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Relationship Management Skills for Commercial Bankers

Course Overview

In today’s banking environment, professionals must have knowledge of all areas of financial services. In order to grow your banks’ portfolios, you must continue to find opportunities and, at the same time, manage your portfolio’s credit quality. To do this, you need sales and customer service skills as well as an understanding of credit and corporate finance. 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.



7.5 hours


Instructor-Led Online

Program Level




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



Who Will Benefit?

Practicing commercial loan officers and relationship managers who have responsibility for customer relationship development and ongoing management.


Learning Objectives

Upon completion of this course, 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.


Through a mix of discussion, large and small group activities, and case studies, participants are better prepared to apply the content learned when they return to their jobs. The following case study is described in Relationship Management Skills for Commercial Lenders:

  • Pro Packaging Services, Inc. (PPS) specializes in plastic wrapping materials, targeting its packaging services to the pharmaceutical and computer electronics industries. With $15 million in sales, the company sees opportunities for growth. Close to reaching its physical production capacity, the company plans to add a new plant in another location, both to diversify its packaging services and attract new customers. Management would like to fund the beginning of the expansion by borrowing $1 million over five years, in addition to maintaining the existing line of credit

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