About the Course

Corporate banking relationships increasingly compete on advisory value and tailored solutions, not just pricing, requiring relationship managers with strong credit, product and commercial skills.

This programme covers corporate banking products, credit and cash management solutions, relationship management strategy, sector-based lending, and cross-selling across the corporate banking value chain.

Participants leave with a corporate account plan, a cross-sell opportunity map and a relationship management playbook.

Target Participants

Corporate relationship managers and account officers, Corporate credit and cash management staff, Business development managers serving corporate clients, Sector and industry banking specialists, Product and solutions specialists supporting corporate teams, and bank executives responsible for corporate banking strategy.

What You Will Learn

By the end of this course, participants will be able to:

• Analyse the corporate banking value proposition and client needs.
• Evaluate corporate lending, trade and cash management products.
• Develop corporate account plans aligned with client strategy.
• Apply sector-based lending and industry analysis to corporate credit decisions.
• Design cross-selling and relationship deepening strategies for corporate clients.
• Assess corporate credit risk and covenant structuring.
• Manage corporate client relationships through the credit and business cycle.
• Prepare a corporate relationship management and account planning framework.

Course Duration

• Classroom – 5 Days
• Online – 7 Days

Course Outline

Foundations of Corporate Banking

• Corporate banking basics
• Corporate vs SME vs retail banking
• Corporate banking value chain
• Market structure/competition
• Corporate banking trends

Understanding the Corporate Client

• Client segmentation
• Industry/sector analysis
• Understanding client strategy
• Stakeholder mapping
• Building client insight

Corporate Lending Products and Structures

• Term loans/facilities
• Working capital finance
• Syndicated lending basics
• Structured and project finance overview
• Product selection

Corporate Credit Risk and Covenant Structuring

• Corporate credit assessment
• Financial statement analysis for corporates
• Covenant design
• Security/collateral
• Credit approval process

Cash and Treasury Management Solutions

• Cash management products
• Liquidity/pooling solutions
• Payments and collections for corporates
• Treasury advisory
• Cross-selling treasury products

Trade Finance and International Banking for Corporates

• Trade finance products for corporates
• Structuring trade solutions
• Cross-border banking needs
• Correspondent network use
• Foreign exchange solutions

Sector-Based Lending and Industry Analysis

• Sector risk profiling
• Industry-specific lending considerations
• Sector case studies
• Portfolio concentration management
• Emerging sector opportunities

Relationship Management Strategy for Corporate Banking

• Relationship management models
• Account planning methodology
• Client review cadence
• Managing multi-product relationships
• Escalation/issue management

Cross-Selling and Deepening Corporate Relationships

• Identifying cross-sell opportunities
• Coordinating with product specialists
• Bundled solution design
• Pricing for relationship value
• Measuring share of wallet

Managing Corporate Relationships Through the Credit Cycle

• Early warning signs
• Managing distressed relationships
• Restructuring conversations
• Exit strategies
• Building long-term resilience

Practical Outputs

• Corporate account plan
• Cross-sell opportunity map
• Relationship management playbook
• Sector lending risk profile template
• Corporate credit structuring checklist

Training Approach

Combines corporate case studies, account-planning workshops and role plays on client conversations, culminating in a personal corporate relationship management action plan.

Organizational Benefits

• Improved corporate relationship management and client retention
• Increased cross-selling and share-of-wallet growth
• Stronger corporate credit risk assessment capability
• Improved sector-based lending decision-making
• Enhanced coordination between relationship managers and product specialists
• Better management of corporate relationships through economic cycles

Certification

Participants who successfully complete this course will receive a Certificate of Course Completion from Devimpact Institute, recognizing the knowledge, practical skills and competencies developed through the programme.

Tailor-Made Course

This course can be customized and delivered as an in-house programme to address the specific policies, systems, sector context and capacity-development priorities of an organization. The course duration, modules, case studies and practical exercises may be adjusted following a training needs assessment.