Selling Cash Management Solutions Effectively (M106)

Programme Benefits
- Understand why customers need cash management services?
- Know the various cash management products in the market & how they work?
- Be introduced to the world's best cash management providers
- Gain insight on how banks generate revenue from cash management services?
- Learn how to sell cash management services effectively
- Know the recent developments affecting cash management


Programme Outline
What most corporate treasurers would like to achieve in account structuring and liquidity
management?

Discussion on Different Cash Management Models.
- Partner Bank model
- Overlay Bank model
- Global Banking model
- Customer's Considerations for Implementing Different Cash Management Models.

Cash Management Services
- A look at the market place
- World's Best Service Provider

Cash Management Building Blocks
- Liquidity management
. . . Determining a company's liquidity requirement
. . . Cash Flow Financing Solution
. . . Liquidity management tools
- Payment management
. . . Payment tools
. . . Integrated solutions
- Collection management
. . . Electronic collection
. . . Retail locked box
. . . Wholesale locked box
. . . Up country collection
. . . Cash handling
. . . Other channels

Delivery Platforms - Features Overview
- Phone
- Fax
- Internet
- Host to host

Pricing Dynamics

Customer Segmentation

Essential Selling Skills For Cash Management
- Preparing for the meeting
- Building trust & rapport
- Uncovering clients needs
- Presenting solutions in an effective manner
- Increase your success rate by handling objections effectively
- Effective closure techniques

Wining Cash Management Mandates
- Why companies change their cash management bank
- How do corporates prepare for the RFP process
- Leveraging on bank's strength in winning mandates
- Preparing a sample Proposal

Recent Developments Affecting Cash Management

Check 21 & Fraud Trend

Overview of clearing systems
- National clearing systems of selected countries

Continuous Linked Settlement (CLS)
- Overview of CLS
- Benefits of CLS

International Bank Account Number (IBAN)
- Background
- How to compute the IBAN

International Regulatory Framework AML Impacting Cash Management
- FATF
- APG on Money Laundering
- USA Patriot Act
- OFAC
- Wolfsberg Statements / Principles


Course Duration: 3 Days
Details of Training Solutions
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