How a Leading Swiss Private Bank Transformed RM Skills to Drive Unprecedented Business Growth
We partnered with a top Swiss private bank to design a 12-month program that equipped their relationship managers with foundational skills, driving enhanced client relationships and measurable business growth.
The Opportunity
A leading private bank in Switzerland, renowned for its legacy of excellence and discretion, faced a strategic challenge: preparing its junior to mid-level relationship managers (RMs) to meet the evolving demands of ultra-high-net-worth (UHNW) clients. While the bank had a strong reputation, it recognized that many RMs lacked the foundational skills to deliver a consistent, client-centered approach. This gap limited their ability to build trust, deepen relationships, and drive sustainable business growth in a highly competitive landscape.
This presented a unique opportunity to enhance RM performance by addressing key areas:
Client Management Skills: Building a deeper understanding of the client journey, from prospecting to onboarding and beyond.
Consistency in Approach: Establishing a unified client experience across all RMs.
Scaling Growth: Creating a scalable framework to ensure all RMs could deliver the bank’s hallmark level of service.
The Approach
To deliver value to the client, Qyro Partners designed a bespoke 12-month training program tailored to the specific needs of the bank’s RMs. The program focused on covering critical focus areas, enabling RMs to:
Stand Out in a Crowded Market: Equip RMs with strategies to differentiate themselves and the bank from competitors.
Implement Strategic Prospecting: Guide RMs in identifying and qualifying prospects effectively, ensuring they focus on high-potential opportunities.
Master Effective Client Acquisition: Teach RMs how to build trust and convert prospects into long-term clients.
Enhance Client Wallet Share: Train RMs to identify opportunities for deepening relationships and providing additional value to existing clients.
Develop Negotiation Skills: Enable RMs to handle complex client discussions with confidence and professionalism.
The program was delivered through monthly online sessions over the course of a year. Each session combined interactive workshops and real-world case studies to ensure practical application. Additionally, we provided ongoing coaching to reinforce learning and track progress.
The Impact
Within six months of implementing the program, the bank observed transformative results:
Improved RM Performance: Junior to mid-level RMs reported greater confidence in managing client interactions, leading to a 25% increase in client engagement metrics.
Business Growth: The bank saw a 22% increase in assets under management (AUM) attributed to the efforts of participating RMs.
Consistency Across Teams: A unified approach to client management was established, aligning all RMs with the bank’s high standards of service.
This power of targeted, foundational training in transforming RM performance and driving business success cannot be overestimated. By investing in its RMs’ development, the Swiss private bank enhanced client relationships and positioned itself for sustained growth in a competitive market.
