The Executive Certificate in Private Banking and Wealth Management

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1 Centre for Financial Learning XLRI Jamshedpur and ICICIdirect Centre for Financial Learning present The Executive Certificate in Private Banking and Wealth Management

2 About Xavier School of Management Jamshedpur (XLRI) Founded in 1949, XLRI, managed by Jesuit Fathers has always strove to be a management school with a difference. Pursuit of academic excellence and fostering whole-person integral growth - intellectual, emotional, spiritual and social persona of students has been the hallmark of XLRI for over six decades.

3 About ICICIdirect Centre for Financial Learning (ICFL) ICICIdirect Centre for Financial Learning is an initiative of ICICI Securities Ltd. set-up with an objective of simplifying financial knowledge and increasing financial literacy amongst prospective or experienced investors and knowledge seekers. The training programmes are categorised under Investment Education Programmes and Professional Certification & Development Programmes. The repository of domain knowledge includes a host of in-house developed seminars, workshops, certifications and training programmes leading to reputed certifications. These programmes cover Stock Investing, Derivatives, Mutual Funds, Financial Planning, Wealth Management, Corporate Finance, etc. ICICIdirect Centre for Financial Learning has been conferred with the Award for Innovation in Learning and Best Online Learning Solution at the World Education Congress. It also won the Emerging Brand Award at CMO Asia in Singapore.

4 Programme Objective: This programme aims to provide state-of-the-art training to aspirants in the private banking and wealth management domain. The private banking industry in India has been growing briskly, while the financial services industry is growing at a healthy rate. Therefore with the booming stock market and entry of new age banks, the industry needs a lot of professionally qualified people in the near future. The programme offers a comprehensive coverage of all aspects of financial markets and instruments as well as a landscape of private banking and wealth management, including regulatory aspects. After completing this programme, qualified professionals will be able to serve in the ever-burgeoning financial services industry. Eligibility: Graduates / Post Graduates from Universities recognised by the Association of Indian Universities, with at least two years of work experience.

5 Admission Procedure 1. Application Form: All interested candidates will need to fill out an application form. An application fee of `1,000/- (plus GST) must be paid while submitting the completed application form. This fee is non-refundable 2. A two-stage screening will be followed for short-listing the candidates; a) Basis applications received b) An interview will be conducted by XLRI through the Virtual Platform 3. Shortlisted candidates will be asked to pay the programme fee

6 Programme Design: This programme consists of around 150 hours of course delivery using an information technology platform. It is spread over a twelve month duration. In order to supplement the learning through the technology platform, there will be a 5-day on-campus orientation module. Courses to be offered in this programme are as follows: Module 1 Financial Environment Understanding Financial Statements Accounting Concepts and Conventions Introduction of Financial Statements Basic Understanding of Financial Statements; Balance Sheet and P&L Account Understanding of Financial Analysis; Horizontal and Vertical Ratio Analysis Understanding Financial Concepts Basic Understanding of Concepts; Cost of Capital, Time Value of Money, Risk & Return etc. Evaluation Techniques; Discounting and Non-discounting (Pay-back, NPV, IRR etc.) Evaluation of Financial Instruments Understanding Financial Economics Introduction of the Financial System; Indian And Global Basics of Banking Services and Products; Global Perspective Capital Market; Primary, Secondary, Securities and Instruments; Equity, Shares, Bonds / Debentures Stock and Commodities Market, Basic Terms and Functioning Money Market, Instruments and Securities Economic Indicators Impact of Economic Indicators on Financial Markets and Correlation with Financial Instruments

7 Module 2 Financial Instruments Equity Instruments Introduction to Equity and Different Equity Instruments in Markets Fundamental and Technical Analysis Equity Valuation Techniques Application of Valuation Techniques with regard to Stock Selection Equity Portfolio Construction, Management and Performance Evaluation Fixed Income Securities Introduction to Fixed Income Securities Types of Fixed Income Securities Valuation and Pricing of Fixed Income Securities Correlation between factors affecting a Fixed Income Instrument and Price etc. Fixed Income Instruments Selection Criteria Construction of Fixed Income Portfolio with regard to an Individual Investor Other Investment Avenues Real Estate Investment Investment in Commodities Hedge Funds Venture Capital Private Equity Structured Products Derivative Products Risk Management in Financial Services Risk-concept Risk Management Framework Risk Identification; Risk Measurement Case Studies, for example a Scenario Analysis of Changing Interest Rates on Financial Instruments etc.

8 Module 3 Private Banking and Wealth Management The Private Banking World Today State of the Industry New Regulations such as AEOI, FATCA etc. The Role of Credit in Private Banking Offshore and Onshore Banking Discussion; Where does the Industry go? The Business Model Costs and Revenues The Formula Client Relationships Cross Selling KPIs Understanding the Client's Expectations Individual Clients and Families Know Your Customer Additional Information Group Work; The Perfect Client Profiling Private Client Needs Analysis Daily Needs Business Current and Future Needs (Succession) Retirement Planning Life-long Investing Case Study; A Prospective Client Analysis Risk And Return The Tradeoff Risk Aversion Types of Return Managing the Client's Expectations

9 Asset Allocation for Private Clients The Process of Asset Allocation What is Asset Allocation? Investment Policy Statement What to put in a Portfolio Pricing Decisions and Basis Point Assumptions Review of the Various Investment Vehicles The Diversification Effect Portfolio Risk and Return Specific Vs. Systemic Risk The Efficient Frontier Rewarding the Risk; Sharpe Ratio The Investment World Top Down Approach Economic Cycles Emerging Markets Foreign Exchanges The Investment Process Specifying Objectives Specifying Constraints Formulating a Policy Monitoring and Updating the Portfolio Active Vs. Passive Portfolio Management Active Vs. Passive Portfolio Management Core Satellite and other Approaches Benchmarking Issues Market Timing Sectors Rotating Asset Allocation Vs. Security Selection

10 Formulating the Offer Meeting the Client eeds Dealing with Investment Restrictions Abiding to Local Regulations Pricing Issues Estate Planning Needs and Tools Estate Planning in a Global Context Wealth Analysis Geographical and Legal Constraints Wealth Transmission Tax Optimisation Retirement Planning Constraints Management Trusts Description of the Structure Main Uses Jurisdictions Legal Issues Documents Family Foundations Description of the Structure Jurisdictions Legal Issues Documents Other Tools The Will Offshore Companies Local Instruments for Local Purposes Nonfinancial Assets Real Estate Leisure Assets (Yachts, Planes, Cars etc.) Art Collections Other Assets

11 The Offering What is the Best Mix? The Domicile of the Client Possible Conflicts of Laws Tax Issues Ethical Considerations The Pricing Cultural Differences Regional Differences The Religion Element Ethical Considerations The Do s and Don ts Video Examples Business Development: Private Banking and Wealth Management in a New Area Initial Analysis Opportunity Analysis Strategic Implications for the Bank Competition Analysis Legal and Regulatory Constraints Offshore Vs. Onshore Resource Gathering Existing Resources or Hiring Skills Gap Analysis Evaluating the Candidates Description Managing the Private Banking Team Objectives Incentives The First 18 Months The Shortfalls and the Successes Exercise; The Ideal Incentive Plan

12 The Business Plan Key Elements Costs and Revenues What are the Limits of Business Planning? The Human Bias The Decision SWOT Pestel Brand Management Other Factors The Action Plan Future Pacing Implementing the Learnings into Reality Establishing Personal Targets Main Strategies How to Invest Case Study; A Current Product Prospections The Importance of the Network Establishing the First Contact Dealing with Gatekeepers Exercise; The Elevator Pitch Managing and Retaining the Client Managing the Client s Expectations Setting up the Frame Dealing with the Shortfalls How to Deliver Bad News

13 Other Topics: Regulation and Guidelines for Wealth Managers / Advisors (Existing and Proposed) AML & KYC Norms for Wealth Management Products Back Office Operations for Advisors and Use of Technology Platform Robo-advisory Client Handling; Handling Angry Clients Financial Housekeeping Note: This is an indicative list of courses. Institute may change the curriculum from time to time. Duration of the Programme: 12 months Programme Fee: The programme fee is `180,000/- (One Lakh eighty thousand only) plus applicable taxes. The above fee includes campus visit fees. All payments to be made in favour of XLRI Jamshedpur. Programme Delivery: Courses will be delivered online, using an appropriate technology platform. Lectures will be delivered via broadband based technology involving two-way audio and video communication. Classes will be held on Sundays. Participants will be provided reading materials etc. for each course. They may also interact with the concerned faculty through s or via the chat mode. Certification: The Executive Certificate in Private Banking and Wealth Management will be awarded to the participants on successful completion of the programme.

14 Contact Us ICFL Branches: Bengaluru - Jayanagar 5 th Block Delhi - Jhandewala Extension Mumbai - Andheri East Pune - F C College Road Hyderabad - Raj Bhavan Road Kolkata - Shakespeare Sarani Road ICFL Contact Details: ID: learning@icicisecurities.com Website: learning.icicidirect.com ICFL Authorised Learning Centres: Bengaluru - Kormangala Chennai - T Nagar Hyderabad - Kukatpally Delhi - Pitampura Delhi - Kirti Nagar Kolkata - Kasba Indore - Khajarana Road Maharashtra - Sangli Maharashtra - Jalgaon Mumbai - Kharghar Mumbai - Borivali Navi Mumbai - Turbhe XLRI Contact Details: ID: prabha@xlri.ac.in Phone No.: / 3277 Website: Our Authorised Learning Centre / Business Associate: ICICI Centre for FinancaI Learning is a part of ICICI Securities Ltd.( I-Sec). Registered office of I-Sec is at ICICI Securities Ltd. - ICICI Centre, H. T. Parekh Marg, Churchgate, Mumbai , India, Tel. No.: , The contents herein above shall not be considered as an invitation or persuasion to trade or invest. These programmes do not guarantee any job or placements with ICICI Group or any other organization. Participants should make independent judgements with regards to suitability, profitability, and fitness of any programme offered herein above. I-Sec and affiliates accept no liabilities for any loss or damage of any kind arising out of any actions taken in reliance thereon.