Language   Functions

Themes/Situations

Unit 1

My Bank

   KP 1

• Presenting your bank/mission statement
• Discussing key markets and key product groups/services

The bank and you

  KP 2

• Explaining ownership and shareholder structure
• Walking your customer through the organization   chart and helping him solve complex problems involving different branches and   partners

Bank organization

  KP 3

• Presenting the services
• Explaining synergies you see in these services
• Expanding a basic relationship and developing a solution for your customer that takes account of his risk profile and future needs (e.g. pension)

Cross-selling products

Unit 2

Financial Services

   KP 4

• Managing an initial customer interview
• Describing the process of opening an account
• Assessing the customer's additional needs (for cross-selling)

Opening an account

  KP 5

• Explaining overdrafts, personal loans, mortgages and commercial loans
• Discussing how to deal with loan inquiries from existing and new customers
• Solving problems with customers

Lending money

  KP 6

• Describing the mortgage application processes
• Assessing and evaluating different mortgages
• Reporting the mortgage business to your superiors

Selling mortgages

Unit 3

Private Banking

   KP 7

• Describing techniques for client acquisition (and   retention)
• Developing your client / "product literacy"

Client value   management

  KP 8

• Understanding the role of relationship managers
• Performing client advisory (asset allocation)
• Discussing the challenge of increasing the time in   front of clients

The advisory   process

  KP 9

• Understanding art investment
• Discussing philanthropic solutions and family offices

Combining wealth management solutions and philanthropic   activities

Unit 4

Corporate Clients

   KP 10

• Explaining borrowing requirements and asking for covenants
• Presenting different loan models to corporate   clients
• Negotiating the process from loans to bonds with   partner banks

Negotiating syndicated loans

  KP 11

• Reading and analyzing annual statements
• Describing and using company rating as risk management tools
• Discussing internal/external ratings and the role of rating agencies

The rating process

  KP 12

• Preparing a pitch presentation for the advisory mandate
• Advising your client throughout an IPO
• Managing challenging negotiation situations

Initial public offering

Unit 5

Interaction with Bank Management

     KP 13

• Preparing a memo with key financial figures for your superiors (e.g. current credit risk positions, VaR, payments system processes)
• Addressing the board and reporting your bank's exposure to markets

Risk management and control

  KP 14

• Describing money markets
• Proposing improved treasury concepts to the   management
• Discussing alternative instruments for refinancing with your team

The strategic role of treasury management   in a bank

  KP 15

• Dealing with workouts: bankruptcy or restructuring
• Guiding negotiation processes throughout a restructuring case
• Describing the links of successful workout to risk assessment

Restructuring/Workout

Unit 6

Challenges in Risk Management

   KP 16

• Understanding credit risk as crucial impact factor   for banks
• Managing credit risk on the balance sheet
• Managing credit risk off balance sheet
• Discussing regulatory requirements (Basel II)

Credit risk

   KP 17

• Understanding bank's exposure to stock markets
• Describing the links of market risk to credit risk
• Discussing the impact of economic environment on bank profitability and risk

Market risk

   KP 18

• Identifying operational risks
• Preparing scenarios and stress tests
• Implementing value at risk measures

Operational risk