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FINANCIAL MARKET COURSES

Corporate Banking – An Introduction

This course describes the differences between individuals and corporates and the impact of this on customer needs, a bank’s product offerings, and a bank’s operating model for servicing corporates. Details are provided on customer types and segmentation and how this affects a bank’s organizational structure. The course also addresses business strategy, the key drivers of customer profitability, and the role of risk appetite.

  • OBJECTIVES

    On completion of this course, you will be able to:

    Identify the factors that differentiate corporate banking from retail (consumer) banking and investment banking, and the boundary issues that can occur in that regard

    Recognize the need for the categorization of corporate banking customers into medium, large, and multinational segments

    Identify the key business and strategic issues facing corporate banking businesses, including sources of income, absolute and risk-adjusted returns, risk appetite, and the process for setting business strategy

  • COURSE OUTLINE

    Topic 1: Overview of Corporate Banking

    Corporate Banking vs. Retail (Consumer) Banking

    Corporate Banking vs. Small Business Banking

    Corporate Banking Business Boundaries

    Corporate Banking vs. Investment Banking

    Corporate Banking Organizational Structure

    Topic 2: Customer Types & Business Segmentation

    The Need for Segmentation

    Factors Impacting Customer Type

    o Revenue

    o Industry

    o Geographical Coverage

    o Business Activities

    Business Structure

    Corporate Groups

    Customer Segmentation

    o Medium-Sized Corporations

    o Large Corporations

    o Multinational Corporations (MNCs)

    Corporate Banking Organizational Structure Revisited

    Product Delivery

    Corporate Banking: The Full Picture

    Topic 3: Business Strategy

    Target Market

    Sources of Income

    o Interest Income

    o Fees & Charges

    o Trading Income

    Costs

    Profitability & Loan Provisioning

    Risk-Adjusted Profitability

    o Example

    Risk Appetite

    o Concentration Risks

    o Product Risks

    o Portfolio Risks

    Strategy Execution

  • PREREQUISITE KNOWLEDGE

  • ESTIMATED COMPLETED TIME

    60 Minutes

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