Investment business in banks
It's the right time to optimize your investment business.
Investment business is more important than ever
Increasing customer demand for investment products, continuing pressure on interest margins and ever new regulatory requirements are putting the investment business in the spotlight for banks. Horn & Company has extensive experience along the entire value chain and is a strong sparring partner for strategy development and implementation. The investment business is more important for banks than ever before: Thanks to a new investment mindset, the demand for investment products is continuously increasing. At the same time, brokerage providers, fintechs and foreign banks are entering the market with innovative offerings, while regulation is increasingly defining the framework for investment advice. Banks need to position themselves for the future. Horn & Company's expertise covers the entire value chain in the investment business: There are hidden potentials along this chain that can generate considerable added value for banks. Horn & Company supports you from the analysis of the status quo to the development of objectives and implementation.
Our experts for Investment business
Selected references of investment business projects
Reorganization of the sales organization of a large German bank
Challenge
Our client is a German bank that has traditionally been successful in the lending business with both private and business customers. However, the securities business is not yet part of the bank's “DNA”. The sales organization is not geared towards asset management and some of the products and processes in this area are not marketable. The potential for increasing commission income in the bank's above-average wealthy client base has not yet been exploited.
Solution Strategy
A qualitative and quantitative analysis of the status quo is used to identify weaknesses in the current set-up. The sales focus in the securities business is being reoriented away from complex advisory portfolios towards standardized and mandated asset management. For more complex forms of investment, a separate advisory unit will be created, called “portfolio management specialists”. In addition, responsibility for the securities business will be anchored in the sales management structure. The introduction of video advice, a telephone order hotline and online brokerage will create additional channels for the investment business.
Optimization of the investment advisory processes of a German private bank
Challenge
Our client is a long-established German private bank with a focus on wealth management. The expertise of the bank and its advisors – from market analysis and stock trading to risk management – is beyond question. However, the sales processes are characterized by a high level of manual effort and a lack of IT support and are therefore often inefficient as a result. In addition, there are concerns that the current set-up does not meet all MiFID requirements, especially the more recent ones (e.g., on sustainability preferences). As a result, many advisors shy away from providing individual investment advice.
Solution Strategy
| The first step is a rapid but thorough analysis of the current processes. Pain points and inefficiencies are specifically identified through expert discussions within the company and benchmarking against the processes of key competitors. In addition, H&C experts review the extent to which current processes meet investor protection regulation. Based on the need for adjustment identified in this way, a target picture including a prioritized implementation schedule is developed. By realizing “quick wins”, we quickly create tangible added value for the bank's advisors and clients. |
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