Relationship Management

Successful relationship managers know how to engage in a strategic dialogue with their clients, building long-term relationships based on shared understandings of how the relationship benefits both sides. They are able to make strong cases to put the bank's resources behind deals that are right for both the client and the bank. They focus on the profitability of the relationship from both sides and how each can benefit by doing more business together. For coverage officers familiar with standard credit relationships this involves moving from unprofitable credit lines to more profitable advisory and off-balance-sheet services.

Teaching the "Art and Science of Relationship Management" is what Globecon is all about, and what has distinguished us for many years. We have assembled a comprehensive range of services to support coverage officers which can prove invaluable to relationship teams seeking to:

  • differentiate themselves from their competitors, be seen as something more than just a provider of credit, and be in the client's mind when a transaction is being considered;
  • challenge internal specialists to view their products from the client's perspective, thereby concentrating the energy of the bank on solutions that build a lasting relationship;
  • sustain a strategic discussion in which the client acknowledges-and pays for-the value they provide.
The following is a select list of Globecon materials available to our clients in PDF format. Please contact us to learn more about our unique services in the area of Relationship Management.

Getting from Price to Value Some banks get paid more. Tips on how to become one of them.
Creating a Winning Risk Management Proposal Forget the boilerplate. The most compelling proposals are all about the client.
What to Do When Your Bank Says No Credit is a scarce resource. What to do when the client needs more than the bank can provide.
How to Make Your Case in 60 Seconds or Less A powerful elevator pitch grabs the attention of listeners, lays out the potential for mutual benefit, and sets the stage for a follow-up.
Converting Knowledge to Action Learning must support the complexity (of products and processes) and collaboration (among clients, RMs, product specialists and the back office) needed to satisfy clients and generate revenues in the real world.
Implementing the Relationship Strategy How relationship managers, working with product specialists, can advocate for the client.
The Role of Relationship Management From independent product specialist to client-centered advisor: seven classic relationship management models and how they work.


Our relationship management training services involve professional development for coverage officers responsible for accounts in markets of:

1. Large corporates and institutions
2. Middle market corporates
3. Business banking


We have extensive experience running programs in:

1. The U.S.A.
2. Canada
3. United Kingdom
4. Germany
5. France
6. Belgium
7. Italy
8. Australia
9. Singapore
10. Hong Kong
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