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Executing a Winning Cash Management Business
  • Overview
  • Objectives & Outline
  • Methodology
  • Participant Profile
  • Trainer
  • Overview
    PROGRAMME DETAILS

    DATE

    26 - 27 March 2020

    TIME

    9:00 AM – 5:00 PM

    VENUE

    Asian Banking School

    This interactive programme enables participants to recognise the cash management needs of a corporate entity and identify cash management solutions provided by international banks to meet these needs. Participants will also learn to identify / quantify the benefits of the cash management solutions and present them effectively to clients.

    LEARNING LEVEL
    Intermediate
    PROGRAMME FEE

    AICB MEMBER

    MYR

    2,800*

    / PAX

    NON-MEMBER

    MYR

    3,300*

    / PAX

    *Subject to 6% Service Tax

  • Objectives & Outline
    LEARNING OBJECTIVES
    By the end of the programme, participants will be able to:

    • Recognise the cash management needs of corporate treasurers
    • Identify the cash management models used by corporates
    • Segment customers for effective strategy development
    • Know the building blocks of cash management solutions
    • Quantify the benefits of cash management solutions proposed to prospects
    • Understand and apply pricing dynamics
    • Present cash management solutions effectively to clients
    PROGRAMME OUTLINE

    (I) Cash Management – A Customer’s Perspective

    Overview

    • Determine the reasons why customers prefer one bank over another
    • Core objectives of corporate cash management
    • Principles of cash management

    Understanding the needs of corporate treasurers
    • Liquidity management
    • Financial risk management
    • Support to regional office
    • Areas of improvement in the cash management process
    • Areas that corporate treasurers feel improvements are most needed

    Cash management models adopted by corporates
    Global banking model
    Overlay banking model
    Partner banking model

    (II) Cash Management – A Banker’s Perspective

    Understand the impact of Basel III on cash management business

    Customer segmentation
    • Understanding the needs of different customer segments to develop an effective cash management strategy

    Overview of customer’s requirements & banking solutions

    Determining liquidity needs
    • Understanding a business cash cycle
    • Projecting a company’s liquidity needs

    Building blocks of cash management
    • Liquidity management solutions
    • Payment management solutions
    • Collection management solutions

    Quantifying the benefits of cash management solutions

    Cash management opportunities in other areas of transaction banking
    • Supply chain financing and the link to cash management
    • Using e-banking platform to integrate cash management and trade finance solutions
      • Case - A combination of lock box and AR Financing

    Pricing dynamics – bank’s perspective

    Wining cash management mandates
    • Why companies change their cash management bank
    • Leveraging on bank’s strength in winning mandates
    • Presenting technical oriented services to customers effectively

  • Methodology

    Lectures, class exercises, videos and discussions

  • Participant Profile

    Corporate bankers, cash management and transaction banking sales and transaction banking product managers

  • Trainer

    ADAM WONG

    Adam is an adjudicator of the Financial Industry Disputes Resolution Centre in Singapore, Affiliated Faculty of Singapore Management University and Associate lecturer in Singapore Institute of Management. He has conducted workshops for bank participants in Singapore, Indonesia, Malaysia, Vietnam, Taiwan, Bahrain, Shanghai, Sri Lanka and Pakistan and is one of the few successful developers of training programmes accredited under the Institute of Banking and Finance Standards.

    He was previously a General Manager with Standard Chartered Bank (Singapore and Hong Kong), Director of Corporate Banking at the American Express Bank, Head of Cash Management and Trade Sales for DBS Bank Group and Vice President Director of a joint venture bank in Indonesia. He is credited with significantly growing global banks' SME assets by 450% over a 3-year period in Singapore and doubled the trade finance business in Hong Kong within a year. He also started a new cash management business for a leading bank in Asia and grew it to a multi-billion business annually.

    Adam is a Fellow Chartered Accountant (Singapore), Fellow Certified Public Accountant (Australia), Certified Professional Trainer IPMA(UK), Certified Credit Risk Management Professional, member of the Institute of Directors (Singapore) and member of the Association of Professional Trainers.


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