Executive Certificate in Corporate Relationship Management Module 4: Client Relationship Management
- Finance & Investment
- Innovation & Business Improvement
This module is conducted in-person.
3 Full days (Weekdays)
Assessment on Day 4 (9.15am - 10.45am)
Who Should Attend
- Assistant Relationship Managers or Relationship Management Associates
- New hires supporting the corporate banking function
- Aspiring individuals who are keen to pursue a career in the corporate banking industry
- Trade finance, cash management, credit personnel who require deeper understanding of the corporate lending function
- Banking professionals supporting the corporate banking department such as legal and compliance, IT, risk and audit
PREREQUISITES
There are no prerequisites for this programme. Prior knowledge on any of the topics is not required.
Overview
This module looks into building knowledge and competencies in business development, product advisory, customer relationship and stakeholder management with corporate banking clients. Participants will gain familiarity with the sales process, market and competitor data analysis, and learn how to identify and articulate the bank’s products and services to address the requirements of clients. They will acquire an understanding of negotiation, communication and the process involved in managing internal and external relationships, and also pick up conflict resolutions skills and techniques that are needed to win new business.
This module is stackable towards a certification for the role of Assistant Relationship Manager/ Relationship Management Associate.
Learning Objectives
At the end of the 3-day module, participants will be able to:
Perform sales activities for assigned clients or accounts following a standard process and execute day-to-day administrative activities for sales
- Apply negotiation skills and techniques and document negotiations
- Support business development pitches through the use of market data analysis and presentation
- Provide recommendations on potential products or service offerings to organisations
- Identify potential products that can meet customer needs and communicate details and functions of products effectively to customers
- Maintain good working level relationships and build trust with relevant stakeholders to support project implementation activities
Topic/Structure
Product Development & Marketing
- Product development process
- Product types and classification
- Process to identify requirements
- Examples of product/channel needs by customer segments
- Competitor research
- Methods of data presentation
- Promotion activities
- Providing advice on products
Stakeholder Management
- Stakeholder analysis
- Benefits of stakeholders’ analysis
- Conflict resolution
Sales Process, Documentation & Administration
- Sales process
- Sales proposal development
- Sales documentation and administration
Customer Feedback
- Methodologies to collect feedback
- Feedback management policies
- Data protection related to feedback collection
Business Negotiations
- Business negotiation objectives
- Roles and responsibilities of the negotiation team
- Context of negotiation
- Negotiation process
- Principles of negotiation
- Social and cultural differences which may affect negotiations
- Precedents in past negotiations
- Interpersonal skills
- Summing up
Assessment
As part of the requirement for IBF-STS accredited courses, there will be an assessment conducted at the end of the course. The mode of assessment, which is up to the trainer’s discretion, may be an online quiz, a presentation or based on classroom exercises.
Participants are required to attain a minimum of 75% attendance and pass the associated assessment in order to receive a digital Certificate of Completion issued by Singapore Management University.
Fee Table
PARTICIPANT PROFILE
| SELF-SPONSORED
| COMPANY-SPONSORED |
Singapore Citizen < 40 years old
Permanent Resident
| $1,7701 | $1,7701 |
Singapore Citizen ≥ 40 years old
| $1,1702 | $1,1702 |
International Participant
| $3,270 (No Funding)
| $3,270 (No Funding)
|
All prices include 9% GST
1 50% IBF-STS funding for Singapore Citizens and Permanent Residents
2 70% IBF-STS funding for Singapore Citizens aged 40 years old and above
For more information, you may refer to this link.
Note: Fees may be subject to change, according to prevailing funding terms and conditions from the Institute of Banking and Finance Singapore (IBF).
Please note that the programme fees are subject to change without prior notice.
IBF - STS Funding (For courses commencing from 1 Jan 2023 onwards)
Standards Training Scheme
IBF-STS Funding of 50% is available to eligible institutions and qualified individuals, subject to meeting the attendance requirement and passing of assessment. The IBF-STS funding is subject to a cap of S$3,000 per participant per programme.
Singapore Citizens aged 40 years old and above will be eligible for 70% co-funding of direct training costs.
The IBF Standards Training Scheme (IBF-STS) provides funding for training and assessment programmes accredited under the Skills Framework for Financial Services. It is applicable for both Company-Sponsored and Non Company-Sponsored individuals.
Click here for more details.
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