The twin phenomena of globalisation and specialisation in the banking industry have made pro-active sales concepts and consequent customer support more and more important. In parallel with the development of risk measurement concepts, the banks‘ ability to make pricing and risk transparent for the customer, as well as employing tools during sales discussions, has become a major success factor.
Corporate Treasury – one of the main focus areas of interest at banks right now. Bankers in corporate sales have not been reduced to selling loans for some time now. Rather, as the main face to the customer, they are increasingly confronted with various interest and FX instruments. They are the ones to spot and sometimes even kindle the customers‘ hedging needs. This way, the communication with the treasury department is getting more and more intensive which requires mutual understanding and a common language.
And what does the situation in enterprises look like? Enterprises are literally being bombarded by their banks with derivatives-based hedging strategies. This is not without reason though: compared with traditional products, derivatives-based strategies offer the opportunity of additional revenues while simultaneously reducing risk. However, this absolutely calls for a profound understanding of derivatives on the part of enterprises – not least because of regulatory requirements.
In addition to our trainings in Corporate Treasury, we offer Finance Trainer Certificates. Modelled on the ACI certificates of the interbank market, these certificates help establish official standards in corporate and retail banking.
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