Home > Training > Courses > Commercial Banking  
   
 
HIGH PERFORMANCE CLIENT MANAGEMENT FOR RELATIONSHIP MANAGERS
 
     
  Summary Description  
  High Performance Client Management (HPCM) is a dynamic program that focuses on creating a standardized approach and relationship management culture which fosters consultative selling and world class account management practices, targeting the generation of high value-added revenue opportunities for Commercial, Corporate and Investment Banking groups. Participants will leave the course with a relationship plan and review prepared for at least one top client, thereby putting theory immediately into practice.  
     
  Target Audience  
  Corporate relationship managers including selected middle market relationship managers, senior managers, product specialists, risk managers and analysts.  
     
  Main Topics  
 
Relationship planning: preparation, monitoring, and execution
Consultative Sales for relationship management teams
Analyzing relationship profitability and risk adjusted returns
Creating and delivering world–class relationship reviews
Sizing client potential ("wallet sizing"). Understanding wallet behavior
  Building wallet share
Becoming a Trusted Advisor to the client; the behaviors of top performers
Customer surveys—what do they tell us?
Building relationship and deal teams with product and risk partners
 
       
 
  Duration  
  2 days  
     
   
ABOUT US
Who we Are
Our Team
Vision and Mission
Clients
Global Reach
Partners
SPECIALTY AREAS
Retail & Consumer Banking
Commercial Banking
Corporate & Investment Banking
Wealth Management
Securities Industry
Transaction Banking
Risk Management
Sales & Relationship Management
Basel
Financial Institution Management
TRAINING
Overview
Courses
Delivery Formats
Training Methods
Traning Process
Training Values
Performance Approach
Post Training & Evaluation
Download PDF's
RISK CONSULTING
Overview
Consulting FAQs
Success Stories
 
NEWS FROM GENESIS
CONTACT US
Work with us
International Offices
Contact Form
 
 
 
HOME
 
SOCIAL MEDIA
Facebook    Linkedin
Media Clorians Comunicação