Maximise your market share through successfully meeting the cash management requirements of the corporate client in the fast-growing Asian economies.

All over the Asia region, economies are growing often at a very fast pace. Across all industries, corporates of every size and type are seeking to take advantage of these favourable conditions to increase their market share, improve their competitiveness and ultimately maximise their profitability.

Financial institutions in the region form the backbone to this growth upon which the corporate and ultimately the economies rely. Through devising products and services that meet the ever-increasing demands of their clients, the banks themselves can see their own profitability increase alongside that of their clients. The more targeted the products are to the needs of the market, the greater the market share of that market the banks will have for themselves.

The Asian Banker has designed a comprehensive training programme to equip senior bank management with the information necessary to meet the cash management needs of today’s increasingly ambitious Asian corporate.

Through this intensive 2-day course, attendees will come away with the necessary expertise to better tailor their service offering to the individual needs of their diverse range of corporate clients. In order to gain maximum profitability from their activities, attendees will explore in detail the complexities of creating a competitive fee and pricing framework to ensure maximum rewards for their products and services.

The development of a comprehensive and innovative portfolio of products and services will be also under intense scrutiny including liquidity management, financing, investment strategies and derivative products for risk management.

The format of this 2-day intensive training course will be a mixture of interactive exercises and scenarios, group discussions, real case studies, focused tuition, and practical problem-solving.

• Each section of this comprehensive programme will be supported by individual and group exercises and case   studies

• Limited class size: Class size is limited to 30 delegates to ensure effective one-to-one interactivity

This important training is designed to mobilize those professionals responsible for the growth of their institution’s cash management and transaction banking business.
Directors, Heads and Managers responsible for:
•Cash Management Products / Strategy
•Transaction Banking / Services
•Treasury Services
•Payment Services
•Liquidity Services
•Product Development
•Sales & Marketing
•Relationship / Account Management

Charles Legrand used to manage the commercial activities of SWIFT in the South Asia-Pacific region, based in Singapore.
His coverage spanned across ASEAN, India and subcontinent as well as Australia and New Zealand. Charles was with SWIFT for more than nine years and held roles managing the Middle East and Indian sub-continent region, as well as UK, Ireland and the Nordic region.

Prior to joining SWIFT Charles was with Citibank for sixteen years where he initially held roles in Payments and Cash Management. Later roles with Citibank included managing Foreign Banks Correspondent relationships while based in London and managing customer relationships in Sub Sahara Africa. Charles started his banking career with Barclays Bank International in the UK and Gulf countries.

Charles has extensive international banking experience having worked in numerous countries, predominately across Europe, Africa, and Asia. Charles was educated in the UK; in addition to English he is fluent in Greek and Arabic.  

This programme is designed to achieve the following goals:
•Understand your clients’ cash management needs and tailor products and services suited to their specific   requirements
•Devise a competitive fee and pricing framework for your products and services
•Successfully develop and distribute cross-border cash management products and services
•Ensure maximum competitiveness through the provision of the most effective liquidity management products and   services
•Determine the best financing solutions for your corporate client
•Provide pertinent hedging solutions for your clients in this volatile climate

Day 1 - 13 February 2012, Singapore
8.30-9.00	Registration
9.00am	Understanding your clients’ cash management needs and tailoring products and services suited to their specific requirements • A macroeconomic perspective on the developing Asian economy and how this translates for    your corporate clients • Accurate customer segmentation strategies for knowing your client • Determining the financial sophistication of your client when providing cash management    products and services • Client education strategies • Meeting the challenges of servicing your clients’ needs in the fragmented Asian market • Optimal customer relationship and account management       -Forging a true partnership with your corporate client Interactive discussion on current and developing client demands
	Coffee break
	Ensuring maximum competitiveness through the provision of the most effective liquidity management products and services • Understanding and improving your clients’ internal cashflow for increased liquidity • Cash flow analysis and cash forecasting • Cash netting • Cash pooling • Real-time cash management services • Establishing and implementing a funds transfer pricing framework • Cutting through cross-border red tape to free trapped cash • Best-practice in process automation Practical case studies on liquidity management requirements
12.30-2.00	Lunch
2.00pm	Cross-border cash management products and services • Understanding your clients’ needs and concerns in cross-border business • Mitigating the effects of regulatory and capital barriers to cross-border trade for your   corporate client • Managing and mitigating FX risk • Developing and expanding your correspondent banking network to meet your clients’ needs • Developing cross-border cash pooling solutions • Providing comprehensive advisory services for best practice cash management across    borders • Mitigating cross-border counterparty risk Impact of Renminbi internationalisation • Determining and understanding the corporate clients’ different needs for Renminbi products • RMB trade settlement & financing: Challenges and opportunities • The development of RMB products and the impact on financial institutions and corporate    clients • Effectively structuring RMB-denominated derivative products to meet the varying    requirements of the corporate client • RMB-denominated investment tools: Best-practice in structuring and distribution Interactive discussion on cross-border cash management services
	Tea break
	Trade and supply chain finance • Exploring the regional prospects for financing trade in a volatile environment • Exploring the increased demand for structured trade solutions to offset trader risks • Integrating solutions for both the physical and financial supply chains • Developing platforms to allow for greater collaboration in support of trade flows • A focus on the importance or otherwise of political risk      - To what extent are insurance firms meeting the needs of those susceptible? • Increasing cooperation with ECAs Hedging solutions in a volatile climate • Educating the client on hedging solutions • Market risk mitigation      - FX risk      - Interest rate risk      - Commodity risk • Devising the most pertinent derivative products for your clients’ needs • Political risk: How real is the threat?      - Examining insurance solutions: To what extent to they meet our needs? Interactive discussion on provision of derivative products
5.30pm	End of Day One

Day 2 - 14 February 2012, Singapore
9.00am	Competitive fees and pricing of cash management products and services • Best-practice methodologies for competitive structuring of fees and pricing • Determining how and when to include the most appropriate value-added services • Overcoming the challenges of structuring and modelling fees in a volatile environment • Effectively incorporating your hedging and risk mitigation strategies in the pricing of your    product offering Practical exercises on fee and price structuring
	Coffee break
	Determining the best financing solutions for your corporate client • Helping your clients to access a diverse range of funding sources • Barriers and restrictions to successful and cost-effective funding • How liquid are the loan markets in today’s volatile environment? • De-mystification of asset-backed and structured finance investments funds Moving beyond    the role of originator and arranger to more direct participation • Capital structuring: Determining the best solutions for your client • Contingency funding • What do investors in corporate financing look for? Investment solutions for your client • Determining the risk appetite of your client • Mitigating risk concentrations • Determining risk correlation • Long-term and short-term investment strategies and solutions • Prospects for emerging and frontier markets Practical case studies on best-practice financing and investment solutions
12.30-2.00	Lunch
2.00pm	Successfully developing and selling cash management products and services for your SME client • Customer segmentation and tailoring your products and services to the needs of the    particular client • Devising specific liquidity and cash management solutions for the SME client • Trade finance and export solutions specifically for the smaller client • Educating your SME client on your product and service offering • Online and self-service banking for the SME • How can we become the bank of choice for the SME customer? Determining and providing the most appropriate outsourcing solutions for your clients’ needs • Identifying your clients’ process deficiencies • Shared services: Matching the corporate clients’ needs • Accounts payable and purchase-to-pay • Factoring solutions • Collections and debt recovery services
	Tea break
	Establishing and developing your correspondent banking network to meet your clients’ global needs • Identifying the needs of your clients and meeting those requirements through a strong and   developed correspondent network • Establishing partnerships with overseas institutions; criteria for choosing our partners • Finding the right match suited to your particular brand • Managing the correspondent bank to upkeep your standards for your own client retention • Customer retention in the threat of foreign competition • Determining and negotiating fees with your correspondent bank  • Mitigating risk in your correspondent network: Bad service, competition, credit default,   overcharging etc Maximising the use of technology to increase competitive advantage in the provision of cash management products and services • Maximising your shared service offering • Real-time liquidity management • Aligning your services with your clients’ IT capabilities • Ensuring widespread systems and IT compatibility across borders • Developing and expanding your online service offering • Mobile services • Mitigating IT risk and systemic failure Interactive discussion covering key features of the course proceedings
5.30pm	End of Day Two

This is one of the best-designed diploma programmes to provide Asian financial institutions with the tools and expertise necessary to effectively structure and trade their FX and interest rate derivative offerings for maximum competitive advantage.

Register today by completing the registration form below or contact Mr Gerald Rubio tel: +65 6236 6514 or email grubio@theasianbanker.com for more information.