| Programme |
Selling to Financial Institutions in Asia |
| When |
25-26 January 2007 |
| Where |
Singapore |
Overview
A two-day skills development cum market opportunities forum for
senior sales, marketing, and business development professionals
as well as management consultants who sell to financial institutions,
particularly in the Asia Pacific region.
The forum will be anchored by senior bankers as
well as sales and pre-sales professionals and industry analysts
with expert first-hand knowledge of how Asian banks and other financial
institutions buy IT products and services. We will also be supported
by latest market research on IT buying trends.
Feature of the
Program
This comprehensive forum is designed to help sell-side professionals
to achieve the following fundamental skills:
| • |
Understand current trends
and developments globally and in the different markets.
|
| • |
Understand business processes and operational
dynamics of commercial banks. |
| • |
Develop a mental map of financial institutions
by organization, governance structures, decision makers and
influencers. |
| • |
Identify decision makers and selling
to functional business users. |
| • |
Gain a sense of the key financials, business
benchmarks and best practices relevant to Asian banks that
can be used in proposals and client engagement meetings. |
| • |
Gain a sense of the key country-by-country
trends in IT budgeting and expenditure outlook. |
| • |
Learn how to draw up the ROIs and cost
of ownership models that make the best sense to banks. |
| • |
Manage third party dependencies and outsourcing
risks. |
| • |
Understand the service and support level
requirements of commercial banks in the region. |
| • |
Develop skills in continuous client management
and identifying discretionary spend. |
Benefit of
The Program
The forum will involve inculcating a combination of skills, including
consulting and selling IT in financial services skills. Some features
of the format include:
| • |
Learning the practical 'know-hows'
from seasoned practitioners who have many years of hands-on,
implementation knowledge. |
| • |
Learning terminologies in the context
of current development so as to contextualise opportunities
very quickly |
| • |
Developing or enhancing core skills such
understanding Asia Pacific banks’ purchase decision
processes and building strategies from case studies presented.
|
Who should
Attend
| • |
Senior executives of consulting
and IT businesses that sell to financial institutions |
| • |
Senior executives of consulting and IT
businesses that need to update their understanding of how
to strategise or approach Asian financial institutions |
| • |
Senior executives of established businesses
that want to explore new selling opportunities in the region
through more integrated and opportunistic selling methods |
Register before 22 December 2006 to enjoy the early bird rate!
Registration
Ms Vicky Su
T: +65-6236 6517
E: vsu@theasianbanker.com
Ms Sandra Pey
T: +65 6236 6491
E: spey@theasianbanker.com
|
