Escolar Documentos
Profissional Documentos
Cultura Documentos
~7.5%
Segment
Clients (Households)
CorA
~1'700'000
Ultra-HNW
HNW
Mass Affluent/Retail
Onshore assets (! bn)
~460
~50% of
relevant wealth
Growth (05-08 CAGR)
~7.5%
Solid growth
Lead Offering
Talent development key for successful business in Italy
Savings
Financing
Wealth Accumulation
and Preservation
Wealth Protection
and Transfer
Required Skills Set
Talent development key for successful business in Italy
Client Screening Capability
- Existing Clients
Direct Calling Capability
- Prospects
Cooperation Capability
with Multipliers
- Prospects
Talent development key for successful business in Italy
Planned locations
Current locations
Planned locations
Current locations
Jump to attractive new areas
Expand around big centers
and current locations
(1) 2 additional locations to be added in 2011 to reach the 20 branches target
Contribution of CorA business always positive
2005 2010 2005-10
Number of branches 9 18 2x
IA 2.6 7.4 2.8x
Number of CAs (average) 53 162 3.1x
NNM per CA (! mio.)
5.4 9.3 1.7x
RoA (bps) 113 146 1.3x
Net revenues (! mio.)
24.4 103.4 4.2x
1
Guiding principles
!CorA a natural entry point
!CorA CA career path attractive
!Support and professional
development of CorA CAs
- Teaming
- Training
!Certifications
- WM Diploma
- TSR
CorA leadership culture
Teaming
Model
Training
Compen-
sation
Development path
CorA CA career model
Entry
Selection
UBS CorA CA career and talent model
CorA CAs with clear development path at UBS
Prerequisite
skills
- HNW HNW / Market
Mgmt. / Functions
(1)
HNW / KC /
Functions
(1)
HNW / KC
Career options:
Change to
! Ready to team
with and coach
junior CAs
! Experience
! Large client
book
! Lead a team/desk ! None/
very limited
! Ability to
acquire clients
autonomously
CA WM 1
('Junior CA')
Senior CA WM 1
DH
For 1 - 2 yrs
After 6 8 yrs
After 6 8 yrs
For 2 4 yrs
For 2 4 yrs
CA WM 2
CA WM 3
UBS CorA
development
plan
(1) e.g. P&S, Operations, Sales Management
Teaming Model: Objectives and planned approach
CA teaming within desk
Experienced Junior
Coach
Supports junior CA for success
New CA
Learns from experienced CA's, but
is not his/her assistant
CA training program aligned with career step first outline
Mandatory training Need based ad-hoc training
Banking
skills
Leadership
skills
Training element Training offering per career step
New joiners
program
Individualized training (ad-hoc)
New product introduction / IT tool training
CA WM 1
('Junior CA')
Senior CA WM 1 DH CA WM 2 CA WM 3
New DH
program
Coach/mentor program
Personal
develop-
ment
Seniority
Financial
Intermediary
Preparation
Client
service and
acquisition
proficiency
Client service/
acquisition skills
Certifications
UBS views all its employees as its talent.
We want to grow as an organisation and
to do this we need to have the best talent.
Raoul Weil
Attract, develop and retain the best and
brightest people for CorA.
Attract
Develop
Retain
Talent
Talent You & Us
Nicla Pedrazzetti
Segment Head Italy
It all begins with my own people, my
colleagues - with us.
We have to be convinced of what we do
and why we are doing it.
The basis of CorA from my point of view:
Efficiency
Openness to new ideas
Innovation
Empowerment
It all begins with YOU.
Carry the pride you feel to your people.
Not every CA is an entrepreneur, but it's
our job to coach them to become one!
How can we make our CAs live Spirit,
Pride and Joy in their daily work, in front
of their clients and in their private lives?
Workshop
on Talent
Italy CorA: No Performing CAs (evolution)
-200'000
-100'000
0
100'000
200'000
300'000
400'000
500'000
2004
2005
N
N
M
c
u
m
u
l
a
t
e
d
CAs
10 20 30 40 50 60 70 80 90
Talent Attraction: Workshop Template
Main Issues Key Success Factors Actions
How can we improve our
entrepreneurial spirit
How can we bring pride to
our CorA sales force?
What can we do to have
our sales force
having joy in daily business?
Topic
Spirit
Pride
Joy
Conclusion
Conclusions
Raoul Weil
Head Wealth Management International
WMI - Core Affluent Convention 2006
Spirit, Pride and Joy
Good Bye!
ab