Selling compliant discretionary asset management services today
Dedicated sales units and relationship management teams today sell discretionary mandates and rely on the portfolio construction teams to provide fully compliant model portfolios for their target markets.
As relationship managers their goal is to sell as many as possible discretionary mandates, knowing their client’s risk profiles and restrictions. To ensure they only offer compliant mandate solutions, relationship managers often rely on paper manuals and compliance training. Increasing revenue amidst a growing regulatory complexity is putting a lot of pressure on sales and relationship managers.
To deal with this complexity, banks and asset managers today typically organise their client-facing teams around specific markets, making them less geographically flexible but specialised in minimising regulatory risks. At the same time, a game-changer for relationship managers would be if they could be free to target a broad range of markets with an already fulfilled risk clearance.
The challenge of selling compliant discretionary services
The biggest blocker for the success of a salesperson today is to become an expert not only on the investment-related aspects of a portfolio but also the regulatory restrictions and tax-specific implications relevant for their clients. Having this knowledge at hand would help them exceed client expectations and avoid post-sale surprises both for the client and the relationship manager. Knowing the rules inside out will allow them to grow segments and open the door for flexibility on how to cover their target markets. Client-facing teams bump into numerous micro blockers daily that require legal interpretation: Can I talk to my Russian client’s Belorussian friend, or should I pull in a colleague who is allowed to talk to them so that we keep the process compliant?.
Country-specific compliance trainings are additional pain points that need to be optimised. Partial digitalisation helps towards building self-reliance and less dependency on external legal help. However, the industry doesn’t have wide adoption of frictionless solutions.
Banks and asset managers face three options to navigate the challenges:
|Business potential||Risk minimisation||Scalability||Launch speed|
|Reduce market coverage for better risk management||+||+++||++||++++|
|Regular compliance trainings and manual compliance checks||+++||++||+||+|
|Introduce dynamic offering checks||++++||++++||++++||++++|
Introducing dynamic offering checks for sales teams
To implement dynamic cross-border checks for every client scenario, the regulatory restrictions on discretionary asset management services need to be available as digital rules. This is required for all the countries where clients are domiciled and where the organisation has business partners.
To empower sales teams with dynamic compliance checks on the fly, the relationship manager or salesperson relies on digitised in-house compliance knowledge or on “out of the box” digital compliance rules offered by regulatory providers (or a combination of those sources). The digitisation of a complete discretionary compliance framework is tricky and means not only being capable of handling hundreds of single rules per country. And the larger the geographical footprint of an organisation the higher the complexity of keeping all these rules up to date with ever-changing regulatory requirements.
In a nutshell, what all of this means is that smart compliance starts with rule digitisation combined with an easy way to review and update rules, and making these available throughout the organisation by integrating into existing applications such as portfolio management systems, CRM systems or providing a distinct app to check client scenarios.
There are three pillars to building a scalable framework for dynamic compliance checks regarding the provision of discretionary asset management services:
- Machine-readable regulatory restrictions for providing discretionary asset management services: an easy to maintain a repository of country- and product-specific rules that are easily matched to an organization’s needs and risk appetite
- Front-end for relationship managers: digital rules can be either integrated into fully-fledged portfolio management or client lifecycle system or accessed via a simple compliance front-end tool
- Easy to integrate: an approach to give internal systems access to the regulatory rules and allow an easy integration via an API
Benefits of dynamic service offering checks for sales teams
- Risk clearance by design: embedded regulatory checks direct the deal flow and reduce or eliminate go to market compliance blockers
- Scalability and growth: easy comparison of offering scenarios in existing markets versus new markets
- Speed and user-friendliness: intuitive external interface or seamlessly embedded in the tools relationship managers use daily.