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Apr, 9, 2007 News Release Main Page
Genesis launches new High Performance Client Management Program
 

Boston, April 9, 2007 - Genesis is pleased to announce the design of a new program focusing on the development of client management skills for relationship managers and other client-facing staff in financial institutions. The initial seminar of High Performance Client Management is being delivered to the Corporate and Investment Banking team of a large Latin American financial group.

The program aims at creating a disciplined approach to account planning and relationship management, using consultative selling and world-class account management practices. The ultimate objective is the generation of high value-added revenue opportunities with clients. Topics covered in the program include: consultative sales; account planning, preparation, monitoring and execution; analyzing account profitability and returns; creating and delivering world-class relationship reviews; and building relationship and deal teams with product and risk partners.

The High Performance Client Management Program will be headed by Senior Consultant, Lorraine A. Montero. Lorraine has developed her client management expertise of over 30 years as an executive and sales-force manager in major financial institutions including Citigroup, Bank of America and CIBC World Markets.

“After a long period of internal focus due to the regulatory environment, many financial institutions are once again looking outward to the client and revenue generating opportunities” says Lorraine Montero. “As clients become more demanding and competition increases, it will be critical for financial institutions to have a disciplined approach to relationship management and client coverage.”

High Performance Client Management will be customized to the needs of each financial institution, with emphasis on making sessions interactive, and creating real-life situations through case studies, role plays and simulations.

Genesis can also incorporate client management seminar modules into its multi-day risk programs for institutions that need to promote among their executives advanced relationship management skills along with a solid understanding of risk management practices.

 
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