global Articles

Repairing the Wealth Management Client Team Engagement Crisis

The wealth management industry looks a lot different today than it did ten, five, or even just two years ago. Disruption has become the norm. Financial advisors and relationship managers are on the front lines of these added pressures, squeezed by new regulations that add work to their desks, and forced by new entrants to reduce costs. Increasingly more advisors are choosing to set out as independents or even leave the industry entirely. Without this critical talent, firms are left with a big gap and risk in effectively meeting and exceeding client and firm needs.

Agile Working and What Makes a Great Advisor

Increasingly firms must be tuned in to the changing needs of clients. During his 2009 TED talk, Marketer Richard St. Curtis argued that we must stop discussing ‘success’ as though it is a ‘one-way street’. Too often, he explained, we focus on everything that will lead us to success and, when ‘we figure we’ve made it, we sit back in our comfort zone’ and stop trying.

Infographic: The Path to Financial Advisor Success

With rising pressure to grow profit margins, continuous improvement within the ranks of financial advisors has never been more important. But, what are the key building blocks and tools proven to drive financial advisor success? This week we explore and share with you ways in which implementation of a performance improvement strategy can make a BIG difference, how market intelligence sets the foundation, and ways to build an action plan for performance improvement. 

Into the Wilderness: Shifting the Digital Discourse from Protection to Progression

“We are releasing the computer into the wilderness,” announced Hendrik Leber of Acatis Asset Management in March. He was, of course, referring to the recent launch of the first global equity fund to be fully controlled by artificial intelligence. Computer-based research and trading solutions may have been around for some time, but Leber’s technology is particularly smart. It is able to discern patterns of non-linear developments; it is capable of deep learning.

Aon Names Ray Everett Global President of McLagan

Aon plc (NYSE: AON), a leading global professional services firm providing a broad range of risk, retirement and health solutions, today announced it has named Raymond Everett as global president of McLagan. In this role, Everett is responsible for leading a team of experts who provide compensation, performance and talent intelligence to companies in the financial services and insurance industries. He leads the McLagan executive committee and is a member of Aon’s Talent, Rewards & Performance executive committee.

Will Artificial Intelligence Take Over Your Banking Job?

Digitisation has changed banking forever. Cashless transactions, mobile and online communications, paperless submissions, and automated teller machines (ATMs) have changed the face of banking. Disruption is a norm and organisations, both large incumbents and financial technology start-ups, are creating new markets and controlling consumer experience like never before.  

A Shifting Broker-Manager Relationship

Don’t believe any rumors involving the death of the prime brokerage. In fact, prime brokers are still very much alive despite the introduction of the Basel III capital adequacy regime, its Liquidity Coverage Ratio (LCR), and, most importantly, the Net Stable Funding Ratio (NSFR). While the industry’s entire business model was brought into question with the emergence of this regime, prime brokers have not only survived the rising cost of capital, but continue to thrive despite the constraints.

Infographic: Engage Your Employees at Regional and Community Banks

The most successful banks know it takes engaged employees to deliver great results. It's not just about having the best lending rates or branch locations - it's about the people. Talent drives the performance of your bank more than any other investment you make. From competing with Fintech firms to the evolving role of branch personnel, having the best and most motivated people has never been more important.

The Role of the Loan Officer in a Shifting Purchase-Driven Market

As we move into the second half of 2017, market conditions have changed, interest rates are climbing, and, with them, a notable shift in mortgage banking from a refinance-driven market to a purchase-driven market. The current purchase market favors the sales style of loan officers, who drive sales through their network and rely less on the marketing provided by their firm. Conversely, the historic refinance volume in the market has created a place for loan officers who drive most of their sales through bank referrals. In a purchase market, these employees will need to adapt in order to continue driving volume.

Transform or Tear Down? The Retail Banking Human Capital Identity Crisis

It has been one full year since the retail banking crisis erupted. Consequently, regulators have been keenly focused on making sure inappropriate sales techniques and practices are examined and mitigated. In addition, economic demands are rapidly changing. Mobile apps, smart phones, and new digital avenues have redefined customer centric approaches to the retail banking business. How, then, do traditional retail banks remain attractive in the eyes of both customers and employees?

Broadening the Employee Value Proposition for Digital Talent

Almost every company is now a tech company in some way. The need for digital roles and specific skillsets in the financial services industry is at an all-time high. Firms in every sector are competing for the talent that they need to pursue innovation at the speed of today’s demanding tech environment. In fact, according to our cyber security pulse study, 95% of financial services firms plan to increase their cybersecurity headcounts in 2017. It is undoubtedly the age of digital disruption. In order to compete with emerging tech firms and their highly appealing Silicon Valley approach to attracting and retaining key employees, the financial industry must acknowledge that the broader ecosystem of rewarding digital talent is changing and transform its value proposition with it.  

Does Money Buy Happiness?

We’ll leave the question of whether money buys happiness to the philosophers, academics, and social scientists. (For the record, we prefer to err on the side of yes). Regardless, one thing money certainly does is cover up human capital challenges and issues lurking beneath the surface. When times are good, when revenue is soaring, and when there’s plenty of pay to go around, fewer issues arise and the allure of the present obscures a focus on the future. Think of it as a human capital bubble.

Banking Observations on the CEO Pay Ratio and New SEC Guidance

The SEC Corporation Finance Staff, on September 21, 2017, issued three forms of guidance on the CEO Pay Ratio Rule: an interpretive release, a press release, and new and revised C&DIs.   

The Spotlight: Jeff Rieder, Partner, Head of Ward Group

Since 2005, Jeff Rieder has served as Head of Ward Group, a part of Aon focused on insurance performance and rewards practices. He has significant experience in the industry with expertise in the property-casualty and life, health, and annuity segments.

Bridging the Gap: The Rising Fight for Pay Equity in Financial Services

Did you know that when the Equal Pay Act passed in 1963, women were making 59 cents to every dollar earned by men? Today, nearly 55 years later, a typical, full-time female employee is paid 80 cents to every dollar made by her male counterpart, according to the Economic Policy Institute.

The Spotlight: Sean Carney, Partner, European Banks

Sean Carney leads McLagan’s European Banks reward team. His group is responsible for relationships, benchmarking, and consulting services across all major investment, corporate, and retail banking clients with a presence in Europe.

Infographic: Elevate People Performance in Financial Services

It's no secret that times have changed for the financial services industry. When times were good, soaring revenue and profits covered up human capital challenges and issues lurking beneath the surface. Today, firms are emerging from the human capital bubble and need to position themselves to select, engage, and develop their most critical resource - people. In our latest infographic, get key insights and actionable tips your firm needs to rise above.

The Spotlight: Tzeitel Fernandes, Partner, APAC Banking and Capital Markets

Tzeitel Fernandes leads the Banking and Capital Markets practice for McLagan in the Asia Pacific (APAC) and is also the Managing Director for the Hong Kong office, representing Talent, Rewards & Performance.

Your Pay Equity Questions Answered

According to the Economic Policy Institute, men significantly out-earn women across all pay scales. A typical woman working full time is paid 80 cents for every dollar made by a full-time, working man, and can lose more than $530,000 over the course of her lifetime because of gender wage gaps. The average college-educated woman loses even more—nearly $800,000, as reported by the Institution for Women’s Policy Research.

A Fully Satisfied Client Doesn’t Always Translate into Capturing a Growing Share of Wallet – Don’t Let High Scores Fool You

Your client satisfaction scores are in and they are up strongly! Cause for celebration? Not so soon. The bad news is that our research shows that scores are up across the industry (overall satisfaction amongst $1 million plus investors are up 9%). Strong markets have left clients feeling good about their investment performance, which translates through to better client satisfaction. However, we will likely find this gain to be ephemeral when markets soften again.

Securities Services on Blockchain: The Disruption of the Custodian Banks?

In response to the many questions we received at our webinar discussing a recent white paper, Securities Services on Blockchain: A Value Analysis for Custodian Banks, we asked Alex Powell, co-author of the paper, to share his thoughts in response to the themes surrounding this important industry topic. We’ve grouped the Q&A into the following themes themes: Use Cases and Opportunities, Obstacles, Incentives, Standards Needed, Regulatory Responses, Cyber-security, Potential Consequences, and The Future.

The Spotlight: Shelley Eisenhandler, Partner, Asset Management

Shelley Eisenhandler, a Partner in the Asset Management practice, manages McLagan’s alternative asset management business, including over 200 hedge funds, private equity firms, and real estate investment managers.

A Backward Glance and Forward Look at Board of Director Compensation

Across the banking industry, director compensation remains subject to regulatory and shareholder scrutiny. While increases in director pay have continued in recent years, the mix of pay has also continued to shift.

The Spotlight: Martin McGuigan, Partner, Head of Middle East

Martin McGuigan partners with firms on their rewards strategies in the Gulf Corporation Council and other regional markets, such as Egypt, Lebanon, Jordan, and Pakistan.

The Call Center Customer Experience Evolution and Changing Talent Demands

Like many other aspects of the financial services industry, the call center as we know it is changing. Technology is disrupting historic practices and generating new, client-centric demands that require shifts in current focus areas and models. As a result, call centers now face a fresh set of challenges surrounding training and development, pay levels, job structure, incentive plan design, career progression, and more, all while competing with the appeal of non-financial services firms.

What Are the Future Talent Needs of Wealth Management Firms?

A recent McLagan Wealth Management study, Future Talent Needs (December 2017), indicated a number of significant shifts to the type of talent and desirable skills that firms will be hiring over the next five years. These new, in-demand skill sets will evolve to become the standard advisor profile, given today’s technological advancements, automation, and current changes to advisor role responsibilities.

The Spotlight: Kate Cramer, Partner, BCM Performance

Kate Cramer is part of the BCM Performance practice. In her role, Kate delivers market share
and strategic advice to investment banking clients across the globe.

Are You Hiring the Best Talent for Your Firm?

Times have changed for financial services. Firms are faced with disruptive technologies, digitization, new market entrants, a transforming workforce and fierce competition for talent. Finding the right talent off the bat is therefore more important than ever before. Measuring personality through the use of assessments can help pinpoint who will be the best fit for the job, your company culture, and the future success of your firm.

Five Considerations When Choosing the Source of your Compensation Market Data

Independent compensation market data provides a source for examining pay levels and pay mix to evaluate the competitiveness of firm compensation packages. As the trend of prohibiting firms from asking candidates for their salary history continues to rise, using trusted third party data to ensure competitive pay programs is critically important.

The Spotlight: Ephraim Edelman, Partner, McLagan Reward Data Solutions

Ephraim Edelman leads the reward data business for McLagan, including strategic initiatives of product development, platform roadmap, machine learning, and governance, as well as new data and analytics client solutions.

 

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