Course Title: Determine client requirements and expectations

Part B: Course Detail

Teaching Period: Term1 2014

Course Code: MKTG6074C

Course Title: Determine client requirements and expectations

School: 650T TAFE Business

Campus: City Campus

Program: C5317 - Diploma of Financial Planning

Course Contact : Michael Elliot

Course Contact Phone: +61 3 9925 5519

Course Contact Email:michael.elliot@rmit.edu.au


Name and Contact Details of All Other Relevant Staff

Nominal Hours: 70

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

None

Course Description

This unit describes the performance outcomes, skills and knowledge required to establish a client’s financial requirements and expectations in regard to financial investment products and includes quotations, claims and requests for service or amendments.


It does not cover the application of the specific skills and knowledge required to recommend and provide advice on specific financial products requiring Australian Securities and Investments Commission (ASIC) licensing.


No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
 


National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSCUS505A Determine client requirements and expectations

Element:

1. Develop an awareness of the client's situation
1.1 Relevant facts and information are obtained courteously and professionally to determine client's situation prior to defining their expectations, requirements and objectives
1.2. Clients are encouraged to disclose relevant information to determine their personal and financial situation and special needs
1.3. Summary analysis of client's financial position is developed and the client contact categorised based on extent of client disclosure
1.4.Further advice is not offered or provided if client is categorised as requiring execution or settlement-only action
 

Performance Criteria:

1.1 Relevant facts and information are obtained courteously and professionally to determine client's situation prior to defining their expectations, requirements and objectives
1.2. Clients are encouraged to disclose relevant information to determine their personal and financial situation and special needs
1.3. Summary analysis of client's financial position is developed and the client contact categorised based on extent of client disclosure
1.4.Further advice is not offered or provided if client is categorised as requiring execution or settlement-only action

 

Element:

2. Obtain relevant knowledge of client's financial position and risk profile
2.1. Where relevant, client financial position is ascertained
2.2.Risk and fraud indicators are identified accurately and consistently
 

Performance Criteria:

2.1. Where relevant, client financial position is ascertained
2.2.Risk and fraud indicators are identified accurately and consistently

 

Element:

Determine client expectations and requirements with respect to financial markets advice
3.1. Client is encouraged to express and clarify their requirements and expectations and their concerns, if any are identified and responded to promptly and appropriately
3.2. Client's investment needs and preferences with respect to financial product selection or portfolio are determined
3.3. Specialist advice is sought where necessary or client is referred to appropriate personnel or organisation where required services are not available or cannot be provided
3.4.All information and facts provided by client are analysed and appropriate risk or reward and asset allocation strategies are determined in accordance with client requirements, organisation policies and guidelines and with relevant legislation or industry codes of practice
 

Performance Criteria:

3.1. Client is encouraged to express and clarify their requirements and expectations and their concerns, if any are identified and responded to promptly and appropriately
3.2. Client's investment needs and preferences with respect to financial product selection or portfolio are determined
3.3. Specialist advice is sought where necessary or client is referred to appropriate personnel or organisation where required services are not available or cannot be provided
3.4.All information and facts provided by client are analysed and appropriate risk or reward and asset allocation strategies are determined in accordance with client requirements, organisation policies and guidelines and with relevant legislation or industry codes of practice
 

Element:

Prepare and update necessary documentation where required
4.1.All relevant client facts, financial and personal histories and completed disclosure documents are completed and filed in accordance with organisation policy and guidelines and relevant legislation and regulatory requirements
4.2.Client records are created or updated where necessary and client documentation, information
 

Performance Criteria:

4.1.All relevant client facts, financial and personal histories and completed disclosure documents are completed and filed in accordance with organisation policy and guidelines and relevant legislation and regulatory requirements
4.2.Client records are created or updated where necessary and client documentation, information
 


Learning Outcomes



Details of Learning Activities

This unit is delivered using a blend of classroom based and self -paced learning activities.


Teaching Schedule

Week                                                                                                                                                                 Week              Comm                                                     Topics                                                                                                                                                                                                                                                      Assessment
1 10th FebruaryPre-training review:
• RPL /LLN
Familiarisation with:
• Program
• Services/facilities
• Other students
• Teacher(s)
• Where to get support
• Student responsibilities
• Course requirements
• Course support documents
• Pre-reading
• Blackboard
• Overview of assessment requirements
• Grading
• Plagiarism
• Appeals
• Extensions
• Feedback
• Privacy
• Submission requirements
• Resubmission policy
 
2 17th FebruarySpreadsheet exercises
Financial Services Industry – Module 1- Chapter 1
 
 
3 24th FebruaryFinancial Services Industry – Module 1- Chapter 2 Assessment on Topics from weeks 1 and 2
(CA/NYC)
 
4 3rd MarchFinancial Services Industry – Module 1- Chapter 3 
510th MarchFinancial Services Industry – Module 1- Chapter 3
continued
 
 
6 17th MarchFinancial Services Industry – Module 1- Chapter 4 
724th MarchFinancial Services Industry – Module 1- Chapter 4 
831st MarchFinancial Services Industry – Module 1- Chapter 4
Continued
Financial Services Industry – Manage Client Services- Chapter 1
 
 
  9                                                                                                                                                                          7th AprilFinancial Services Industry – Manage Client Services- Chapter 2 
1014th April 18th April Good Friday Public Holiday
  21st AprilMid semester break (18th April to 27th April) 
1128th AprilFinancial Services Industry – Manage Client Services- Chapter 3 
125th May.Financial Services Industry – Manage Client Services- Chapter 4 
1312th MayFinancial Services Industry – Manage Client Services- Chapter 5
Introduction to Role Plays (This is outlining the assessment)
 
Final Role Play Assessment discussion
With teacher
 
1419th MayCompletion of role Plays and Final assessment review and DiscussionFinal Role Play Assessment discussion
With teacher
 
15 26th MayAssessment 3 – (CA/NYC)
(From Topics covered in Weeks 3 to Weeks 13)
 
Continued as per above
(CA/NYC) 
  Task 2 Submitted
16 2nd JuneRe-submissions if required
(CA/NYC)
 


Learning Resources

Prescribed Texts


References


Other Resources


Overview of Assessment

Assessment may incorporate a variety of methods including technical requirements documentation, homework, assignments, group and/or individual projects, in class exercises, written and practical tests, problem solving exercises, presentations, direct observation of actual and simulated work practice, presentation of a portfolio of evidence which may comprise documents, and/or photographs and/or video and audio files, review of products produced through work-based or course activities.
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. You will be provided with feedback throughout the course to check their progress.

 


Assessment Tasks

You are required to complete 3 tasks. You must successfully complete all 3 tasks to be deemed competent in this unit.

TASK 1 ( Week 3)
This will consist of  short answer questions assessment. CA/NYC

TASK 2 (Week 14) CA/NYC
An individual assignment requiring students to conduct research into risk management.
The above task will be presented in report format (approx. 300- 500 words per recommendation).

TASK 3 (Week 15) CA/NYC
A two hour open book assessment covering Topics covered in Weeks 3 to Weeks 13
 

Marking Guide (competency):

Vocational Education and Training (VET) is based on current industry needs and the focus on preparing you for the workplace. Because VET courses are informed by practical application of knowledge and skills, they are based on a system known as ‘competency based training’ (CBT). So when you are assessed in VET it is about whether you are competent to do the job, as well as having a firm grasp on the knowledge and skills required to do that job, as opposed to traditional curriculum based education settings that are often based on knowledge retention.
You need to demonstrate you are competent in each element of the unit of competency you are studying.
You will receive feedback on each assessment task that will inform you whether you are competent or not and how well you are performing. Once competent in all elements of the unit you receive a competency grading.
Please refer to the Final Grades table below.
Marking Guide (Grading)
After achieving competency we then grade your performance in the unit; this gives you the opportunity to have the level of your performance formally recognized against industry standards and employability skills.
The grading is according to the following criteria:

1. LEVEL OF INDEPENDENCE, INITIATIVE, ENTERPRISE AND PERFORMANCE OF WORK TASK
We are looking for a high level of ability to complete all tasks independently as per the specifications as well as demonstrating a high level of initiative in your approach to job roles such as a actuaries, intermediaries, managers or supervisors, marketing and sales personnel, underwriters and other relevant organisational personnel. Have the ability to confirm to work requirements, using questioning and active listening as required, liaise with others, share information, listen and understand and use language and concepts appropriate to cultural differences.

2. DEMONSTRATED BREADTH OF UNDERPINNING KNOWLEDGE AND A WILLINGNESS TO CONTINUE LEARNING
We are looking for depth of understanding of the key concepts and knowledge required in accessing and managing financial services information, accessing financial product and services information and interpreting documentation. We are also looking at literacy skills to read, write, edit and proofread documents to ensure clarity of meaning, accuracy and consistency of information. Students should have knowledge of the basis of actuarial analysis and decisions, risk assessment policies and procedural guidelines, underwriting policies and procedures, geographic and demographic data, insurance products, premiums, extent of insurance coverage and other conditions of the insurance contract, investment product information, data and trends. Students should also have an understanding about insurance for accidental damage, burglary/theft, business interruption, defined events, employee fraud, environment and pollution, fire and perils, general and products liability, personal accident and illness, professional indemnity, public liability, directors and officers. Students should understand about, reinsurance, the relationship between underwriting and rate making, relevant legislation, regulatory guidelines and industry sector compliance requirements, such as the Insurance Contracts Act, Privacy Act, Trade Practices and Corporations Act. Knowledge of the risk analysis/prevention methods and application and type of risk and probability of likely occurrence.

3. TECHNIQUES & PROCESSES, TECHNOLOGY SKILLS AND PROBLEM SOLVING
We are looking for appropriate use of technology to assist in presenting all tasks clearly and suitable for the intended audience. You also need to show an understanding of the kinds of problems that can arise in managing client services or reporting and to develop options to resolve these issues when they arise. We also want you to interpret and apply organisation policy and procedures. Apply knowledge and skills in the area of risk identification and assessment. How compliance with legislation and regulations and industry codes of practice in monitoring, analysing and determining risk ratings is determined.

4. WORK ORGANISATION, PLANNING AND SELF MANAGEMENT
We expect to see ongoing uploading of information that is relevant to the unit, full utilisation of Blackboard as per course requirements and timely submission of all required assessment tasks. Teamwork skills
problem solving skills to identify any issues that have the potential to impact on organisational skills, including the ability to plan and sequence work. Self-management skills for complying with ethical, legal and procedural requirements.

5. COMMUNICATION, PEOPLE NETWORKING, LANGUAGE AND INTERPERSONAL SKILLS AND TEAMWORK
We expect to see contributions to relevant discussions and scheduled classroom sessions. In addition your tasks should demonstrate a very good understanding of strategies for well-developed literacy skills for analysing information on client needs and preparing clear written advice, plans and reports. This includes research skills such as: accessing and managing information, interpreting documentation and coordinating tasks.

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


Assessment Matrix

Course Overview: Access Course Overview