Outcomes
By the end of this training course, trainees will able to :
- Clearly define the responsibilities and key functions of a Relationship Manager (RM) in a professional setting.
- Recognize the value an RM brings to client relationships and organizational growth.
- Identify and cultivate essential traits for success as an RM, such as communication, empathy, and financial acumen.
- Confidently handle common client questions and scenarios with professionalism and effectiveness.
- Build trust and long-term relationships with clients through personalized engagement and solutions.
- Develop clear, concise, and persuasive credit proposals tailored to client and organizational needs.
- Organize credit proposal contents systematically to present financial analyses, risks, and mitigations effectively.
- Evaluate financial data and creditworthiness.
- Practice professional writing skills to convey key insights with clarity and precision.
Target Group
- Aspiring Relationship Managers:
- Individuals preparing to step into the RM role, such as fresh graduates or professionals transitioning into client relationship roles.
- Experienced RMs Seeking Skill Enhancement:
- Current RMs looking to sharpen their selling skills, improve client management strategies, or adapt to new market demands.
- Sales and Business Development Executives:
- Sales team members or business development personnel looking to strengthen their client relationship skills.
- Middle and Senior Managers:
- Managers who oversee RMs and want a better understanding of the skills and techniques required for effective relationship management.
- Entrepreneurs and Small Business Owners.
Contents
- Introduction to the RM Role:
- Core responsibilities of an RM.
- How RMs contribute to building and sustaining client relationships.
- Traits of a Successful RM:
- Key skills and personality traits like communication, empathy, problem-solving, and financial knowledge.
- Self-assessment exercises to identify individual strengths and areas for growth.
- Understanding Credit Proposals:
- Explanation of what a credit proposal is and its significance.
- The RM's role in preparing and presenting credit proposals.
- Writing a Credit Proposal:
- Gathering and analyzing client information.
- Assessing client needs, financial status, and creditworthiness.
- A systematic approach to structuring and drafting a credit proposal.
- Techniques to make proposals clear, concise, and persuasive.
- Contents of a Credit Proposal:
- Detailed breakdown of sections such as client information, project details, financial projections, risk assessment, and collateral.
- Practical Application and Exercises:
- Role-playing client scenarios to handle questions and build trust.
- Case studies and group discussions for deeper insights.
- Drafting and presenting credit proposals to apply learned skills.
- RM essential Soft Skills Development:
- Building confidence in communication, negotiation, and relationship-building.
- Managing challenging client interactions and fostering loyalty.
- Financing consideration to Sectors & Types of Financing .