Training Courses

Account Manager Workshop

Category: Client Services

Course level: Intermediate

In house

This 3-hour workshop is designed to enable institutional account managers and client services teams to better understand their clients’ needs and how to meet them. At the end of the workshop, delegates will have a toolkit to understand the key drivers that clients use to select investment managers and to review performance.

The toolkit will also help the delegates close the ‘information gap’ between the client and the investment team.

Objectives

By the end of the workshop, delegates will have a better understanding of:

  • client investment objectives
  • benchmarking
  • Modern Portfolio Theory and risk
  • investment strategies and styles
  • performance measurement and attribution analysis
  • the motivational drivers for trustees

Length

3 hours

Course Content

Client objectives

Identifying and meeting the client’s needs (income, growth, etc)

Benchmark selection

Client objectives
Identifying and meeting the client’s needs (income, growth, etc.)
Benchmark selection
Institutional benchmarks
CAPS vs WM benchmarks
Tailored benchmarks
Deconstructing balanced portfolios
Retail benchmarks
Indices vs relative performance

Modern Portfolio Theory

Identifying risk
Standard deviation
Beta
Benchmark risk
Style risk
Other risks – size, contagion, etc.
Building efficient portfolios using MPT

Performance measurement

Absolute returns
Performance attribution due to stock selection and asset allocation
Risk-adjusted return measures
Sharpe and information ratios
R squared
Fund beta
Relative returns against the client’s benchmark
Alpha

Presentations to trustees

Producing a memorable client report
What does the client want to know?
Leaving a good impression

This session can include a presentation from a professional trustee to provide a forum for discussion with the delegates

This course would be suitable for:

  • Client services and call centres
  • HR and training
  • Investment professionals
  • IT and software developers
  • Legal & Compliance
  • New entrants
  • Sales and marketing
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