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This course will bring you to the world of large Corporates and the Corporate Bankers/Relationship Managers that deal with them. Relationship Managers are in the driving seat of Corporate Client Relationships: they set the pace of what happens between the Corporate Client and the Bank, and Banks depend on their capabilities, strategy and performance to achieve results. This course gives you an extensive overview of what is the day to day job of a Relationship Manager in Corporate Banking.
This course will bring you to the world of large Corporates and the Corporate Bankers/Relationship Managers that deal with them. Relationship Managers are in the driving seat of Corporate Client Relationships: they set the pace of what happens between the Corporate Client and the Bank, and Banks depend on their capabilities, strategy and performance to achieve results. This course gives you an extensive overview of what is the day to day job of a Relationship Manager in Corporate Banking.
Managing Corporate Client Relationships requires specific knowledge, high professional standards, several skills, and involves many responsibilities. The course will describe which they are and what it takes to master them all.
Corporate Client Relationships are often 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 the preparation of credit applications, and how to best prepare to convince approval bodies that the lending relationship you propose is one that the bank should pursue.
The course will teach you about crucial topics in Legal and Compliance that a Relationship Manager must dominate, and about your involvement in negotiating a Credit Agreement - one that the Client accepts but also protects the Bank from all the risks it is exposed to. You will learn about leading client meetings, negotiation skills, and corporate banking products. And why not only acquire but also maintain a Corporate Client Relationship that is sustainable and profitable is key for the bank. You will also learn about the rules for socializing 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 be ready to go out there, experience the job, and with time and dedication become a successful and excellent Corporate Banker.
(if there is music included, credits go to: The Beginning - Factor Eight by Tune Core.)
This introduction explains briefly what Corporate Banking means, and the context of the Relationship Manager Position the Corporate Banking world.
What are the main tasks and responsibilities of the Relationship Manager and what mainly characterizes the role within the Banking organisation.
How are acquisitions organised in Corporate Banking and in the Client's Department. What to expect from prospect lists and how to approach them.
The tasks behind maintaining a client. The importance of acting upon feedback, following up on client's needs and performance, and being pro-active.
Identify which is the best criteria to influence your prioritization for contacting potential clients
What to think about and how to prepare ahead of client meetings.
Why follow up meetings are so important to maintain client relationships and how to prepare for the most unpleasant ones on the most difficult topics.
Know Your Client is one of the most crucial concepts in Corporate Banking. It is the basis for the Relationship Manager's performance on his job and essential for the acquisition efforts as well as during the lifetime of the relationship.
The well known "wine&dine" expression is often misunderstood in the context of the Relationship Manager's responsibilities. Entertaining the proper contact people is essential to maintain a solid relationship with the Client. However, there are rules.
The Client's financial performance not only gives valuable information about the Client's activities but also contributes to prevent distress situations and provide valuable red flag information. And it can also contain hints of business opportunities.
A continuous care related to the products and services used by the Client is crucial. But not less so is the permanent need to discover what additional alternatives could be offered/explored for improvement. The lecture also touches upon Chinese Walls principles.
A number of important regulations apply to the Client account maintenance and sufficient care is to be given to the Client's regulatory behavior.
Often disregarded but extremely important feature in every Relationship Manager. It can at times be determinant for the success or failure of the Relationship.
Learn to understand what type of information is relevant and can be used for the KYC process of a new (under acquisition) client
Pricing offers must take into account not only the expected profitability but also correspond to what the client wants to pay. How do Relationship Managers go about getting the price right.
How and where does the bank get the funds to pass on to clients. What are the risks associated with funding loans and what are some of the mechanisms used.
Depending on the Bank's organisational structure, preparation of the pack may be the responsibility of the Lending Department. So why would the Relationship Manager still be responsible for its contents?
Learn all the important sections to include in the Credit Application and additional concepts to take into account to make it complete, professional and acceptable for approval bodies.
What happens after an approval and what can still be done after a decline. The rebound process.
It is not sufficient to know what risks to look for in a Client Relationship. You also need to know how to assess and monitor them, in order to avoid or at least prevent dangerous situations for the Bank, financially or reputation wise.
Besides the risks described in the Credit Pack, there are other risks to take into account while the Client relationship exists. Have a deep enough view into what are the main risks and what they may represent for the Bank.
What are non-financial risks in the Bank and how they relate to Relationship Managers.
Compliance and Legal as protecting mechanisms for the bank. The importance of complying with regulatory aspects in client relationships, what are they, and the damage that may happen if banks don't.
How crucial it is to keep client information confidential. How dangerous are cartel practices and restrictive agreements - how they deform the ideal open and transparent market competition principles.
What is the usual process of preparation of Legal Agreements - particularly Lending Agreements - in Corporate Banking. Main topics and Clauses where to expect client resistance and negotiation arguments that may be used.
Why security is important for the Bank, and when it is OK to finance a Borrower without it. We discuss the value of Letters of Comfort.
How support departments are important for the job of the Relationship Manager. Which are the external parties - besides the Clients - you can expect to encounter as Corporate Banker.
Performance approvals are to be expected to discuss achievement of targets and areas for improvement. Which concrete targets will likely be given to Relationship Managers and what is their purpose.
How Relationship Managers manage the relationship with clients that are not only corporates but financial institutions.
This lecture lets you know about the importance of Climate Risks and Sustainability. I have a specific Course on Udemy on this topic that is packed with up to date information and guidance about how Financial Institutions go about decarbonizing their portfolios and the role bankers play to help the transition path to net zero with their clients. You can contact me to asses this course if you would like to.
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