

HNWI & family office requirements

11.20

Investor perspective – the impact of increased investor sophistication and demands for liquid assets

Providing a diversified portfolio whilst understanding investors’ preference for liquid assets
Recognise HNWIs evolving sophistication to improve investment products
Ensuring transparency and avoiding lock-up periods
Steen Ehlern, MD, Ferguson Partners Family Office

› Steen Ehlern,

Managing Director, Ferguson Partners Family Office, Switzerland

11.50

Panel session: Conflicts of interest

The role of regulators and how banks can build mutually beneficial relationships with them
The benefit of different ownership models and ensuring advice is unbiased
Improve your bank structure to minimise conflicts of interest

› Nigel Putt,

Regional Head - Middle East, Lloyds TSB Private Banking, United Arab Emirates

› Michael Markland,

Vice President, Morgan Stanley, United Arab Emirates

12.30

Panel session: Understanding the evolving priorities of the region’s family offices

What are regional groups looking for from a wealth manager?
How family offices and private banks can build mutually beneficial partnerships
Wealth preservation, strategic tax planning and prudent family governance

› Asher Noor,

CFO, Al Touq Group, Saudi Arabia

› Laurent Hopman,

CEO, 21 North Advisors, Bahrain

› Mishal Kanoo,

Deputy Chairman, Kanoo Group, United Arab Emirates

13.10

Networking lunch

14.10

Panel session: Capitalising on the demand for Sharia compliant wealth management

The potential of Sharia compliant products to increase your market share
Ensuring compliancy
The relevance of Islamic banking to non-Muslim clients, and how to market compliant products to enhance their revenue generating potential

› Matein Khalid,

Head of Capital Markets & Advisor to the Chairman, Bin Zayed Group, United Arab Emirates

› Hazim Zagzoog,

Executive VP, Head of PB, NCB, Saudi Arabia

14.50

Satisfying different risk profiles

Understanding client requirements and offering the right level of advice to allow personal investment decisions
Building a partnership with UHNW clients; how to ensure allocation strategy is aligned with the individual investor profile
The role of the independent wealth manager

› David Gibson-Moore,

Representative Bahrain office, LGT Bank, Bahrain

15.20

Afternoon refreshments and networking

Expanding client services & products

15.50

The importance of philanthropy to provide a holistic client experience

How philanthropy can be used to solidify long term relationships
What the Middle East private banking industry can learn from more mature jurisdictions
How to set up the right vehicle for effective giving

› Russell Prior,

Head of Philanthropy, HSBC Private Bank, United Kingdom

16.20

Panel session: Building on service delivery to enhance the client relationship

How to better serve HNWIs opting for self-directed mandates vs. discretionary portfolio management
Improve product design to meet risk profiles and investment goals
Assessing investor mentality towards alternative investments to maximise returns

› Ashraf Mazahreh,

Head of Private Banking, UAE, National Bank of Abu Dhabi, United Arab Emirates

Developing new revenue streams

17.00

Generating new revenue streams by enhancing the client value proposition

How to extend new levels of exclusivity and quality of service for a holistic proposition
Designing the right distribution channel mix to reach out to different client bases
Increasing profit margins by designing segment-specific product design
Focusing on your business competencies and knowing where to outsource

› Philip Harris,

Head of Private Client wealth management, RBC Wealth Management, United Kingdom

17.30