A 4-day intensive programme featuring:
- How to implement a successful corporate banking strategy to maximise profitability
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Understand the success factors of corporate banking
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Use the planning and budgeting process to increase the value of your bank and control costs
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Build a competitive, client oriented sales organisation and respond to the needs of your corporate clients
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Enhance profitability by increasing the "share of wallet" of your customers
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Optimise the co-operation between the credit department and the sales organisation
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Identify and manage the major risk factors in corporate banking
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Implementing an effective risk management system
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Deepen your understanding of risk adjusted pricing and minimum pricing
Who should attend
The course will be of value to professionals in the following areas:
- CEOs, CFOs
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Credit and Risk Management Executives
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Corporate Banking, International Banking, Corporate Finance Experts
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COOs and Controllers
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Executives responsible for Corporate Strategy and Planning
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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.
Course Background
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, the 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 credit worthiness of clients and transactions; in addition, concepts of risk adjusted pricing and minimum pricing are discussed. Finally, you will asses the main risk factors in corporate banking; you will learn how to mitigate these risk factors and to use an effective portfolio management.
Day 1
Welcome and Introduction
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Programme overview
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Delegates’ expectations
Strategies in corporate banking
Workshop: products and services required by customers
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
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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
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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
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
Round table: discussion about risk limits and performance parameters for different banking departments and products.
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Dr. Roger Mills
Roger Mills is Professor of Fundamental Analysis and Business Valuation at the VU University in Amsterdam, and Emeritus Professor of Finance and Accounting at Henley Business School, University of Reading Management.
Roger has a unique blend of academic and business experience. He has a PhD in Finance, a Masters in Management and a first degree in Psychology, Sociology and Economics. During the professional part of his career Roger trained as a Chartered Management Accountant and he is a Fellow of the Chartered Institute of Management Accountants, the Institute of Chartered Secretaries and Administrators, and the Association of Corporate Treasurers. Roger has written numerous articles and both authored and coauthored many books, the most recent on Financial Statement Analysis and Corporate Finance having been published in 2008. He has consulted to numerous companies and organisations in many countries around the world.
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.
Comments
This course has now expired please email us to find out when the course will next be running.