InvestGlass

Chief Executive Officer

Swiss-Chinese Chamber of Commerce (SCCC)

The Swiss-Chinese Chamber of Commerce (SCCC) is a facilitator of sustainable economic relationships between Switzerland and the People’s Republic of China. The Chamber helps to establish and develop successful business interactions between Swiss and Chinese companies.

President Romandie Chapter

Swiss Chinese Chamber of Commerce - Geneva Chapter

Secretary General

Swiss Finance + Technology Association (SFTA)

Swiss FinteCH is an independent association which serves as the hub for # swissfinteCH. Our mission is to foster the development of Switzerland as a fintech hub.

Vice President and Founder

Head of Equity Sales

Bank of China

Active Advisor / Senior Private Banker

Levitt Capital Management

Portfolio Manager

Discover the Swiss CRM platform that gives you the freedom to create, design, manage and develop your digital presence exactly the way you want.

Let's Talk 
Message - contact@investglass.com
 

Alexandre Gaillard

Frederick Kermisch, Sales Coach for Private Bankers

The Private Banker System

Specialised coach working with Relationship Managers and Private Bankers to specifically increase their Assets under Management through Share of Wallet and Net New Money through more effective and persuasive conversations using a multidisciplinary approach.

Training of teams and individuals regarding the method and tools, and delivering bespoke content to address specific situations they are facing.

On-going group and individual coaching to prepare for, and follow-up on, specific client interactions and lower the risk of conversations getting derailed.

Results include:
- a banker increasing AUM by 50% in 8 months
- helping bankers increase the number of "medium" and "large" clients vs "small" clients
- "farmer" bankers now considered hunters
- bankers "unclogging" their prospect list, either signing or disqualifying
- increased hit ratio of outbound contacts
- clients committing to follow a banker when they change employer
- clients increasing Share of Wallet from 10% to 75%
- bankers disqualifying 4 competing firms for a mandate with one meeting
- bankers winning their first "whale" client by guiding the selection process
- bankers identifying significant concerns during the prospecting process, disqualifying them and subsequently receiving referrals to relevant prospects who subsequently opened larger accounts
- successfully retaining a leaving client by revising expectations and scope, leading to a more successful relationship.

The focus of this method is to produce quantifiable and relevant results.

As a solo entrepreneur, I run all aspects of my business.

Sales Coach for Private Bankers / Relationship Managers

$1.5 bn Multi Family Office & Consolidation Group (Confidential)

Following a change of management, I was appointed by the board of a financial company offering financial advisory, discretionary portfolio management, account consolidation and funds of hedge funds. They hired me to write their business plan, identify and develop strategies for growing the business, review its investment fund offering, its readiness for asset growth, raise assets, lay the foundations for the company's rebranding, create a communication strategy with existing shareholders and clients and review the company's financials.

Special Advisor to the Executive Board

Mirabaud Group

Sales coaching and support
Coached members of the sales team in preparing strategy, relevant personalised sales messages, translating these into effective marketing documents and preparing and rehearsing the sales pitches for client meetings and follow-ups

Marketing
All marketing related to the firms' extensive Equity, Fixed Income and Fund of Hedge Fund offering.

Marketing documentation: Slideshows
Implementation of the brand within slide design and slideshow content, definition of key messages and USPs with fund managers, translation into clear and effective wording and visuals. In-depth study of the works of Nancy Duarte and Garr Reynolds

Marketing documentation: press articles
Author in English and French of numerous articles published in international and national press, including on the "Letters from the CEO" (https://www.mirabaud-am.com/fr/actualites/detail/article/1444639624-letter-from-our-ceo-q4-2015/)

Marketing documentation: DDQs
Co-creation of an improved template for DDQs, coordination of the import of data and rewrite, with the managers, of the key messages, coordination of reviews between the PM, legal, compliance and risk departments

Project management
Selection and implementation of a Gantt tool within the company for managing projects

Brand management
Definition of the brand, its universe, values, positioning, USPs and the subsequent translation throughout all communications, including group's current slogan

Website
Brief for the company website in line with the brand: design, functionality, visuals, universe and content creation

Photography
Definition of the visual universe for the brand, creation of the photography brief and delivery of the main photographs, including many from personal portfolio

PR
Coordination of PR agencies between the UK, the UAE, Switzerland, France, Spain, Netherlands

Translations
Reference point for group's translations EN - FR and member of the committee for selecting a translation agency

Senior Marketing Officer

Selfemployed

English and French bilingual.
Clients include:
- US Departement of Defense, Marshall European Center for Security Studies, Garmisch, Germany
- Saatchi & Saatchi Simko, Geneva
- Confidential Wealth Management and Asset Management firms (Geneva)
- Swiss National Television and Radio (TSR and RSR, Geneva and Lausanne)
- Sustainable Development 2005, Geneva
- BAK Basel Economics, Basel
- Perlatum Communications, Stockholm
- Durhone Wines, Buenos Aires
- Itéral Management, Lausanne
- Box Productions (films by Jean-Stéphane Bron), Lausanne
- L'Institut Universitaire des Etudes en Dévelopement, Geneva
- The Institute of Political and International Studies, Lausanne
- The Institute of Economic and Social History, Lausanne

Conference interpreter / translator

Club Diplomatique de Genève

The Club Diplomatique de Genève brings together the most senior individuals of the diplomatic sector, the international private sector and the local private sector in Geneva, in order to create a forum for global leaders to exchange ideas, experiences, debate and learn together.

Tasks including: branding and definition of the club, its goals and target audience, action plan, project management, client relations, business development, database creation, event organisation.

Executive Secretary

MIGNON GENEVE SA

Project manager and assistant to the COO during a phase of strong growth, I oversaw the creation of an IT company in Romania and ran the operations, implemented procedures within the Hedge Fund, including managing the launch of a new fund, managed external communications and relations with service providers, created the in-house accounting system and covered the COO in his other miscellaneous duties.

Project Manager - Assistant to the COO

Fondation pour Genève

The Fondation pour Genève is one of the leading think tanks of Switzerland with a unique network of directors of multinational companies, banks, government ministers and ambassadors. As project assistant, I helped define the foundation's strategy, communications and worked in tandem with the director when the Swiss government requested we assist the United Nations with raising funds from the private sector for the United Nations Global Compact conference in Geneva. This last task included an in-depth analysis of the UNGC's accounts and budget.

Project assistant

How do you manage a crisis? How do you deal with the press when nothing is under control and everything is getting more stressful by the minute? What is the correct strategy to follow and attitude to have to ensure that you control the little you can and you do proactive damage control?

The IMD Crisis Management course has been the IMD's highest rated course for years. As a facilitator, I contributed directly to this success, facing nearly 1,000 senior managers, challenging their ideas and actions to provide one of the most intense learning experiences of their career.

In the process, I not only learnt how to manage a crisis and team, but witnessed hundreds of examples of how not to manage one.

Facilitator

Geneva Welcome Centre for Internationals, Swiss Press Club

This role was accomplished in the context of my Civilian Service, as Swiss national. The Geneva Welcome Centre caters to the needs of international diplomats and civil servants. Given my personal skills and being bilingual, I was entrusted with services for ambassadors, high ranking civil servants and visiting government officials. In recognition for my contribution to the Welcome Centre, I was offered my following position at the Fondation pour Genève

Assistant to directors and head of events

SFI Swiss Finance Institute

Program assistant for International Wealth Management Executive MBA (www.iwemba.com). In the course of this program, I assisted the programme director as on site contact ensuring the good running of this course for very senior managers. I was program assistant for two consecutive sessions for over 50 students, when the Swiss Finance Institute used to be called the Swiss Banking School.

Program assistant

Private banks and private bankers hire me to help them increase their AUM (SoW & NNM).
Private banks invest significant capital in their teams of private bankers and relationship managers. Most of these people are technically highly competent and highly qualified, with access to significant wealth. Yet most of them operate below their full potential, costing their employers revenue - and themselves missing out on potentially much higher compensation. For some of them, this can easily be addressed by improving their soft skills, their ability to control the frame of the conversation and lead processes with clients and prospects, reducing the risk of misunderstandings sabotaging outcomes.

CEOs, team leaders and desk heads hire me when they are:
- concerned their team is performing below its full potential
- worried that, unless something changes, the results will not change
- anxious about future results and how this will reflect on them
- frustrated that "farmer" bankers are not naturally becoming "hunter" bankers
- reluctant to gamble on a new hire which may not be successful
- impatient to achieve better results.

I help private bankers have more natural conversations with clients and prospects. These identify low hanging fruit, opportunities, and provide visibility and commitments for the banker to grow their AUM.

Some private bankers also wish to invest in their career, either to save their job or improve their book, job satisfaction - and their revenue. They hire me too in order to achieve measurable results faster.

Why grow the AUM? Because:
- it is scalable
- it can happen quickly (share of wallet)
- in many cases, it NOT happening is a disservice to the client or prospect
- selecting the right clients for New New Money avoids losing money with the wrong clients.

This means we also work on the mindset. I coach bankers to be more comfortable having these conversations and replace "hope" with an action plan based on facts. This is the result of my banker sales coaching method.

Listen to my interview with Marcus Cauchi here: https://www.podbean.com/media/share/pb-3z7ax-e3ad38

Book a call with me here: https://frederickkermisch.as.me/intro


#privatebank #wealthmanagement #privatebanker #finance #banqueprivée #banquierprive #aum #shareofwallet #NetNewMoney #relationshipmanager #gestiondefortune #sales #privatebanking #banking #sales #finance

taplio

The Battle

Alexandre Gaillard

Frederick Kermisch, Sales Coach for Private Bankers

Followers

Posts

Engagements

Likes

Ready to grow your LinkedIn presence?