Corporate and Retail Banking Strategies

Senior managers, Head of departments, Members of Executives Committees in charge of branches, branch network or product distribution, e-banking on the sales side, retail strategy, corporate banking, SMEs

The banking environment is constantly evolving. Whether in terms of regulations, technology, or customer expectations, challenges abound. The aim of this course is to analyse the developments in terms of strategy for Retail and Corporate Banking and to provide an overview of the challenges that Banks active in Retail and Corporate sectors must confront.
One of the objectives of this course is also to provide the participants with a good understanding of the diverse activities that are carried out in the Retail and in the Corporate Banking.

The program includes and outlines various scenarios for consideration to enable these banks to organize themselves and define priorities in preparation for the challenges of tomorrow.

At the end of the session, the participants should be able to:

• Make a swot analysis of a commercial bank and the different distribution channels for Retail and Corporate activities.
• Define the vision, the mission and the positioning of a commercial bank.
• Define a distribution strategy for the Corporate and retail banking.
• Plan a commercial campaign for a retail/ corporate product.
• Create operating reports for a traditional branch network and specific KPI for e-banking.
• Make a business plan based on specific market conditions.
• Work on segmentation and best practices in cross-buy.

The participants will be asked to define a specific strategy for each channel in line with the right segment of clients and the right products.

Part 1: Strategic Reflections Introduction: Global strategic approach

• Why and who?
• The competition
• The banking strategy: analysis and stakes

Part 2: Distribution Strategy and Organization for retail activities

Introduction
Traditional branch network

• Why is a network important?
• Evolution of the Retail Organization
• Branches evolution
• Branch today
• Branch of the future
• Retail banking in the world

Workshop 1: How to define and put a strategy in place?

Part 3: Distribution Strategy and Organization for corporate activities Introduction

• Overview of the bank's strategy for SMEs
• Main objectives and benefits for SME clients
• Overview of the SME market and types of SME customers
• Range of banking products and services tailored for SMEs / Credit and Financing Solutions
• Bank's digital platforms and tools for SMEs
• Bank's risk assessment and management strategies for SMEs
• Collaborations or partnerships with industry organizations, government agencies, or other SME-focused entities
• Bank's marketing strategies to reach and engage SME clients
• Key performance indicators (KPIs) used to measure the success of the bank's SME strategy

Conclusion

Workshop 2: Specifics needs and challenges faced by SME’s

Part 4: New distribution channels Direct Banking

• Trends
• Direct Channel Distribution
• E-banking in the Omni-Channel Strategy
• Socio-demographic evolution and banking behaviors
• Change Management
• Segmentation
• Cross sell / Cross buy
• New acquisition, distribution and servicing model

Workshop 3: Closing and opening a Branch / Marketing plan

Part 5: The new actors Introduction

Challenges

• New financial services landscape
• Factors for success
• Obstacles
• Areas of disruption
• Payments transformed
• Investments transformed
• Partnership with FinTechs

Part 6: Vision for the future Retail and Corporate Banking 2025

• Internet market trends
• Which website or mobile App?

Workshop 4: Analysis of mobile Apps and Internet websites for Retail and Corporate Banking

Part 7: Impact of digital on sales Clients’ requirements

Sales on Internet
KPI

• Internet KPI’s
• Net Promoter Score

Part 8: Reinventing Retail and Corporate Banking Introduction

New models of Distribution:

• Trends
• Innovation

Banking Channels evolution
Roadmap to Channel Management

Workshop 5: Case study based on the local environment
Conclusion

There is no exam available for this course.

The methodology is based on theoretical lectures, exercises and discussions to exchange views on important topics. The programme includes daily workshops and cases studies in small groups.

This training course can be adapted to a format of 4 or 5 days.