Treasury Products for Relationship Managers: Cross-Selling FX & Hedging
Every client with an import bill or a floating-rate loan is carrying market risk — usually unhedged, usually unspoken. The relationship manager who spots the exposure before the client feels it opens a conversation no competitor is having.
Format
Classroom · Virtual
Upcoming sessions
Pick a session to applyADMISSIONS OPENThe programme
The bank’s richest source of treasury business is not the dealing room — it is the relationship manager facing the client. Yet most corporate and commercial RMs — not treasury specialists — leave FX and hedging revenue on the table: the products feel technical, the fear of a wrong word real. This two-day programme closes that gap without pretending to make RMs dealers. RMs learn to read a client’s business for exposure — import–export flows, foreign-currency borrowing, floating-rate debt, commodity-linked contracts; to open the conversation from the client’s numbers, not a product sheet; to explain forwards, swaps, options and deposits in plain, honest language, clear of mis-selling; and to know when and how to bring in the treasury desk for a seamless handover. This corporate treasury training for front-line bankers is a natural in-house booking: banks run it for entire RM teams so referral quality rises portfolio-wide. Delivered in English and French across the Middle East, Africa and Asia — Dubai, Nairobi, Lagos, Accra, Singapore — and live online.
What you will do
Who attends
Corporate and commercial banking relationship managers; SME and business banking RMs with importing or exporting clients; team leaders and segment heads who own cross-sell targets; and credit officers who want to understand the hedging conversation happening around their facilities. Deliberately designed for bankers who are not treasury specialists — no markets background is assumed — and most powerful when a bank runs it in-house for a whole RM team alongside its treasury desk.
Programme agenda
Built for the decisions no textbook prepares you for
I.Seeing the exposure
- Where FX and rate risk hides in a client’s business: imports, exports, currency debt, floating-rate loans
- Reading the financials for exposure clues an RM can act on
- What unhedged exposure does to a client’s margins — worked on realistic company cases
II.The products in plain language
- Forwards and FX swaps: fixing tomorrow’s rate today, and what that certainty costs
- Interest-rate hedging and deposits: taming the floating-rate loan, placing the surplus
- Options in one honest paragraph: insurance, premium and when they suit a client
III.Opening the conversation
- Starting from the client’s numbers, not the product sheet
- Questions that invite the client to describe the exposure themselves
- Role-played first conversations with structured feedback
IV.Staying on the right side of the line
- What an RM may explain and what only the treasury desk should present
- Mis-selling lessons the industry has already paid for — and how simple language prevents them
- Suitability basics: complexity matched to the client’s sophistication and need
V.The handover & the habit
- When to bring in the treasury desk — and the briefing that makes the joint call succeed
- Following the referral through: staying the relationship owner after the specialists arrive
- Building exposure-spotting into account reviews and call plans — the personal action plan
Frequently asked
Do relationship managers need a treasury or markets background?
No. The programme is deliberately designed for corporate, commercial and SME bankers who are not treasury specialists — no markets background is assumed. Forwards, swaps, options and deposits are explained in plain, honest language an RM can confidently repeat to a finance manager, well clear of the mis-selling line.
Will this course turn RMs into treasury dealers?
That is not the aim. RMs learn to spot FX and interest-rate exposure in a client’s business, open the conversation credibly from the client’s own numbers, explain the core products simply and safely, and bring in the treasury desk at the right moment — a warm, well-briefed handover the client experiences as service.
Can we run it in-house for our whole RM team?
Yes — that is how it works best. Banks book the programme in-house, tailored to the institution, for entire RM teams, often alongside their own treasury desk, so referral quality rises across the whole portfolio and exposure-spotting becomes part of account reviews and call plans.
How long is the programme and in which languages?
Two days, delivered in English and French across the Middle East, Africa and Asia — Dubai, Nairobi, Lagos, Accra, Singapore — and live online for teams that cannot travel. Dates follow a rolling calendar and are agreed on request; fees and group quotations are provided on enquiry.
Share this programme
Know the right person for this seat?Nominate a colleague →
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.
Open the dossier →
The Capability Arc™
Fix it · Advisory
Balance-Sheet Management — ALCO, ALM & FTP
ALCO, ALM and FTP that actually steer the balance sheet.
Automate it · Smart IT
BIZENIUS Accord
The licensed platform — 17 engines, Basel I to 3.1, on-premise.
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
Related programmes
Treasury Sales Masterclass: FX, Rates & Corporate Solutions
Four days that turn product-pushers into trusted advisers — reading the client’s underlying exposures, commanding the full product suite, structuring solutions that fit, and holding pricing conversations that grow wallet share without ever crossing the conduct line.
View programmeFinancial Markets Sales & Client Advisory
Three days on the craft of markets distribution — FX, rates and fixed income sold through a macro lens: building a view worth the client’s time, generating ideas that fit the mandate, and the post-trade service and conduct discipline that turn coverage into advisory.
View programmeFX & Interest-Rate Risk Management for Corporates
Two plain-spoken days for the corporate side of the hedge — identifying and measuring currency and rate exposure, understanding the instruments banks will propose, writing a hedge policy the board can own, and negotiating with banks as an informed equal.
View programmeBanking & Finance
Take the brochure with you.
One request — the full agenda, the faculty and the next cohort dates, sent personally by the admissions team.