• Name
    Corporate and Commercial Banking for Relationship Managers
  • Details

    Most banks distinguish their client relationships between consumer banking relationships and corporate and commercial banking relationships. This distinction recognizes the inherent difference in the needs of the customer and the types of banking services rendered and loans made.  A car loan or home mortgage is treated differently from a multimillion-naira loan to a large corporation or to a government. Because of the sophistication of the modern financial industry, however, consumer banking is involved in much more than retail and small loan administration, and corporate banking is involved in more than the securing and administration of large loans.

     Relationship management is all about delivering what the client's business needs, when they need it. The distinction helps the relationship manager focus so that he/she can  gain an in-depth insight into the client's business and be proactive in forseeing issues likely to affect the clients business as well as anticipate client's needs and provide timely solutions.

     This course will equip your participants with the skills to understand the needs of large corporate organisations, the corporate and commercial banking products available to them and the strategies for meeting client's needs.

     For Whom

     This course is designed principally for relationship managers and banking executives who are involved in client relationships be they from Corporate and Commercial Banking, Credit and Lending, Trade Finance, Treasury and Corporate Finance.


    The training approach shall be modular, interactive, hands-on and will involve tutorials, presentations, case studies, role plays and practical exercises.


  • Outline



    ·      Overview

    ·      Understanding the client's business life cycle

    ·      Understanding the clients cashflow and working capital cycle

    ·      Linking business strategy to life cycle and cashlow/working capital cycle

    ·      Meeting the client's needs by offering the right corporate and commercial banking products and services.


    Module 1 – Cash and Transaction banking products and services

     ·      Relating Working Capital Cycle in a company to Receivables, Payables and Liquidity management services offered by a bank.

    ·      Non Cash Payments: Types and components of non cash payments, Payment instruction and

        transfer of funds

    ·      Players in the Payment System - Payer, payee, payer’s bank & payee’s bank Concepts & Term

        used in the World of Payment Systems: Concept of clearing, clearing house & its function,

        Settlement, Settlement bank, Correspondent bank, Nostro & Vostro account, On-us andOff-us.      

    ·      Other liquidity products: A discussion of features available for large corporates


    Module 2 -  Credit and Financing products and services


    §  Classification of Credit and Financing Products: Categorisation of Products by basis term, security and purpose. This helps in understanding how banks structure these products for clients.

    §  Working Capital Loans: Types of Working Capital Loans; computing a company's working capital needs.

    §  Capital Expenditure (Capex) Loans and Project Finance

    §  Capex Loans as a generic product, and how these are disbursed. Types of Capex loans such as Maintenance Capex, Refinancing existing Term Loans, etc.

    §  Bridge Loans: Its relationship with Capital Market Exposure (direct & indirect).

    §  Real Estate Exposure: A discussion on Real Estate exposure.

    §  Lease Finance: Knowing when a lease is preferable to a loan.

    §  Relating the industry and sector analysis to the financing needs of the corporate

    §  Project Finance: A brief description on the key industrial sectors where project finance occurs and key characteristics related to Project Finance (its structure, Risk Capital etc.).


    Module 3 -  Foreign Exchange products and services

     ·         Relating the corporates' business needs to its forex needs and the banks forex products.

    ·         Features of the forex market: 24 hour market and market data

    ·         Market Participants: Authorized dealers, Corporates, Brokers and Central Bank

    ·         Foreign Exchange Fundamentals:  Base currency, Quoted currency, currency pairs, Quotation style - direct, indirect

    ·         Market Segments: Interbank, Commercial, Features and conventions

    ·         Market Types: Spot, Forward and Swap markets

    ·         Market Arithmetic: Spot market arithmetic, Forward market arithmetic and Swap market arithmetic

    ·         Exchange Rate: - Economics: Purchasing Power Parity (PPP) and Balance of payments


    Module 4 -  Trade Services

     Relating the client's business to local and international trade.

    • Introduction to Trade: Why do countries and businesses trade? Risks in International trade. Trade documents, Trading terms and how they help in international trade?
    • Types of Trade Transactions: Advance payment Open account trading, Documentary collections types, Risk for various parties involved
    • Bills for Collection: Import and Export
    • Letter of Credit: Parties in a LC transaction, Additional parties to the LC process Discrepant documents, LC Clauses. LC Amendment. Issuance & Settlement. Types of LC's
    • LC Case Study: Practical example
    • Trade finance for exporters: Pre Shipment Finance, Post Shipment Finance LC, Bill Discounting , Factoring, types of factor arrangements,
    • Trade finance for importers: Buyers’ Credit, Suppliers’ Credit
    • Bank Guarantees: Various types of bank guarantees Risk Perspective


  • Duration Four Days
  • Fee =N= 175,000.00
  • Inplant YES
  • Classroom YES
  • Online NO

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Corporate and Commercial Banking for Relationship Managers

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