- City of London
Client file management matters a great deal. The FCA expects you to be able to demonstrate that advice you offer and the portfolios you manage are suitable. And you need to make sure suitability is not only evidenced in client files but can also be demonstrated across your business.
This is a hot topic for the regulator because they know how common compliance failures are. While there has been some improvement in recent years (due to their focus on suitability), the FCA still routinely uncovers poorly documented client files.
Don’t expose your customers and your firm to this risk
By not properly documenting a customer’s circumstances, investment aims and risk appetite, you expose them to the risk of loss (and your firm to complaints, fines and redress). And if your files are not up-to-scratch it will likely trigger an even deeper investigation into your firm’s behaviour.
So keeping proper records is crucial. This in-depth workshop will show you how to best evidence suitability and demonstrate that you’re in complete control of client records (while giving you the skills to review your files to the same standard as the regulator).
- Learn what level of Know Your Customer is required
- Check whether your firm is correctly evidencing and demonstrating suitability
- What do advisers and investment managers need to do to demonstrate suitability (including risk profiling)
- Identify the systems and controls your firm needs to assess suitability
Good records protect your clients and your firm
Ensure your records match the facts – Understand the importance of being able to demonstrate that a client’s file matches their knowledge and experience, financial situation, risk profile and investment objectives.
Reduce negative client outcomes – When you match the right products with the right clients (because you better understand your customer), you reduce the likelihood of things going wrong. Not only does this keep your clients and the regulator happy, you don’t have to pay to correct mistakes.
Prove you offer suitable advice – It’s not enough to offer suitable advice, you have to be able to demonstrate that you do. By following best practice for the collection and storing of customer information, you’ll more easily satisfy the demands of the regulator.
Match clients with the right products – While the primary goal of this training is to ensure your client files are fit for purpose from a regulatory position. Getting your documentation in order will reveal useful information about your client that can help with better targeting of new product sales.
The Course Agenda
The background and focus on suitability
- What’s the current view of the FCA?
- Key requirements under MiFID II
Demonstrating Know Your Customer (KYC)
- What do we mean by KYC?
- What information is required
- How should this be documented?
- What to do with a reluctant client
- The importance of establishing the client’s investment objectives
Substantiating the risk profile and capacity for loss
- Understanding risk profiling tools
- How to determine the client risk profile
- Establishing the capacity for loss
- Establishing a client’s knowledge, experience and understanding
How to evidence suitability
- What to record, when and how?
- Evidencing suitability to your client and the regulators
- Ongoing suitability and requirements
Meet The Tutor
Matt is an experienced and committed professional with a wide range of skills gained from over 25 years in the financial services industry. Commercially focused with the ability to balance business growth within strict governance frameworks, he is also an accomplished senior manager with a strong collaborative style at all levels within an organisation. Matt is an accomplished communicator with a collective style of delivery. His knowledge of Wealth Management and key regulations is enhanced by L&D experience and the ability to ensure messages are clear at all levels. Outside of his delivery and consultancy roles, Matt has written articles for the Chartered Institute for Securities and Investment (CISI) covering topics such as National Financial Strategy, Scottish Debt Solutions, Presentation Skills for Finance Professionals and also Negotiation Skills.
Who is this course for?
This half-day course has been designed for:
- Financial advisers and investment managers
- People involved in ensuring suitable advice is provided
- Staff tasked with assessing the suitability of that advice
- Anyone involved in reviewing suitability assessment systems and controls
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Sessions are practical workshops not PowerPoint lectures. All courses are limited to no more than 14 attendees, so we’re able to explain concepts in the context of your business.