Dates and Program

PROGRAMS AND SEMINARS


	Senior Management Program in Banking

	Advanced Executive Program

	Diploma of Advanced Studies (DAS) in Banking (Executive Program)

	Certificate of Advanced Studies (CAS) in Corporate Banking

	Swiss Cross-Border Wealth Management

	International Wealth Management Retreat
COOPERATION PARTNERS


	Rochester-Bern Executive Programs / Universität Bern

	Singapore Management University / Wealth Management Institute


	Target Audience



	Dates and Program



	Course Structure and Learning Methodology



	Speakers



	Registration & Contact



	Provisional Reservation


	SFI Alumni consensus forecast

Dates and Program

Program Overview
The seminar is held from June 8 – 11, 2009

June 8, 2009

Topics		Speakers
Introduction to the seminar		Dr. Harry Hurzeler
Trends in Wealth Management (INSEAD Case UBS)		Dr. Harry Hurzeler
Branding, segmentation and the client offering		Dr. Harry Hurzeler
The key drivers of profitability: International benchmark studies (BCG Study)		Dr. Peter Nicolai Damisch
Conclusions: The KPI determinants of profit		Dr. Harry Hurzeler
Retaining clients (Group work)		Dr. Harry Hurzeler

June 9, 2009

Topics		Speakers
KYC: From risk tolerance to investment strategy		Prof. Enrico De Giorgi
KYC: The challenge of really knowing your client (Group exercise with case Felix Stromberg)		Peter Schuppli / Dr. Harry Hurzeler
Acquiring clients (Group work)		Peter Schuppli / Dr. Harry Hurzeler
Communicating under stress		Prof. Gerhard Steiner
Developing existing clients (Group discussion I)

June 10, 2009

Topics		Speakers
The legal aspects of knowing your customer		Martin Peter
Developing existing clients (Group discussion II)		Peter Schuppli / Dr. Harry Hurzeler
For RMs:
Advising HNWI		Geoff Marsh
For Team Leaders:
Developing the advisory capability: Sales Meetings, Coaching		Peter Schuppli / Dr. Harry Hurzeler
Measuring and encouraging success		Boris Collardi
Selecting and developing RMs		N.N.

June 11, 2009

Topics		Speakers
Organising your business		Dr. Harry Hurzeler
The advisory experience		Werner Peyer
Individual work and closing discussion: Balancing KPI, personal conclusions, action plan		Dr. Harry Hurzeler

	NEWS

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