CERTIFICATE IN RELATIONSHIP MANAGEMENT FOR CORPORATE & SME BANKERS
Mastering Client Engagement, Portfolio Growth, and Risk Management in Business Banking
Course Schedule
| Date | Venue | Fees (Face-to-Face) |
|---|---|---|
| 23 – 27 Jun 2025 | Dubai, UAE | USD 3495 per delegate |
Course Introduction
In an increasingly competitive and digitized banking environment, relationship managers play a pivotal role in sustaining client loyalty, deepening wallet share, and delivering advisory-driven solutions. This intensive training program is designed to equip Corporate and SME bankers with the strategic tools, sales techniques, and credit insights needed to effectively manage client portfolios and drive business growth.
Participants will gain skills in relationship mapping, financial needs analysis, structuring credit facilities, managing risk, and cross-selling value-added solutions. The program blends customer-centric strategies with technical banking know-how, helping bankers deliver measurable impact and sustained client trust.
Course Objectives
By the end of this course, participants will be able to:
• Develop and execute client engagement strategies across corporate and SME segments
• Conduct effective financial needs analysis and structure customized banking solutions
• Strengthen credit evaluation and portfolio risk management practices
• Build relationship plans that drive retention and share-of-wallet growth
• Balance business development with compliance, ethics, and service delivery
Key Benefits of Attending
• Gain a structured approach to managing banking relationships across segments
• Master practical techniques in needs-based selling and value creation
• Improve your ability to identify opportunities and minimize risk
• Enhance your confidence in dealing with senior client decision-makers
• Earn a certificate that validates your professional growth as a relationship manager
Intended Audience
This program is designed for:
• Corporate and SME Relationship Managers (RMs)
• Business Development Officers and Loan Officers
• Client Relationship Executives in Corporate/Commercial Banking
• Branch Managers and Portfolio Managers
• Bancassurance, trade, or treasury sales staff engaging with SME/corporate clients
Individual Benefits
Key competencies that will be developed include:
• Client segmentation and portfolio strategy design
• Needs-based sales and cross-selling techniques
• Credit analysis and risk-adjusted return planning
• Negotiation, objection handling, and service recovery
• Customer onboarding, KYC compliance, and retention strategies
Organization Benefits
Upon completing the training course, participants will demonstrate:
• Improved revenue per client and increased client retention rates
• Higher alignment between credit risk and business development
• Consistent application of client due diligence and relationship policies
• Efficient onboarding and proactive servicing of SME/corporate portfolios
• Enhanced internal collaboration between credit, operations, and frontline teams
Instructional Methdology
The course follows a blended learning approach combining theory with practice:
• Strategy Briefings – Segment-specific relationship models and KPIs
• Case Studies – Real client scenarios across SME and corporate banking
• Workshops – Build relationship plans, conduct needs analyses, pitch solutions
• Peer Exchange – Group feedback on client retention and sales experiences
• Tools – RM dashboards, cross-sell playbooks, credit structuring templates
Course Outline
Training Hours: 7:30 AM – 3:30 PM
Daily Format: 3–4 Learning Modules | Coffee breaks: 09:30 & 11:15 | Lunch Buffet: 01:00 – 02:00
Day 1: Foundations of Relationship Banking
Module 1: Evolving Role of the Relationship Manager (07:30 – 09:30)
• Client expectations, KPIs, segmentation
Module 2: SME vs Corporate Banking Dynamics (09:45 – 11:15)
• Needs, behaviors, compliance landscape
Module 3: Relationship Mapping and Stakeholder Engagement (11:30 – 01:00)
• Decision-makers, influencers, matrix clients
Module 4: Workshop – Build a Client Relationship Map (02:00 – 03:30)
• Develop stakeholder matrix for a key account
Day 2: Needs Analysis and Advisory Selling
Module 5: Financial Needs Discovery (07:30 – 09:30)
• Personalized vs transactional analysis
Module 6: Advisory Conversations and Opportunity Spotting (09:45 – 11:15)
• Asking questions that uncover needs
Module 7: Cross-Selling and Value-Based Solutions (11:30 – 01:00)
• Linking product features to client goals
Module 8: Workshop – Simulated Client Discovery Meeting (02:00 – 03:30)
• Role-play and pitch improvement feedback
Day 3: Credit Fundamentals for Relationship Managers
Module 9: Credit Risk Basics for Non-Credit Staff (07:30 – 09:30)
• Working capital cycle, leverage, liquidity
Module 10: Facility Structuring and Documentation (09:45 – 11:15)
• Lines of credit, collateral, pricing
Module 11: Early Warning Signs and Risk Monitoring (11:30 – 01:00)
• Behavioral, financial, market triggers
Module 12: Workshop – Structure a Credit Facility (02:00 – 03:30)
• Use a client profile to structure facilities
Day 4: Portfolio Management and Service Excellence
Module 13: Managing a Healthy RM Portfolio (07:30 – 09:30)
• Client grading, exposure control, NPL prevention
Module 14: Service Level Management and Complaint Handling (09:45 – 11:15)
• Escalation protocols, feedback loops
Module 15: Relationship Profitability and ROI (11:30 – 01:00)
• Pricing for risk, return per client segment
Module 16: Workshop – Build a Portfolio Action Plan (02:00 – 03:30)
• Strategies to grow, retain, or exit clients
Day 5: Personal Branding, Ethics, and Certification
Module 17: Professional Branding and Communication (07:30 – 09:30)
• Trust-building, visibility, digital tools
Module 18: Ethics and Governance in Client Management (09:45 – 11:15)
• Fair treatment, data privacy, anti-bribery
Module 19: Final Role-Play – RM Client Review Meeting (11:30 – 01:00)
• Simulate portfolio review discussion
Module 20: Assessment & Certification Wrap-Up (02:00 – 03:30)
• Review, feedback, certificate briefing
Certification
Participants will receive a Certificate in Relationship Management for Corporate & SME Bankers, recognizing their ability to manage complex client relationships, align solutions with business needs, and support sustainable growth and risk balance in the banking sector.