Statutory Audit of Bank Branches – under Core Banking System
RIVATE BANKING G - Unibg Rota - Private Banking … · - Hub branches - Spoke branches -...
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PRIVATE BANKING @ A GLANCE MIRCO ROTA ORGA SPECIALIST @ FIDEURAM – INTESA SANPAOLO PRIVATE BANKING DALMINE, 23 OTTOBRE 2017
Transcript of RIVATE BANKING G - Unibg Rota - Private Banking … · - Hub branches - Spoke branches -...
PRIVATE BANKING @ A GLANCE
MIRCO ROTA ORGA SPECIALIST @ FIDEURAM – INTESA SANPAOLO PRIVATE BANKING
DALMINE, 23 OTTOBRE 2017
WHO I AM…
ENGINEER
EX-CONSULTANT
HUSBAND
CHEF BLOGGER
SNOWBOARDER
ORGA SPECIALIST
BANKING INDUSTRY
RETAIL CORPORATE
INVESTMENT
• Deals directly with individual personal customers
• Offer services to the mass public in saving and checking accounts, mortgages, and personal loans, in which large ventures offset low charges
• Serves companies and enterprises, typically split into segments measured by turnover or industry
• Diverse range of products and services to small businesses up to multinational corporations.
• Typically deals with larger companies or investors requiring specialized products or financing
• Services include capital raising through underwriting and securities issuance/ trading and Corporate Action advisory.
Illustrative
BANKING PRODUCTS OVERVIEW Main financial needs Main offering areas Some examples
Individual • Physical person
• Family entity
Invoice and payment
management
Saving and investing
management
Financing Consumable goods
Hard goods (e.g. car)
Real estate
Insurance coverage
Financial and fiscal
advisory
Other needs
Products to manage invoices
Products to manage payments
Financial instrum. execution
Saving products
Credit granting Short term
Medium term
Long term
Insurance products
Advisory
Other services
Current account
Charge card, Debit card
Trading platform
Time Deposit
Credit Loan short term
Loan medium term
Mortgage
Fire and theft insurance
Legal advisory, Tax advisory,
Art Advisory
Internet banking
Corporate • SME's (Small or
Medium
Enterprises)
• Multinational
• Institutional
clients
Invoice and payment
management
Working capital financing
Financing
Risk insurance
coverage
Financial and fiscal
advisory
Other needs
Products to manage invoices
Products to manage payments
Treasury
Credit granting and
management
Insurance products
Corporate finance
Advisory
Other services
Current account
RIBA, RID
Loan buyback
Credit
Factoring
Fire and theft insurance
Spin Off, Leverage Buy Out
Legal advisory, Tax advisory,
Art Advisory
Internet banking
Illustrative
HOW DO BANKS MAKE MONEY?
FEES
INTERESTS
Current accounts
Deposits
Overdrafts
Credit Cards
Line of credit
FX Services
Trade Finance
Asset Management
Business Advice
Cash Management
Illustrative
BANK ORGANIZATION CHART
HR & Organization
Credit
External relations
Finance
Operations Risk e
Compliance
Corporate & Investment Banking
Retail Banking Asset Management & Private Banking
Network Banking
Specialized Fin. Service
Investment Banking
Corporate Banking
Asset Management
Private Banking
Chief Executive Officer
Board of Director
Illustrative
INTESA SANPAOLO GROUP
BANKS
SPECIALIZED COMPANIES
INTESA SANPAOLO KEY FIGURES
314 B€ AUM
17 B€ Operating Income
7,3 B€ Interests
7,3 B€ Fees
2,4 B€ Other income
3,1 B€ Net Income
11 M Customers
5,1 k Branches
3,9 k Italian branches
1,2 k Foreign Branches
89 k Headcounts
ISPB KEY FIGURES
93 B€ AUM
595 M€ Revenues
539 M€ Fees
53 M€ Interests
3 M€ other income
236 M€ Net Income
36 k Customers
131 Branches
6 HNWI branches
113 Private Branches
12 Commercial Branches
1,4 k Headcounts
WORK FOR AN ITALIAN PRIVATE BANK Illustrative
HEAD OFFICE PATH PB NETWORK
- Analyst - Specialist - Coordinator - Responsible - Head of … - Director
- Assistant - Senior assistant - ROP/ Private Banker - Senior private banker - Branch Manager - Area Manager
GOLDEN RULES
1. Be proactive and
have a “can-do” attitude
2. Be critic but constructive
3. Maintain poise under
pressure
4. Listen well
5. Always make a check
6. Be oriented to client-service
7. Learn continuously
8. Be confidential
9. Increase network
10.Respect the dress code
CUSTOMER SEGMENTATION BY AUM
Retail 100.000 $
Personal 300.000 $
Private 1.000.000 $
HNWI 5.000.000 $
UHNWI 30.000.000 $ Private Banking target
15,4 mln rich person
(0,2% of world population)
307 k rich person in Italy
(0,5% of italian population)
59.000 bln $
(37% of world assets)
4.500 bln $
(21% of italian assets)
Retail Customer segmentation
Illustrative
CUSTOMER RELATIONSHIP STEPS Illustrative
BRANCH NETWORK
- Hub branches - Spoke branches - Representative office - …
ADVERTISING
- TV - Radio - Billboard - …
WEB & SOCIAL
- Google Ads - Instagram - Facebook - Youtube - …
THIRD PARTS
- Financial advisor - Family Office - Trust company - Intercompany agreement - …
PROMOTION
1. CAPTURE
CUSTOMER RELATIONSHIP STEPS Illustrative
MET YOUR CUSTOMER
WHERE HOW REGULATIONS
Branch Online
Home Exhibition
Traditional Graphometric
Digital
AML KYC
Privacy Transparency
FATCA
2. ONBOARDING
CUSTOMER RELATIONSHIP STEPS Illustrative
BILD YOUR OFFERING BANKING INVESTMENT CREDIT INSURANCE
- Current account - Credit cards - Debit cards - Time Deposit - …
- Placement - Custody account - Discretionary (DPM) - Advisory - PAC - Spac
- Personal Loan - Mortgages - Credit Line - Loan
- Life - House - Wrapper - Pension funds
3. SELLING
CUSTOMER RELATIONSHIP STEPS Illustrative
ADVISOR ME (ADV)
Existing Portfolio
Optimizer engine
Draft portfolio
Persona-lization
Proposed portfolio
Client discussion
Order execution
Final portfolio
Investment committee
outlook
Market expectation
3. POST-SELLING
CUSTOMER RELATIONSHIP STEPS Illustrative
MAKE MONEY FOR ME (DPM)
Invested amount
Rebalance
Portfolio (T)
Market trend
Portfolio (T+N)
Rebalance
…
Portfolio (T+M)
1st Portfolio model
2nd portfolio model
N portfolio model
3. POST-SELLING
CONSULTING MARKET
• Strategy consulting • Management consulting • Financial advisor • Technology consulting • Legal advisor • Tax advisor • …
Strategy
Management consulting
Financial Advisor
Technology Advisor
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