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FINANCIAL MARKET COURSES

Corporate Banking Relationship Management in Practice

This course describes in detail the end-to-end process from initial engagement with a corporate customer until credit facilities are put in place and drawn down. It also covers the means by which relationship managers monitor customer and account performance on an ongoing basis. Finally, the course takes a look at the topic of portfolio management and explains, using a sample portfolio, how a relationship manager can assess and take actions to improve portfolio performance.

  • OBJECTIVES

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

    Identify the various stages of the customer engagement process and the role of relationship managers in that process

    Recognize the role and responsibilities of relationship mangers in relation to monitoring customers

    Identify the measures used by relationship mangers to assess portfolio performance.

  • COURSE CONTENT

    Topic 1: Customer Engagement

    The Customer Engagement Process

    Initial Contact

    o Making a Pitch

    Propose & Agree Package

    o Product Mix

    o Size & Structure of Credit Facilities

    o Risk Appetite

    o Creditworthiness

    Risk Assessment

    o Corporate Details

    o Proposed Facilities

    o Business Analysis

    o Financial Analysis

    o Credit Grade

    o Risk Analysis

    Obtain Approvals

    o Credit Approvals

    o Other Approvals

    Documentation

    o Confirmation of Identity

    o Documentation of Banking Products to be Provided

    o Perfection of Legal Rights

    Topic 2: Monitoring

    Post-Approval Monitoring

    Sources of Monitoring Information

    o Customer Engagement

    o Account Performance

    o Financial Performance & Covenant Compliance

    o External Sources

    Monitoring Account Performance

    o Usage

    o Obligations

    o Earnings

    Analyzing Financial Performance

    Monitoring Covenant Compliance

    Monitoring External Sources of Information

    Annual Reviews

    Topic 3: Portfolio Management

    Portfolio Review: Earnings

    o Absolute Earnings

    o Risk-Adjusted Earnings & RAROC

    o Comparison of Measures

    Portfolio Review: Risk Profile

    o Concentration Risk

    o Credit Grade Profile

    o Industry Spread

    o Trend Analysis

    Improving Portfolio Performance

    o Customer Concentration Risks

    o Industry Balance

    o Account Strategies

    o New Customers

  • PREREQUISITE KNOWLEDGE

  • ESTIMATED COMPLETED TIME

    75 Minutes

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