Description	This one day seminar requires participants to identify the credit and non-credit financial needs of an entrepreneur, his company and his family. These financial needs must then be matched with the bank's own products and services. Participants develop a client strategy, prioritizing the bank product offerings. As a teaching aid, a bank-wide product profile will be developed which summarizes all significant bank products and the characteristics of clients who are the main users of these products.
Primary Topics	Identification of credit and non-credit financial needs of small and medium-sized businesses, wealthy individuals and family groups. Knowledge of the bank's products and services. Review of credit risk analysis methodology for companies and wealthy individuals. Familiarity and effective usage of product specialists within the bank. Effective networking and team approach to solving client problems. Internal communication of bank strategy.
Target Audience	All bank account officers, relationship managers, product specialists, credit analysts, credit administrators, trust officers and trust administrators, senior and middle management and bank directors.
Delivery	Workshop seminar built around one David Jeffrey Associates case plus a customized product profile linking your bank's products with customer characteristics. Participants work in teams to first analyze and present their recommendation regarding both a commercial and a private banking credit request. Participant teams then identify and present their conclusions regarding the commercial non-credit needs of the client, matching them with the bank's own products. Commercial product specialists act as consultants to the teams. Thirdly, teams identify and present to the class the entrepreneur's and his family's financial needs, matching them with the bank's products. Private banking and trust product specialists act as consultants to the teams. Finally, participants prioritize the various bank product offerings and recommend a client marketing strategy.
Length	One day seminar with pre-course work requiring approximately 3 hours to complete.