Managing the Relationship
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.
for Corporate Bankers
Prof. Ian Giddy
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
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
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.Bambi
Summary and next steps