Corporate Banking: Products, Strategies and Trends Training Course

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Course Language

This course is delivered in Polish or English.

Course Code


Duration Duration

21 hours (usually 3 days including breaks)

Requirements Requirements

This is an advanced course so some knowledge of corporate finance and structured financial products and also of the banking/financial market would be an advantage.

Overview Overview


Despite the apparent demise of the “great” specialist investment banks, the services and skills of corporate and investment banking have neither been discarded nor have they disappeared. Both Goldman Sachs and Barclays Capital have proved beyond doubt that superb profits can be generated, IF you know what you are doing.


This three- day workshop course is designed to provide corporate finance specialists and those involved in corporate finance and planning with a practical, hands-on appreciation of what is really happening in the market at present. It is not enough simply being familiar with a glossary of terms as many services have simply been withdrawn. This course will assist delegates to identify real client needs and show them how to offer sensible solutions that work.


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

Course Outline Course Outline

Day One

Session 1: Defining Corporate Client Relationships

  • Types of Corporate clients
  • Small/medium/large caps
  • Client Needs
  • Client Requirements
  • Developing the Relationship
  • Role of the Corporate Manager

Case Study/Exercise.

Session 2: Why do Banks Lend on Large and Complex Deals?

  • Commercial considerations
  • Economic considerations
  • Business considerations
  • Global considerations
  • Risk/Reward considerations

Case Studies followed by debrief and discussion.

Session 3: What is the Current State of Corporate Banking?

  • The A, B & C list
  • Project Finance
  • Syndications
  • Corporate Products
  • Where is the growth
  • SWOT
  • Major Players
  • Strategic Goals

Case Studies followed by debrief and discussion.

Session 4: Corporate Strategies – The Next 5 Years

  • Challenges
  • Planning
  • Funding
  • Acquisitions
  • Mergers
  • Future Trends
  • Profit maximisation

Case Study/Exercise.

Session 5: Relationship Banking Strategies

  • How the big banks do it
  • Relationship functions
  • Strategic Partnerships
  • Relationship Bank Status – what does this mean
  • Strategic Partnerships
  • Large & Mid-Size Corporates
  • SME’s
  • Where is the growth
  • SWOT
  • Major Players
  • Strategic Goals

Case Studies followed by debrief and discussion.

Session 6 Corporate Banking Growth Challenges

  • Organic Growth
  • Mergers
  • Takeovers
  • Exponential Growth
  • Overtrading
  • Regulatory Restraints
  • Funding Needs
  • Liquidity Gap

Case Study/Exercise.

Day Two

Session 7: Assisting The Large Corporate/Project Business Cycle

  • What is the business cycle of a client, deal, project
  • Identifying what the customer needs, not just what they want
  • Matching products/structures to needs
  • Short, medium & long term lending
  • Project finance
  • The payback period – assessing the borrowers capacity for debt

Case studies followed by debrief and discussion.

Session 8: Lending Refresher for Complex Lending

  • Definitions & basic lending principles
  • Lending policies, lending strategies, lending systems
  • Data/information collection
  • Approvals & security
  • Drawdowns – funds release
  • Management & monitoring system

Case Studies followed by debrief and discussion.

Session 9: Assisting With Fixed Capital Needs of Large Corporate Clients

  • Business plans, budgets and project plans
  • Core and non core processes & assets
  • Gearing. Leverage and debt capacity
  • Matching finance to repayment patterns
  • How can banks help
  • How do they help
  • Future strategies

Case Studies followed by debrief and discussion.

Session 10: Supporting Working Capital Needs of Major Specialist Clients

  • Permanent, temporary or structural working capital
  • How much is enough
  • The working capital cycle
  • Manufacturing, Trading, Construction, Infrastructure
  • Energy & Gas, Power & Telecoms
  • Working capital term loans and revolvers

Case Studies followed by debrief and discussion.

Session 11: The Marketing & Development Platform

  • Grading & Segmentation
  • Relationship Banking Structures
  • The CRM Function
  • Report lines
  • The role of Regional & Area functions
  • Discretionary powers
  • Oversight & supervision

Case Study/Exercise.

Session 12: Developing Corporate Products for Major Specialist Clients

  • Financing needs
  • Bank debt, short, medium & long term
  • Bonds versus debt
  • Equity Capital versus bonds, versus debt
  • Structured Products
  • Financial Engineering & Financial instruments

Case Study/Exercise.

Session 13: Trade Finance – a Key Target Area

  • Why is this valuable
  • Products
  • Import products
  • Export products
  • Bonds, guarantees & Indemnities
  • SBLC’s
  • Advice and specialist help
  • Forex
  • The specialist CRM function
  • NEW Structured products
  • Forfaiting
  1. Reverse Factoring
  2. Financing needs
  3. Financial Engineering & Financial instruments

Case Study/Exercise.

Day Three

Session 14: Private Banking & Wealth Management – A key target area

  • The role of PB in corporate banking
  • Defensive versus aggressive strategies
  • The four stages
  • Trusted advisor
  • Wealth Management
  • The client life cycle
  • The specialist CRM function

Case Study/Exercise.

Session 15 Investment Banking

  • Long term finance
  • Venture capital
  • Project Finance
  • Leasing
  • Structured finance
  • Leveraged finance
  • Risk/Reward considerations

Case Study/Exercise.

Session 16: Developing Specialist Products

  • Hybrids
  • Debt/Equity
  • Quasi equity
  • Debtor Finance – Factoring, Invoice discounting & forfeiting

Case Study/Exercise.

Session 17: The Regulatory Threats/Challenges

  • Basel III
  • Vickers Report
  • GSIFI’s
  • Liquidity Issues
  • IFRS changes
  • Economic v Actual v Regulatory Capital

Case Study/Exercise.

Session 18: Reputational Strategies

  • Image & Brand
  • Reputational Risk Management
  • Risk Appetite
  • Corporate strategy
  • Best Practice
  • Hybrids

Case Study/Exercise.

Session 19: Putting it all into Place

  • A corporate blueprint
  • Getting it Right
  • Getting it Wrong
  • Changing direction
  • When to say “no”
  • The way forward

Guaranteed to run even with a single delegate!
Public Classroom Public Classroom
Participants from multiple organisations. Topics usually cannot be customised
From 5206PLN
Private Classroom Private Classroom
Participants are from one organisation only. No external participants are allowed. Usually customised to a specific group, course topics are agreed between the client and the trainer.
Private Remote Private Remote
The instructor and the participants are in two different physical locations and communicate via the Internet
From 15200PLN
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The more delegates, the greater the savings per delegate. Table reflects price per delegate and is used for illustration purposes only, actual prices may differ.

Number of Delegates Public Classroom Private Remote
1 5206PLN 15200PLN
2 4258PLN 9255PLN
3 3942PLN 7273PLN
4 3784PLN 6283PLN
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