Overview

This eCourse consists of two modules. Module 1 provides an overview of the various products that banks, and some nonbanks, provide to corporate banking customers. Coverage includes an explanation of the factors that differentiate the various products in terms of how they meet customers’ banking needs, how they generate revenue, and how they create risk. Based on these characteristics, products fit into a number of different product categories, such as short- and longer-term finance, details of which are explained.

Module 2 provides an overview of corporate banking relationship management. It describes the role and responsibilities of relationship managers (RMs) when dealing with both new and existing customers, and how this is applied across customer groups. The module also covers portfolio performance measures and how reward structures influence RM behavior.

Objective

On completion of this course, you will be able to:
- Identify the characteristics that help determine the different corporate banking product categories
- Recognize the key features of funded credit products and how they differ from unfunded products
- Identify the range of noncredit products offered by corporate banking businesses
- Recognize the purpose of relationship management and the key elements of an effective relationship management process in a corporate banking environment
- Identify the role and responsibilities of relationship managers, including local and global RMs
- Define the measures used to assess the performance of a relationship manager’s portfolio

Content

Module 1: Corporate Banking Products - An Introduction
Topic 1: Overview of Corporate Banking Products
Topic 2: Funded Credit Products
Topic 3: Other Products

Module 2: Corporate Banking Relationship Management - An Introduction
Topic 1: Overview of Relationship Management
Topic 2: Role of Relationship Managers
Topic 3: Portfolio Management