Managing Client Relationships, Sales & Business Development Masterclass
Sales and relationship management for customer-facing lenders — uncovering the client’s real need, keeping control of the sales cycle and turning contact into confirmed business.
Format
Classroom · Live Virtual
Upcoming sessions
Pick a session to applyADMISSIONS OPENThe programme
Lenders lose deals less often on price than on conversation: the need was never properly uncovered, the meeting drifted, control of the sales cycle quietly passed to the other side of the table. This masterclass is built for customer-facing lenders who want a sharper business development plan and a self-aware, flexible communication style that gets to what the client actually needs. The cohort works through the rules of likeability and persuasion, building trust through openness, running sales meetings clients want to be in, and the negotiation techniques that keep the lender in control from first contact through after-sales relationship management — including winning formal and informal tenders and beauty parades.
What you will do
Who attends
- Heads of department and business development teams
- Relationship, account and retail managers
- SME and digital banking teams
- Product management, client service and marketing professionals
- Credit writing, collection and recovery teams
Programme agenda
Built for the decisions no textbook prepares you for
I.The psychology of the sale
- The rules of likeability, used to your advantage
- Applying the rules of persuasion
- Building trust by opening up about yourself
II.Understanding client need
- A self-aware, flexible communication style
- Holding engaging conversations with clients
- Communication strategies that build the relationship
III.Winning the business
- Running great sales meetings
- Creating compelling responses to client need
- Negotiation and control through the sales cycle
- Winning formal and informal tenders and beauty parades
IV.Relationships that last
- After-sales relationship management
- Turning potential opportunities into confirmed business
- Building long-term, high-value client relationships
Frequently asked
Do these programmes cover the Basel III final reforms and the ICAAP/ILAAP cycle?
Yes. The BIZENIUS banking curriculum is built around the Basel III endgame, ICAAP, ILAAP, IRRBB, IFRS 9 provisioning, stress testing and BCBS 239. Participants leave able to quantify the output floor on their own portfolios, write capital and liquidity documents that withstand supervisory review, and defend the numbers to their board.
Are the programmes adapted to regional supervisors such as SAMA, CBUAE or BCEAO?
Casework is built around supervisory documents rather than textbook theory, and faculty include former practitioners who have sat on both sides of an examination. Programmes address the questions SAMA, CBUAE, BCEAO and other home regulators actually put to the desk, and an in-house edition can be tailored to a single jurisdiction.
How do I secure a seat on a banking programme?
Apply for a seat or request the brochure from the programme page. A senior practitioner — not a sales team — responds within one business day, and the brochure arrives with that reply. BIZENIUS runs on enquiry: there is no online checkout.
Can a programme run in-house for our bank?
Every BIZENIUS programme can be delivered in-house, tailored to your balance sheet, your regulator and your data, in English or French. Many institutions start with an open cohort, then commission a private edition for the wider team.
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In their words
Knowledge transfer, emphasised throughout
“We worked with BIZENIUS for our Fresh Graduates Programme — they are simply amazing. Knowledge transfer and practical learning were emphasised throughout.”
Kuwait Investment Authority
From the Mandate Record
Mandate № 01 · Africa
The training programme that became national regulation
What the team mastered, the regulator wrote into the rulebook.
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The Capability Arc™
Fix it · Advisory
Advisory & Consultancy
A senior bench across risk, treasury and regulation.
Learning is one point on the Capability Arc. Many institutions pair this programme with the advisory engagement — and automate what the framework demands.
Teams from these institutions train with BIZENIUS
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Take the brochure with you.
One request — the full agenda, the faculty and the next cohort dates, sent personally by the admissions team.