Unit of competency Outline

Date retreived
22/07/2026 1:18 PM AWST

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Develop, present and negotiate client solutions

Develop, present and negotiate client solutions

Unit of competency
National Code
FNSASIC302C
State Code
D4014
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
24/11/2010
View on TGA
State Implementation and Classification
Approved Date
29/07/2014
Field of Education
081101 - Banking And Finance
Original Release Date
29/07/2014
Nominal Hours
40
Description
This unit describes the performance outcomes, skills and knowledge required to satisfy the training requirements for authorisation by an Australian ASIC registered License (AFSL) holder to provide advice on deposit products, non-cash payment facilities and general insurance products at Tier 2 level.This unit is applicable to individuals working within enterprises and job roles subject to licensing, legislative, regulatory or certification requirements including legislation administered by ASIC.
Notes
Elements and Performance Criteria
1. Develop appropriate strategies and solutions
  • 1.1. An appropriate strategy to provide for identified needs and outcomes is determined from analysis of products, client risk profile and assessment of their needs
  • 1.2. Relevant research, analysis and product modelling is conducted and an appropriate solution, plan, policy or transaction is drafted for presentation to the client demonstrating understanding of the ASIC identified generic and specialist knowledge relevant to the products being offered
2. Present appropriate strategies and solutions to client
  • 2.1. The proposed transaction is explained and discussed with the client in a clear and unambiguous way demonstrating product knowledge appropriate for the service or product offered
  • 2.2. Relevant details, terms and conditions of product or service are reinforced to client with impacts and possible risks of the solution disclosed in a clear and concise manner
  • 2.3. Client is provided with written supporting documentation and guided through the key aspects of the documentation
3. Negotiate financial plan, policy or transaction with client
  • 3.1. Concerns or issues the client has regarding the proposed plan, policy or transaction are discussed and clarified
  • 3.2. Confirmation is sought from client that they understand the proposed plan, policy or transaction
4. Coordinate implementation of agreed plan, policy or transaction
  • 4.1. The client's formal agreement to the proposed plan, policy or transaction is gained
  • 4.2. Associated fee and cost structures and timeframes for execution and processing are clearly explained and confirmation of understanding gained from the client
5. Complete and maintain necessary documentation
  • 5.1. Proposal and all other statutory and transactional documents are completed and signed off by the client
  • 5.2. Copies of appropriate documentation and the signed agreement are exchanged
6. Provide ongoing service where requested by client
  • 6.1. Type and form of ongoing service including reporting on performance and review of plan, policy or transaction is agreed with the client
  • 6.2. Fees and costs for ongoing and specifically defined service are clearly explained and confirmation of understanding gained from the client
  • 6.3. Ongoing service is provided as required
RANGE STATEMENT
The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.
Identified needs and outcomes may include:
business needs
debt position
expectations of access to product
expectations of income from this product
expectations of lifecycle and length of product
family income
security.
Risk profile might include:
access restrictions on product
borrowing risk and gearing
economic
market and sector risks:
economic cycle
fixed interest
property
stock market
risk factors and return expectations
specific product risk
volatility of income and capital.
Documentation might include:
disclaimers
disclosures
product application forms
written advice.
Client concerns and issues might include:
personal involvement:
active
passive
risk profile:
conservative
speculator
moderate
their beliefs about performance
expectations of fluctuations in income or capital
being a long-term or short-term investor
need for security.
EVIDENCE GUIDE
The Evidence Guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit
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 servicesto clients
present appropriate financial products and services to clients and negotiate a plan, policy or transaction successfully.

Context of and specific resources for assessment
Assessment must ensure:
competency is demonstrated in the context of the financial services work environment and conditions specified in the range statement either in a relevant workplace or a closely simulated work environment
access to and the use of a range of common office equipment, technology, software and consumables
access to financial services product information.

Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples, in combination, are appropriate for this unit:
evaluating an integrated activity which combines the elements of competency for the unit or a cluster of related units of competency
observing processes and procedures in workplaces or role plays
verbal or written questioning on underpinning knowledge and skills
setting and reviewing workplace projects and business simulations or scenarios
accessing and validating third party reports.

Guidance information for assessment
Replaces
State Code National Code Title Type
C9623 FNSASIC302B Develop, present and negotiate client solutions Unit of competency
Replaced By
State Code National Code Title Type
AUQ31 FNSASIC302 Develop, present and negotiate client solutions Unit of competency