Participants will receive a Certificate of Completion in Cross-Selling Global Markets Products to Custodians & Trusts, recognizing their advanced capabilities in advisory, product structuring, and institutional relationship management.
Cross-Selling Global Markets Products to Custodians & Trusts
Empowering Institutional Engagement through Strategic Product Structuring and Advisory
Course Schedule
| Venue (InHouse) | Fees |
|---|---|
| At Your Organization Premises | Ask For The Quotation |
Course Introduction
Custodians and trust structures are pivotal institutional participants in financial markets, requiring tailored solutions across global asset classes. This course is designed to equip sales and relationship professionals with the knowledge and advisory skills needed to strategically cross-sell global markets products to these sophisticated entities.
The program integrates technical product insights with institutional structuring, regulatory considerations, and cross-border execution nuances, ensuring participants are positioned to deliver high-impact, compliant, and value-driven solutions.
Course Objectives
By the end of this course, participants will be able to:
- Understand the roles and mandates of custodians and trusts
- Match global market products to institutional investment objectives
- Structure bespoke offerings across FX, fixed income, and derivatives
- Navigate regulatory and operational complexities
- Build high-trust relationships with institutional counterparties
Key Benefits of Attending
- Learn to position products that align with trust and custody structures
- Enhance institutional wallet share through integrated advisory
- Understand the evolving regulatory landscape affecting these entities
- Master client communication for fiduciary-driven organizations
- Gain competitive advantage through structured product design
Intended Audience
This program is designed for:
- Institutional Sales Professionals
- Relationship Managers (Custody, Trust, and Family Office)
- Product Structuring Teams
- Investment Advisors and Portfolio Consultants
- Legal, Compliance & Fiduciary Officers
Individual Benefits
Key competencies that will be developed include:
- Structuring market-linked strategies for custodial mandates
- Presenting investment ideas aligned with fiduciary responsibilities
- Applying compliance knowledge in institutional advisory
- Strengthening technical sales capabilities
- Building durable, long-term trust-based relationships
Organization Benefits
Upon completing the training course, participants will demonstrate:
- Increased penetration into custody and trust accounts
- Higher revenue per institutional client
- Reduced compliance risks through proper suitability alignment
- Elevated institutional advisory standards
- Broader collaboration between markets and fiduciary teams
Instructional Methdology
The course incorporates:
- Real-Life Case Studies – Institutional client scenarios and product usage
- Interactive Simulations – Sales pitches and negotiation role-plays
- Practical Workshops – Product bundling and regulatory exercises
- Expert-Led Sessions – Delivered by ex-institutional bankers and legal advisors
- Collaborative Activities – Group challenges and peer learning
Course Outline
DETAILED 5-DAY COURSE OUTLINE (Customizable)
Training Hours: 07:30 AM – 03:30 PM
Daily Format: 3–4 Modules | Breaks: 09:30 & 11:15 | Lunch: 01:00 – 02:00
Day 1: Understanding Institutional Clients
- Module 1: Custodians & Trust Structures – Roles & Investment Mandates (07:30 – 09:30)
- Key functions of custodians and trustees
- Investment objectives and risk frameworks
- Understanding mandates and limitations
- Module 2: Mapping Global Market Product Needs (09:45 – 11:15)
- Common products used by custodians & trusts
- FX hedging, fixed income, structured deposits
- Suitability mapping by client category
- Module 3: Regulatory Frameworks & Fiduciary Duties (11:30 – 01:00)
- Compliance, AML, and cross-border issues
- Role of the fiduciary and impact on product use
- Global frameworks: FATCA, CRS, MiFID II
Day 2: Product Strategy and Design
- Module 4: Structuring Multi-Product Solutions (07:30 – 09:30)
- Combining FX, rates, credit, and alternatives
- Designing solutions for yield and risk management
- Customization within mandate restrictions
- Module 5: Operational Mechanics in Custody & Trust Execution (09:45 – 11:15)
- Trade flow, booking, and settlement
- Integration with fund accounting and valuation
- Managing execution risk
- Module 6: Institutional Reporting and Product Documentation (11:30 – 01:00)
- Term sheets, ISDA, and regulatory disclosures
- Client reporting for trustees and fiduciaries
- Case examples of deal structuring
Day 3: Advanced Advisory and Cross-Selling Skills
- Module 7: Consultative Selling to Institutional Clients (07:30 – 09:30)
- Identifying product gaps and unmet needs
- Crafting cross-sell proposals
- Aligning value to institutional KPIs
- Module 8: Risk Conversations with Custodians and Trustees (09:45 – 11:15)
- Articulating downside protection and risk-return tradeoffs
- Understanding internal approval processes
- Avoiding misrepresentation
- Module 9: Cross-Border & Tax Considerations (11:30 – 01:00)
- Impact of domicile, structure, and tax treaties
- Currency and regulatory arbitrage
- Lessons from international trust structures
Day 4: Governance, Execution & Relationship Management
- Module 10: Legal & Risk Controls in Institutional Advisory (07:30 – 09:30)
- Internal approvals, compliance gates, and conflicts of interest
- Documenting recommendations
- Role of compliance in cross-selling
- Module 11: Account Management and Strategic Planning (09:45 – 11:15)
- Long-term account planning for trusts and custody clients
- Relationship tiering and touchpoint mapping
- Performance tracking and reporting
- Module 12: Handling Complex Institutional Scenarios (11:30 – 01:00)
- Dealing with layered client structures (e.g., family offices + trust)
- Institutional objections and workarounds
- Best practices from leading firms
Day 5: Application & Execution Simulation
- Module 13: Product Advisory Simulation (07:30 – 09:30)
- Full advisory meeting simulation with institutional client
- Team collaboration in product presentation
- Peer and trainer evaluations
- Module 14: Pitch Presentations & Strategy Wrap-Up (09:45 – 11:15)
- Final group presentations
- Assessment of applied advisory techniques
- Open feedback and discussion
- Module 15: Summary, Feedback & Certificate Ceremony (11:30 – 01:00)
- Recap and learning reflection
- Personal action plans
- Award of certificates