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Our courses are intended for a global audience, with each one being completely customisable to suit the needs of the individuals it is being delivered to.

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  • Improving Client Relationship Management (1)

Improving Client Relationship Management (1)

  • Banking and Financial Markets, Management Skills
  • Duration: One day
  • Information

    This One – Day course is a highly practical course for bankers with responsibility for corporate client relationship management and sales who want to increase profitability and move up the value chain.

    By guiding attendees through the subtle process of understanding clients’ requirements and priorities, we will unlocks the decision-making process which can make the difference between static bank pool membership and the transition to top tier banking relationships. Attendees will learn how their clients think, how they see and assess their bankers, and how to develop best practice versus market practice, hence enabling your organisation to maximise its competitiveness.


    Session 1:

    Taking a walk on the client side - how attendees will benefit:

    • Unlocking new business potential and winning tenders

    • Selling on service rather than price - how to differentiate yourselves from your competitors

    • Identifying and capturing profitable opportunities your competitors never see

    • Understanding and successfully responding to the negotiating positions of your clients

    • Extending the depth and range of your client relationships - becoming a trusted advisor

    • Optimising client telephone contact and visits

    • Effective information gathering - the key to providing a proactive, innovative service

    • Repeating your success: profitable client retention

    • Overcoming hurdles - challenging traditional mind-sets that may be holding you back

    Session 2:

    Making the Programme results orientated:

    • Pre-programme briefing to ensure the course meets your strategic objectives - a ‘bespoke training solution’

    • Use of interactive presentations, case study rehearsals and role playing of real scenarios

    • Focus on listening skills and learning to read and react to signals

    • Presentation and negotiation skills - making sure they help, not hinder, relationship development

    • Individual follow-up, coaching and mentoring

    • Where appropriate, on-going input and monitoring via consultancy

    Session 3:

    Clients that will benefit from a tailored course of this genre:

    • Relationship managers

    • Money market and Forex traders with corporate client responsibilities

    • Capital markets and derivatives sales people

    • Cash management specialists

    • Credit, debt-structuring and leasing specialists with corporate client contact

    • From senior level to those just starting out - fortifying all links in the client management process!

    Course Close

    Register interest

    As every course we run is tailored to meet the specific needs of each client, we can only provide an estimate after fully understanding your specific requirements. Please complete the form below of call +44 (0) 208 894 4977 to discuss how Taylor Associates can help you.

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