This comprehensive 5-day training course provides a deep understanding of the intricacies of corporate banking and the critical role of effective relationship management in this sector. Participants will explore the unique needs of corporate clients, the range of financial products and services offered, and the essential skills required to build, manage, and grow profitable, long-term relationships. The course covers the entire client lifecycle, from initial acquisition and onboarding through understanding client needs, developing tailored solutions, managing credit and risk, and employing strong negotiation and sales techniques. It emphasizes the strategic importance of the relationship manager in acting as a trusted advisor and the central point of contact for corporate clients within the bank.
The training will cover essential topics including an introduction to the corporate banking environment and its key differences from retail and investment banking, the multifaceted role and essential skills of a successful corporate relationship manager, effective strategies for client acquisition and the onboarding process, in-depth techniques for understanding corporate client needs and conducting thorough financial analysis, the process of developing customized financial solutions to meet specific corporate objectives, the principles of credit and lending to corporate entities, best practices for managing and nurturing ongoing corporate client relationships, the critical aspects of risk management and regulatory compliance in the context of corporate relationships, the application of strong negotiation and sales skills to enhance client engagement and business growth, and an overview of the future trends shaping corporate banking and relationship management. Through a blend of interactive lectures, case studies, and practical exercises, participants will develop the expertise to excel in managing complex corporate relationships and driving value for both the client and the bank.
Who should attend the training
· Corporate relationship managers
· Corporate banking officers
· Account managers
· Client relationship associates
· Business development managers
· Credit analysts working with corporate clients
· Product specialists supporting corporate clients
· Branch managers overseeing corporate portfolios
· Anyone involved in managing or growing relationships with corporate clients
Objectives of the training
· Understand the unique dynamics and key drivers of the corporate banking business
· Master the essential skills and competencies of an effective corporate relationship manager
· Learn proven strategies for acquiring and successfully onboarding corporate clients
· Develop expertise in understanding corporate client needs and conducting in-depth financial analysis
· Acquire the ability to develop and present tailored corporate banking solutions
· Gain a comprehensive understanding of credit and lending principles for corporate entities
· Learn best practices for managing, growing, and retaining profitable corporate relationships
· Understand the critical aspects of risk management and regulatory compliance in corporate banking
· Develop and enhance negotiation and sales skills for effective client engagement
· Gain insights into the future trends and challenges in corporate banking relationship management
Personal benefits
· Enhanced skills in managing complex corporate relationships
· Increased understanding of corporate financial needs and banking solutions
· Improved ability to build trust and rapport with corporate clients
· Greater confidence in structuring deals and negotiating terms
· Professional development and career advancement in corporate banking
Organizational benefits
· Stronger and more profitable relationships with corporate clients
· Increased client retention and loyalty
· Enhanced ability to cross-sell and up-sell corporate banking products
· Improved understanding of corporate client needs leading to better solutions
· Enhanced risk management and compliance within the corporate portfolio
· A more skilled and effective team of corporate relationship managers
Training methodology
· Interactive lectures
· Case studies
· Group discussions
· Practical exercises
· Practical session: Role-playing a client onboarding meeting
· Scenario analysis
· Practical session: Analyzing a corporate client’s financial statements
· Presentations
· Practical session: Developing a tailored banking solution for a corporate client
· Negotiation simulations
· Practical session: Practicing negotiation skills in a corporate banking context
Trainer Experience
Our trainers are seasoned corporate banking professionals with extensive experience in managing high-value client relationships. They possess in-depth knowledge of corporate finance, lending practices, risk management, and the nuances of building and sustaining successful partnerships with corporate clients across various industries.
Quality Statement
This training course is designed to provide participants with practical, actionable insights and proven techniques for excelling in corporate banking relationship management. We are committed to delivering high-quality content and engaging learning experiences that will empower individuals and organizations to build stronger, more profitable relationships with their corporate clients.
Tailor-made courses
We understand that different financial institutions have unique corporate client portfolios and strategic objectives. Our tailor-made courses can be customized to address your organization’s specific industry focus, client segments, product offerings, and relationship management processes, ensuring maximum relevance and impact for your team.
Course Duration: 5 days
Training fee: USD 1300
Requirements:
· Participants should be reasonably proficient in English.
· Applicants must live up to Armstrong Global Institute admission criteria.
Terms and Conditions
1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free
2. What is catered for by the Course Fees: Fees cater for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.
3. Certificate Awarded: Participants are awarded Certificates of Participation at the end of the training.
4. The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.
5. Approval of Course: Our Programs are NITA Approved. Participating organizations can therefore claim reimbursement on fees paid in accordance with NITA Rules.
Booking for Training
Simply send an email to the Training Officer on training@armstrongglobalinstitute.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training.
Or call us on +254720272325 / +254725012095 / +254724452588
Payment Options
We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:
1. Groups of 5 People and Above – Cheque Payments to: Armstrong Global Training & Development Center Limited should be paid in advance, 5 days to the training.
2. Invoice: We can send a bill directly to you or your company.
3. Deposit directly into Bank Account (Account details provided upon request)
Cancellation Policy
1. Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.
2. Participants may cancel attendance 14 days or more prior to the training commencement date.
3. No refunds will be made 14 days or less before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course at a later date or send a substitute participant provided the participation criteria have been met.
Tailor Made Courses
This training course can also be customized for your institution upon request for a minimum of 5 participants. You can have it conducted at our Training Centre or at a convenient location. For further inquiries, please contact us on Tel: +254720272325 / +254725012095 / +254724452588 or Email training@armstrongglobalinstitute.com
Accommodation and Airport Transfer
Accommodation and Airport Transfer is arranged upon request and at extra cost. For reservations contact the Training Officer on Email: training@armstrongglobalinstitute.com or on Tel: +254720272325 / +254725012095 / +254724452588
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Armstrong Global Institute
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