This course will help you to:
- Successfully segment the different corporate customers and to understand their different product and financing needs.
- Efficiently manage the client relationship and prepare the calls.
- Improve the share of wallet and your cross-sell ratio.
- Develop product bundling.
- Setting appropriate goals to the RMs and monitoring their success.
- Align product specialists and corporate finance bankers with corporate banking organisations.
- Measure client and product profitability.
- Set appropriate pricing for the different client segments.
The Programme Features
This programme draws on the knowledge and practical experience of an internationally experienced executive who has worked for some of the largest institutions in the world. The German HVB Bank, now part of the Unicredit Bank Group, and ING Group belong to the largest banking institutions in the world. They are known to manage large retail and corporate banking networks in mature and the emerging markets. In addition, examples will be given from successful financial institutions in Central & Eastern Europe, Asia and Africa.
The course will teach how to successfully run a corporate banking network, how to manage your clients proactively and how to be responsive to their different needs. It will help you to set appropriate goals to your branches and RMs and monitor the success of your marketing campaigns. The RMs will be shown how to analyse the different financial needs of their clients and react with innovative proposals. This approach will help your organisation to improve the cross-sell rate, reduce the price pressure and increase the client’s loyalty. The course will deepen your understanding of risk adjusted product pricing and how to measure client and product profitability.
Who should attend
- Executives and general managers in corporate and SME Banking.
- Regional and branch managers.
- Relationship managers and product specialists.
- Members of the planning and strategic department.
- Members of the controlling department.
- Professionals of the marketing and sales departments.
- HR professionals.
Course Background
Lending to corporate and SME customers is one of the largest and most stable source of earnings for commercial banks. At the same time, strong domestic and international financial institutions are fiercely competing in this segment and therefore require an up-to-date strategy and differentiation for your institution. The role of the bank’s relationship managers is of upmost importance in this process.
Taught by an internationally experienced professional, this course is designed to give delegates a comprehensive overview of the latest techniques and methodologies to successfully manage a corporate banking and SME network. The course starts with concentrating on efficient client management which helps you to increase the share of wallet, improve the cross-sell rate and offer an adequate product and services range to the different client segments. Real life situations willbe discussed regarding the appropriate pricing in the different sales channels and customer segments, in order to avoid price pressure and achieve the bank’s profitability targets.
In addition, the course will focus on the preparation of customer calls, considering the different product and service options. A questionnaire will be provided to you analysing the financial statements and suggesting product and service needs of corporate and SME clients. The right alignment of product specialist and corporate finance experts in a modern banking organisation will be introduced.
Finally, the programme will discuss the appropriate goal setting for the RMs and the monitoring of the sales force efficiency.
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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.
Courses run by this instructor
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.
12-14 Nov 2012 (Johannesburg, South Africa)
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6-8 Nov 2012 (Johannesburg, South Africa)
A three-day financial training course on the valuation of mining companies.
25-27 Jul 2012 (Johannesburg, South Africa)
5-7 Dec 2012 (Johannesburg, South Africa)
A 3 day financial training course on financial modelling in excel.
22-25 Oct 2012 (Johannesburg, South Africa)
This financial training course will help you identify the different value drivers in wholesale and retail banking and corporate finance. The different business segments of your banking business will be evaluated and
your institution will be seen with the eye of shareholders, investors, capital markets and private equity funds.
14-17 Aug 2012 (Johannesburg, South Africa)
A 4 day comprehensive Financial Modelling training course designed to provide delegates with an understanding of Company Valuation and Associated Financial Modelling. Learn more about company valuation and how you can improve your understanding of a fundemental part of a company operating in the capital markets.
9-11 Oct 2012 (Johannesburg, South Africa)
The aim of this 3-Day intensive training course is to provide participants with exposure to leveraged and mezzanine financing techniques in the context of M&A and private equity structures. Delegates will be introduced to international practice in executing leveraged transactions, which will include due diligence, accounting issues and valuation techniques. Case studies will include opportunities to structure leveraged finance transactions.
17-20 Sep 2012 (Johannesburg, South Africa)
This is an advanced course for senior bankers and their management team who are ambitious to ensure that their banks are adopting correct business strategies and implementing modern management methods.
10-13 Sep 2012 (Johannesburg, South Africa)
This four day workshop takes a hands on approach to a comprehensive set of financial modelling and valuation techniques with computer based case studies.
5-9 Nov 2012 (Johannesburg, South Africa)
A 5-day case study based workshop exploring more advanced issues in company valuation and financial modelling.
10-13 Sep 2012 (Nairobi, Kenya)
This comprehensive 4-day course will teach how to successfully run a corporate banking network, how to manage your clients proactively and how to be responsive to their different needs
20-23 Aug 2012 (Harare, Zimbabwe)
A 4 day financial training course on Corporate & Project Financing in Harare, Zimbabwe. This financial training course will cover areas from both Corporate finance and project finance.
24-28 Sep 2012 (Nairobi, Kenya)
A 5-day case study based workshop exploring more advanced issues in company valuation and financial modelling.
5-9 Nov 2012 (Harare, Zimbabwe)
This intensive 5 day course covers the fundamentals of financial analysis and forecasting. The course consists of a series of presentations interspersed with exercises and case study material.
1-3 Oct 2012 (Harare, Zimbabwe)
The principal aim of the course is to enable participants to use Microsoft Excel to prepare logical and easy-to-use financial models to support transactions, forecasts and planning for ongoing business streams.
2-4 Jul 2012 (Dar es Salaam, Tanzania, United Republic of)
The aim of this course is to provide delegates with a firm understanding of the latest developments on treasury, capital markets and risk management.
16-18 Jul 2012 (Johannesburg, South Africa)
This newly developed course examines why and how securitisation works, the securitisation rating process, the role of securitisation in the development of the credit crisis and the new emerging market.
16-19 Jul 2012 (Nairobi, Kenya)
This 4-day, intermediate-level program is designed to give ALM and treasury professionals hands-on expertise for immediate implementation.
27-30 Aug 2012 (Nairobi, Kenya)
A 4-day intensive and hands-on training workshop that will provide delegates with a thorough understanding of current topics.
23-26 Jul 2012 (Lagos, Nigeria)
The objective of this programme is to enable participants to understand and acquire detailed knowledge of the principles and practice of the treasury role in asset-liability management operations.
13-15 Aug 2012 (Johannesburg, South Africa)
28-30 Jan 2013 (Johannesburg, South Africa)
A practical and highly interactive 3-day training course, incorporating numerous case studies to enhance delegates understanding on the production and transformation of agricultural products and their distribution.
20-24 Aug 2012 (Lagos, Nigeria)
A complete guide to IPSAS compliance for public sector organisations.
17-19 Sep 2012 (Johannesburg, South Africa)
A 3-day high-level negotiation course for senior managers in banking and finance.
19-22 Nov 2012 (Johannesburg, South Africa)
This 4-day, intermediate-level program is designed to give ALM and treasury professionals hands-on expertise for immediate implementation.
13-15 Aug 2012 (Johannesburg, South Africa)
A 3–day training course dedicated to the valuation, structuring, financing and negotiating of merger and acquisition transactions.
17-21 Sep 2012 (Lagos, Nigeria)
This intensive 5 day course covers the fundamentals of finance and accounting. The course consists of a series of presentations interspersed with exercises and case study material.
22-24 Oct 2012 (Johannesburg, South Africa)
This 3 day programme focuses upon how the toolkit of managerial accounting can be linked sequentially and logically with the principles of financial economics. It will provide critical insight into how the tools and techniques of management accounting can be adapted and used to be consistent with achieving value growth.
9-11 Oct 2012 (Accra, Ghana)
This comprehensive 3-day workshop builds a financial analysis and valuation model through a series of practical stages.
This course has now expired please email us to find out when the course will next be running.