Participants will receive a Certificate of Completion in Cross-Selling Global Markets Solutions to Corporate Banking, validating their ability to deliver strategic product advisory and implement market-based solutions for corporate clients.
Cross-Selling Global Markets Solutions to Corporate Banking
Strategic Advisory for Treasury, Risk & Investment Needs
Course Schedule
| Venue (InHouse) | Fees |
|---|---|
| At Your Organization Premises | Ask For The Quotation |
Course Introduction
Corporate banking clients increasingly require complex financial solutions to manage risk, optimize liquidity, and achieve strategic growth. This program empowers relationship managers and product advisors to effectively cross-sell global markets solutions—including FX, interest rates, commodities, and structured products—to corporate clients. Participants will learn how to align treasury and financing needs with the right mix of market-based instruments and advisory techniques to create long-term, profitable client relationships.
Course Objectives
By the end of this course, participants will be able to:
- Identify treasury and market exposure pain points in corporate clients
- Match global market solutions to client-specific funding, hedging, and investment goals
- Communicate product value in business terms with clarity and confidence
- Navigate client suitability, pricing structures, and documentation requirements
- Build integrated solutions across FX, rates, and derivatives desks
Key Benefits of Attending
- Learn practical frameworks to cross-sell high-value treasury products
- Strengthen your corporate banking offering through market integration
- Translate financial exposures into risk solutions using real-world cases
- Improve collaboration with trading and structuring desks
- Build stronger, more profitable relationships with corporate clients
Intended Audience
This program is designed for:
- Corporate Relationship Managers
- Treasury Sales and Product Officers
- Global Markets Product Advisors
- Corporate Client Advisors & Associates
- Institutional Banking Professionals
Individual Benefits
Key competencies that will be developed include:
- Enhanced product and advisory confidence
- Increased ability to identify and propose integrated solutions
- Improved client engagement using market insight and analysis
- Stronger collaboration across bank units to support client needs
- Capability to manage long-term solution-based relationships
Organization Benefits
Upon completing the training course, participants will demonstrate:
- Higher product penetration in corporate client portfolios
- Enhanced risk management and advisory revenue streams
- Stronger cross-functional teamwork between corporate and markets teams
- Greater client retention due to improved relationship depth
- Scalable solutions and replicable client success frameworks
Instructional Methdology
The course incorporates:
- Live Case Studies – Treasury and market exposure scenarios
- Role-Play & Simulation – Product pitch practice
- Solution Workshops – Building integrated treasury proposals
- Facilitator Insights – Real market examples and failures
- Peer Learning – Collaborative exercises and team-based tasks
Course Outline
DETAILED 5-DAY COURSE OUTLINE (Customizable)
Training Hours: 07:30 AM – 03:30 PM
Daily Format: 3–4 Modules | Breaks: 09:30 & 11:15 | Lunch: 01:00 – 02:00
Day 1: Understanding Corporate Client Needs
- Module 1: Corporate Treasury Functions & Priorities (07:30 – 09:30)
- Overview of treasury operations and key exposures
- Working capital, FX risk, interest rate risk, and commodity price risk
- Client segmentation and business triggers
- Module 2: Global Markets Product Landscape (09:45 – 11:15)
- FX, money market, derivatives, structured notes, and repo products
- Common use cases and product objectives
- Product mapping to business strategies
- Module 3: Corporate Banker vs. Markets Advisor Role (11:30 – 01:00)
- Advisory collaboration across front-office teams
- Case-based discussion: Treasury and RM alignment
- Product neutrality and client-first mindset
Day 2: FX, Rates & Derivatives Solutions
- Module 4: FX Risk Identification & Solutioning (07:30 – 09:30)
- Types of FX exposures: transactional, translational, and economic
- Spot, forward, swap, and option strategies
- Case exercise: FX proposal for importer/exporter
- Module 5: Interest Rate & Yield Curve Advisory (09:45 – 11:15)
- LIBOR/SOFR transition and hedging alternatives
- IRS, FRA, and structured IR products
- Building rate hedge strategy with duration management
- Module 6: Commodity Price Hedging for Corporates (11:30 – 01:00)
- Oil, metals, and agricultural exposure mitigation
- Commodity forwards and swaps
- Sector-specific advisory: airlines, agriculture, and industrials
Day 3: Structuring Client-Centric Proposals
- Module 7: Diagnostic Questioning & Needs Analysis (07:30 – 09:30)
- Asking the right questions to reveal market exposures
- Understanding treasury risk appetite
- Cross-sell identification techniques
- Module 8: Solution Packaging and Presentation (09:45 – 11:15)
- Structuring pitch decks for corporate decision-makers
- Financial and risk benefit articulation
- Price, documentation, and execution transparency
- Module 9: Compliance, Suitability & Internal Risk (11:30 – 01:00)
- Product suitability frameworks
- Internal approvals and documentation
- Sales conduct and conflict of interest management
Day 4: Pitching, Objection Handling & Execution
- Module 10: Consultative Selling for Global Market Solutions (07:30 – 09:30)
- Building rapport and trust with corporate clients
- Aligning product language with CFO priorities
- Managing post-sale service and value delivery
- Module 11: Objection Handling & Deal Structuring (09:45 – 11:15)
- Objections around complexity, price, and need
- Managing trade-offs and emphasizing solution value
- Live case: Overcoming CFO resistance to FX hedge
- Module 12: Execution and Post-Trade Collaboration (11:30 – 01:00)
- Working with trading, operations, and documentation teams
- Monitoring product performance and exposure outcomes
- Institutionalizing success for future engagements
Day 5: Simulations, Application & Wrap-Up
- Module 13: Client Pitch Simulation (07:30 – 09:30)
- Live role-play with simulated corporate client
- FX, interest rate, and structured solution advisory
- Peer and trainer feedback
- Module 14: Proposal Finalization & Group Presentations (09:45 – 11:15)
- Group-based product proposals
- Collaborative critique and final learning capture
- Module 15: Key Takeaways & Certification (11:30 – 01:00)
- Review of learning outcomes
- Personal action planning for workplace application
- Course certificate ceremony