Relationship Management in Corporate Banking

How to acquire and manage successful Corporate Client Relationships in Corporate Banking

Created by: Ana Lucas
Corporate Banker, Banking Instructor, Advisor to SMEs

What Will I 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

Requirements

• Basic knowledge of a company's Financial Statements (Balance Sheet, Profit&Loss, Cash Flow) and Financial Analysis
• Fair knowledge of banking in general, and banking products including loan products
• Basic understanding of why companies need banks and vice versa

Target audience

• Young graduates interested in taking up a Corporate Banking career that want to know what will be expected of them
• Bank Employees aspiring to a Relationship Manager position within Corporate Banking (or who desire to understand more about it)
• Recent hired Employees in the Relationship Management or Corporate Lending Departments with little (or without) previous experience
• University students looking for a basis for first job interviews for Corporate Banking positions or for preparing dissertation on Corporate Banking topics