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.
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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.)
What's inside
Learning objectives
- 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
- 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
Syllabus
Understand what is Corporate Banking and how Relationship Managers integrate in the Bank's organisation structure
This introduction explains briefly what Corporate Banking means, and the context of the Relationship Manager Position the Corporate Banking world.
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Syllabus
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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Reviews summary
Practical overview of corporate banking rm
Course structure and narration are clear.
Features real-life examples and useful insights.
Solid insights for those new to the field.
Activities
Review Financial Statement Analysis
Show steps
Strengthen your understanding of financial statements. This will help you better assess client financial health and identify potential risks and opportunities.
Browse courses on
Financial Statement Analysis
Show steps
-
Review key financial ratios.
-
Practice analyzing sample financial statements.
Read 'Credit Risk Management'
Show steps
Deepen your understanding of credit risk management. This will help you make informed lending decisions.
View
Modelling Economic Capital: Practical Credit...
on Amazon
Show steps
-
Read the chapters on credit scoring and credit derivatives.
-
Summarize the key concepts and techniques.
Read 'The Handbook of Corporate Financial Risk Management'
Show steps
Gain a deeper understanding of financial risk management. This will help you identify and mitigate risks in client relationships.
View
Alter Ego: A Novel
on Amazon
Show steps
-
Read the sections on credit risk and market risk.
-
Summarize key risk management strategies.
Four other activities
Expand to see all activities and additional details
Show all seven activities
Role-Play Client Negotiation Scenarios
Show steps
Improve your negotiation skills through practice. This will help you effectively negotiate loan terms and resolve conflicts with clients.
Show steps
-
Partner with a classmate.
-
Develop realistic negotiation scenarios.
-
Role-play the scenarios, alternating roles.
-
Provide constructive feedback to each other.
Follow Tutorials on Loan Pricing Models
Show steps
Learn how to accurately price loans. This will help you offer competitive rates while ensuring profitability for the bank.
Show steps
-
Search for online tutorials on loan pricing models.
-
Follow the tutorials step-by-step.
-
Practice pricing sample loans.
Create a Presentation on KYC Best Practices
Show steps
Reinforce your understanding of Know Your Client (KYC) principles. This will help you ensure compliance and prevent financial crime.
Show steps
-
Research KYC regulations and best practices.
-
Outline the key elements of a KYC program.
-
Design a visually appealing presentation.
-
Practice delivering the presentation.
Analyze a Public Company's Creditworthiness
Show steps
Apply your knowledge by analyzing a real-world company. This will solidify your understanding of credit risk assessment and financial analysis.
Show steps
-
Select a publicly traded company.
-
Gather the company's financial statements.
-
Calculate key financial ratios.
-
Write a report on the company's creditworthiness.
Review Financial Statement Analysis
Show steps
Strengthen your understanding of financial statements. This will help you better assess client financial health and identify potential risks and opportunities.
Browse courses on
Financial Statement Analysis
Show steps
- Review key financial ratios.
- Practice analyzing sample financial statements.
Read 'Credit Risk Management'
Show steps
Deepen your understanding of credit risk management. This will help you make informed lending decisions.
View
Modelling Economic Capital: Practical Credit...
on Amazon
Show steps
- Read the chapters on credit scoring and credit derivatives.
- Summarize the key concepts and techniques.
Read 'The Handbook of Corporate Financial Risk Management'
Show steps
Gain a deeper understanding of financial risk management. This will help you identify and mitigate risks in client relationships.
View
Alter Ego: A Novel
on Amazon
Show steps
- Read the sections on credit risk and market risk.
- Summarize key risk management strategies.
Role-Play Client Negotiation Scenarios
Show steps
Improve your negotiation skills through practice. This will help you effectively negotiate loan terms and resolve conflicts with clients.
Show steps
- Partner with a classmate.
- Develop realistic negotiation scenarios.
- Role-play the scenarios, alternating roles.
- Provide constructive feedback to each other.
Follow Tutorials on Loan Pricing Models
Show steps
Learn how to accurately price loans. This will help you offer competitive rates while ensuring profitability for the bank.
Show steps
- Search for online tutorials on loan pricing models.
- Follow the tutorials step-by-step.
- Practice pricing sample loans.
Create a Presentation on KYC Best Practices
Show steps
Reinforce your understanding of Know Your Client (KYC) principles. This will help you ensure compliance and prevent financial crime.
Show steps
- Research KYC regulations and best practices.
- Outline the key elements of a KYC program.
- Design a visually appealing presentation.
- Practice delivering the presentation.
Analyze a Public Company's Creditworthiness
Show steps
Apply your knowledge by analyzing a real-world company. This will solidify your understanding of credit risk assessment and financial analysis.
Show steps
- Select a publicly traded company.
- Gather the company's financial statements.
- Calculate key financial ratios.
- Write a report on the company's creditworthiness.
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Relationship Manager
Corporate Banker
Loan Officer
Auditor
Credit Analyst
Commercial Lender
Treasury Management Officer
Compliance Officer
Management Consultant
Private Banker
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Business Development Manager
Financial Consultant
Portfolio Manager
Financial Analyst
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