search

I WOULD LIKE TO

SHARE
ESG and Sustainability: Customer Engagement for Sales Staff, Relationship Managers and Frontliners
  • Overview
  • Objectives & Outline
  • Methodology
  • Participant Profile
  • Trainer
  • Overview
    Programme Details
    Date
    27 February 2023
    Time
    9:00 AM – 5:00 PM
    Venue
    Asian Banking School
    HRDC PROG NO
    10001252380
    As providers of finance and services to companies and other entities that are responsible for reducing GHG emissions, financial services institutions have the ability to boost the transition to a net-zero economy. Banks play a key and influential role in promoting green and sustainable practices, given its roles as lender and advisor.

    Banks’ client-facing staff are a vital link between finance and business action. Relationship managers and client-facing staff can facilitate two-way partnerships with companies to encourage net zero transitions and provide the necessary financial support. Client engagement is vital in the bank’s business model to explore how a client’s needs and the bank’s offerings can match.

    In this 1-day programme, participants will learn how to engage with customers on their transition towards a low-carbon and green economy. Participants will learn about common ESG products and services, basic concepts of ESG and how to apply sustainability concepts in client engagement. This will prepare relationship managers and front-line staff to steer clients to become more aware of the importance of ESG adoption and to help their organisation transition towards sustainable practices.
    Learning Level
    Intermediate
    Programme Fees*

    AICB MEMBER

    MYR

    1,600

    / PAX

    NON-MEMBER

    MYR

    1,900

    / PAX

    *Subject to 6% Service Tax

    Register Now
  • Objectives & Outline
    LEARNING OBJECTIVES
    By the end of the programme, participants will be able to:
    • Apply basic ESG concepts in client conversations and engagements
    • Assist clients to raise their level of awareness of ESG and sustainability in their daily lives, organisations and businesses
    • Have impactful conversations with clients about their sustainability plans and associated financing needs
    PROGRAMME OUTLINE
    Common Green and Sustainable Products and Services (for Corporate and Commercial Banking customers)

    Banks are well-positioned to reallocate credit and capital away from environmentally harmful activities and help in the transition towards a greener economy. Products and services are vital to bank’s business model to explore how clients’ needs and the bank’s offerings can match: green loans, renewal energy financing, sustainability-linked loans, green bonds, sustainability bonds etc.

    Case studies and discussions

    Why is sustainability relevant to corporate banking?

    • Risks of inaction
    • Opportunities
    • What can your bank do?

    Case Study: Sustainability in Corporate Banking

    ESG Guidance

    BNM Climate Change and Principles-based Taxonomy (CCPT) overview

    Discussion: How is the classification of economic activities into climate supporting, transitioning and watch list (C1-C5) going to affect the bank and customers and how do you initiate conversation about the new classification for bank’s borrowers?

    Engaging with Customers on ESG

    Roles of Sales personnel and Relationship Managers
    • How can you best prepare as a Relationship Manager?
    • What are the types of impact questions to ask customers?
    • Where can you find supporting resources?
    • How to develop robust processes and procedures for client engagement?
    • Banks can establish a systematic and robust process for its client engagements:

      1. Setting the scene - Establish client’s starting point, position the bank and open-up the dialogue.
      2. Assess - Assess client’s current position and ambitions for the future. Disclosure and data availability is a key differentiator due to variations in reporting requirements.
      3. Design - Support client to design a clear transition finance plan. Varies with ability to offer differentiated sustainable finance services across customer portfolios.
      4. Structure - Structure financing solutions to support your client’s transition. Decarbonisation strategies and the necessary financing structures will vary from customer to customer, though efficiencies can be leveraged.
      5. Review - Monitor progress and support your client and bank to further advance the net zero agenda.

    Banks can consider designing and implementing clear client engagement policies to ensure the transitioning to a net-zero emissions portfolio. Policies can include BNM Climate Change and Principles-based Taxonomy (CCPT) aligned targets for clients, timeline to materialise and the consequences in case of non-compliance.

    Case Study: A bank’s sustainability engagement model with its clients

    Discussion:
    • What are the main challenges Relationship Managers face engaging clients and steering them towards Paris-aligned business plans?
    • What share of clients is responsive? What type of client responds more? Who is more reluctant?
  • Methodology
    Lecture including presentations, case studies and discussions
  • Participant Profile

    Relationship managers, client account officers, sales personnel, client servicing officers and anyone interested to learn how to engage with retail and business clients on ESG and sustainability

  • Trainer

    CHEAH WEE LEONG

    Cheah Wee Leong has more than 25 years’ experience working in the banking industry with local and foreign banks in various roles and capacities. A seasoned professional, Wee Leong brings with him broad experience as a former banker and management consultant.

    Wee Leong started his career at Citibank in 1993 before joining US management consultancy firm Accenture in 1997. At Accenture, he was involved in managing large bank merger-integration, process re-engineering and transformation projects. He has worked in projects in various countries including Hong Kong, China, Singapore, Indonesia, Thailand, Mauritius and Saudi Arabia.

    In 2003, Wee Leong joined CIMB as its Head of Operational Risk Management and led the implementation of the bank’s operational risk management and Basel 2 – Operational Risk framework. Subsequently, he assumed various senior roles in Trade Finance, Regional Transaction Banking, Corporate Banking, Treasury and Markets division and Group CEO office at CIMB. His last role at CIMB was as Director, Group Strategy.
    Wee Leong holds a Bachelor of Business Administration from the USA and a Master of Business Administration (with Distinction) from the Anglia Rushkin University, United Kingdom. He obtained training from Citibank Asia Pacific Banking Institute in Singapore in 1995. He is a certified Chartered Banker, Finance Accreditation Agency (FAA) Certified Training Professional and a holder of the PRINCE2 Foundation and Practitioner Certificate in Project Management.
REGISTER NOW
Please complete the following form to register with us. Alternatively, you can email us here or call us at +603 2701 7822 if you have any questions.
PROCESS FOR MAKING OFFLINE PAYMENTS ONLY

1

Please download the Payment Form for our Banking details and if making company sponsored payments

download form

2

Upload your Payment Form/Receipt and submit with your online registration

3

You will receive a confirmation email upon successful registration
I'm Applying For
Programme Details
Select Programme
Please select a time slot.
FULL NAME *
(As per NRIC/Passport)
New NRIC No/Passport No*
Nationality*
Email*
Contact No*
Job Title/ Designation*
Department*
Company Name*
Mailing Address*
City*
Postcode*
Country*
Payment Method*
Fees *
(Subject to 6% Service Tax)
AICB Membership No
(If applicable)
Special Remarks
(If applicable, please fill in your FMAM (PPKM) membership number here)
Upload Payment Receipt or Form*
(.pdf, .jpeg and .png only)
*Required fields
Captcha validation failed.
Submit
Please confirm your submission
I'm Applying For
Programme Details
FULL NAME
(As per NRIC/Passport)
New NRIC No/Passport No
Nationality
Email
Contact No
Job Title/ Designation
Department
Company Name
Mailing Address
City
Postcode
Country
AICB Membership No
Special Remarks
(If applicable, please fill in your FMAM (PPKM) membership number here)
Payment Method
Fees

Unit Price:
Tax (%):
Total:
Please take note that this amount will be reflected in Malaysian Ringgit (MYR) in the iPay88 Payment Gateway based on the daily foreign currency exchange rate.
Fees in MYR
Unit Price:
Tax (%):
Total:
Back Confirm
Thank you for your submission. You should receive an automated email shortly at the email address you provided if the submission had gone through successfully. If you do not receive the email, please contact us at +603 2701 7822 or email training@asianbankingschool.com.
We are now redirecting you to payment gateway. Please do not close or refresh this page. Thank you.
There are currently no upcoming Programme slots.
Please email us here or call us at +603 2701 7822 if you want to check on future slots.
search
No Results Found
  • Title
    Date Range
    CourseLevelTitle
    CourseType
    CourseName

Copyright © Asian Banking School (ABS) (201201039737 (1024215-T)). All rights reserved.

PDPA Notice
Notis PDPA
STF Credit Utilisation Guide
Whistleblowing Policy
Anti-Bribery And Corruption Policy

 CONNECT WITH US

Ooops!
Generic Popup