{"id":3958,"date":"2020-01-07T11:08:00","date_gmt":"2020-01-07T03:08:00","guid":{"rendered":"http:\/\/eucapital2.onpressidium.com\/?p=3958"},"modified":"2024-07-17T13:23:08","modified_gmt":"2024-07-17T05:23:08","slug":"the-relationship-manager-and-private-bank-versus-the-external-asset-manager","status":"publish","type":"post","link":"https:\/\/eucapital.com.sg\/zh_tw\/industry-talk\/the-relationship-manager-and-private-bank-versus-the-external-asset-manager\/","title":{"rendered":"\u5ba2\u6236\u7d93\u7406\u4eba\u548c\u79c1\u4eba\u9280\u884c\u5916\u90e8\u8cc7\u7522\u7ba1\u7406\u54e1\uff08EAM\uff09\u4e4b\u9593\u7684\u5c0d\u6bd4"},"content":{"rendered":"
\"\u5ba2\u6236\u7d93\u7406\u4eba\u548c\u79c1\u4eba\u9280\u884c\u5916\u90e8\u8cc7\u7522\u7ba1\u7406\u54e1\uff08EAM\uff09\u4e4b\u9593\u7684\u5c0d\u6bd4\"<\/figure>\r\n\r\n\r\n\r\n
\u00a0<\/div>\r\n\r\n

\u5ba2\u6236\u7d93\u7406\u548c\u79c1\u4eba\u9280\u884c\u5916\u90e8\u8cc7\u7522\u7ba1\u7406\u5169\u6a21\u5f0f\u78ba\u5be6\u5728\u8a31\u591a\u65b9\u9762\u5927\u6709\u76f8\u4f3c\u3002\u4f46\u60a8\u8cc7\u91d1\u7ba1\u7406\u8005\u7684\u5229\u6f64\u4f86\u6e90\u6b63\u662f\u4e00\u5927\u95dc\u9375\u8981\u7d20\uff0c\u4e5f\u662f\u5169\u6a21\u5f0f\u7684\u5206\u5225\u4e4b\u8655\u3002\u6211\u5011\u5c07\u63a2\u8a0e\u4ee5\u4e0a\u7684\u7d30\u7bc0\uff0c\u4ee5\u5e6b\u52a9\u60a8\u78ba\u8a8d\u54ea\u7a2e\u6a21\u5f0f\u66f4\u9069\u5408\u60a8\u7684\u6295\u8cc7\u9700\u6c42\u3002<\/h4>\r\n\r\n
\u00a0<\/div>\r\n\r\n\r\n\r\n

\u79c1\u4eba\u9280\u884c\u6a21\u5f0f\u00a0<\/h3>\r\n\r\n\r\n\r\n

\u8a2d\u60f3\u4e00\u4e0b\uff1a\u9ad8\u6de8\u503c\u500b\u4eba\u6216\u5bb6\u5ead\u5728\u67d0\u4e00\u53f8\u6cd5\u7ba1\u8f44\u5340\uff08\u5982\u65b0\u52a0\u5761\u6216\u9999\u6e2f\uff09\u7684\u79c1\u4eba\u9280\u884c\u958b\u7acb\u5e33\u6236\u3002\u96a8\u5f8c\uff0c\u9280\u884c\u70ba\u5ba2\u6236\u5b89\u6392\u4e86\u4e00\u6bd4\u7279\u5ba2\u6236\u7d93\u7406\u4eba\uff08RM\uff09\u8ca0\u8cac\u8655\u7406\u8207\u8cec\u52d9\u76f8\u95dc\u7684\u5168\u90e8\u4e8b\u5b9c\u3002\u9019\u662f\u9280\u884c\u7684\u50b3\u7d71\u505a\u6cd5\u3002\u00a0\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

The RM taps into the bank resources to sell\u00a0its\u00a0products to the client,\u00a0which generates revenue for the bank. Resources from the bank may include consultancy, asset allocation, portfolio management, bank services, and insurance, to name a few.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

Another\u00a0product\u00a0is the investment research. This is called\u00a0\u201csell-side\u201d\u00a0research because they are\u00a0written to help sell the bank\u2019s products or services to the client.\u00a0The research is\u00a0typically\u00a0done by\u00a0a\u00a0team of analysts\u00a0at the bank.\u00a0<\/p>\r\n\r\n\r\n\r\n

The RM takes these research ideas\u00a0and\u00a0packages\u00a0them\u00a0into products for the client. That\u00a0can be\u00a0direct\u00a0brokerage, for example,\u00a0where they\u00a0buy into the stock or bond\u00a0and\u00a0a commission is charged, or\u00a0it can be the sale of\u00a0structured products\u00a0created by the bank.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

RM\u7684\u4e00\u90e8\u5206\u5831\u916c\u53d6\u6c7a\u65bc\u4ed6\u6240\u80fd\u8ce3\u51fa\u7684\u9280\u884c\u7522\u54c1\u3002\u9280\u884c\u70ba\u4ed6\u5011\u88fd\u5b9a\u4e86\u5e74\u5ea6\u6536\u5165\u548c\u5e33\u6236\u6578\u91cf\u589e\u9577\u76ee\u6a19\u3002\u9019\u662f\u4e00\u500b\u5f88\u91cd\u8981\u7684\u6ce8\u610f\u4e8b\u9805\uff0c\u6211\u5011\u7a0d\u5f8c\u6703\u8a0e\u8ad6\u5176\u4e2d\u539f\u56e0\u3002<\/p>\r\n\r\n\r\n\r\n

The RM is remunerated in part by how much bank \u201cproduct\u201d he or she can sell. They are\u00a0assigned a yearly revenue and account growth targets.\u00a0This is an important note to make, for a reason we\u2019ll get into later.<\/p>\r\n\r\n\r\n\r\n

RM\u6bcf\u6708\u9818\u53d6\u57fa\u790e\u85aa\u6c34\uff0c\u85aa\u6c34\u8207\u9280\u884c\u6536\u5165\u4e4b\u9593\u7684\u5dee\u984d\u901a\u5e38\u4f5c\u70ba\u734e\u91d1\u767c\u653e\u3002\u56d9\u6b64\uff0cRM\u5728\u9280\u884c\u4e2d\u7684\u6392\u540d\u8d8a\u9ad8\uff0c\u9280\u884c\u70ba\u5176\u88fd\u5b9a\u7684\u6536\u5165\u76ee\u6a19\u5c31\u8d8a\u9ad8\u3002\u5f9e\u800c\u5728\u5e74\u5fa9\u4e00\u5e74\u4e2d\uff0c\u5176\u5be6\u73fe\u9019\u4e9b\u76ee\u6a19\u7684\u58d3\u529b\u5c31\u8d8a\u5927\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

This can be considered a conflict of interest and\u00a0may do a disservice to\u00a0the\u00a0client. Is an RM obliged to serve the private bank and its\u00a0sell its\u00a0products, or to serve the best interests of the client? Naturally, we expect all RMs to put their clients first, but to assume that this is\u00a0always\u00a0the case would be imprudent.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

We\u2019ve seen high-profile stories in the media where the\u00a0worst-case scenario\u00a0plays out; the client\u2019s portfolio\u00a0is unable to withstand\u00a0a\u00a0market shock, and\u00a0the bank issues\u00a0a margin call forcing\u00a0the client to sell off\u00a0his assets in\u00a0adverse market\u00a0conditions at low prices.\u00a0<\/p>\r\n\r\n\r\n\r\n

These preventable incidents\u00a0can cause the client major losses through the\u00a0mismanagement of their wealth\u00a0and\u00a0ruin the relationship with the bank.\u00a0<\/p>\r\n\r\n\r\n\r\n

But there are some excellent RMs who pay attention to detail, who understand their client\u2019s\u00a0needs and risk profiles,\u00a0and\u00a0are\u00a0trusted for their expert and fair financial advice. It is important to have an RM who serves your needs and can add value to your\u00a0finances, not theirs.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

\u00a0<\/div>\r\n\r\n\r\n\r\n

\u5916\u90e8\u8cc7\u7522\u7ba1\u7406\u4eba\u6a21\u5f0f\uff08EAM\uff09\u00a0<\/h3>\r\n\r\n\r\n\r\n

The external asset management\u00a0(EAM)\u00a0model seeks to eliminate the inherent conflicts of interest in\u00a0how\u00a0private banks\u00a0operate with their clients.\u00a0The model started in Switzerland a few decades\u00a0ago and\u00a0is becoming increasingly popular in Asia.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

In an EAM model, the private bank continues to\u00a0act as\u00a0custodian\u00a0of the client\u2019s assets and provides\u00a0the trading platform, but the provision of investment advice\u00a0is then subbed out to an independent asset manager. The client issues a\u00a0limited\u00a0Power of Attorney to the manager,\u00a0who\u00a0works for the client, not the bank.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

Eu Capital operates independently under the EAM model.\u00a0We have no bias towards any banks. Instead, our team advises based on the client\u2019s needs.\u00a0We advise\u00a0our\u00a0clients\u00a0to choose a well-capitalised bank that charges reasonable brokerage\u00a0fees, and we\u00a0conduct our own primary\u00a0\u201cbuy-\u00a0side\u201d\u00a0research\u2014we research to\u00a0buy\u00a0<\/em>value investments\u00a0for you\u00a0in the markets, not sell you products.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

As managers of\u00a0both\u00a0investment and risk, independence is paramount. Only through independence can we seek the value of a good investment decision. In this Information Age where the markets present us with\u00a0a never-ending stream of often\u00a0conflicting news\u00a0and opinions, an independent mind is\u00a0best placed\u00a0to investigate, calculate, analyse and decide.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

\u6211\u5011\u7684\u76ee\u6a19\u5f88\u7c21\u55ae\uff1a\u7c21\u5316\u6d41\u7a0b\uff0c\u8c50\u6536\u56de\u5831\u3002\u5269\u4e0b\u7684\u4e8b\u60c5\u5c31\u9806\u5176\u81ea\u7136\u5427\u3002\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n

\u00a0<\/div>","protected":false},"excerpt":{"rendered":"

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