Current developments in Private Banking

• Strategic developments in Private Banking
• Consequences for team leaders
• Growth and profitability: Drivers and key performance indicators

Customer care

• Management instruments
• Client vs. bank benefit
• Service quality vs. Costs
• Superior‘s tasks

Team building and leadership exercises

Profitability: Measurement systems in practice

• MIS, Delta Management, Scorecard
• Possibilities and limits

Working the market

• From strategy to work in the market

Gaining target clients

• Networking / Cold Calls
• Marketing activities at home and abroad
• Measurement and incentive systems
• Management tasks

Client retention/attrition

• Prevention
• Terminating a relationship
• Winning clients back
• Communication
• Management tasks

Coaching and sales management in practice

• Basic techniques
• Procedure

Explanation of Home Assignments

• Working the market
• Coaching in practice
• Personal management work

Presentation and Discussion of Home Assignments

Management / Coaching of teams as superior

• Team processes
• Communication
• Time management
• Working technique

Sales management in practice

• MbO
• Sales meeting
• Coaching

Relationship between team leader and staff

• Psychological aspects
• Role of the superior
• Types of people
• Difficult staff members

Management work and coaching as illustrated by practical examples

Personal objectives and end of workshop

• Self-contract
• Transfer