Corporate and Retail Banking Strategies

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 programme includes and outlines various scenarios for consideration to enable these banks to organise 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

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

Part 2: Distribution Strategy and Organisation for retail activities

Introduction

Traditional branch network

• Why is a network important?

• Evolution of the Retail Organisation

• Branches evolution

• Branch today

• Branch of the future

• Retail banking in the world

Workshop 2: Closing and opening a Branch / Marketing plan

Part 3: Distribution Strategy and Organisation 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 organisations, 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 3: Dedicated to the most important challenges for SMEs for the next five years 

Part 4: New distribution channels

Direct Banking

Trends

Direct Channel Distribution

E-banking in the Omni-Channel Strategy

Socio-demographic evolution and banking behaviours

Change Management

Segmentation

Cross sell / Cross buy

New acquisition, distribution and servicing model

Workshop 4: SWOT Analysis

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

Workshop 5: Case study based on the local environment

Part 6: Vision for the future

Retail and Corporate Banking 2030

Internet market trends

Which website or mobile App?

Part 7: Impact of digital on sales

Clients’ requirements

Sales on Internet 

KPI

• Internet KPI’s

• Net Promoter Score

Workshop 6: Analysis of mobile Apps and Internet websites for Retail and Corporate Banking

Part 8: ESG Retail and Corporate Banking

Conclusion

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.

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

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