Frequently Asked Questions - Wharton Executive Education

The Citi | Wharton Global Wealth Institute
Frequently Asked Questions
Q. What is the significance of Citi | Wharton Global Wealth Institute?
A. The creation of the Institute represents a unique partnership between Citi and the Wharton School of the
University of Pennsylvania, two powerhouse brands in finance management and education, respectively.
The Institute is able to offer a three-year executive education initiative to Citi Personal Wealth Management’s
entire global advisory network, offering an unprecedented level of education and exposure to research-driven
thought leadership.
Q. Why did Citi select Wharton as its partner for this program?
A. Wharton Executive Education at the University of Pennsylvania has established a world-renowned reputation as
a global thought leader in business acumen and leadership. The Wharton faculty is unmatched in its experience
and research, and offers insights into strategic innovations that transform global markets and financial policy.
By partnering with Wharton, Citi is able to cultivate an existing talent pool, exposing our Relationship Managers
to cutting-edge, research-based experiential knowledge that will deepen their private wealth client relationships.
Q. What are the programs being offered by the Institute?
A. The Institute will feature three programs:
Journey of the Relationship Manager
YEAR 1
YEAR 2
Wealth Management
Essentials
YEAR 3
Maximizing
Client Relationships
Advancing Leadership
for Growth
WHO: 100% of RMs
WHERE: Citi Offices
WHO: Top 10% of RMs
WHERE:Philadelphia, Beijing,
São Paulo, London, Mexico City
WHO:
WHERE:
Top 5% of RMs
Philadelphia, Beijing,
San Francisco
The first program
is being conducted by Citi,
Wealth Management Essentials
(WME). This program includes all the
existing modules of the former Global
Wealth Management Training launched
in 2014, which includes a combination
of online and classroom training
plus the Global Wealth Management
Accreditation Exam. As of today,
100% of Wealth Management RMs
have gone through the training and
passed the Accreditation Exam. Newly
hired RMs will be required to attend
this training and pass the Accreditation
Exam to be eligible for the second and
third programs.
The second program,
Maximizing Client Relationships
(MCR), will present in-depth analysis
of industry trends, relationship
psychology, and global financial
strategies in the context of the current
economic and market environments.
The program will include a component
that will result in individualized action
plans for each participant.
The third program,
Advancing Leadership for Growth
(ALG), provides the tools to help
better navigate relationships
throughout the organization while
also developing unique leadership
styles. While this program is currently
in development, Wharton will solicit
participant feedback from MCR and
use these learnings, as well as current
trends, to incorporate experiential
aspects into the advanced program.
Q. Who is eligible to attend the Institute?
A. All Citigold RMs, CPC RMs, Banca Privada RMs, Banca Patrimonial RMs, and CPWM Financial Advisors are eligible and
must attend (if they haven’t done so) the first program delivered by Citi, Wealth Management Essentials (WME).
Going forward, we will use the term “RM” to refer generically to all the roles described in this paragraph.
For the second program, Maximizing Client Relationships (MCR), only 10% of RMs will be eligible to participate every
year. Candidates will be selected by their respective regions and businesses using a combination of quantitative and
qualitative criteria (see “How do the selection criteria work?” for further details). RMs must have attended WME to be
able to participate in this program.
For the third program, Advancing Leadership for Growth (ALG), only 5% of RMs will be eligible to participate every year.
Candidates will be selected using the same quantitative and qualitative selection criteria as for MCR. RMs must have
attended MCR to be able to participate in this program.
Q. How do the selection criteria work?
A. The Citi | Wharton Global Wealth Institute has globally common guidelines for each regional business to use
in defining transparent selection criteria. Each region will nominate its candidates based on a combination of
quantitative and qualitative selection criteria.
The quantitative criteria will be used first to develop a ranking of eligible participants. Then the ranking
will be refined by eliminating those eligible participants who do not meet the qualitative criteria. The final
refined ranking will assign the priority for the participants to attend the next training sessions.
1. Quantitative criteria: Each region will build a ranking of eligible candidates using a weighted combination
of metrics, which might include among others:
•
•
•
•
Revenues
Net New Money
AUMs
NPS
2. Qualitative criteria: Each region will refine and filter the ranking built with the quantitative criteria by
applying a set of qualitative requirements, which might include among others:
•
•
•
•
Have no compliance / KYC / AML alerts
Have a minimum tenure of 2 years at Citigroup
Nominated by line manager
Successfully attended previous training levels
Selection Criteria Example*
The example below illustrates how the quantitative and qualitative criteria are applied:
Quantitative criteria:
• Net New Money (weight: 33%)
• AUMs (weight: 33%)
• NPS (weight: 33%)
Qualitative criteria:
• No compliance / KYC / AML alerts
• Minimum tenure of 2 years at Citigroup
• Pass Interview Process with line manager
In the example above, the quantitative
ranking is as follows:
1. RM3 2. RM4 3. RM1
4. RM2
Based on the table below, RM1 and RM3 are the only ones who pass the
Qualitative Criteria, since RM2 has only 1 year of experience (minimum
requirement is 2 years) and RM4 has a KYC, AML alert (which is a
requirement to not have). Therefore, the final ranking of eligible
participants is as follows:
1. RM3 2. RM1
Quantitative Criteria
NNM Rank AUMs Rank NPS Rank
(33%)
(33%)
(33%)
Qualitative Criteria
W. Avg.
Quantitative
Rank (L-H)
KYC/AML
Alerts
Tenure
at Citi
Qualitative
Pass
RM1
1
4
3
2.6
3
No
5 yrs.
Yes
RM2
2
3
4
3.0
4
No
1 yr.
No
RM3
3
2
1
2.0
1
No
7 yrs.
Yes
RM4
4
1
2
2.3
2
Yes
8 yrs.
No
*This is a sample for illustrative purposes only. Regional criteria might vary from the example illustrated above.
Please consult with your Program Champions Team for the specific selection criteria in your region and whether
you are eligible to participate. Once candidates are selected, they will be notified of their nomination and will
have to formally accept to participate.
Q. What are the intended outcomes of the Institute’s programming?
A. The Institute is designed to be a totally immersive educational experience. The knowledge gained through each 3+ day
session is intended to provide the RMs with situation-specific knowledge and strategies that will have an immediate impact
on the successful development of their private wealth client relationships.
Q. What will the classroom experience be like?
A. The program will be a combination of lecture-based learning, group exercises, and peer-to-peer dialogue, interspersed
with conversations with Citi executives and experts, and facilitated by Academic Director Chris Geczy. RMs will have the
opportunity to interact with faculty throughout the program and will be encouraged to network with colleagues from
their regions.
Q. Will I be graded on my performance in the program? If so, how?
A. While RMs will not be graded, individual participation in the program will be evaluated by Citi leadership. Using some of
the evaluation tools already in place, future performance will also be monitored. Each participant will receive a certificate
suitable for framing from the Citi | Wharton Global Wealth Institute.
Q. Will completion of the program help me advance at Citi? If yes, in what way?
A. RMs who attend the Institute will benefit in several ways. First, you will experience the highest caliber of professional
development offered by Citi. Secondly, you will be exposed to the ideas and cutting-edge research of world-renowned
Wharton faculty. Thirdly, you will learn new concepts that are proven to help achieve stated goals, such as a deeper level
of client engagement. Lastly, you’ll be recognized within Citi as a participant of the Institute, which will be reflected in your
annual performance evaluation.
Q. Once I am accepted, how do I finalize travel arrangements, as well as accommodations?
A. Once accepted into the program, you will receive instructions on travel arrangements. Visa letters, along with other
necessary requirements for travel, will be provided. As part of participation in the program, a hotel room, along with breaks
and lunch each day, will also be provided.
Q. Whom should I go to if I have additional questions regarding the program?
A. Feel free to reach out to the Program Champions Team (see table below) for any questions regarding the program and your
eligibility to participate.
Region & Program Champions
NAM (CPWM and Citigold)
McMillan, Alana R
1 Court Square
Long Island City NY 11101 USA
+1 (718) 248-4888
[email protected]
Bosch, Anita M
1 Court Square
Long Island City NY 11101 USA
+1 (718) 248-3776
[email protected]
APAC
Adury, Murli Krishna
8 Marina View
Singapore SGP 018960
+65 6657-6106
[email protected]
Wong, Grace Puay Ding
5 Changi Business Park Crescent
Singapore SGP 486027
+65 6595-3496
[email protected]
Mir, Arshaduddin
8 MARINA VIEW
Singapore SGP 018960
+65 6657-2635
[email protected]
LATAM Onshore
Cordoba, Alvaro J
201 S. Biscayne Blvd.
Miami FL USA 33131
+1 (305) 420-4208
[email protected]
LATAM Offshore (AHS)
Siegel, Mitchell Paul
153 E 53RD Street
New York NY USA 10022
+1 (212) 559-0424
[email protected]
Embon, Gonzalo Augusto
Ruta 8 KM 17.5 Montevideo
Montevideo URY 91600
[email protected]
Silva, Armando
235 Federico Costa St.
San Juan PRI 00918
+1 (787) 766-3842
[email protected]
Ramirez, Juan Guillermo
201 S. Biscayne Blvd.
Miami FL USA 33131
+1 (305) 329-4506
[email protected]
Averett, Michael R.
201 S. Biscayne Blvd.
Miami FL USA 33131
+1 (305) 679-5192
[email protected]
The Citi | Wharton Global Wealth Institute
A Partnership Invested in Your Success
For more information on the Citi | Wharton Global Wealth Institute programs,
visit: CitiWhartonInstitute.com
MEXICO (Banca Pratrimonial and Privada)
Vargas Gomez, Yazmin
Actuario Roberto Medellin No. 800
Ciudad De México DF MEX 01210
[email protected]
Rojas Salinas, Jose Ramon
Actuario Roberto Medellin No. 800
Ciudad De México DF MEX 01210
+52 2262-7198
[email protected]
Lopez Rosas, Damaris Violeta
Actuario Roberto Medellin No. 800
Ciudad De México DF MEX 01210
[email protected]
EMEA
Pradhan, Namrata
DIFC
Dubai ARE 74777
+971 (4) 387-9225
[email protected]
Falbo, Michelangelo
25 Canada Square
London GBR E14 5LB
+44 (20) 7500-3426
[email protected]
GLOBAL
Martinez Ferretti, Miguel
153 E 53RD Street
New York NY USA 10022
+1 (212) 559-1614
[email protected]
Castilla, Rodolfo
153 E 53RD Street
New York NY USA 10022
+1 (212) 559-4924
[email protected]