Conferences & Education

Curriculum:
WIB Relationship Banking Academy

Comprehensive Relationship Selling

Developing a Personal Brand:

• Define value proposition
• Why it is important
• Competitive advantage
• Develop participant personal brand
• Holistic banker
• Measurement of strong personal brand

Relationship Selling:

• Why people buy products
• Selling style profile
• Sales effectiveness triangle
• Matching products and services to business lifecycle
• Creating systematic sales process
• Setting sales goals

The Sales Call:

• 3 objectives to a sales call
• Effective prospect calls
• 3 levels of prospects
• Pre-call planning

Understanding the Client:

• 5 types of business
• Business entities
• Business segments
• Understanding the business lifecycle
• Dealing with personalities
• Understanding generational differences

C & I Lending:

• Ratio analysis
• Initial financial indicators
• Financial impact
• Financial cause and effect
• Problem and solution identification
• Working capital cycle

Valuation:

• Asset approach
• Earnings approach
• Financial impact

Financial Forecasting and Financing Growing Companies:

• Balance sheet forecasting
• Properly financing growing companies
• Financing patterns and structuring debt
• Sustainable growth

Relationships:

• ROI profit planning
• Sales planning reconciliation

Financial Budget and Cash Plan:

• Case study
• One-year financial plan
• Pro forma income statement
• Pro forma cash budget
• Sources and uses of cash
• Comprehensive cash flow

Cash Flow:

• Cash budget and profit sharing
• Seasonal financing needs
• Understanding different types of cash flow
• Structuring debt
• Cost Volume Profit

C&I Case Study:

• Participants complete the case study and send write up to instructor