A comprehensive 4- day course for banking experts that 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 organisation
- Measure client and product profitability
- Set appropriate pricing for the different client segments
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 will be 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.
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 are belonging 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 although 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
Day One
Building a successful sales organisation
- Welcome and introduction
- Programme overview
- Delegates’ expectations
Session 1: Successful client segmentation
- The success factors in corporate and SME banking
- The right client segmentation
- Size, credit volume, product uptake
- Profitability and future business volume
- Designing the national branch network
- Aligning product specialists and corporate finance experts
- Delivering products and services through different sales channels
- Branch network
- Direct sales and internet banking
- Hybrid forms
- Pricing strategies in the different sales channels
- Assessing the competitive environment
Workshop:Towards a modern sale channel management: Understanding the pros and cons of the different sales channels
Session 2: Efficient client strategy
- Setting appropriate goals for the sales force and the RMs
- Planning and executing a market strategy
- The role and responsibility of the regional, the branch manager and the corporate RM
- Identifying attractive clients
Case study: Setting appropriate goals for the front office
Session 3: Preparing and executing the customer call
- Understanding the client’s financial needs
- Developing a client strategy
- Preparing the call
- Analysing the financial statement
- Asking operational and financial questions
- Understanding the competitive environment
- Making proactive product proposals
- Offering different financial solutions
- Learning from past successes and failures
Workshop: Developing a questionnaire for the preparation of the call
Case study: Delegates will analyze the performance of a medium sized corporate client, assess its requirements, and develop a marketing strategy
Day Two
Building a competitive product range
Session 1: Improving the client profitability
- Enhancing the cross sell rate
- Dealing with loss leaders
- Improving the performance of existing clients
- Looking for new clients
- Tracking the client performance
- Introducing product bundling
- What products to be included
- Which sector segmentations
- Best practice
Case study: Designing product bundles for different industry sectors
Session 2: The role and responsibility of the different parties involved
- Setting the client strategy
- Rolling out the market and corporate client strategy
- The responsibility of the RM
- Adequate support by mid- and back office
- Co-ordinating product and capital market specialists
- The right risk and revenue allocation
- The responsibility of the credit department
- The role of the risk department
- Practical rules to increase the cooperation between the different offices
Session 3: Introducing new and alternative product offerings
Workshop: Delegates will “standardize” different product offerings and apply them to the SME market
Case study: Understanding the chances and requirements of a modern supply chain arrangement
Session 4: Selling Corporate Finance Products
- Identifying corporate finance needs
- How to organize the cooperation between corporate and investment bank
- From corporate lending to cash flow based lending
- The introduction of corporate finance and investment banking products
- Understanding structured banking products
- From general lending to cash flow based financing
- Defining structured and transactional products
- Asset based lending
- Investment banking
- Best practice in corporate banking
- From the silo approach to successful marketing of all banking products and services
- How to successfully a build portfolio of structured products
Case study: Successful cross selling of investment banking products
Day Three
Running a successful marketing strategy
Session 1: Running a successful marketing strategy
- Identifying the competitive environment
- The right time frame
- The action plan
- Identifying the unique selling points for
- The external target group
- Internal advantages
- The right communication
- Rolling out the marketing plan
- Contacting the client
- Preparing attention
- Organizing meetings
- Selling the product or service
- Assessing the success of a marketing strategy
- Best practice in banking
Workshop: Determining the factors of a successful product roll out
Session 2: Developing the skill set of a corporate RM
- The skill set of a corporate RM
- Product knowledge
- Analysis of financial statements and client strategy
- Credit and risk expertise
- Negotiation skills
- RM versus product specialists
- The career path in the front line
- Keeping and promoting talented RMs
- Tracking the performance
- The right remuneration
- Goal setting
- The fixed salary
- Bonus payments
- Other incentives
Workshop: Best practice in leading banks
Case study: The different career plans for corporate relationship managers
Session 3: Product innovation
- Role and responsibility of the central R& D department
- Products and services to developed
- Composition of the team
- Funding of the product innovation process
- The role and responsibility of the front office
Day Four
Measuring the client success and pricing of products
Session 1: Measuring the profitability of clients and products
- Different concepts of measuring profitability
- Revenues/volume/risk-weighted assets
- Regulatory capital
- RAROC and RORAC
- EVA
- Setting the pricing for lending products
- Determine the pricing for deposits
- Competitive factors influencing the price of banking products
Session 2: Risk adjusted pricing for loans
- Applying risk adjusted pricing in corporate banking
- Cost of funding
- Operational expenses
- Standard risk cost and expected losses
- Unexpected losses
- Economic capital versus regulatory capital
- Establishing the minimum price for lending products
- Understanding the pricing practice in corporate banking
Workshop: How to price a product in a competitive banking environment?
Session 3: Assessing credit risk for corporation and cash flow based lending
- Introduction to risk in corporate banking
- Defining ratings for corporations
- Financial ratios
- Qualitative factors
- Determine the final rating
- Writing the credit request
- The power of a cash flow based approach
- Defining ratios for structured lending products
- The financial ratios
- The structural ratios
- Industry specific solutions
- Understanding covenants
Workshop: Defining the most important credit ratios
Summary and recap
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Former member of the Executive Board, ING Europe, BHF - Bank and Bayerische Vereinsbank in New York
The Course Director 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. He 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, he 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, he 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.
3-5 Dec 2013 (Johannesburg, South Africa)
A three-day financial training course on the valuation of mining companies.
23-25 Jul 2013 (Johannesburg, South Africa)
3-5 Dec 2013 (Johannesburg, South Africa)
23-25 Jul 2014 (Johannesburg, South Africa)
3-5 Dec 2014 (Johannesburg, South Africa)
A 3 day financial training course on financial modelling in excel.
24-27 Jun 2013 (Nairobi, Kenya)
The course provides participants with a working knowledge of the principles and practices of applied corporate finance including: financial analysis, modelling and valuation. This will enable participants to acquire a sufficiently thorough understanding of the subject in order to be able to use the tools and techniques in an effective manner.
22-24 Nov 2013 (Johannesburg, South Africa)
The aim of this intensive 3-day 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.
25-29 Nov 2013 (Johannesburg, South Africa)
A 5-day case study based workshop exploring more advanced issues in company valuation and financial modelling.
23-27 Sep 2013 (Nairobi, Kenya)
A 5-day case study based workshop exploring more advanced issues in company valuation and financial modelling.
26-28 Aug 2013 (Johannesburg, South Africa)
27-29 Jan 2014 (Johannesburg, South Africa)
25-27 Aug 2014 (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.
13-15 Aug 2013 (Johannesburg, South Africa)
A 3–day training course dedicated to the valuation, structuring, financing and negotiating of merger and acquisition transactions.
7-9 Oct 2014 (Accra, Ghana)
This comprehensive 3-day workshop builds a financial analysis and valuation model through a series of practical stages.
3-5 Dec 2013 (Nairobi, Kenya)
This 3-day programme focuses upon how the toolkit of conventional business analysis can be linked sequentially and logically with the principles of financial economics. It will provide critical insight into how the tools and techniques of conventional business analysis can and must be adapted.
4-6 Mar 2014 (Lagos, Nigeria)
9-12 Jul 2013 (Nairobi, Kenya)
This comprehensive 4-day management course will improve the effectiveness and success of your banking branch network.
8-11 Jul 2013 (Johannesburg, South Africa)
This 4–day Corporate Finance Applications course is
a practical "how to" programme dealing with numerous disciplines within the subject of corporate finance.
19-21 Jun 2013 (Nairobi, Kenya)
18-20 Jun 2014 (Nairobi, Kenya)
22-25 Jul 2013 (Lagos, Nigeria)
This 4-day intermediate programme equips investment professionals with practical knowhow of new approaches and new asset classes for today’s investment conditions.
5-8 Aug 2013 (Nairobi, Kenya)
A comprehensive 4-day training course, featuring case studies across a range of industries to help course participants practice corporate valuation techniques.
15-17 Oct 2013 (Lusaka, Zambia)
A 3-day financial training course on corporate loan restructuring. With tough liquidity conditions finance professional are required to quickly identify what is causing borrowers problems and provide the most appropriate and costeffective finance solution.
19-21 Aug 2013 (Johannesburg, South Africa)
A comprehensive 3- day course for all financial professionals in banking, corporate finance,
strategic and financial advisory, consulting, M&A departments and private equity houses.
23-26 Sep 2013 (Johannesburg, South Africa)
This program covers how to design a successful corporate banking strategy and provide the adequate products and services to the different customers groups. It applies to banks in developed and emerging markets.
21-24 Oct 2013 (Johannesburg, South Africa)
This 4-day workshop takes a hands-on approach to financial analysis and cash flow techniques.
23-25 Jul 2013 (Johannesburg, South Africa)
This 3-day course has been designed to provide the participants with a complete overview of the venture capital industry and its workings.
12-14 Aug 2013 (Harare, Zimbabwe)
11-14 Nov 2013 (Johannesburg, South Africa)
This 4-day intermediate programme equips investment professionals with practical knowhow of new approaches and new asset classes for today’s investment conditions.
7-9 Oct 2013 (Lagos, Nigeria)
This comprehensive 3-day workshop builds a financial analysis and valuation model through a series of practical stages.
4-6 Aug 2014 (Accra, Ghana)
This practical and highly interactive 3-day financial training course, which incorporates numerous case studies, provides delegates with a thorough understanding of the syndicated loan market, its process and potential.