Relationship banking is a critical aspect of the financial sector and plays a vital role in the macro-economic growth of a country, region, and province. Therefore, relationship banking teams are expected to possess various competencies, including implicit insights into clients’ needs; exceptional interpersonal skills; a capacity to find unique-, tailored solutions to client problems, and the ability to manage client portfolios expertly. These competencies ensure the sustainability and growth of client businesses and assets. At Cornerstone Performance Solutions, these skills are crucial for cultivating growth in all aspects of the economy.

CPS’s research across the continent has shown that Relationship Managers need to have a skill set that exceeds that of their competitors to achieve success in their portfolios. One of the most vital components of relationship management is having implicit insight into a customer’s business, both financially and how it operates. A structured approach to client insight, solutions, client engagement, and portfolio management is essential to achieve this.

Our ThinkTool process provides expert insight into a client’s business using a structured approach based on expert thinking. Coaching is an integral part of the journey to becoming a Relationship Manager. Line Managers are equipped with the knowledge to Coach for Impact, and our coaches believe in using a structured approach to coach Relationship Managers for success. This coaching ensures higher-value client relationships and growth opportunities from implicit client insight.

CPS delegates have shared their experiences in achieving success as Relationship Managers. They note that having implicit insight into their clients’ businesses allows them to bring value to the client and their organization. Delegates also highlight the importance of analysing client financials and interviewing them to gain more insights into their needs. By meeting with clients frequently and staying on top of ongoing changes and opportunities, relationship managers can streamline their portfolios and provide a positive experience for everyone involved.

In conclusion, possessing the right competencies is essential for Relationship Managers in the financial industry. At Cornerstone Performance Solutions, we believe that these skills are critical to creating growth in all aspects of the economy. Our ThinkTools process and coaching programme provide Relationship Managers with the expert view and structured approach they need to succeed in their portfolios. By continually honing their skills and staying on top of ongoing changes and opportunities, relationship managers can create higher-value client relationships and drive growth for their organizations.