{"id":2374,"date":"2023-07-13T17:10:10","date_gmt":"2023-07-13T15:10:10","guid":{"rendered":"https:\/\/uob.cat\/caixa\/?p=2374"},"modified":"2023-07-14T11:22:51","modified_gmt":"2023-07-14T09:22:51","slug":"lendos-dalt-risc-a-banca-privada-del-501-al-kri","status":"publish","type":"post","link":"https:\/\/uob.cat\/caixa\/2023\/07\/lendos-dalt-risc-a-banca-privada-del-501-al-kri\/","title":{"rendered":"L\u2019end\u00f3s d\u2019alt risc a Banca Privada: del &#8216;501&#8217; al &#8216;KRI&#8217;"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">La millor Banca Privada, ho \u00e9s a costa d\u2019un model pensat per exal\u00e7ar la Direcci\u00f3 sense importar els perills laborals i els ajusts retributius que planen per damunt dels treballadors?<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">L\u2019EVOLUCI\u00d3 (A PITJOR) DEL MODEL DE BP<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">En el model tradicional de <strong>Banca Privada<\/strong> (en endavant, BP), si m\u00e9s no aix\u00ed funcionava a <strong>Caixa de Balears<\/strong>, <strong>BMN<\/strong> i <strong>Bankia<\/strong>, una vegada <strong>detectats<\/strong> <strong>els nous clients<\/strong> que potencialment podrien formar part del segment en atenci\u00f3 a par\u00e0metres com, per exemple, els seus saldos a la vista, es <strong>planificava<\/strong> una <strong>visita<\/strong> a cada un, en qu\u00e8 tamb\u00e9 participaven els responsables de l\u2019<strong>oficina de refer\u00e8ncia<\/strong>. En aquesta visita, el <strong>gestor<\/strong> de BP <strong>explicava <\/strong>al client, fil per randa, quin seria el <strong>model de relaci\u00f3<\/strong>, les caracter\u00edstiques del <strong>servei<\/strong>, a m\u00e9s de la necess\u00e0ria <strong>formalitzaci\u00f3<\/strong>: documentaci\u00f3 a aportar, tests d\u2019idone\u00eftat que realitzar, etc. Aleshores, el <strong>client decidia lliurement<\/strong> si volia entrar o no en el model. En alguns casos, els clients nom\u00e9s estaven interessats en contractar un compte a termini, o en una compra d\u2019un immoble, per la qual cosa, tot i agrair la visita, <strong>declinaven<\/strong> l\u2019oferiment i quedaven com a clients de l\u2019oficina. En altres casos, els clients <strong>acceptaven<\/strong> d\u2019entrar en el model amb totes les de la llei, tot iniciant la relaci\u00f3 gestor-client amb<strong> seguretat i confian\u00e7a<\/strong>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ben al contrari, el <strong>model de BP ara mateix vigent<\/strong> <strong>a CaixaBank<\/strong> presenta <strong>perills i arbitrarietats<\/strong> en la gesti\u00f3 dels <strong>clients<\/strong> <strong>\u00abd\u2019alt risc\u00bb<\/strong> (m\u00e9s de 1M\u20ac), els quals <em>apareixen<\/em> autom\u00e0ticament en el conegut com a <strong>\u00abllistat 501\u00bb <\/strong>(juntament amb la resta de clients), per esser posteriorment repartits entre els gestors de BP que s\u00f3n <em>referents<\/em> de les corresponents oficines. Per\u00f2 a les <strong>Illes<\/strong> <strong>Balears<\/strong> (i de ben segur que tamb\u00e9 en altres territoris) \u00e9s molt com\u00fa que aquests clients siguin <strong>\u00abno residents\u00bb<\/strong>, que tinguin un elevat saldo a la vista perqu\u00e8 ja tenen alguna cosa en ment, el m\u00e9s t\u00edpic, la <strong>compra d\u2019un immoble<\/strong> al territori, i que (probablement) <strong>no vulguin saber res<\/strong> d\u2019entrar a BP, i molt menys de signar cap paper. Com \u00e9s obvi, el fet de ser \u00abno residents\u00bb dispara la <strong>dificultat<\/strong> d\u2019obtenir dels clients la <strong>documentaci\u00f3<\/strong> necess\u00e0ria, si de cas, aix\u00ed com el temps dedicat a <strong>tasques administratives<\/strong>, que o b\u00e9 lleven temps de les comercials, m\u00e9s profitoses, o b\u00e9 estiren les jornades com un xiclet a costa d\u2019hores de fam\u00edlia. Mal panorama.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">LA RESPOSTA DE CAIXABANK: \u00ab<em>KRI<\/em>, <em>KRI<\/em>, <em>KRI<\/em>\u2026\u00bb<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">A la <strong>Direcci\u00f3<\/strong> de CaixaBank li importen un rave els motius del client, i <strong>no vol entendre<\/strong> que aquest refusi d\u2019entrar en el <em>seu<\/em> model, o que es negui a proporcionar la documentaci\u00f3 necess\u00e0ria (declaraci\u00f3 de la Renda, Patrimoni, Societats&#8230;). De tot plegat, la Direcci\u00f3 dedueix que <strong>el gestor no ha fet b\u00e9 la seva feina<\/strong> i que, per tant, se l\u2019ha de <strong>penalitzar amb KRI<\/strong> (<em>Key Risk Indicator<\/em>). Tornarem a damunt aix\u00f2 de seguida.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Segons quins perfils de client (per exemple, els esmentats abans) porten inherent un <strong>perill<\/strong> d\u2019incompliment de la <strong>normativa de PBC<\/strong> per part de l\u2019empleat, ja que no \u00e9s possible compilar el coneixement suficient, menys encara documental, de molts d\u2019aquests clients de <em>gesti\u00f3 for\u00e7ada<\/em>. El gestor t\u00e9 l\u2019obligaci\u00f3 de formalitzar i <strong><u>SIGNAR<\/u> (!) el KYC<\/strong> (<em>Know Your Custumer<\/em>) de dits clients d&#8217;alt risc, de reunir els documents justificatius, i s&#8217;exigeix tenir el <strong>97%<\/strong> dels KYC signats (de tots els clients) per evitar el KRI. <strong>D\u2019una cartera tipus de 150 clients, el marge s\u00f3n 4!<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">D\u2019altra banda, respecte del <strong>model de relaci\u00f3<\/strong> amb els clients, la situaci\u00f3 que tenim a les Illes Balears fa aflorar altres KRI, amb importants <strong>penalitzacions<\/strong> en el <strong><em>Bonus<\/em><\/strong> de gestors i responsables:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>El que m\u00e9s afecta es el <strong>percentatge de clients no assessorats i sense test vigent<\/strong>: el l\u00edmit nom\u00e9s \u00e9s d\u2019un <strong>12%<\/strong>. Si aquest se supera, el <strong><em>Bonus<\/em><\/strong> tindr\u00e0 una escap\u00e7ada del <strong>15%<\/strong>. Tornant a l\u2019exemple dels 150 clients, el l\u00edmit serien 18, insuficient i injust, atesa la casu\u00edstica Balear que arriba dins el \u00abllistat 501\u00bb. Pel que hem explicat abans, no \u00e9s a la m\u00e0 de cap treballador d\u2019assegurar el manteniment del percentatge per davall del l\u00edmit, si al final dep\u00e8n de la voluntat de clients d\u2019alt risc. I com no \u00e9s a la m\u00e0 del treballador, per definici\u00f3 <strong>no pot ser un <em>objectiu<\/em><\/strong> ni un <strong><em>repte<\/em><\/strong>.<\/li>\n\n\n\n<li>Llavors, quant a la <strong>relaci\u00f3<\/strong> pr\u00f2piament dita, a les <strong>interaccions<\/strong> amb el client, si el percentatge \u00e9s menor d\u2019un <strong>65%<\/strong> (d\u2019all\u00f2 esperat segons el model) la retallada del <strong><em>Bonus<\/em><\/strong> ser\u00e0 d\u2019un <strong>altre 15%<\/strong>. Aqu\u00ed la <em>trampa<\/em> consisteix en que aquest punt est\u00e0 ancorat a l\u2019anterior. Amb els no assessorats no es pot interaccionar, per\u00f2 baixen el percentatge.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">INC\u00cdS: UN <em>FESTIVAL<\/em> DE RETALLADES AL BONUS<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Recordem que tamb\u00e9 afecten al <em>Bonus<\/em> de tots els gestors:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>La <strong>Venda neta<\/strong>, amb un pes d\u2019un ter\u00e7. Genera una gran frustraci\u00f3 en no poder oferir productes competitius en aquest moment. Amb l\u2019Euribor a 12 mesos en el 4,19%, els clients sol\u00b7liciten dip\u00f2sits a termini i de manera gen\u00e8rica no els estam oferint. A mes, a les Illes Balears, on m\u00e9s que duplicam el nominal mitj\u00e0 de les hipoteques a Espanya, la pujada de l\u2019Euribor t\u00e9 un efecte encara m\u00e9s directe, i molts de clients estan amortitzant les seves hipoteques o les dels seus familiars, tot dificultant m\u00e9s el compliment del repte de \u00abvenda neta\u00bb. Per acabar-ho d\u2019adobar, la compra immobili\u00e0ria a Illes Balears (un valor d\u2019inversi\u00f3 segur en aquesta terra), moltes de vegades en efectiu, tamb\u00e9 minora la \u00abventa neta\u00bb.<\/li>\n\n\n\n<li>L&#8217;<strong>NPS<\/strong>: ja tractat en circular <strong>UOB<\/strong> (<a rel=\"noreferrer noopener\" href=\"https:\/\/uob.cat\/caixa\/2023\/06\/nps-a-qui-volen-enganar\/\" target=\"_blank\">enlla\u00e7<\/a>).<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">REFLEXI\u00d3 SOBRE EL <em>DOBLE EST\u00c0NDARD<\/em> EN Q\u00dcESTI\u00d3 DE PRUD\u00c8NCIA<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Vol CaixaBank maximitzar efectivament la PBC, o nom\u00e9s de cara a la galeria mentre brolli benefici? M\u00e9s aviat aix\u00f2 sembla \u00faltim, quan <strong>for\u00e7a carteritzacions de clients d&#8217;alt risc en lloc d&#8217;aplicar un elemental criteri de prud\u00e8ncia<\/strong>. El mateix que exigeix als treballadors, per qu\u00e8 no s\u2019ho aplica? <strong>Per qu\u00e8, aquest doble est\u00e0ndard?<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Dit altrament, <strong>la Direcci\u00f3 vol que actuem<\/strong> <strong>a risc i ventura<\/strong> per tal de <strong>penjar-se la medalla<\/strong> de ser <em>La<\/em> <em>millor&#8230; etc.<\/em>, per\u00f2 per altra banda <strong>exigeix la m\u00e0xima cura a la plantilla en mat\u00e8ria de PBC. <\/strong>I, vius!, perqu\u00e8 bona part de la responsabilitat recau en el gestor \u2013perqu\u00e8 all\u00e0 rau la seva firma en els KYC d\u2019alt risc\u2013 mentre<strong> l\u2019empresa, la que ha decidit que t\u2019encarreguis del client, si finalment no \u00e9s possible d\u2019obtenir la \u00abdocumentaci\u00f3 addicional\u00bb es rentar\u00e0 les mans del teu <em>Bonus<\/em>, i ves a saber de qu\u00e8 m\u00e9s si venen problemes m\u00e9s greus.<\/strong> Quins genis del <em>pase negro<\/em>! El resultat final de tot plegat \u00e9s que, gr\u00e0cies a la Direcci\u00f3 de CaixaBank, a BP els <strong>riscos<\/strong> <strong>psicosocials<\/strong> tamb\u00e9 estan a l\u2019ordre del dia, havent instal\u00b7lat una<strong> enorme pressi\u00f3<\/strong>, <em>resident<\/em> en la vida dels gestors, que han de fer feina amb l\u2019ai al cor amb qu\u00e8 l\u2019empresa (de fet, un algorisme, decidit per algun directiu <em>espavilat<\/em>) els enviar\u00e0 <em>de regal<\/em> en el \u00abllistat 501\u00bb, <strong>sense possibilitat de gestionar<\/strong>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">LA \u00ab<em>PRUEBA DEL ALGOD\u00d3N<\/em>\u00bb DE LA MARTINGALA<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Perqu\u00e8 un client pugui sortir de BP, si l\u2019hi ha ficat l\u2019algorisme, no el pot treure el gestor! Anam b\u00e9, si <strong>a CaixaBank, la intel\u00b7lig\u00e8ncia artificial <\/strong>(o haur\u00edem de dir <em>ortop\u00e8dica<\/em>?)<strong> est\u00e0 per damunt de la intel\u00b7lig\u00e8ncia natural, l\u2019experi\u00e8ncia i la professionalitat!<\/strong> Per sortir de BP, el propi client ha de contactar amb el Servei d\u2019Atenci\u00f3 al Client i firmar una petici\u00f3 expressa. Aix\u00f2, el client no ho fa mai; posem-nos en el seu lloc: <strong>et posen a on no has demanat de ser, i encara has d\u2019anar tu a encal\u00e7ar i demanar de sortir-ne?<\/strong> (Per favor!) Doncs, qu\u00e8 passa?: el gestor de BP s\u2019ha de <em>menjar<\/em> amb patates uns <em>clients<\/em> de BP que realment no pot gestionar, i que per tant afectaran negativament la seva retribuci\u00f3, ni m\u00e9s ni menys que un per\u00edode de DOS ANYS!<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">CONCLUSI\u00d3<\/h2>\n\n\n\n<p class=\"has-text-align-left wp-block-paragraph\"><strong>A la vista de tot aix\u00f2, rematat per l\u2019inadmissible perill laboral provocat per la Direcci\u00f3, aix\u00ed com l\u2019afectaci\u00f3 arbitr\u00e0ria i gratu\u00efta damunt la retribuci\u00f3 variable, demanam p\u00fablicament un replantejament del model d\u2019assignaci\u00f3 de nous clients d\u2019alt risc perqu\u00e8 aquesta no \u00e9s manera de ser <em>La<\/em> <em>millor<\/em> <em>BP<\/em> sin\u00f3, si de cas, la m\u00e9s irresponsable, imprudent i estressant. Cal tornar a una racionalitat metodol\u00f2gica que passi per una pr\u00e8via visita al client durant la qual es posin les cartes damunt la taula i sigui el propi el client qui decideixi si vol entrar en el model de relaci\u00f3, amb tots els efectes que se\u2019n derivin. \u00c9s a partir d\u2019aquell moment, i no abans, que el gestor pot comen\u00e7ar a fer feina amb tranquil\u00b7litat i, ep!, sempre que els productes de CaixaBank siguin competitius, dur endavant la consecuci\u00f3 d\u2019objectius comercials amb plena acomodaci\u00f3 a la normativa i minimitzant els perills laborals.<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center wp-block-paragraph\">ATESA LA RELLEV\u00c0NCIA DEL QUE EXPLICAM EN AQUESTA NOTA, L\u2019HEM ADJUNTAT A UNA COMUNICACI\u00d3 FORMAL A L\u2019EMPRESA EN LA QUAL EXIGIM DE MODULAR AQUEST TEMERARI BOLCAT AUTOM\u00c0TIC, AMB <em>GESTI\u00d3<\/em> (PER DIR-LI AIX\u00cd) FOR\u00c7OSA DE CLIENTS D\u2019ALT RISC QUE VAN A PARAR A CARTERES INDIVIDUALS, SENSE VOLER-HO EL CLIENT I, PER TANT, AMB IMPACTE EN LA RETRIBUCI\u00d3 DEL TREBALLADOR!<\/p>\n\n\n\n<p class=\"has-text-align-center wp-block-paragraph\">QUEDAM A DISPOSICI\u00d3 DE TOTA LA PLANTILLA PER COMENTAR, COM SEMPRE DE MANERA ABSOLUTAMENT RESERVADA, QUALSEVOL Q\u00dcESTI\u00d3 QUE VOS PREOCUPI.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>La millor Banca Privada, ho \u00e9s a costa d\u2019un model pensat per exal\u00e7ar la Direcci\u00f3 sense importar els perills laborals i els ajusts retributius que planen per damunt dels treballadors?<\/p>\n","protected":false},"author":3,"featured_media":2370,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","_members_access_role":[],"_members_access_error":""},"categories":[64,1,106,120,122],"tags":[],"class_list":["post-2374","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-coses-de-la-direccio","category-totes-les-entrades","category-pressio-comercial","category-publicacions-mandat-2023-2026","category-retribucio"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>L\u2019end\u00f3s d\u2019alt risc a Banca Privada: del &#039;501&#039; 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