Relationship Management in Banking

Principles and Practice

Edition: 1 Date: 03/10/2018 Price: £39.99 ISBN Paperback: 9780749482831 ISBN Ebook: 9780749482848 Pages: 400 Format (mm): 235x156 Product Category: Textbook Subject: Banking

Author Information

Steve Goulding worked for a UK Bank for 35 years, the majority of which were spent in Commercial and Corporate, as a Relationship Director. He is now an author, coach and mentor for a number of financial services personnel, and provides management consultancy services for a number of businesses.

Richard Abley has operated within the banking industry since 1978, fulfilling a number of customer-facing and leadership roles in business and corporate banking. Simultaneously, he has lectured to many hundreds of bankers seeking to obtain their professional qualifications, and has coauthored several books on banking. « Supports the Chartered Banker Institute’s Personal & Private Banking and Commercial Lending modules requirements and helps to prepare for assessment « Is written by banking sector experts with cutting-edge industry perspective, ideal to support students studying banking at undergraduate and postgraduate level « Aids work-based learning and professional development with a highly practical and applied approach, bringing learning to life with activities to carry out in the workplace as well as case studies, further reading recommendations and definitions of key terms throughout « Offers thought leadership on relationship management from expert authors with over 50 years of combined experience in the sector, endorsed by the Chartered Banker Institute « Online resources: includes a glossary and updates to regulation

Description

Endorsed by the Chartered Banker Institute as core reading for the Personal & Private Banking and Commercial Lending modules, Relationship Management in Banking supports and develops the need to be able to manage key customer relationships. The text considers the nature of commercial relationships and help the reader synthesise complex factors in order to develop a robust relationship management methodology. It will draw from bona fide case studies and examples that can demonstrate key relationship management concepts as well as bring learning to life and share examples of customers, good and bad, from a range of different sectors.

Through case studies and providing online updates to regulations, Relationship Management in Banking considers how to critically analyze approaches to relationship management used for a variety of banking customer types and examine the impact of legislation, regulation, governance and technology on banking relationship management and customer acquisition and retention. Online supporting resources include a glossary and updates to regulation.

Table of Contents

Introduction 1 Business customers 2 Products and services 3 Reputational risk and ethics 4 The changing nature of banking 5 The changing nature of regulation and legislation 6 The role of the relationship manager 7 Tools and techniques to help relationship managers 8 Customer service and portfolio planning 9 Relationship strategies: customer retention, development and acquisition 10 Case study – gaining new business 11 Glossary