$2,969.95

Corporate Banking Relationship Management

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Singapore

Singapore

Singapore

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Description

Corporate Banking Relationship Management

Singapore, 11 - 13 October 2017

This workshop/ masterclass has been developed over time through direct “in the field” experience and exchanges with many banks around the world. The Relationship Management concepts described in this masterclass were initially developed on the back of the Chase Manhattan Bank approach.

These concepts and the related case studies have been taught to banks in many countries in Western and Eastern Europe, Africa and Asia, with a very high satisfaction rating by all participants. The proposed management model is used in all advanced, leading corporate banks.

To be an effective the Corporate (and/or Institutional banking) Relationship Manager must have many human and technical skills and competencies. S/he must also operate in an organizational environment that leverages interdepartmental expertise and a spirit of collaboration to achieve a common goal.

To develop an efficient relationship management capability, we will review the main technical competencies required. These may be obtained in separate trainings that will of course cover a more detailed programme.

The course proposed is on a 3-day basis. This implied that the participants have a good banking experience. It is recommended that participants have a good understanding of financial product and risk analysis and corporate finance valuation competencies. We will review these concepts but at a very level just as a reminder of concepts for the participants.

Objectives

• The objective of this workshop / masterclass is to develop competencies to optimize “value based corporate client relationships”. We propose methodologies and management process that will maximize the efficiency of relationship managers (RM’s) and help them maximize the benefits their customers will derive from a partnership relationship with the bank.

• This course is focused on Wholesale Commercial and Investment Banking i.e. large local and international firms and Institutional clients (Banks, Insurance Companies, Sovereign and Parastatals). SME banking and Transaction Banking are based on other banking models that require specific relationship management approaches, as does Retail Banking

• We believe that banks should move from market share and wallet share (retail banking and transaction banking concepts) to a concept of “share of the mind”. If this is achieved the RM’s will generate rewarding client partnerships (profit and value optimization). To achieve this RMs must have access to financial and management skills and all the strength and expertise of the bank. More specifically, they must get the support of the Product Specialists (PS’s): Treasury, Capital Markets and Investment Banking, Risk Managers and of management.

• This approach implies strong technical competencies and skills in value based management, corporate finance techniques, project management competencies as well as soft skills such as leadership, selling and negotiation skills.

• The desired outcome of the process is to increase the quality and depth (penetration) of client relationship and create client dependency to the bank, through strategic thinking, adapted product or solution development and sale. The core processes of the approach are:

to generate a flow of “proprietary client information”,

to develop value based analytics,

to convert the information into creative ideas of strategic importance to the client,

to manage a Client Response Team including all the subject matter experts required,

to structure and price the proposed solution on a relationship based and risk based approach.

to sell and negotiate efficiently for a win-win outcome.


Who Should Attend

This course is directed towards Directors, SVP, VP, Division Heads, General Managers, Zonal Heads of these followings :

  • Corporate Banking
  • Investment Banking
  • Wholesale Banking
  • Commercial Banking
  • Capital Markets
  • Institutional Banking (Sovereign Relationships, the Banking Clients, Insurance Companies and Pension Funds, Asset Management, Securities Firms, and Parastatals)
  • Treasury
  • Corporate Relations
  • Retail Banking
  • Transaction Banking
  • SME Banking

The number of participant for this course is limited because of its interactive nature.

Please contact us for further inquiries, additional information and discount offers:

E-mail: novi@adastra.com.sg, sales@adastra.com.sg, info@adastra.com.sg

Phone: +65 6488-0282

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Refunds up to 30 days before event

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