Corporate Banking: Products, Strategies and Trends Training Course

Day One Session 1: Defining Corporate Client Relationships

• Types of Corporate clients
• Small/medium/large caps
• Client Needs
• Client Requirements
• Developing the Relationship
• Role of the Corporate Manager

Case Study/Exercise.

Session 2: Why do Banks Lend on Large and Complex Deals?

• Commercial considerations
• Economic considerations
• Business considerations
• Global considerations
• Risk/Reward considerations

Case Studies followed by debrief and discussion.

Session 3: What is the Current State of Corporate Banking?

• The A, B & C list
• Project Finance
• Syndications
• Corporate Products
• Where is the growth
• SWOT
• Major Players
• Strategic Goals

Case Studies followed by debrief and discussion.

Session 4: Corporate Strategies – The Next 5 Years

• Challenges
• Planning
• Funding
• Acquisitions
• Mergers
• Future Trends
• Profit maximisation

Case Study/Exercise.

Session 5: Relationship Banking Strategies

• How the big banks do it
• Relationship functions
• Strategic Partnerships
• Relationship Bank Status – what does this mean
• Strategic Partnerships
• Large & Mid-Size Corporates
• SME’s
• Where is the growth
• SWOT
• Major Players
• Strategic Goals

Case Studies followed by debrief and discussion.

Session 6 Corporate Banking Growth Challenges

• Organic Growth
• Mergers
• Takeovers
• Exponential Growth
• Overtrading
• Regulatory Restraints
• Funding Needs
• Liquidity Gap

Case Study/Exercise.

Day Two Session 7: Assisting The Large Corporate/Project Business Cycle

• What is the business cycle of a client, deal, project
• Identifying what the customer needs, not just what they want
• Matching products/structures to needs
• Short, medium & long term lending
• Project finance
• The payback period – assessing the borrowers capacity for debt

Case studies followed by debrief and discussion.

Session 8: Lending Refresher for Complex Lending

• Definitions & basic lending principles
• Lending policies, lending strategies, lending systems
• Data/information collection
• Approvals & security
• Drawdowns – funds release
• Management & monitoring system

Case Studies followed by debrief and discussion.

Session 9: Assisting With Fixed Capital Needs of Large Corporate Clients

• Business plans, budgets and project plans
• Core and non core processes & assets
• Gearing. Leverage and debt capacity
• Matching finance to repayment patterns
• How can banks help
• How do they help
• Future strategies

Case Studies followed by debrief and discussion.

Session 10: Supporting Working Capital Needs of Major Specialist Clients

• Permanent, temporary or structural working capital
• How much is enough
• The working capital cycle
• Manufacturing, Trading, Construction, Infrastructure
• Energy & Gas, Power & Telecoms
• Working capital term loans and revolvers

Case Studies followed by debrief and discussion.

Session 11: The Marketing & Development Platform

• Grading & Segmentation
• Relationship Banking Structures
• The CRM Function
• Report lines
• The role of Regional & Area functions
• Discretionary powers
• Oversight & supervision

Case Study/Exercise.

Session 12: Developing Corporate Products for Major Specialist Clients

• Financing needs
• Bank debt, short, medium & long term
• Bonds versus debt
• Equity Capital versus bonds, versus debt
• Structured Products
• Financial Engineering & Financial instruments

Case Study/Exercise.

Session 13: Trade Finance – a Key Target Area

• Why is this valuable
• Products
• Import products
• Export products
• Bonds, guarantees & Indemnities
• SBLC’s
• Advice and specialist help
• Forex
• The specialist CRM function
• NEW Structured products
• Forfaiting

1. Reverse Factoring
2. Financing needs
3. Financial Engineering & Financial instruments

Case Study/Exercise.

Day Three Session 14: Private Banking & Wealth Management – A key target area

• The role of PB in corporate banking
• Defensive versus aggressive strategies
• The four stages
• Trusted advisor
• Wealth Management
• The client life cycle
• The specialist CRM function

Case Study/Exercise.

Session 15 Investment Banking

• Long term finance
• Venture capital
• Project Finance
• Leasing
• Structured finance
• Leveraged finance
• Risk/Reward considerations

Case Study/Exercise.

Session 16: Developing Specialist Products

• Hybrids
• Debt/Equity
• Quasi equity
• Debtor Finance – Factoring, Invoice discounting & forfeiting

Case Study/Exercise.

Session 17: The Regulatory Threats/Challenges

• Basel III
• Vickers Report
• GSIFI’s
• Liquidity Issues
• IFRS changes
• Economic v Actual v Regulatory Capital

Case Study/Exercise.

Session 18: Reputational Strategies

• Image & Brand
• Reputational Risk Management
• Risk Appetite
• Corporate strategy
• Best Practice
• Hybrids

Case Study/Exercise.

Session 19: Putting it all into Place

• A corporate blueprint
• Getting it Right
• Getting it Wrong
• Changing direction
• When to say “no”
• The way forward