Cross Selling Treasury Products to Clients

2 or 3 days, depending on objectives and content 

SUBJECT FOCUS AND CONTENT 

This workshop introduces a framework for analyzing clients in order to identify and cross sell value-added treasury products to clients.  This approach builds on the linkages between traditional bank products such as foreign exchange, money markets, cash management, investments, and loans, and more complex products such as derivatives and structured notes.  The workshop focuses on the relative advantages and disadvantages of various treasury products to help clients achieve desired solutions and market risk management strategies.  Complex products and derivatives structures are de-mystified through a building blocks approach.  

The workshop topics include: 

·        A process for analyzing clients that enables an identification of risks and a measurement of their impact on performance.

·        A review of various risk management frameworks (including gap analysis, ALM, benchmarking, and value-at-risk) and treasury product policies.

·        De-mystification – through an integrative, building blocks approach – of forwards, swaps, options, caps, floors, collars, and swap options and how different market conditions can make different products more or less attractive.

·        The relationship of derivatives and structured products to traditional bank products such as foreign exchange, money markets, cash management, investments, and loans. 

·        Tax, accounting, and regulatory issues in current Treasury and derivatives applications.

·        A marketing process for various treasury products that builds on client knowledge and culminates in closing a deal.

·        Presentation techniques for complex products and responding to client concerns.

·        Suitability and appropriateness issues for complex and structured treasury products.

·        An analysis of the returns and risks to the bank in offering clients various types of treasury products.

·        Foreign Exchange Sales, Fixed Income Sales, Equity Sales, Cash Management Sales and other Treasury product specialists that would play a role in identifying and cross-selling a wide variety of treasury products.

·        Relationship Managers seeking to understand how treasury products are integrated and cross-sold to clients.

·        Audit, financial control, operations, risk managers, and other support professionals that need to understand how treasury products are used by clients and marketed to these clients by the bank. 

PARTICIPANT OBJECTIVES   

The objective of this workshop is to enable participants to expand Treasury products business with existing clients, generate and close cross-sell opportunities, and develop relationships with new clients.  Specifically, the participants should be able to: 

·         Discuss more comfortably with their clients the impact of risks on performance and the potential uses of treasury products to manage these risks.

·         Explore the nature of clients’ policies and strategies that impact risk management and the use of various treasury products.

·         Help interpret suitability and appropriateness issues in the use of treasury products by their clients.  

·         Understand the building blocks of various treasury products in order to de-mystify their use and pricing.

·         Learn how to present to clients in an intuitive way the opportunities to enhance performance through various treasury products.

·         Understand the bank’s capabilities and strategy in offering treasury products to clients and how various professionals can help the bank execute this strategy.

·         Work closely with other bank professionals in a team effort in order to identify cross-selling opportunities and close value-added deals. 

INSTRUCTION METHODOLOGY 

Lectures, presentations, discussions, role plays, and case studies that cover a variety of treasury product applications.

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