Case study 1
coaching : Case study 2
of the mandate:
A Private Bank
to be coached: team of Relationship Managers (RM)
obstacles encountered during the "current situation session":
investment proposals made by the bank's investment committee are
not adapted to the team's South American clientele.
administrative tasks, poorly distributed which prevent
the RM's from maximising
the value-added for the
to the "solutions session", the following decisions were taken:
a local investment group made up of certain team members dedicated
to the analysis and proposal of investment ideas specifically
chosen to suit the clientele.
up brief daily meetings as well as a weekly meeting.
to the Top Management that the
head of the local investment
group participates in the investment committee, thus improving the information flow to the other team members.
the administrative tasks according to the "sales activity"
of each RM: less administrative tasks for the travelling/marketing
members, more tasks for the local support team members.
of the coaching were:
motivation of the RM less
submerged by administrative tasks and therefore more available
for the clients.
satisfaction on behalf of the clients as they receive improved
counselling as the ideas from the local investment group are
better adapted to the typical client.
margin per client due to more active portfolio management.