Executive Certificate in Corporate Relationship Management Module 4: Client Relationship Management

Finance & Investment
Innovation & Business Improvement

Next Intake: 17 Mar 2025 (Mon)

Basic
SkillsFuture
Short Courses
This module is part of Executive Certificate in Corporate Relationship Management

This module is conducted in-person.

Next course starts on

17 Mar 2025 (Mon) See Full Schedule

Fee

SGD3,270* (as low as SGD1,170 after maximum funding) Learn More

Duration

3 days
Weekdays (9am - 5pm)

Assessment on Day 4 (9.15am - 10.45am)

Level

Basic

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

Relationship managers play a crucial role in banks and other financial institutions as they help to boost customer satisfaction levels and generate more revenue for the company. Not only do they require a strong understanding of their products and policies, but they also need good interpersonal skills to help them develop effective and long-lasting relationships with customers.

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

Singapore Citizen ≥ 40 years old

$1,170²

International Participant

$3,270

(No Funding)

$3,270

(No Funding)

All prices include 9% GST

¹50% IBF-STS funding for Singapore Citizens and Permanent Residents
²70% 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.