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LCOA · Confidential Draft
LCOA
Liquidity Client Onboarding Advisory

A dedicated regional client onboarding function for liquidity.

Centralized expertise. Single deal ownership. From PSS solution to go-live.

Prepared for Abel Thai
Prepared by Melvyn Ng · LSS
Status Draft · Sign-off May 2026
02 · The Problem

Three gaps the US/Japan corridor cannot solve alone.

The US/Japan framework addresses Sales/CO roles and US-side capability for Japan HQ clients. It does not address three further gaps that apply across the wider region.

PROBLEM 01

Skill gap in smaller locations

COs in Thailand, Indonesia, and similar markets handle cross-border sweeps a few times a year — too rare to build or retain expertise.

PROBLEM 02

No regional liquidity onboarding owner

No defined role today owns offshore liquidity setup for complex regional mandates. Expecting one country CO to coordinate across markets is unsustainable.

PROBLEM 03

Missing PSS-to-CO bridge

Country COs depend on Sales and PSS to provide product scoping before they can build agreement schedules and setup forms. A structural gap, not a training one.

03 · The Proposal

LCOA — Liquidity Client Onboarding Advisory.

Function Definition
A dedicated regional client onboarding function that:
Validates solutions sold by Sales and scoped by PSS.
Authors onboarding specifications across notional pool, physical JPMorgan sweeps, Multibank sweeps, JIT funding, and Intercompany Loan reporting.
Routes execution by signing preference — Manila hub for electronic markets, country teams for physical markets — while retaining end-to-end deal ownership.
Backs up LSS on simple structures — providing built-in utilization and a global quality benchmark.
04 · Scope of Work

Four workstreams, end-to-end.

LCOA owns the deal from PSS handover to go-live across these activities.

STEP 01

Solution Validation

Receive scoping from Sales and PSS. Validate feasibility, regulatory and operational fit. Surface onboarding constraints before commitment.

STEP 02

Specification Authoring

Translate validated solutions into onboarding specs across notional pool, JPM sweeps, Multibank, JIT, Intercompany reporting.

STEP 03

Execution Handover

Hand specifications to Manila hub or country teams for documentation, signing, and setup. LCOA retains end-to-end accountability.

STEP 04

LSS Backup Capacity

Act as overflow on simple structures — single-entity notional pools or multi-entity in straightforward jurisdictions (SG, HK, JP, AU).

05 · Operating Model

One Lead IM. Zero internal handoffs.

Every deal has one named owner from PSS handoff to go-live. Manila and country execution operate as supporting capacity around the Lead IM, never as sequential handoff stations.

  • Single accountability if execution issues arise.
  • Single Sales contact through onboarding.
  • No dropped balls — by design.
LEAD IM
LCOA
PSSSolution scoping
SalesClient mandate
Manilae-Signing exec
Country COsPhysical exec
LSSComplex backup
ClientGo-live
06 · Execution Routing

Routed by signing preference, not org chart.

LCOA produces the specification workbook. Execution mechanics route on a real-world constraint — durable and clear, not an organizational compromise.

Electronic Signing
DocuSign · Digital execution
HK · SG · MY · TH · AU · NZ
Manila Hub
Documents generated, DocuSign execution, validation, setup submission.
Physical Signing
Wet-ink · Local execution
JP · ID · VN · IN
Country CO Team
Physical signing, local validation, in-market setup submission.

LCOA retains deal ownership across both paths. The handover is of execution mechanics, not accountability.

07 · Team & Reporting

Existing capability, redeployed.

No new hires. Dedicated headcount transferred from existing CO teams in HK, SG, and Malaysia. Dotted-line reporting into [XXX] within LSS for pilot and steady-state.

Hong Kong
2 VPs
Established liquidity experience
Depth in regional structures. Native English documentation capability.
Singapore
2 VPs
Established liquidity experience
Depth in regional structures. Native English documentation capability.
Malaysia
3 VP + Assoc
Experienced COs · cost-efficient base
Currently underutilized — well-suited to advisory function.
08 · LSS Backup Role

Built-in utilization. Built-in quality bar.

LCOA acts as overflow capacity for LSS on simple structures only. This ensures full team utilization regardless of complex deal flow, and validates LCOA's quality against global LSS standards.

In Scope · LCOA Backup

Simple Structures

  • Single-entity notional pool
  • Multi-entity notional pool — all entities in straightforward jurisdictions: SG, HK, JP, AU
Out of Scope · Stays with LSS

Complex Structures

  • Multi-jurisdiction outside SG/HK/JP/AU
  • Complex JPMorgan physical sweeps
  • Multibank, JIT funding

A one-page rule sheet co-signed by LSS and APAC Client Onboarding leadership before go-live.

09 · Why This Approach

Five reasons it holds together.

01
It solves a defined gap
The PSS-to-CO bridge does not exist today. Country teams in smaller markets cannot fill it through upskilling alone.
02
It leverages existing capability
Headcount comes from existing CO resources in HK, SG, and Malaysia. No build-from-zero cost.
03
It cuts along a real-world constraint
Splitting execution by signing preference is durable and clear — not an organizational compromise.
04
It has a built-in steady-state
The LSS backup role ensures utilization regardless of complex deal flow and validates quality against global benchmarks.
05
It preserves single ownership
No internal handoffs within Client Onboarding. Manila and country execution support the Lead IM — they don't relay the deal.
10 · Pilot Plan

A 90-day pilot to prove the model.

Run on new simple cross-regional mandates or the Japan HQ deal pipeline (US/Japan corridor extension). Prove the model before broader rollout.

1–30
Days 1–30 · Stand Up
  • Confirm dedicated HC from HK, SG, MY
  • Set up dotted-line reporting
  • Define LCOA vs. LSS scope
  • Define electronic vs. physical paths
31–60
Days 31–60 · Run
  • First simple cross-regional deals
  • Japan HQ pipeline extension
  • Manila DocuSign workflow validated
  • First specification workbook created
61–90
Days 61–90 · Extend
  • Extend to TH, ID, AU markets
  • Publish specification templates
  • First LSS overflow deal taken on
  • SLA + quality metrics live
  • Initial review with Abel
11 · Decisions Required

Four sign-offs to launch the pilot.

Endorse LCOA function and reporting line into LSS
Owner · Abel
Confirm dedicated headcount from HK, SG, Malaysia
Owner · Abel · [XXX] · [XXX]
Confirm Manila execution capacity and DocuSign readiness
Owner · [XXX] · Manila
LSS – LCOA scope sign-off (one-page rule sheet)
Owner · Abel · Nick
12 · Next Steps

Targeting May sign-off. Pilot launches first wave.

01
Endorsement of LCOA function and reporting line by Abel and Nick.
02
Working session to firm up execution capacity, candidates, and operating mechanics.
03
Concluding session targeted for first or second week of May.
04
On approval, the 90-day pilot launches as the first wave.

Centralized expertise. Single deal ownership. From PSS solution to go-live.