Relationship Management in Corporate Banking

Relationship Management in Corporate Banking, available at $84.99, has an average rating of 4.49, with 40 lectures, 2 quizzes, based on 2107 reviews, and has 5752 subscribers.

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

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Summary

Title: Relationship Management in Corporate Banking

Price: $84.99

Average Rating: 4.49

Number of Lectures: 40

Number of Quizzes: 2

Number of Published Lectures: 40

Number of Published Quizzes: 2

Number of Curriculum Items: 45

Number of Published Curriculum Objects: 45

Original Price: €109.99

Quality Status: approved

Status: Live

What You Will 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

Who Should Attend

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

Target Audiences

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

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.)

Course Curriculum

Chapter 1: Introduction

Lecture 1: Introduction

Chapter 2: Understand the extent of the Relationship Manager position in Corporate Banking

Lecture 1: The Relationship Manager's Job Description

Lecture 2: How is Client Acquisition Organised

Lecture 3: How to target a new client – first/cold calls

Lecture 4: Client Maintenance and Follow up

Chapter 3: Client Meetings

Lecture 1: Ahead of the meeting: how to prepare

Lecture 2: Acquisition meetings

Lecture 3: Follow up/Negotiation meetings

Chapter 4: Know Your Client (KYC): The Importance of Understanding the Client's Business

Lecture 1: Why is KYC essential in Corporate Banking

Lecture 2: KYC source 1: The Client's Management and contact persons

Lecture 3: KYC source 2: Analysis of the Client's Financial Accounts

Lecture 4: KYC source 3: Products&Services in use or with potential

Lecture 5: KYC source 4: Compliance and Regulatory Requirements

Lecture 6: KYC source 5: Common Sense and Intuition

Chapter 5: Generate and Maintain Profitable and Sustainable Client relationships

Lecture 1: Proper calculation of the total Client Relationship profitability

Lecture 2: The correct Pricing of Products Towards the Client

Lecture 3: The relation between Cost of Funding and Loan Pricing

Lecture 4: What is a sustainable Client Relationship and why it matters

Chapter 6: The Credit Application: how to prepare one that actually gets approved

Lecture 1: In what way the Credit Application is the Relationship Manager's responsibility

Lecture 2: The several Sections of the Credit Pack and their content means

Lecture 3: Approval process and what happens after approval or decline

Chapter 7: Assessing and acting upon the relevant risks pertaining to the Client's business

Lecture 1: How to measure the several risks (risk levels) and how to monitor them

Lecture 2: Early Warning Signals and Red Flags, Ongoing risk assessment

Lecture 3: Non Financial Risks and Reporting of Incidents

Chapter 8: Compliance and Legal aspects in the Corporate Client Relationship

Lecture 1: Compliance and Legal aspects in the Corporate Client Relationship

Lecture 2: Compliance and Legal: Essential for the Bank's protection

Lecture 3: Irregular/Out-of-Normal Transactions, Public Officials, Gifts&Entertainment

Lecture 4: Be open and Transparent

Lecture 5: Inside information and Cartels

Chapter 9: Crucial topics in a Credit Agreement and how to go about negotiating them

Lecture 1: Preparation of Agreements, General Conditions and Basics of Negotiation

Lecture 2: Important Clauses in Loan Agreements – Interpretation for the Bank's protection

Lecture 3: Collateral considerations and Letters of Comfort

Chapter 10: How Bank Departments and Third Parties contribute to the Client Relationship

Lecture 1: Product Departments

Lecture 2: Support Departments and External Parties

Chapter 11: The Relationship Manager's performance evaluation

Lecture 1: Qualitative Targets and Quantitative Targets

Lecture 2: Striving for Improvement and the Bank's overall performance

Chapter 12: Financial Institutions as Clients, Bank Club Loans and Final Considerations

Lecture 1: Relationship Management with Financial Institutions as Clients

Lecture 2: Bonus lecture: How do Club Loans work

Chapter 13: Update November 2022 and Beyond – Sustainability in the Financial Sector

Lecture 1: How Sustainability is Changing the Financial Sector

Lecture 2: Final Remarks

Instructors

Ana Lucas
Corporate Banker, Banking Instructor, Advisor to SMEs

Rating Distribution

1 stars: 14 votes
2 stars: 28 votes
3 stars: 259 votes
4 stars: 774 votes
5 stars: 1032 votes

Frequently Asked Questions

How long do I have access to the course materials?

You can view and review the lecture materials indefinitely, like an on-demand channel.

Can I take my courses with me wherever I go?

Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!

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