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CONTENTS |
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Corporate Finance for the Relationship
Manager |
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| LENGTH 2
or 3 days, depending upon content and objectives SUBJECT
FOCUS/CONTENT This
workshop helps corporate bankers and relationship manages identify
opportunities for corporate finance products among their clients who are
owners and/or managers of businesses and participate in a meaningful way
in the execution of transactions. ·
Framework
for identifying and marketing financing ideas to issuer clients which
includes: identifying a client’s needs, reviewing financing alternatives
and current market conditions, proposing the best solution, winning the
lead position, and executing the deal ·
Review
of domestic and international
debt and equity capital markets and the bank’s strategy for serving
issuer and investor clients in those markets ·
Detailed
transaction studies that explain the execution of deals and potential
marketing problems or opportunities that can arise during this process The
Conceptual Framework ·
How
to take the right perspective: Investors
vs. Creditors? ·
How
to ask the right questions: Opportunities
in current client capitalizations, business mixes, and investor bases? ·
How
to contact the right people: who
are the decision makers for different types of transactions? ·
How
to asses the use of capital: its
cost; optimal capital
structure? ·
How
to impact shareholder value: what
do shareholders really want? The
Capital Markets: Debt Capital
Markets · Financing Options: the menu available ·
Overview:
fixed income markets and securities ·
New
wrinkles: derivatives,
hybrids, synthetics ·
The
“sell-side”: capital-raising/underwriting ·
The
“buy side”: types of bond
market investors ·
Emerging
markets debt securities and loans The Capital Markets: Equity Capital Markets · Overview: equity markets and securities · Equity-linked securities: options, warrants, convertibles, preferreds, equity derivatives · The “sell-side”: capital raising/underwriting · The sell-side in emerging markets ·
Funds
flows among
investors ·
Types
of investors and investment philosophies |
Client
Focus Workshop ·
Analysis of selected client situations involving potential
financing opportunities that leads to subsequent presentations and
follow-up marketing in coordination with the capital markets specialists TARGET
AUDIANC ·
Relationship
managers wanting new perspectives, incremental analytical skills, and
product/market knowledge which will enhance their ability to identify
clients for which a transaction is value-added for both the client and the
bank. ·
Capital
Markets and other product specialists who work with relationship managers
in identifying, marketing, and executing financing ideas. PARTICIPANT
OBJECTIVES By
the end of the workshop, participants will be able to: ·
Talk
more comfortably about the range of possible financing opportunities and
strategies with their clients ·
Identify
opportunities and work with their clients in defining financing needs,
objectives, constraints, policies, and strategy ·
Understand
the process of reviewing current market conditions in order to match the
best financing solution(s) for an identified client problem ·
Understand
how to prepare a pitch book and market debt and equity financing ideas to
clients ·
Monitor
market and client developments in order to spot follow-on equity or debt
financing opportunities ·
Understand
the bank’s strategy in the various areas of capital markets, as well as
the strengths of major competitors, in order to focus on clients with high
potential and win appropriate mandates. METHODOLOGY Lectures,
presentations, discussions, and case studies. |
