Corporate Banking Relationship Management – An Introduction

This course provides an overview of corporate banking relationship management. It describes the role and responsibilities of relationship managers (RMs) when dealing with both new and existing customers, and how this is applied across customer groups. The course also covers portfolio performance measures and how reward structures influence RM behavior.

  • OBJECTIVES

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

    Recognize the purpose of relationship management and the key elements of an effective relationship management process in a corporate banking environment

    Identify the role and responsibilities of relationship managers, including local and global RMs

    Define the measures used to assess the performance of a relationship manager’s portfolio

  • COURSE CONTENT

    Topic 1: Overview of Relationship Management

    What Is Relationship Management?

    Requirements for Effective Relationship Management

    o Customer Segmentation

    o Quality Relationship Managers

    o Clear Risk Appetite

    o Efficient Processes

    o Ongoing Monitoring & Management

    The Relationship Management Network

    o Business Management

    o Relationship Management Teams

    o Risk Management

    o Corporate Banking Operations

    o Business Operations

    o Others

    Costs & Benefits of Relationship Management

    Customer Segmentation & Relationship Management

    Global Relationship Management

    o Global RM

    o Local RMs

    Topic 2: Role of Relationship Managers

    Changing Role of Relationship Managers

    Impact of the Financial Crisis

    Stakeholder Management

    Customer Lifecycle

    o Becoming a Customer

    o Ongoing Relationship

    o Disengagement

    Relationship Manager Responsibilities

    o New Customers

    o Existing Customers

    o Global & Local RM Coordination

    • Developing a Global Account Plan

    Topic 3: Portfolio Management

    Portfolio Measures

    o Absolute Earnings

    o Risk-Adjusted Earnings

    o Risk Profile

    o Performance Trends

    Performance Management

    Portfolio Management

    o Strategies

    • Increase

    • Maintain

    • Reduce

    • Exit

  • PREREQUISITE KNOWLEDGE

  • ESTIMATED COMPLETED TIME

    60 Minutes

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