Course dates
Lending to corporate customers presents one of the greatest opportunities for commercial banks to pursue growth and profitability; at the same time it uses up a large amount of economic capital and represents substantial credit risk.
Taught by an internationally experienced banking executive, this course is designed to give you a comprehensive overview of how to build a successful corporate banking strategy and to raise the performance of your institution. It applies to banks in developed and emerging markets.
The course will teach you how to use the planning process to set goals, control costs and to increase the profitability of clients and sales channels. You will focus on the needs of corporate customers to screen clients efficiently and identify profitable marketing opportunities.
In addition the course will give hands-on examples of how to create value by implementing efficient credit policies and procedures. Through examples the program shows how qualitative and quantitative ratios are applied to examine the creditworthiness of clients and transactions; in addition, concepts of risk adjusted pricing and minimum pricing are discussed.
Finally, you will assess the main risk factors in corporate banking; you will learn how to mitigate these risk factors and to use an effective portfolio management.
A 4-day intensive programme featuring:
- How to implement a successful corporate banking strategy to maximise profitability
- Understand the success factors of corporate banking
- Use the planning and budgeting process to increase the value of your bank and control costs
- Build a competitive, client oriented sales organisation and respond to the needs of your corporate clients
- Introducing client oriented products and product bundles
- Implementing an effective rating system for corporates and cash flow based lending
- Deepen your understanding of RAROC, EVA and risk adjusted pricing under Basel II
- Identify and manage the major risk factors in corporate banking
Who should attend?
The course will be of value to professionals in the following areas:
- CEOs, CFOs
- Credit and Risk Management Executives
- Corporate Banking, International Banking, Corporate Finance Experts
- COOs and Controllers
- Executives responsible for Corporate Strategy and Planning
- Banking and Strategy Consultants
Programme features
This programme draws on the knowledge and practical experience of an internationally experienced executive who worked for some of the largest institutions in the world.
The course applies to executives from developed and emerging markets and the training will use teaching methods based around lectures, case studies, practical exercises and class room discussions.
The course will use real life case studies and examples to develop your understanding of all aspects of the corporate banking, credit risk and risk management issues.
You will learn to apply the key principles of successful banking to different real life situations and adopt an action plan for your own institutions.
Day 1
Welcome and Introduction
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Programme overview
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Delegates’ expectations
Strategies in corporate banking
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The competitive environment in developed and emerging markets
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The key success factors in banking
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Corporate banking
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SME banking
- Retail banking
- Workshop: products and services required by customers
- The profitability of different banking products
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How clients look at banks
- Different strategies for corporate banks
- Case study: SWOT analysis of incumbent banks facing international competition.
The importance of the planning process
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Mission and vision statements
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Seven principles of a successful planning process
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Setting SMART objectives
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Setting financial and performance goals for each level
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Profit goals
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Market goals
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Product goals
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Cost targets
- The execution of the planning process
- Workshop: setting goals for different banking departments.
Day 2
Building an efficient corporate banking organisation
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Defining strategic business units
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Choosing the right organisational structure
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Client segmentation
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Regional approach
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Product approach
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Matrix organisation
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Designing and managing the distribution network
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Efficient client relationship management
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Improving cross selling
- Success factors for the international banking business
- Case study: designing and managing a branch network.
Building a competitive product range
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From corporate lending to cash flow based lending
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The introduction of corporate finance and investment banking products
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Understanding the economics and the risk profile of the corporate banking product portfolio
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From general lending to cash flow based financing
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Defining structured and transactional products
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Asset based lending
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Investment banking services
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How to successfully build a portfolio of structured products
- Establishing a policy paper for an asset based finance sector
- Case study: identifying a corporate clients needs and increasing the 'share of wallet' for your institution.
Day 3
Measuring product and client profitability
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Introduction to the different concepts of measuring success and profitability
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Calculating the profitability on all bank levels
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The concept of risk adjusted pricing
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Calculating the minimum pricing for products
- Dealing with loss leaders
- Workshop: risk adjusted pricing for different clients and banking products.
Dealing with risk
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Introduction to risk in corporate banking in:
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Developed markets
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Emerging markets
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Basel II changed the perception of risk
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Assessing risk in the different banking sectors
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Identifying, analysing and managing risk categories
- Employing risk mitigating factors
- Workshop: the design of an efficient risk management system.
Day 4
Mastering credit risk
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Establishing a rating system for corporations
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Defining ratings for corporations
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Qualitative assessment
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Quantitative ratios
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Defining ratings for structured lending products
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The credit approval process
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Establishing an early warning system
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Enhancing cooperation between sales force and credit department
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Workshop: the effectiveness of credit ratings and financial ratios in corporate banking
Introduction to portfolio management
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Role and responsibility of the risk management department
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Establishing risk-limit systems
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Rules of engagement between the departments involved
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Introducing a loan transfer system
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Applying risk mitigating factors by active portfolio management
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Establishing a value creating management information system
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Round table: discussion about risk limits and performance parameters for different banking departments and products.
Summary and close
Prague Hotel, Prague, Czech Republic
This programme takes place on a non-residential basis at a local hotel in Prague. Non-residential course fees include training facilities, documentation, lunches and refreshments for the duration of the programme. Delegates are responsible for arranging their own accommodation.
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Ralf H. Fiedler
Former member of the Executive Board, ING Europe, BHF - Bank and Bayerische Vereinsbank in New York
Ralf H. Fiedler is an executive with over 25 years experience in banking and consultancy; he is a former member of the executive boards of ING Europe, BHF- BANK and Bayerische Vereinsbank in New York. Ralf was responsible for managing large banking networks, corporate finance and investment banking activities geared towards small and medium sized companies.
In addition, he was frequently involved in restructuring projects to increase the efficiency and profitability of bank organisations, credit processes and risk management functions. Based on his assignments, he has substantial experience in developed and emerging markets.
Prior to joining the banking industry, Ralf worked for almost 10 years for BASF, the world largest chemical company. In this capacity, he was involved in the external funding programme of the company, strategic planning and the analysis and execution of numerous acquisition projects all over the world.
Today, Ralf is specialising in working with leading banks and financial institutions to design their strategies, to enhance profitability by seeking growth opportunities and product innovation, to address risk adjusted pricing and to streamline credit policies and procedures. In addition, he teaches Bachelor and Master courses in Banking and Finance at different universities.
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Interested in holding this course in-house? Please fill out your details and a member of our team will be in touch with more information.
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Course dates