Corporate Banking: Products, Strategies and Trends

Duration:
3 days
Location:
Prague, NH Hotel Prague
  • Defining Corporate Clients and Strategies
  • Corporate Growth Challenges
  • Standard Corporate Products
  • Specialist Products and Tools
  • Investment Banking and Structured Finance
  • Improving Returns and Revenue Maximisation
This three- day workshop course is designed to provide corporate banking specialists a practical, hands-on appreciation of what is really happening in the market at present. This course will assist delegates to identify real client needs and show them how to offer sensible solutions that work.

Learning Objectives

After attending this course a course attendee will be able to:
  • Understand corporate objectives and identify client needs
  • Understand and be comfortable with the wide range of corporate banking products
  • Advise & recommend appropriate strategies and investment banking solutions
  • Assess & evaluate different financing alternatives and valuation methodologies
  • Undergo the process of effective negotiation
Methodology

A combination of workshop style presentations using case studies and group discussions.

In each session the key product areas will be considered together with the types of client that they are most suitable for. Corporate Strategies will be considered and market trends discussed and reviewed.

Session 1: Defining Corporate Clients

  • Types of Corporate clients
    • Nature of segmentation
    • Know your Client
  • Small/medium/large caps
  • Client Requirements
    • Role of long term vs. short term finance
    • Realistic client expectations
    • Comparing requirements to the market
  • Developing the Relationship
  • Role of the Corporate Manager

Case Study/Exercise: Consider your own client list. Why and how would you target your key relationships?

Session 2: Corporate Strategies

  • Challenges
    • Dealing with uncertainty
    • Competitor vs. own strategies
    • The Global economy
  • Planning
    • Key role of planning
    • The planning horizon
  • Funding
    • Long terms vs. short term funding
    • Fixed vs. Floating
    • Contingency
  • Acquisitions & Mergers
  • Future Trends
  • Profit maximisation

Case Study/Exercise: What are the biggest challenges facing corporate clients in your sector. How can you help with these?

Session 3: Corporate Growth Challenges

  • Organic Growth
  • Mergers & Takeovers
    • How this changes finding requirements
    • Dealing with merging business units
  • Exponential Growth
    • Impact on the risk profile
    • Financing the fast growing corporate
  • Overtrading
  • Funding Needs
  • Liquidity Gap

Case Study/Exercise: What are the key challenges facing a corporate client during a period of rapid growth.

Day Two

Session 4: Standard Corporate Products

  • Financing needs
  • Bank debt, short, medium & long term
  • Bonds versus debt
  • Equity Capital
    • Advantages against bond finance
    • Advantages against debt finance
  • Structured Products
  • Financial Engineering
    • Role in corporate banking
    • Advantages to the customer
    • The moral risks
  • Financial instruments
  • Practical considerations

Case Study/Exercise: Consider a case study and advise the client how best to develop his short medium and long term strategy.

Session 5: Securing the bank debt

  • Balance sheet lending
    • The role of securing
    • The impact of pricing
    • Managing and pricing collateral
  • Debentures
  • Direct security
    • Property
    • Fixed and Floating charges
    • Guarantees
  • Indirect security
  • Term loan covenants
  • Other types of security

Case Study/Exercise: Using the same case study as above, calculate the security cover and options available to the bank.

Session 6: Specialist Products

  • Hybrids
    • The nature of the market
    • Which types of firm can use such instruments
  • Debt/Equity
  • Quasi equity
  • Debtor Finance – Factoring, Invoice discounting & forfeiting
    • The changing market
    • Advantages vs. disadvantages
    • Customer perception
  • International loans – medium & long term
  • Syndications
    • The changing market
    • The syndicated lender
    • The syndicated participants
    • Documentation

Case Study/Exercise: What are the key considerations when evaluating the various methods of structuring a corporate balance sheet and meeting specialist needs?

Day Three

Session 7: Investment Banking

  • Long term finance
    • The role of long term finance
    • The changing market
    • The types of long term finance
  • Venture capital
    • Venture capital arrange finance and the changing market
    • The nature of the industry
    • The role of venture capital
  • Project Finance
    • The changing market
    • PPP and PFI projects
    • Project timetables
    • Aligning finance to projects
  • Leasing
    • The nature of leasing
    • Finance and operating leases and rental
    • The advantages of leasing
    • The changing market
  • Structured finance
  • Leveraged finance
  • Risk/Reward considerations

Case Study/Exercise: What are the challenges in the long term finance market?

Session 8: Putting it all into Place

  • Banker/client relationship
  • Key negotiating skills
  • Revenue maximisation
  • Loss leaders
  • Relationship accounting
  • Improving returns
  • Developing the business.
  • When to say “no”

Case Study: How do you prevent competitors “cherry picking” your relationship clients?

Evaluation and Termination of the Course

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