High Performance Client Management for RMs

You will develop a standardized approach and relationship management culture which fosters consultative selling and world class account management practices.

Description

We will target the generation of high value-added revenue opportunities for commercial, corporate and investment banking groups. You will leave the course with a relationship plan and review prepared for at least one top client, thereby putting theory immediately  into practice.

Topics covered include:

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 and 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

Methodology

Presentations, role plays, case studies, relationship plans, group work and classroom discussion

Target Audience

Corporate relationship managers including selected middle market relationship managers, senior managers, product specialists, risk managers and analysts

Available Languages

English, Mandarin, Portuguese, Spanish

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