Relationship Management in Corporate Banking
What you'll 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
- Basic knowledge of a company's Financial Statements (Balance Sheet, Profit&Loss, Cash Flow) and Financial Analysis
- Fair knowledge of banking in general, and banking products including loan products
- Basic understanding of why companies need banks and vice versa
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.)
Who this course is for:
- 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
Over 25 years of experience in International Corporate Banking in Lisbon, Bratislava, Moscow, and Vienna. Started as a credit analyst, later a Relationship Manager, then managed the Clients and Lending Products Department, and served as member of the Management Board. In the job, I was daily involved with all departments of the Bank, and with top Corporate Clients from many different industries. Later I joined Operational Risk Management which allowed me to have a deeper view into Risk, Compliance and Control functions within the Bank from a back-office angle.
Recently, I moved on to establish my own company, an online business origination platform that helps entrepreneurs find financing, which is a startup still in development.
I managed, trained and mentored many banking colleagues in several locations, and was also a guest speaker for the MBA students at Vienna University. I have now three courses at Udemy and my goal is to pass on the knowledge, experience, and also the passion for Corporate Banking acquired through the years to a wider audience.
Course 1 on Relationship Management:
Young bankers, graduate students or anyone aspiring to become a Corporate Banking Relationship Manager will follow me inside the Corporate Bank, get acquainted with terminology and main concepts, follow the day-to-day life of Corporate Bankers and go through client examples. Learn what it takes to manage and maintain profitable Corporate Client Relationships, starting from client acquisition, through approval of deals and finally the negotiation of agreements and transactions.
Course 2 on Requesting Financing from Banks:
Entrepreneurs and business owners in need of bank financing and support in preparing their loan requests, will go through the course to understand how the request for financing should look like. They will learn what is important for the Banks to know about the business, and what drives their decision for approving or declining loans. With this knowledge and the right preparation for a discussion with bankers, the probability of having their loan approved will be largely increased.
Course 3 on Sustainability in Banking:
A course about a pertinent topic in the Financial Industry that will stay relevant for years to come. Sustainability is changing the way Financial Institutions operate, and is bringing dramatic challenges due to new risks deriving from climate change, the goals of the Paris Agreement and the importance of social responsibility. We touch upon why Banks and Asset Managers need to de-carbonize their portfolios, how can banks stop financing fossil fuels without disrupting the stakeholders involved, and we speak about the many new Sustainable financial products that are surging and in great demand by Investors. A topic that evolves nearly on a weekly basis, updates will therefore be periodically provided.
Course 4 on ESG Strategy for Businesses:
In this course I give a perspective on what is Environmental and Social Governance and what it means for Businesses. The topic is still relatively new, and also controversial, as it tackles the problematic of new risks that evolved, with emphasis on Climate Change and Social wellbeing. While many are skeptical about the value of an ESG strategy for Businesses, Investors and Creditors are increasingly making their decisions based also on ESG variables - paving way for additional regulation and mandatory disclosures of information. Businesses must prepare for this still developing topic, by analyzing their ESG risks and factors where impacts can have an effect on the outside world or in the companies themselves. The urge for modernizing Governance within Businesses in light of ESG brings new challenges but also new opportunities worth analysing.