Julian Kasparien, head of sales and relationship management for the UK at BNP Paribas Securities Services, explains how new regulation has changed the role of the securities services division. 

Investment banking was always the more glamorous part of the banking industry, but that has changed in the years since the financial crisis. The impact of regulation has meant that banks have been paying more attention to the more stable, less interesting parts of the banking.

Julien Kasparien, head of sales and relationship management for the UK, at BNP Paribas Securities Services, joined the French bank more than 15 years ago, and has a career that spans all areas of the post-trade business. He has worked in clearing services, operations, product and market infrastructure, as well as in sales and relationship management.

He joined Paribas, which later became BNP Paribas, from the French central bank. At the time, his friends in investment banking thought that he was being "punished” because he was working in custody, which they thought had to be the most boring part of the industry. 

However, securities services has become more critical, especially since the regulation that is affecting banks. In this video interview, Mr Kasparian explains how securities services is at the forefront of all the regulatory change. This also has affected how he goes about his role in sales and relationship management. These days, he explains in this video, the role is more about being a trusted advisor rather than simply selling services.



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