- resources in finance

Managing the Relationship 

  • The Client Problem-Solving Approach
  • The Tools of Adding Value
  • Capital Structure and Managing Financial Risk
  • Acquisition-Related Funding Opportunities
  • Alternative Financing Techniques -- Applying the Bank's Resources
Ian Giddy has taught finance at NYU, Columbia, Wharton, Chicago and in 30+ countries abroad for the past two decades. He was Director of International Fixed Income Research at Drexel Burnham Lambert from 1986 to 1989. The author of more than fifty articles on international finance, he has served at the International Monetary Fund and the U.S. Treasury and has been a consultant with numerous corporations and financial institutions in the U.S. and abroad. As a banker and consultant he has been involved in the application of applied corporate finance in the USA, Europe and Asia. He is the author or co-author of The International Money Market , The Handbook of International Finance, Cases in International Finance , Global Financial Markets, Asset Securitization in Asia and The Hudson River Watertrail Guide.


Relationship Management
for Corporate Bankers

Prof. Ian Giddy
New York University


This program was designed for a broad range of relationship managers within Union Bank of California and was intended to teach participants how to expand the bank’s share-of-wallet within their target client-base. 

Relationship Management in Action

Morning: Using the Tools of Corporate Finance to Identify Client Needs

Afternoon: Using the Bank’s Resources to Solve Client Problems



Using the Tools of Corporate Finance to Identify Client Needs

The Client Problem-Solving Approach

  • Life cycle financing
  • Financial restructuring
  • Risk management
  • Other applications
  • Cross-selling and profitability analysis

Capital Structure

  • Is the client leaving money on the table?
  • How can cost-of-capital and capital-structure analysis help?
  • Exploiting debt-capacity opportunities
  • Does the company’s capital structure match its business risk?
  • How can the form of debt match the company’s financial risks?
  • Financing with derivatives

Case study: Liberty Travel

Liberty Travel needs seasonal financing, and is considering several alternative loan structures as well as how to hedge their risks. What makes most sense for the client and the bank?


Using the Bank’s Resources to Solve Client Problems

Acquisition opportunities

  • How can valuation analysis help a customer identify M&A and LBO opportunities?
  • Financing the acquisition
  • Alternative financing techniques – applying the bank’s resources

Case study: Financing the Cap des Biches Acquisition

A client of the bank is soliciting proposals to arrange the financing of an international acquisition. Groups will work on structuring a financing package. In doing so, they will consider what the bank has to offer, costs to the client and profitability to the bank, risk management aspects, and ancillary business stemming from the deal.

  • Groups will present selected features of their client proposals
  • Non-critical discussion of alternative client presentation approaches

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