OVERVIEW

Every day opportunities to increase sales and customer bases are missed by advisors, managers, branch staff, field sales, and customer service representatives. They fail to recognize and engage conversations that could lead to new business. The banks that have unlocked these skills in their teams are emerging as leaders. The rest just keep missing opportunities. Improve the business development skills of bankers, relationship managers, and branch staff so they consistently bring in new business from prospecting and uncovering needs to leading masterful sales conversations and closing new business.

The overall goal of this intensive workshop is to equip relationship managers with the analytic skills and understanding to enable them to act as strategic partners for their client banks in meeting capital, funding, investment and risk management needs.

WHAT YOU WILL LEARN

  • Anticipate client need by cultivating a better understanding of the key business and financial drivers of bank performance
  • Understand the changing economic, regulatory, risk management and accounting issues faced by banks and how they will shape bank strategy
  • Use a structured approach to spot potential business opportunities and identify the right questions to ask in client meetings
  • Recommend higher value added solutions for clients which incorporate capital markets, risk and portfolio management, financing and ALM product capabilities.

WHO SHOULD ATTEND

Relationship managers, coverage officers and other origination professionals in banks who wish to identify business opportunities with their client banks. This course is pitched at an intermediate to advanced level and assumes participants have a reasonable understanding of bank business models and products.

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Our Upcoming Trainings

SME Banking Masterclass
SME Banking Masterclass
Asset & Liability Management
Asset & Liability Management
Digital Banking Leadership
Digital Banking Leadership
Product Management and Development for Retail Banks
Product Management and Development for Retail Banks

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