Relationship Management Skills for Commercial Lenders

This virtual course is made up of three sessions – each of the three sessions is 2.5 hours, from 1:00pm-3:30pm ET.  Session 1: June 10, 2025 Session 2: June 11, 2025 Session 3: June 12, 2025 

Co-Sponsored by the Philadelphia Chapter.

Relationship Management Skills for Commercial Lenders gives participants an opportunity to practice a systematic approach to managing a commercial banking customer relationship. The course introduces a relationship-building model for uncovering client needs, providing ideas and solutions, and ultimately matching the company’s needs with financial products and services.

Through a mix of discussion, small group activities, and case studies, participants are better prepared to apply the content learned when they return to their jobs.

 OBJECTIVES

Upon completion of Relationship Management Skills for Commercial Lenders, participants will be able to:

• Identify clients’ operating and financial strategies and find appropriate products and services to assist in executing these strategies.
• Use the results of credit risk analysis to identify opportunities for the bank.
• Create and execute a client call plan.
• Develop and present a client proposal to address a company’s operating and financial objectives.

Relationship Management Skills for Commercial Lenders is designed for practicing commercial loan officers and relationship managers who have responsibility for customer relationship development and ongoing management. This course assumes participants have a basic knowledge of financial accounting and credit analysis. The course is geared primarily to individuals working with smaller client companies.

This course assumes participants have a basic knowledge of financial accounting and credit analysis.