SAQ RM Certification Delivery to Foreign Banks · • October 2015 UBS, Credit Suisse and the...
Transcript of SAQ RM Certification Delivery to Foreign Banks · • October 2015 UBS, Credit Suisse and the...
SAQ RM CertificationDelivery to Foreign Banks
31 May 2017, Geneva1 June 2017, Lugano7 June 2017, Zürich
SAQ RM Certification: Delivery to Foreign Banks
Welcome / Introduction
11.10-11.30 IntroductionRonny Wallnöfer, SBA
11.30-12.00 TestimonialsCredit Suisse, Julius Bär, UBS; UK
12.00-12.40 PresentationsFintelligence, Fitch Learning, Swiss Finance InstituteKalaidos + Centro di Studi Bancari; Institut Supérieur deFormation Bancaire; Fachschule für Bankwirtschaft
12.40-13.30 Networking
SAQ RM Certification: Delivery to Foreign Banks
11.10-11.30 Introduction
Ronny WallnöferProject Head Strategy Training / Best Talents, Swiss Bankers' Association- RM Certification: what it is and what it offers, where it comes from, how it compares
internationally.- Certification and Recertification; Swiss and international modules
SAQ Person Certification
2017-05-29Ronny WallnoeferProject Head Strategy Training/Best Talents
• 2010/2012 - SwissBanking discusses the introduction of acertification system for Client Advisors
• 2012 - Non-conclusive decision leads to initiative by UBS to setup a certification system in cooperation with SAQ
• October 2015 UBS, Credit Suisse and the Banques CantonalesLatines agree on the SAQ person certification as a certificationstandard for client advisors. Bank Julius Baer joins soon after.
Seite 2 01.06.2017
Certification System - origins
The SAQ Person certification is about establishingstandards, which provide a constant quality of the «ClientAdvisor Bank» and in doing so set a benchmark and toensure and document the knowledge and skills of the«Client Advisor Bank»
• Content, requirements and qualification procedures and processes for obtainingcertification are defined and developed by the Normative Committee, according to theframework given by the norm ISO 17024
Seite 3 01.06.2017
A standard for professionalisation and excellence –driven by the banking industry
• Current certification programmes CWMA, CCoB, Private Clients, Individual Clients* coverthe client advisor segments
• System offers flexibility for participating banks in regard of scope, content and training
*Affluent Client and SME accreditation by SAS is pending
Normative Committee Technical Boards
Definition and Developmentof Learning Topics
Strategic Level
Normative DocumentationSystemic Level
Normative Base
Examination Regulation
Certification Programmes
Technical conformityDefinition of Normative
Documentation
System Development
• CWMA recommended by SBA as standard for client advisors inprivate banking/wealth management in December 2016
• Content CMWA certification meets MIFID II requirements per 1January 2018
• International portability of the CWMA certification is part of theSwissBanking strategic project «Training/Best Talents»• Focus on MIFID countries, UK, UAE, Singapore, Hong Kong, South Africa
• SwissBanking assesses the recommendation of additional SAQprogrammes
Seite 4 01.06.2017
CWMA recommendation and future development
SAQ RM Certification: Delivery to Foreign Banks
11.30-12.00 Testimonials
Geneva- Peter Wandelt, Stream Head SAQ Certification, Credit Suisse AG- Jürg Herren, Head Certification & External Relationships, UBS AG- Shane Norton, independent adviser
Lugano- Peter Wandelt, Stream Head SAQ Certification, Credit Suisse AG- Jürg Herren, Head Certification & External Relationships, UBS AG
Zürich- Peter Wandelt, Stream Head SAQ Certification, Credit Suisse AG- Jürg Herren, Head Certification & External Relationships, UBS AG- Oliver Ruch, Programme Manager RM Certifications, Bank Julius Bär & Co. Ltd.- Shane Norton, independent adviser
CWMA application at Credit SuisseFrom
Bank specifictraining landscape
(e.g. offering, tools, advisory& investment process)
To
Global Train-to-RM certificationIntroduced 2007
+
Global Frontline Certification 1.0Introduced in 2010
Generic Private Banking &Finance Knowhow- mainly self-study –
(e.g. Derivatives, PortfolioManagement, InvestmentFunds, Behavioral Finance)
Cert
ifica
tion
–(IS
O 1
7024
)
SAQ CWMA certification path NB* 1.8
CPD
In-h
ouse
Fitc
h Le
arni
ngCPD
PROS:• Cost efficient platform and
maintenance for generic know-how• Opportunity to benefit automatically
from external expert know-how viaregular updates and regular feedbackfrom other users
• Integration of new developments (e.g.MIFID) in the industry
• Cost efficient re-certification, updatesand CPD hours
• Flexibility in choosing vendors• No process or data challenges because
of “mixed” content and data• Clear positioning of market standard
versus in-house capacities
CONS:• Steering participants through two
training platforms
Based on the various benefits of the standard, introduction and launch has been perceived extremely well
CWMA application at UBS AGCWMA application at UBS AGUBS WM Diploma / CWMA is the foundation training for client-facing roles at UBS Wealth Management (to date: ~4'000)
Initial certification (14 topics)1:4 Multiple Choice / 150 questions, 300 minutes*
Recertification(every 3yrs)
60 questions, 120
at UBS Wealth Management (to date: 4 000)
UBS specifict t
p qminutes*
• Investm. Funds• Investm. Solutions• Structured Cl li k t B d f K l dcontent
(IPR with UBS)
Industry specific • Asset classes
• Structured Products
• Lending Solutions• The Wealth Mgmt
Advisor• Mortgages
B i P d t
• Risk, Legal and Compliance
• Wealth Planning International (or
Close link to Body of Knowledge and focus on:• Recent changes• Application elements• UBS specific elements
Industry specificcontent(IPR not with UBS,leverage across
Asset classes• Financial Markets,
Economics and FX• Derivatives• Portfolio Mgmt• Behavioral Finance
• Basic Products International (or Domestic)
• Local additions (e.g. HK, SG)
industry partnership)Exam 1Financial Markets,
Exam 2Client
Investment
Exam 3Regulatory and Wealth Planning
Single Exam50% of initial
certification contentMarkets, Products &
Portfolio Management
Investment Solutions (local
adaptations)
Wealth Planning Framework (local
adaptations)
certification content, rolling every two
years
1
*local modifications possible (e.g. APAC)
CWMA application at UBS AG - RecertificationCWMA application at UBS AG RecertificationGrowing suite of options to achieve recertification: increase efficiency and effective use of CA time dedicated to developmentp
Knowledge Application RecognitionRe-
Certification
Initial certification
Current options Alternative options Requirements
WM TSC WM Diploma CWMA
• Written Re-Certification test
• Suite of all CA or segment specific classroom training (credit system)
• Re-Certification trainings (continuous professional development)
WM Master mod le 2 test (once
• 24 learning hours 2 day training including preparation
• Link to content standard (WM B d f K l d )(credit system) • WM Master module 2 test (once
during program participation)
• Leadership Development program for Desk Heads (once during program participation)
Body of Knowledge)
• Accreditation form certification body SAQ (Swiss Association for Quality)
program participation)
Examples
• WM EEM Program "Living the Client Experience" for WM EEM front staff in the HNWI and Affluent segments
• Advisory Skills Acceleration Program for candidates in Japan
• Selling with emotions training
2
• Selling with emotions training
The small banks point of view SHANE NORTON
The Retail Distribution Review
Reforms in:
Labelling of Service Remuneration Professionalism
Professionalism strand is very similar to SAQ proposals Key difference: RDR made qualifications and continual training mandatory
Benefit from Certifications
Raise standards Protect yourself against regulatory scrutiny Marketing opportunity
Improve trust
Win clients
Increase revenues
Challenges and how to address them
Organisational
• Scope • Learning
support • Exemptions • Deadlines • Penalties • Staffing losses • Setting up and
tracking CPD
Financial
• Administrative costs
• Cost of training • Cost of loosing
staff • Marketing costs
Cultural
• Managing fear • Management
support • Establishing a
culture of continued learning
The key to gaining benefit
Effective marketing strategy
• A lack of information and clarity was the main source of kickback against the RDR from banking professionals
• The PFS study found that following the RDR only 52% of advised and 29% of unadvised customers were aware of the changes to professional standards. It is estimated that the industry missed out on up to 9 million new customer due to this.
Clear internal processes and effective communication
Learn from our mistakes
The key questions for small banks
Do we have the resources and know how to manage the implementation?
Can we limit exam failure, early retirement and withstand staffing
losses?
Do we have the matketing resources and skill to exploit the benefits?
Please come and share your further questions with me at lunch. Shane Norton
SAQ RM Certification: Delivery to Foreign Banks
12.00-12.40 Training and Certification Providers
GenevaFintelligence – SFI – Fitch – ISFB/Kalaidos Lugano
SFI – Fitch – Fintelligence – CSB/Kalaidos Zürich
Fitch – Fintelligence – SFI – FSB/Kalaidos
SAQ RM Certification: Delivery to Foreign Banks
Swiss Finance Institute SFI
Gabriela Maria Payer Christoph Gosdenoz Olivia Döll Catherine Lehmann
| May 29, 2017
Swiss Banking School CertificationA smart solution –from the industry for the industry
Dr. Gabriela Maria Payer &
Dr. Christoph Gosdenoz, CFA
Swiss Finance Institute
|
A smart & inclusive offering
May 29, 20172
Swiss Banking School Certification offers banks as well as participants a single point
of contact and provide end-to-end administration services. Using a web-based
portal, the institutions manage assessments, coached distance learning and the
registration processes for exams and optional on-site sessions.
Banking industryBanking industry
Swiss Banking School Swiss Banking School Swiss Banking School Swiss Banking School ---- Certification PortalCertification PortalCertification PortalCertification PortalSwiss Banking School Swiss Banking School Swiss Banking School Swiss Banking School ---- Certification PortalCertification PortalCertification PortalCertification Portal
Self assessmentSelf assessmentSelf assessmentSelf assessmentSelf assessmentSelf assessmentSelf assessmentSelf assessment Distance learning / Distance learning / Distance learning / Distance learning /
instructorinstructorinstructorinstructor----led trainingled trainingled trainingled training
Distance learning / Distance learning / Distance learning / Distance learning /
instructorinstructorinstructorinstructor----led trainingled trainingled trainingled training
Written / oral examsWritten / oral examsWritten / oral examsWritten / oral examsWritten / oral examsWritten / oral examsWritten / oral examsWritten / oral exams
SAQ certificateparticipants
Skill profiling – professional development of participantsSkill profiling – professional development of participants
|
Optimized exam preparation
May 29, 20173
Our course has been developed to certify client advisors under the norms 1.8
(effective since January 2017) of SAQ:
1. SFI offers the full course and all exams in four languages (German, English, French
and Italian)
2. On our comprehensive e-learning is supported in all languages by forums and
prepares candidates in the most efficient manner for the exams
3. All our class room tutorials are optional, and we offer live online sessions for a
cost efficient preparation
4. SFI has been mandated as an exam institution by SAQ and offers a range of
seminars and courses accredited by SAQ for recertification
5. Together with our partner institutions we offer trainings and exams in all
languages in Zurich, Geneva, Lugano and additional locations
Customized trainings and exams can be developed upon request and will be delivered
on the IT platform and/or the location of your choice.
|
Modularized professional banking education
May 29, 20174
Swiss Banking School Certification
- Wealth Management
- Corporate Banking
- Retail Banking
Deepened technical and products knowledge, individually setup
according to customer needs, role profiles and existing staff
development measures.
Customized
Certification-
concepts
Seamless integration of Wealth Management Advisor
Certification into the current «Swiss Cross-Border Wealth
Management Certification» by SFI.
Cross-Border
Certification
Use earned credit points (ECTS) to continue education with a CAS
in Wealth Management from UZH DBF or a CAS in Corporate
Banking from SFI-UniBE and finally achieve an MAS degree in
Banking or Finance from the SFI-UniBE or UZH DBF.
Academic
Further
Education
|
A customized approach for all segments
May 29, 20175
Swiss Banking IndustrySwiss Banking IndustrySwiss Banking IndustrySwiss Banking Industry
Training
Examination
Swiss Banking School Certification
Assessment
Wealth
ManagementCorporate Clients Individual Clients Private Clients
Wealth
ManagementCorporate Clients Individual Clients Private Clients
Wealth
ManagementCorporate Clients Individual Clients Private Clients
|
Taking the best of three powerful partners
May 29, 20176
1.1.1.1. We have the Knowledge and the Faculty:We have the Knowledge and the Faculty:We have the Knowledge and the Faculty:We have the Knowledge and the Faculty: The institutes combine advanced learning from the young and senior talents, from the academic and the industry side in an unmatched track record of excellence and experience.
2.2.2.2. We can scale the Operations in a Client focused Way:We can scale the Operations in a Client focused Way:We can scale the Operations in a Client focused Way:We can scale the Operations in a Client focused Way: This unique partner collaboration allows addressing the different client roles in banking from basic to advanced retail, corporate and wealth management client advisors. A state-of-the-art training platform and digital devices as well as competitive pricing are part of this joint solution.
3.3.3.3. We have what it takes for a trusted Governance, excellent Quality and seamless Integration:We have what it takes for a trusted Governance, excellent Quality and seamless Integration:We have what it takes for a trusted Governance, excellent Quality and seamless Integration:We have what it takes for a trusted Governance, excellent Quality and seamless Integration:Three key banking educators owned by the private and public Swiss banking industry launch jointly an inclusive training and examination offering providing official client advisor certificates as well as bridging into further education degrees and customized programs.
SWISS BANKING SCHOOL CERTIFICATION
A JOINT OFFERING FOR CERTIFICATION OF CLIENT ADVISORS
SWISS BANKING SCHOOL CERTIFICATION
A JOINT OFFERING FOR CERTIFICATION OF CLIENT ADVISORS
|
Contact
May 29, 20177
Dr. Christoph GosdenozDr. Christoph GosdenozDr. Christoph GosdenozDr. Christoph Gosdenoz
Director Swiss Banking School Certification
Phone: +41 44 254 30 58
E-mail: [email protected]
Olivia Olivia Olivia Olivia DöllDöllDöllDöll
Swiss Banking School Cer+fica+on ─ Geneva
Phone: +41 78 941 65 26
E-mail: [email protected]
Catherine LehmannCatherine LehmannCatherine LehmannCatherine Lehmann
Swiss Banking School Cer+fica+on ─ Zurich
Phone: +41 44 254 30 86
E-mail: [email protected]
Swiss Finance Institute
Walchestrasse 9
8006 Zurich
SAQ RM Certification: Delivery to Foreign Banks
Fitch Learning
Andreas Karaiskos Rob Thakur Kevin Boyle
Knowledge | Skills | Conduct
SAQ CWMA
The Fitch LearningSolution
1
Knowledge | Skills | Conduct
Our USPs and Differentiators for a CWMALearning Solution
CompleteOnline
LearningSolution
ExamFlexibility
Multi-lingualCapabilities
Diagnostic eLearning takes into account prior knowledge Tutor videos, study notes and appraisal questions The platform can be extended to meet MiFID II compliance
Computer based exams can be taken on any business day Multiple exam locations globally, including Geneva, Zurich,
Camorino
The learning content and the exams are available in multiplelanguages
Languages include French, German, Italian and English
2
Knowledge | Skills | Conduct
Pre-
Phas
eLe
arn
Phas
eEx
am P
hase
Candidate & L&D ExperienceFully Automated Authorisation And Exam Booking
welcome email from FitchLearning with login details
welcome video andintroductory information
Self diagnosis testingstudy notes, videos,
appraisal questions; tracksvia diagnostics
Complete mockexam on learning
portal
Candidate receivesresult by email within 24
hours
Book “pre-approved”exams on exam booking
site, choose time andlocation
Candidate sits exam at acomputer based test
centre
3
Knowledge | Skills | Conduct
CWMA – Technical Knowledge ApproachCWMA Body of Knowledge arranged into 3 distinct exams
Exam 1Financial Markets, Products &
Portfolio Management
Exam 2Client Investment Solutions
Exam 3Regulatory and Wealth Planning
Framework(Swiss or International)
• Asset Classes• Financial Markets• Economics• Foreign Exchange• Portfolio Management• Derivatives• Behavioural Finance
90 Minutes45 Questions
• Investment Funds andClient Advice
• Discretionary Mandates• Advisory Mandates• Alternative Investments• Cash Solutions• Structured Products• Lending Solutions
• Wealth Planning• Risk, Legal and
Compliance• Basic Products• Mortgages
120 Minutes60 Questions
90 Minutes45 Questions
Body of Knowledge
4
Knowledge | Skills | Conduct
Oral Examinations – Sales and Advisory SkillsSimulation of client interview
Information on the scenarioand the client received inadvance
The oral examination will bebased on simulating a clientmeeting for 60 minutes
Candidate assessedusing a definedevaluation sheet andscoring grid
Preparation
Oral Exam
Assessment
Knowledge | Skills | Conduct
SAQ CWMA
The Fitch LearningSolution
SAQ RM Certification: Delivery to Foreign Banks
Fintelligence
Peter Stapfer Oliver Grewe
– Fintelligence – 5
– Fintelligence – 7
– Fintelligence – 14
•
•
•
– Fintelligence – 15
– Fintelligence – 16
– Fintelligence – 17
– Fintelligence – 18
SAQ RM Certification: Delivery to Foreign Banks
Kalaidos partnerships
Kalaidos: Marco Rüstmann
Genève: Institut Supérieur de Formation Bancaire ISFBFrédéric Kohler Lugano: Centro di Studi Bancari
Alberto Stival, Nadir Rodoni Zürich: Fachschule für Bankwirtschaft
Daniela Stehli
Certificazioni dei consulenti alla clientela(SAQ; ISO 17024):la nostra esperienza, i vostri vantaggi01.06.2017
Bildungskommission SwissBanking (Klausur)Villa Negroni, Vezia (06.06.2012)
2
„Präsentation neue Zertifizierungbei der UBS und Aussprache“(Martin Beeler, Reto Imhasly)
Esperienza del Centro di Studi Bancari
3
• Consulenti già certificati (giugno 2017): >100– Consulenti clientela privata,– Consulenti clientela individuale,– Certified Wealth Management Advisor
• Consulenti attualmente nel processo di certificazione: > 100• Esami SAQ già svolti ad oggi: 178
– scritti– orali
• Esperti certificati per gli esami orali: 23 (+ 18 nel 2018)
• Banche con cui già collaboriamo (formazione e/o esami): 8• Docenti coinvolti nella formazione: 10
Organizzazione del Centro di Studi Bancari
4
Collaboratori del CSB coinvolti nei progetti di certificazione SAQ:
Alberto Stival,Commissione d’esami SAQ-Kalaidos, Commissione formazione ASBNadir Rodoni,Project manager certificazioni SAQStefania Orlandino,Assistente di progetto (gestione esami SAQ)Tamara Muzzo,Assistente di progetto (gestione partecipanti ai corsi)Nicole Martinez,IT Manager (gestione banca dati e portale)Joao Ferreira,Economato (gestione materiale didattico)
Valore aggiunto del Centro di Studi Bancari
5
• Esperienza consolidata nella gestione di corsi ed esami relativi allecertificazioni SAQ/ISO17024
• Materiale didattico (cartaceo + e-book) collaudatissimo (AKADBanking+Finance) disponibile nelle tre lingue nazionali e in inglese
• Conoscenza delle banche ticinesi (il CSB è, dal 1990, il Centro diformazione delle banche ticinesi) e dei loro mercati di riferimento
• Possibilità di sviluppare progetti su misura, che tengono conto delleesigenze e caratteristiche delle banche (struttura, procedure, prodotti eservizi, cultura aziendale, …)
• Riunioni di coordinamento con la banca e il personale coinvolto• Possibilità di gestire progetti su tutto il territorio nazionale (e non solo)• Possibilità di scegliere tra corsi su misura e corsi a catalogo• Ri-certificazione: offerta di corsi riconosciuti da SAQ e gestione delle
banche dati dei collaboratori certificati
Progettazione su misura: non è banale
6
Un processo di certificazione ditutti i consulenti di una banca puòdurare anche più anni.
L’esperienza di BancaStato
7
«In virtù della sua lunga esperienza quale centro di formazione per lebanche il CSB ha saputo gestire ottimamente la relazione con il nostroistituto a tutti i livelli.Abbiamo in particolare apprezzato la disponibilità a soddisfare le nostreesigenze organizzative e a incontrare in più occasioni i capi team delfronte per dei briefing prima e dopo gli esami.Da segnalare in particolare anche la dedizione con cui Nadir Rodonista seguendo questo progetto per noi; grazie alla sua collaborazioneabbiamo potuto gestire al meglio anche i casi più delicati.»
Dario Caramanica,Responsabile Risorse Umane, Banca dello Stato del Cantone Ticino
Suggerimenti alle banche
8
• Pianificare con sufficiente anticipo un progetto di implementazione diSAQ (vedi esempio precedente)
• Creare il committment da parte del management (a tutti i livelli,partendo dalla Direzione generale)
• Prendersi il tempo per preparare a accompagnare i collaboratoricoinvolti nel processo, creare interesse per le certificazioni
• Non sottovalutare l’esame orale
Il Centro di Studi Bancari vi può aiutare in questo percorso.
Contatti
9
Alberto StivalVicedirettoreTelefono: 078-8931761E-mail: [email protected]
Nadir RodoniProject managerTelefono: 091-9674264E-mail: [email protected]
Rassegna stampa
SAQ RM Certification: Delivery to Foreign Banks
12.40-13.30 Networking
Q&A Information Gathering Buffet Lunch