‘THE PERFECT RELATIONSHIP MANAGER‘

 10 – Days of intensive in-house training

 What are the timings?

 8:30 AM – 6:30 PM (10 hours)

 How can we summarize this course?

 All successful commercial banks rely heavily on Relationship Managers (RMs) to generate the bulk of the bank’s corporate and commercial business and this course offers extensive training in 3 key areas:

• Portfolio Management (Marketing & Profitability )
• Risk Management (Credit Structuring and Analysis )
• Monitoring Loans and House keeping (Maintenance)

 Course includes extensive daily testing leading up to certification by Gulfstone’s trainers

 What are the objectives of this course?  

• To learn and practice 3 important roles of a relationship manager

• To prepare credit proposals using 7 principles that get accepted by competent credit review committees

• To role play cross 5 selling-selling techniques to generate more income for the bank

• To manage relationships with customers using 6 techniques to establish a long term connection built on reliability and trust

• To ensure risk management requirements compliant with bank’s and the State Bank of Pakistan’s regulatory framework

• To prepare 8 detailed check lists for all actions required from a perfect relationship manager

• To discover 4 techniques that enable RM’s to structure loans appropriate for customers

• To practice 8 monitoring habits that ensure security of loan portfolio after funds disbursement

 A.      What topics does the course cover?

Portfolio Development

·                     Aggressive marketing of products and services

o                    core banking

o                    cross selling products

o                    networking

·                     Identifying target industries

·                     Identifying target customers

·                     Applying due diligence

·                     Loan requests from customers

·                     Understanding client reciprocities

·                     Analyzing and sizing client wallet

·                     Receiving targets

o                    core banking targets (lending, trade, deposits )

o                    cross-sell targets (treasury and fx , corporate advisory,

derivatives, consumer products, capital    markets, asset management etc )

o                    Income/ Profitability targets

      Quantitative (revenues, volumes, off-balance sheet)

      Ratios (reciprocities, ROFA, ROR)

·                     Leveraging customer relationships (referrals, vendor /supplier/dealer/buyer relationships)

·                     Maintaining  contacts ( at all levels ) for business development

 Risk Management

·                     Find purpose of loan facility

·                     Preparing credit proposals

o        analyzing historical performance and key ratios

o        vertical and horizontal analysis

o        preparing spread sheets and financial projections

o        analyzing cash flows , profitability and debt levels

·                     Structuring credit facilities

o        identifying requirements to fit customer requirements and banks

     risk appetite

o        match facilities levels/tenors with cash flows

o        match facility level / types with securities /collaterals

·                     Credit  write – up

o        Purpose

o        back ground 

              - nature of business , position in industry, management       structure, history and conduct of account, customer’s business model

o        comments on financial analysis

              - sales and profitability

              - balance sheet analysis

o        key risk and mitigants

o        critical success factors

o        projections

o        bank’s profitability from the relationship

o        conclusion/recommendations

·                     Ensuring customer meets Target Market / RAC’s

·                     Market checks / CIB

·                     Reviewing industry concentrations

·                     Determining ORR levels 

·                     Wining approvals

·                     Completing documentation

·                     Disbursing facilities

Monitoring and House keeping

·                     Visiting clients                                                                 

o                    Preparing call reports

·                     Visiting plants                                                        

·                     Inspecting stocks                                                  

·                     Drawing power (DP) calculations                              

·                     Monitoring insurance                                             

·                     Search Reports

·                     Evaluating collateral           

·                     Vetting legal documentation

·                     Following up on customers:                                            

o                    Repayments

o                    Periodic performance reports

o                    Business development

·                     Timely obtaining periodic customer performance reports

Monitoring industry conditions and business cycles