Retail Banking – Introduction



£ 3001-4000


  • Type


  • Methodology


  • Class hours


  • Duration

    3 Days

  • Start date

    Different dates available

Retail banking offers a huge range of services to a wide variety of clients and the skills needed to operate and run a retail banking operation remain many and varied.

The recent liquidity crisis has added additional challenges and will change some banking practices permanently. As clients, shareholders and regulators seek reassurance that their institution is soundly based, the need for up to date skills has never been greater.

This introductory level course provides delegates with an introduction to retail banking in all its elements and is designed primarily to help recent employees and/or delegates moving into retail banking for the first time to improve their knowledge and understanding of how retail banks function. Using a mixture of structured lectures, delegate discussions and practical case studies, delegates will improve their skills by direct learning, through group discussions and by sharing their own experiences as well as those of the expert trainer.

This programme is designed for those with either limited or no experience in retail banking as well as those who feel in need of a refresher in order to further advance their knowledge and understanding.

This course can be delivered in-house for a team of people.

For further information about the course, trainer or to request a quote, please contact the center.



Start date


Start date

Different dates availableEnrolment now open

About this course

A working knowledge of retail banking would be helpful but is not essential.

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  • Retail Banking
  • Banking
  • Client Base
  • Personnel
  • Account Opening Procedures
  • Lending Products
  • Documentation
  • Insurance
  • Wealth Management
  • Secured Lending

Teachers and trainers (1)

Former  Practitioner

Former Practitioner

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Course programme

Course Content:

Session 1: Review

Objective: Setting out the basics

  • What is a bank
  • The role of banks
  • Type of banks
  • Client base
  • Services
  • Personnel
  • Economies of scale
  • Management structure
  • Regulation & reporting
  • Shareholders expectations

Session 2: Deposit Taking & Savings Products

Objective: To understand deposit and savings products

  • What is a deposit?
  • Why do banks need deposits?
  • Current, Short, Medium & Long Term Deposits
  • Pricing & advertising
  • Retail Deposits & Business Deposits
  • Savings Products
  • Money laundering constraints & know your customer
  • Deposit protection

Exercise: What is the main difference between current, deposit and fixed term accounts? Which is the most attractive to the bank and why?

Session 3: Account Opening Procedures

Objective: To understand what basic steps are required when opening accounts

  • Know your customer requirements & money laundering
  • References & Introductions
  • Documentation
  • Current/checking accounts
  • Deposit/savings Accounts
  • Personal Accounts
  • Business accounts
  • Corporate accounts
  • Banks duty of secrecy

Exercise: You are asked to open a checking account for a new personal client. What references will you need? What paperwork is required? Do you have to meet the client in person? Why?

Session 4: Lending Products

Objective: To understand the different types of lending products

  • Overdrafts & loans
  • Medium & Longer Term Finance
  • Asset finance (including Vehicles, Plant, Machinery etc)
  • Leasing
  • Mortgages
  • Personal Lending
  • Business Lending
  • Corporate Lending

Exercise: What is the most common form of lending at your bank? Why is this?

Session 5: Other “Non-Funds” Based Retail Banking Services

Objective: To understand the different types of services available from a retail bank in addition to deposits and loans

  • Safe Custody
  • Forex
  • Travel Facilities
  • Dealing Services
  • Executor & Trustee services
  • Investment Management
  • Dealing/Broking Services
  • Insurance
  • Private Banking
  • Wealth Management
  • Trade Finance
  • Money Transmission Services

Exercise: All Retail Banks seek to boost earnings by selling additional services. What is being targeted by your branch/department? How successful have you been? What would you change, if anything?

Session 6: The Basic Principles of Lending

Objective: To consider basic lending skills

  • People skills
  • Secured lending
  • Loan to value calculations
  • Unsecured lending
  • Loan authorisations
  • Funds release procedures
  • Control of lending
  • Regulatory considerations

Exercise: What is the most important consideration when granting or assessing a loan? What is the least?

Session 7: Introduction to Credit Analysis

Objective: A first look at bank credit analysis.

  • What to look for
  • Budgets & Forecasts
  • Track Record
  • Sector & Segment Considerations
  • Security
  • The Credit Appraisal Process
  • Applying to the Credit Committee

Exercise: You have been approached by a good and valued client who is looking to take on a major commitment. You know they will need some bank debt. What do you want them to produce prior to a meeting to discuss this?

Session 8: The Basics of Risk Management

Objective: To consider the usual risks facing a retail bank.

  • What is risk
  • Types of banking risk
  • Monitoring & control
  • Branch/Unit security
  • Reports, limits, excesses
  • Risk control

Exercise: What are the biggest risks facing your department? How are these monitored? How are they managed?

Session 9: Introduction to Debt Collection and Recovery Procedures

Objective: Understand why loans go wrong and what to do about it.

  • Why loans go wrong
  • The five usual reasons.
  • Other reasons
  • Cant pay or wont pay
  • Early warning signs and how to spot them
  • When to act

Exercise: To suit group requirements.

Session 10: Sources of Funding – The Basics

Objective: An understanding of funding sources available to a retail bank.

  • Current, Deposit and term accounts
  • Money markets
  • Savings & investment products
  • Inter bank markets
  • Commercial paper
  • Liquidity crisis issues

Exercise: Liquidity is the key to managing any retail bank successfully. What are the key risks in this area?

Session 11: Distribution Channels – The Basics

Objective: How to operate a retail banking operation and the role of technology

  • Distribution Channels
  • Branch network
  • Other organisations
  • Internet

Exercise: To suit group requirements

Section: 12 – Technology – The Basics

  • Importance
  • Cost
  • Client requirements
  • Management requirements
  • Regulatory Requirements
  • Civil Service model

Exercise: Consider what minimum distribution channels are needed in your organisation.

Exercise: Consider what minimum technology is needed in your organisation.

Session 13: A Brief Look at the Banking Crisis

  • What is it
  • What caused it
  • When will it subside
  • How will it affect your organisation
  • Consequences for retail bankers

Session 14: The Future of Retail Banking

Objective: To consider the possible ways forward for the sector

  • Traditional Definitions
  • Generalists versus specialists
  • “Big Bang” theory and retail deposits
  • Delivery mechanisms
  • Costs versus service
  • Retail outlets options
  • Telephony
  • Internet banking
  • All inclusive banking
  • Microfinance

Exercise: If you could design your own retail bank, what would it be like? Could you make this model commercially viable?

Session 15: Summary & Group Forum

Retail Banking – Introduction

£ 3001-4000