When professionals hear the word «onboarding», they normally think of the process of integrating new clients in an organized and efficient manner. However, at UBS it also has another meaning.

Anthony Solimini is the Head of Sales and Capabilities Development, UBS Wealth Management, Hong Kong

At Swiss bank UBS «onbaording» is also the process of integrating new Client Advisors to help make the transition to UBS as efficient, and successful, as possible.

In my experience, new joiners have about 90 to 120 days to «prove» themselves in a new role. Prove that they are in the right role, on the right team and, of course, on the right track for success. So, the faster they feel prepared, the faster they can begin to make an impact and contribute to UBS's values and principles.

So, in 2015, we launched a very focused, researched, «Onboarding Program». A program that begins before the new joiner even starts working and doesn't end until month 12 of their journey.

«This is where the new joiners study and learn about risk and compliance polices»

The fact that UBS is willing to invest in such a program shows the importance we place on ensuring our Client Advisors are world class, fully engaged and able to consistently help our clients achieve their goals. The building blocks of the program are Compliance, Role based, Culture and Relationships.

Compliance related training includes teaching employees basic legal and policy-related rules and regulations. This is the foundation level. For the first three months there is a combination of classroom, web based and virtual training.

This is where the new joiners study and learn about risk and compliance polices, products and services, our internal systems and applications, investment tools, trading tools, credit procedures and more. In line with our principle of «Excellence in everything we do», that means having fully trained and competent staff about all aspects of wealth management.

Role based training relates to the job and the expectations of the new joiner. What does the role of a Client Advisor mean at UBS and what are the requirements for success? For Client Advisors and Desk Heads (a manager of multiple client advisors) we have a very in depth library of what is expected, how we expect it to be done and how we will measure that success.

«This part of the program is where I think we differentiate ourselves from other firms»

During this part of the onboarding program, they learn how to develop and maintain client relationships, deliver superior investment advice and solutions for clients' wealth and strategically manage a book of clients and prospects for sustainable profitable growth. This part of the program is where I think we really differentiate ourselves from other organizations. We spend a lot of time in the first six months on the communication skills of our advisors.

One of the top attributes of successful client advisors is the ability to gain the trust of their clients and have honest, open discussions about their financial goals and objectives. I spend a lot of one on time with new joiners training and coaching them on how to have constructive, open and meaningful meetings with clients.

«The pillars serve as the foundation of everything UBS does now and will do in the future»

Culture is where we provide an in depth understanding of the Pillars, Principles and Behaviors that make UBS unique. The pillars serve as the foundation of everything UBS does now and will do in the future. Our principles define what we stand for as a firm, and help prioritize when making decisions. The behaviors define the way we work; with each other, with our clients and with our communities.

And finally, relationships are the glue that binds everything together. In the complicated, ever changing world of wealth management, client advisors need to build strong working relationships with the entire firm, globally, in order to ensure that whatever their clients need, they know where to go. This means workshops and introductions to colleagues not only in wealth management but also in Investment Banking and Asset Management.

«We work with all client facing staff»

After two years, I am proud to say that our Onboarding Program has proven to be a huge success, and is recognized in the market as a unique and extremely valuable resource for new joiners.

Due to the success of the Onboarding Program, we have since expanded the team, which is now called «Sales and Capabilities Development». We are a dedicated team of subject matter experts not only for new joiners, but for all staff. We work with all client facing staff to ensure they continue to learn and adapt to the ever changing requirements of our clients and deliver world class advice and service.

Anthony Solimini is a UBS banker based in Hong Kong by day and a stand-up comedian by night. As the Head of Sales and Capability Development, he manages the performance and capabilities of all client facing staff in Wealth Management to ensure a consistent and effective approach to generating new business.

Originally form Boston, MA, he has worn many hats in 26 years of international experience in London, Singapore, Bangkok and Hong Kong, and has excelled at most of them. He has worked with companies all over the world such as J.P. Morgan, Lenovo, Heineken, Societe General, Deutsche Bank, Gulf Oil, Freshfields, USA Consulate, Morgan Stanley, Bank of America helping people become more charismatic and compelling leaders by using body language, humor, «power» words and confidence.