Marketing Derivatives Ideas Workshop

Marketing Derivatives Ideas Workshop

SEMINAR LENGTH

3 days

SUBJECT FOCUS AND CONTENT

This interactive and applications-orientated workshop shows participants how to analyze their corporate and investor clients in order to identify financial exposures and opportunities as well as to market derivatives ideas as alternative, more efficient ways to manage these exposures.  The workshop covers:

  • A process for analyzing clients that enables an identification of financial exposures and a measurement of their impact on performance.
  • Examples of various exposure management and derivatives policies.
  • Corporate hedging of interest rate, foreign exchange, commodities, and equities exposures with and without derivatives.
  • Investor hedging of interest rate, foreign exchange, equities, and credit risks with and without derivatives.
  • De-mystification through a building blocks approach of forwards, swaps, options, caps, floors, collars, and swap options and how different market conditions can make different products more or less attractive.
  • The use of derivatives to help achieve optimal debt structure regarding tenor, fixed-floating mix, currency, investor base, and flexibility.
  • Strategic and competitive uses of derivatives by corporate clients.
  • Strategic use of derivatives and structured notes by investors to achieve risk-return objectives.
  • Tax and accounting issues in current derivatives applications.
  • A marketing process for proposing derivatives ideas and understanding client objections.
  • Suitability and appropriateness issues in derivatives applications.
  • Risks to the bank in offering its clients derivatives ideas.
  • Product specialists presentations on the bank’s capabilities and strategy for offering derivatives to corporate clients

TARGET AUDIENCE

  • Bank Relationship Managers and Investment Banking generalists who cover corporate, financial institutions, and investor clients.
  • Treasury, Capital Markets, and other product specialists that cover corporate, financial institutions, and investors clients and that would play a role in identifying and marketing derivatives opportunities.
  • Audit, financial control, operations, risk managers, and other support line professionals and that need to understand how derivatives are used by clients and marketed by the bank.

PARTICIPANT OBJECTIVES

As a result of this workshop, participants will:

  • Discuss more comfortably with their clients the impact of financial exposures on performance and the potential uses of derivatives to manage these risks.
  • Explore the nature of clients’ policies and strategies that impact exposure management and the use of derivatives.
  • Help interpret suitability and appropriateness issues in the use of derivatives by their clients.
  • Understand the building blocks of derivatives and structured notes that de-mystifies their use and pricing.
  • Learn how to explain to clients in an intuitive way the opportunities to enhance financial performance  through value-added derivatives ideas.
  • Work closely with other bank professionals in a team effort in order to assist in the marketing of derivative ideas and cross-sell opportunities linking a variety of other banking products.
  • Understand the bank’s capabilities and strategy in offering derivatives products to clients and how various professionals can help the bank execute this strategy.

INSTRUCTION METHODOLOGY

Lectures, presentations, discussions, and case studies that cover a variety of derivatives and structured applications for corporate, financial institutions, and investor clients.