Customer portfolio management

General Objectives:
At present, the so-called Commercial Banking knows very serious constraints. Problems of risk, liquidity, capital and enhanced regulation affect business dynamics, reinforcing already known challenges such as cost of customer acquisition, customer loyalty at reduced margins or competitive dynamics. The customers of the Banks are their main assets. Its capture, retention and profitability are absolutely fundamental in a difficult scenario, as we contextualize, to which are added factors such as the competition and commoditization of products and services. How to effectively manage a client portfolio?

Specific Objectives:
At the end of this action, the trainees will be able to:

• To know in detail the new challenges placed on a commercial retail network
• To correctly interpret the advantages and challenges of a market-led approach
• Know funding strategies
• Know retention strategies
• Know profitability strategies
• Know the advantages of using all distribution channels
• Develop internal and institutional cross selling strategies
• Optimize KYC approach (Know your costumer)

CONTENTS

 Module I - The current commercial challenges in Commercial Banking
Module II - How to increase the customer base
Module III - Strategic Tools for Client Management
Module IV - KYC (Know your customer)
Module V - Debate and Closing