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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 |
