What you'll learn:
- Know how to acquire and sustain profitable Client Relationships, and how to offer the right products with correct pricing
- Learn how credit transactions get approved by addressing all relevant risks and properly defending the proposed structure
- Understand why knowing the Client's business ('Know Your Client' process) is so crucial to assess risks and prevent losses
- Know what are the Compliance aspects around Client Relationships and the potential damage of not complying or monitor them
- Identify when a Credit Agreement is sufficiently solid and strong and how to negotiate it with the Client
- Know how to prepare for Client meetings, and lead negotiations on pricing, credit structures and conflict situations
This course will bring you to the world of large Corporates and the Corporate Bankers/Relationship Managers that deal with them. Relationship Managersare in the driving seat of Corporate Client Relationships: theyset the pace of what happensbetween theCorporate Client and the Bank,andBanks dependon theircapabilities, strategyand performance to achieve results. This coursegives you anextensiveoverview of what is the day to day job of a Relationship Manager in Corporate Banking.
Managing Corporate ClientRelationships requires specificknowledge, high professional standards,several skills,and involves many responsibilities. Thecourse will describe which they are and what it takes to master them all.
Corporate Client Relationships areoften based on large financing deals. Therefore, the course leads you through the process of properly pricing financing offers to the Client, and then through your role in thepreparation of credit applications, andhow to bestprepare toconvinceapproval bodies that thelending relationship you proposeis one that the bank should pursue.
The course will teachyou about crucial topics inLegal and Compliance that a Relationship Manager must dominate, and about your involvement in negotiating aCredit Agreement - one that the Client accepts but alsoprotects the Bank from allthe risks it is exposed to.You will learn about leading client meetings,negotiation skills, and corporatebanking products. Andwhy not onlyacquire but alsomaintain aCorporate Client Relationship that issustainable and profitable is key for the bank. You will also learn aboutthe rules forsocializing with clients and how important they are.All this will be given to you from the perspective of an insider, as if you would be already in the Clients'Department of the Bank, feeling the emotion and challenge that will face you day by day.
After this course, you will beready togo out there,experience the job, and with time and dedicationbecome a successful and excellentCorporate Banker.
(if there is music included, credits go to: The Beginning - Factor Eight by Tune Core.)
