Course Title: Develop, present and negotiate client solutions

Part B: Course Detail

Teaching Period: Term1 2016

Course Code: BAFI5226C

Course Title: Develop, present and negotiate client solutions

School: 650T Vocational Business Education

Campus: City Campus

Program: C4369 - Certificate IV in Banking Services

Course Contact: Callie Harvey

Course Contact Phone: +61 3 9925 5772

Course Contact Email:

Name and Contact Details of All Other Relevant Staff

Nominal Hours: 50

Regardless of the mode of delivery, represent a guide to the relative teaching time and student effort required to successfully achieve a particular competency/module. This may include not only scheduled classes or workplace visits but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

Pre-requisites and Co-requisites


Course Description

This unit describes the skills and knowledge required to provide advice on deposit products, non-cash payment facilities and general insurance products

It applies to individuals with excellent communication skills who are authorised as Australian Securities and Investments Commission (ASIC) registered Australian financial services licence (AFSL) holders to provide advice about products and services at ASIC Tier 2 level.

Work functions in the occupational areas where this unit may be used are subject to regulatory requirements. Refer to the FNS Implementation Guide Companion Volume or the relevant regulator for specific guidance on requirements.       

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSASIC302 Develop, present and negotiate client solutions


1. Develop appropriate strategies and solutions

Performance Criteria:

1.1 Determine appropriate strategy to provide for identified needs and outcomes by analysing products and client risk profile, and conducting assessment of client needs
1.2 Conduct relevant research, analysis and product modelling, and draft appropriate solution, plan, policy or transaction for presentation to client demonstrating understanding of ASIC identified generic and specialist knowledge relevant to products being offered


2. Present appropriate strategies and solutions to client

Performance Criteria:

2.1 Explain and discuss proposed transaction with client in clear and unambiguous way, demonstrating product knowledge appropriate for service or product offered
2.2 Ensure that relevant details, terms and conditions of product or service are reinforced to client with impacts and possible risks of solution disclosed in clear and concise manner
2.3 Provide client with written supporting documentation and guide client through key aspects of documentation


3. Negotiate financial plan, policy or transaction with client

Performance Criteria:

3.1 Discuss and clarify any concerns or issues client has regarding proposed plan, policy or transaction
3.2 Seek confirmation to ensure that client understands proposed plan, policy or transaction


4. Coordinate implementation of agreed plan, policy or transaction

Performance Criteria:

4.1 Gain client’s formal agreement to proposed plan, policy or transaction
4.2 Clearly explain and confirm that client understands associated fees, cost structures and timeframes for execution and processing


5. Complete and maintain necessary documentation

Performance Criteria:

5.1 Ensure that proposal and all other statutory and transactional documents are completed and signed off by client
5.2 Confirm that signed agreement and all copies of appropriate documentation are exchanged


6. Provide ongoing service where requested by client

Performance Criteria:

6.1 Ensure that type and form of ongoing service, including reporting on performance and review of plan, policy or transaction, is understood by client
6.2 Clearly explain fees and costs for any ongoing and specifically defined services and ensure client understands these expenses
6.3 Provide ongoing services as required

Learning Outcomes

Details of Learning Activities

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities.

The self-paced activities will be delivered thought various technology platforms and include your contribution to wikis and discussion threads, reflective journals, quizzes and interactive sessions.

The collaborative classroom based activities will include group discussion, group problem solving activities and opportunities to practice your skills in a simulated/real workplace environment.
We expect you to participate and contribute in all scheduled learning activities.

Teaching Schedule

Induction Session

Prior to training commencement a program level induction session will be conducted that comprises the following:

  • Program overview and requirements
  • MyRMIT/Blackboard
  • Overview of assessment requirements
  • Pre-Training Review including:
    • Recognition of Prior Learning and Credit Transfers
    • Assessment of current skills and knowledge
  • Competency/Grading Criteria
  • Plagiarism
  • Appeals
  • Extensions
  • Feedback
  • Privacy
  • Submission requirements
  • Resubmission policy
  • Where to get support
  • Student responsibilities 


Please refer to the program shell for further information.


Learning Resources

Prescribed Texts


Other Resources

Overview of Assessment

In order to achieve competency in this unit, you must provide:

Performance Evidence

Evidence of the ability to:

  • interpret and comply with industry regulations and codes of practice including, for insurance products, the required approval or authority to accept the transfer of risk
  • explain the characteristics, benefits and impacts of financial products and services to clients
  • present appropriate financial products and services to clients and successfully negotiate a plan, policy or transaction

Knowledge Evidence

To complete the unit requirements safely and effectively, the individual must satisfy the knowledge requirements relevant to the products and activities in which advice is given.

For general insurance, deposit products and non-cash payments and relevant first home saver account products the individual must:
◾explain the legal environment including disclosure and compliance covering:
◾role of the representative or adviser
◾relevant legal principles including the Corporations Act, Financial Services Reform Act (FSRA), Competition and Consumer Act, Insurance Contracts Act and Australian Securities and Investments Commission (ASIC) Act
◾relationship between ethics and regulatory requirements including good faith, utmost good faith, full disclosure of remuneration and fees, and any other conflicts of interest which may influence the adviser’s recommendation
◾name relevant industry codes of practice and conduct
◾identify complaints resolution procedures (internal and external)
◾outline relevant ASIC regulatory guidelines.

For general insurance the individual must:
◾summarise the characteristics and participants of Australian insurance markets and the roles played by intermediaries, and identify insurance products including:
◾definition of an insurance product
◾conditions, exclusions and level of coverage of risk transfer products
◾types of insurance products
◾pricing of risk products
◾identify taxation issues relating to insurance products
◾explain advisory functions including:
◾role of the representative, broker or adviser
◾participants in the insurance advisory services market
◾range of services provided
◾profile and financial information of the client
◾appropriateness of a risk assessment
◾summarise the specific product knowledge for the general insurance products in which advice is given including:
◾standard cover (and deviations)
◾policy wordings
◾taxes and charges
◾insurance claims
◾premium rating and risk selection
◾product development

For deposit products and non-cash payment facilities the individual must:
◾name the types of deposit products and non-cash payment products
◾summarise the product characteristics.

For first home saver accounts the individual must:
◾name the types of first home saver account products including the range of accounts, associated risks and alternative products
◾summarise the product characteristics – eligibility and withdrawal, and government conditions
◾explain the taxation issues relating to first home saver accounts

Assessment Conditions

Assessment must be conducted in a safe environment where evidence gathered demonstrates consistent performance of typical activities experienced in the financial services and products advice field of work and include access to:

  • common office equipment, technology, software and consumable
  • financial services product information.

You are advised that you are likely to be asked to personally demonstrate your assessment work to your teacher to ensure that the relevant competency standards are being met.


Feedback will be provided throughout the semester in class and/or online discussions. You are encouraged to ask and answer questions during class time and online sessions so that you can obtain feedback on your understanding of the concepts and issues being discussed. Finally, you can email or arrange an appointment with your teacher to gain more feedback on your progress.

You should take note of all feedback received and use this information to improve your learning outcomes and final performance in the course.

Assessment Tasks

Please refer to the program shell for further information.

Assessment Matrix


Please refer to the program shell for further information.


Other Information

Submission Requirements

You should:

• Ensure that you submit assessments on or before the due date.
• Always retain a copy of your assessment tasks. (hard copy and soft copy)
• When you submit work for assessment at RMIT University you need to use a cover sheet that includes a declaration and statement of authorship. You must complete, sign and submit a cover sheet with all work you submit for assessment, whether individual or group work. On the cover sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet for submission of each assessment task is available on blackboard.
• Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Callie Harvey, 324567, Task 2, OHS2345C Ensure safe workplace, Page 1 of 10.

Late Submission Procedures

You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates.

If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days. <check links are still current>

More Information:

Form to use:

Where an extension of greater than seven days is needed, you must apply for special consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination. <check links are still current>

More Information:;ID=g43abm17hc9w

Form to use:

Resubmissions (VET Programs):

If you are found to be unsuccessful in a Course Assessment Task you will be allowed one resubmission only. Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission. The highest grade you will receive if your resubmission is successful is “CAG”.

If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.

Adjustments to Assessment

In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website: <check link is still current>
More Information:;ID=7usdbki1fjf31

Marking Guide (Competency):

You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.

You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.

Marking Guide (Grading)

After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:

Final Grades table:

CHD Competent with High Distinction
CDI Competent with Distinction
CC Competent with Credit
CAG Competency Achieved – Graded
NYC Not Yet Competent
DNS Did Not Submit for assessment

Further information regarding the application of the grading criteria will be provided by your teacher.

Course Overview: Access Course Overview