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Business Identification and Account Management for a Relationship Manager
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Business Identification and Account Management for a Relationship Manager
  • Overview
  • Objectives & Outline
  • Methodology
  • Participant Profile
  • Trainer
  • Overview
    PROGRAMME DETAILS

    DATE

    3 – 4 April 2018

    TIME

    9:00 AM – 5:00 PM

    VENUE

    Asian Banking School
    The programme seeks to help lending bankers identify and maximize business potential. It also seeks to impart practical account management skills to create a “Streetsmart Relationship Manager (RM)”.
    LEARNING LEVEL
    Intermediate
    PROGRAMME FEE*

    AICB MEMBER

    MYR

    2,200

    / PAX

    NON-MEMBER

    MYR

    2,700

    / PAX

    *inclusive of GST
  • Objectives & Outline
    LEARNING OBJECTIVES
    By the end of the programme, participants will be able to:
    • Apply the requisite selling and other soft skills crucial in prospecting, marketing, monitoring and management of credit relationships 
    • Enhance business acumen particularly in areas of business sourcing and identification (on-boarding the right type of clients both in terms of credit quality and income potential) and maximize value extraction from these relationships 
    PROGRAMME OUTLINE
    Importance of Business Acumen to RMs
    • Role of RMs today – the total banker 
    • Managing portfolios like a business – entrepreneurship in relationship management 
    • The KPI challenge today vs. diminishing clients and increased competition 

    An Overview of the Relationship Management Process 
    • Importance of planning – No Plan = Plan to Fail! 
    • Prospecting avenues – Where Is the business? 
    • Selling & marketing – Getting the business 
    • Account servicing – Servicing and keeping the business 
    • Account monitoring – Keeping an eye on the business 

    Business Identification 
    • Prospecting for the right clients – what to look for and where to look! 
    • Segmenting the business 
    • Understanding and uncovering client requirements 
    • Identifying business opportunities using financial statements 
    • Probing for business 

    Account Plan 
    • Developing a viable account plan 
    • Sizing up the competition and determining our market positioning  
    • Wallet sizing and how to extract maximum value using the account plan 
    • The account plan and loan/product structuring – structure for value 

    Practical Marketing and Account Servicing Tips    
    • Getting customers on board without hard selling 
    • Strategies for client retention 
    • Handling difficult customers 
  • Methodology

    Workshop based comprising lectures, sharing of facilitator experiences, discussions and class exercises based on live case studies

  • Participant Profile
    • Relationship Managers from Commercial and Corporate Banking
    • Investment Banking personnel handling lending activities
  • Trainer

    Lim Tien Chee

    Thoth Capital Sdn Bhd

    Lim Tien Chee or “TC” as he is popularly known is currently the Director and Managing Consultant of Thoth Capital Sdn Bhd, a management consultancy and training outfit which mainly services the banking industry and has been in operation since 2004.

    TC has 12 years’ line and management experience across the credit value chain at RHB Bank. He headed departments within Commercial and Corporate Banking and Credit Management, and has a good appreciation of the local banking environment. The job scope during his tenure extended from origination, underwriting, restructuring and to approvals.

    At the age of 30, TC was promoted to department head of a corporate banking unit. In 2004, he was promoted to Vice President when he was 33, making him one of the youngest high performers at RHB Bank. His portfolio extended from SMEs to large listed conglomerates. In Corporate Banking, the portfolio size under his care exceeded RM2 billion and exposed him to all facets of the economy – from trading, manufacturing, agriculture, oil and gas, and public infrastructure.
    In Credit Management, where independent evaluation of commercial and corporate loans is undertaken, TC was one of the youngest senior credit managers to be granted discretionary authority for loan approvals and a pioneering member of RHB Bank’s Credit Management Division. TC was also instrumental in developing the credit policy for RHB Bank and was often called upon to undertake strategic and risk management initiatives including due diligence reviews for its mergers and bank wide transformations.

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