Monitoring the existing client while seeking cross-sell opportunities
With banks looking to achieve double-digit growth, relationship managers must continue to find business opportunities while at the same time managing portfolio credit quality. Today's relationship manager must be a generalist, with knowledge of all areas of financial services. Equally important are sales and customer service skills as well as an understanding of credit and corporate finance.
The number and sophistication of financing techniques available today have outpaced the understanding of many CEOs, who don't always know how to apply them in meeting strategic goals. These executives must find ways to ensure that their companies' financing and operating strategies work together in a comprehensive, integrated way to enhance shareholder value. The best source for this guidance is the relationship manager.
The CEO of today is seeking a financial institution and relationship manager who can:
- Provide traditional banking services
- Offer a broad array of capital-raising capabilities
- Deliver expertise in the application of financing techniques and problem solving
This means that the relationship manager must be a solutions-oriented knowledge intermediary, with an understanding of the competitive demands that clients face and an ability to ensure a high-quality and profitable portfolio for the bank.
RMA's one-day course Relationship Management Skills for Commercial Lenders has been developed to help relationship managers gain this diverse set of skills.
Who will benefit?
This course is for loan officers, credit analysts, and anyone with commercial lending authority.
- Identify clients' operating and financial strategies and find appropriate products and services to help them execute these strategies.
- Use the results of credit risk analysis to determine whether the company's strategy is destroying or enhancing shareholder value.
- Identify the factors in client management that create profitability for the bank.
- Develop a proposal to address the company's operating and financial strategies and ensure an appropriate rate of return for the bank.
This course assumes participants have well-established skills in financial statement and cash flow analysis as well as loan structuring. Participants are required to bring a financial calculator to class. The open enrollment version of this course requires the participant to complete a pre-course assignment that should take approximately one hour. The case study focuses on an existing client and determining what changes in the business and industry environment require a restructuring of the relationship's terms and conditions as well as associated pricing.
All scheduled dates for this event are listed below. If there are no dates listed we do not currently have this event scheduled.