Prof Ian Giddy on Corporate Relationship Management

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

Instructor
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

OVERVIEW

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

SCHEDULE

Morning:

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?

Afternoon:

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.

Bambi

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

Summary and next steps