More corporate banks are finding ways digitally to differentiate themselves from the competition by reinventing their customer journeys. These responses to many customers’ needs for convenience and speed however must be balanced by the very nature of what the corporate banking business is about. Certainly, competition is coming from easy and cheaper financing sources with some offering very straight forward transactions. Nonetheless, the key role of relationship managers in corporate banking cannot be understated by such clients’ preferences. Customer journey must be enhanced by trusted advisors who take managing their accounts as not just addressing product or service needs, but also providing insights and expertise to guide them through risky market and business conditions internally. This course draws on the need for corporate bankers to build strategic thinking, relational positioning skills, and account management skills to lay hold and create business opportunities with their customers. These skills will lead to greater acquisition and retention rates and raise client lifetime value.

• Relationship Managers and Assistant Relationship Managers

Recommended for:

• Corporate Banking

• Learn to assess business opportunities within the nature of business in corporate banking through strategic thinking.
• Identify and create business opportunities through better account management concepts and practices.
• Build sustainable business success through raising personal competency as a trusted advisor.
• Develop customer acquisition strategies from existing customer segments.
• Conduct research to understand customer insights and profile new target customers characteristics
• Develop business growth capability through adopting key account management framework, to increase customer engagement rate, customer retention and revenue growth.

Business Opportunities in Corporate Banking

• Business Opportunities in Corporate Banking
• Opportunities in Corporate Banking Trends and Shifting Landscape
  • Corporate & Investment Banking in Asia
  • Applying Ansoff’s Products Strategy to Business Opportunities

Business Opportunities in the Existing Customer Accounts

• The Unchanging Nature of Account Management
• How Key Account Management Raises Business Growth Opportunities
• Why Relation-Model Always Works

Key Competencies & Business Opportunities

• Strategic Thinking vs Business Thinking
• Relational Building & Trust Equation
  • The Buy-Sell Scale
  • Becoming a Trusted Advisor

Client Acquisition in Expanding Business Opportunities

• Common Factors in Client Acquisition Strategies
• Segmentation as the Centre of Growth
  • Account Management & Segmentation
• Improving Retention – Improving Client Lifetime Value
  • How to apply a 3-P framework
  • Reinventing the Corporate Client Banking Journey
  • An Account Management Framework that Increases CLV & Retention