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Writing Business Plans in Private Banking and Wealth Management

Geneva, 19. April 2007

Overall Objectives to Introduce Systematic Business Plans in Private Banking and Wealth Management

A structured process of approaching markets in private banking


quick understanding of possible incomes, costs and returns of developing new markets

Compare business plans across a banks markets


need to align regions and identify what works where

An aggregated overview of all business plans


a standard format allows to quickly draw the big picture

[photo by greenboxhouse.wordpress.com]

Objectives of a Systematic Business Plan for Tackling and Identified Market

Elaborate how a private bank can grow in an identified market Estimate the revenue potential for this market Calculate the cost structure of the identified market approach Evaluate the possible risks of the project Produce a structured business plan containing all of the above. Succeed.

A Business Plan Approach in 4 Phases


approximately 3 weeks approximately 4 weeks approximately 2 weeks approximately 3 weeks

Preparation and Planning

Elaboration of the Market Approach

Identification of Necessary Resources

Writing of Business Plan

1 Session

2 Workshops

1 Workshop

1 Session

Calendar Coordination Market research

Identify market

segments describe value proposition outline client acquisition strategy and specify client relationships describe revenue streams and pricing

Identify projects estimate man/days determine necessary resources

Description of market approach Expenses/Income Return estimates Risk estimates Implementation recommendations

Project Planning
checkpoint checkpoint checkpoint approval

Leadership Interview

Kick-off & Workshop preparation market opinion

Second Workshop

Third Workshop

Review Plan Marketing

analysis synthesis

synthesis writing

1 hour personal interviews

2x3 hours group sessions

2x3 hours group sessions

2x3 hours group sessions

3 hours group sessions

Explanation of method Market research


Identify objectives Identify participants Planning Material collection

Client Segments? Offer?


Change Agenda Segmentation Client Radar Strategy Canvas

Client Acquisition? Relationships? Revenues?


Change Agenda Multi-channel Design Revenue Model

Projects? Man/days? Resources?


Change Agenda Market Approach

Final Presentation

Review Next Steps

examples / toolset
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CHANNEL Stores Awareness
inform

Evaluation
evaluate

Purchase
sell

After sales
assist

Web

inform

evaluate

assist

Groups, Lists, etc. Blogs

Spread buzz

be positive

business plan

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Phase 1: Preparation and Planning

Calendar
list the participants of the business plan process identify windows of availability for all participants

Coordination
mobilize participants and explain their roles

Market Research
Desk Research: collect reports and information on the targeted market Actively research the addressed market if necessary

Phase 2: Elaboration of the Market Approach


2

Market Approach
Client Segments Offer / Value Proposition
Today Future

Client Acquisition & Relationship


Today Future

Revenue Streams

Today

Future

Today

Future

Phase 3: Identification of Necessary Resources


2

Market Approach
Client Segments
Today Future

Offer / Value Proposition


Today Future

Client Acquisition & Relationship


Today Future

Revenue Streams
Today Future

Necessary Resources
Today Future Today Future Today Future Today Future

Projects man/days Resources

Projects man/days Resources

Projects man/days Resources

Projects man/days Resources

Phase 4: Write the Business Plan


1. Targeted market segments 2. The value proposition for each segment

3. Client acquisition, client relationships and resulting revenue streams


4. Differentiate and market positioning 5. Necessary resources to realize the business plan

6. Risks and their management


7. Estimated ROI 8. Implementation plan
Market Approach
Client Segments Offer / Value Proposition Client Acquisition & Relationship Revenue Streams

Necessary Resources

For detailed information on systematic business plan development in private banking and wealth management contact info@arvetica.com