Company name: Deutsche Bank
Title of the report: Private Banking and Wealth Management
Area of Research: Marketing
Internship start and finish dates: 5th March 2012 – 30th April 2012
BatchIIPM PGP-B : SS (11-13)
ID No.D1113SSIIPMPGPB10024 (JAI-8-CT-1187)
I, Akarshak Tanwar, would like to express my thanks and gratitude to the organization Deutsche Bank for giving me this opportunity for working as a summer management trainee and all those, with whose guidance, cooperation and sincere advice, I have been able to draw and complete my report entitled “Private Banking and Wealth Management” with reference to Deutsche Bank. I express my deep sense of gratitude and sincere thanks to my guide and mentor Mr. Arpan Mathur, Head-Private Banking, Gurgaon for his valuable guidance, interest and constant encouragement for the completion of the project. I take this opportunity to express my deep gratitude to all the employees of Deutsche Bank. I am also very grateful to the Private Banking team for their constant support, without whom the completion of the project would not have been possible. Lastly, I also thank all those people whom I met in the industry during my internship and who helped me to accomplish my assignments in the most efficient and effective manner.
TABLE OF CONTENTS
COMPLETION CERTIFICATE| 2|
EXECUTIVE SUMMARY| 5|
INTRODUCTION TO REPORT| 6|
RESEARCH OBJECTIVES AND METHODOLOGIES| 7|
RECENT TRENDS IN BANKING| 8|
BANKING SECTOR OVERVIEW| 9-10|
DEUTSCHE BANK OVERVIEW| 11-12|
MANAGEMENT STRUCTURE| 13-15|
CIB AND SHORT INSIGHT INTO PRIVATE BANKING| 16-17|
PRIVATE BANKING ETHOS| 18-22|
WEALTH MANAGEMENT| 23-26|
SALES LIFE-CYCLE| 27-31|
TERRITORY MANAGEMENT AND ITS BENEFITS| 32-34|
ASSESSMENT OF INTERNSHIP| 35-37|
The project is based on understanding the process of Private Banking in Deutsche Bank in North India and how do these things work in the real life scenario. Purpose : The purpose of this report is to understand how a bank like Deutsche Bank helps its new and current clients realize that wealth management in an amazing tool to help them serve their current and future needs by helping them to invest their sizeable assets into something concrete and resourceful. The primary objective of the project is to understand the private banking process thoroughly so that gaps could be identified and corrective actions could be recommended. Post the initial studies of the activities in the private banking domain, it is observed that Private banking is an excellent opportunity of High net-worth individuals, namely a niche target audience of people whose annual salaries are well over Rs. 25 lakhs per annum. Additionally, a detailed study was done about the procedure followed of evaluating a potential client’s wealth management perspective. The study was made through manuals, visiting new and old clients, checking their Wealth management status through the use of a Wealth management system in the branch. Risk profilers were used to observe what type of an individual the client is and how much can or does he wish to invest. The clients are selected by a careful study of a group of individuals, cold-calling, reference through old clients and meeting them personally. Additionally, a detailed study of the system incorporated in India on a branch level was done.
INTRODUCTION TO THE REPORT
Objectives of the study – What is to be achieved?
The report herewith is written with an objective of finding out why prospective clients need Private banking as an option to invest their money. Since Wealth Management is considered an aggressive version of Private banking, it has been included here as well. People have been...