9 Class Hours
Instructor: Larry Young
Why this course is important:
Great banking isn’t just about relationships—it’s about building the right ones with purpose and precision. This course elevates business development to a strategic discipline, giving you the insights, frameworks, and real-world applications used by elite banking leaders to drive growth. If you’re ready to sharpen your approach, engage in thought-provoking discussions, and master the strategies that set top-performing banks apart, this is the course for you.
Elite community banks understand that value-added business development is about building the right relationships strategically. This interactive executive training program equips banking leaders with an insight-driven framework to identify, attract, and deepen relationships with high-value clients. Students will explore how leveraging actionable insights and targeted financial intelligence transforms traditional business development into a strategic, relationship-focused practice, ultimately driving sustained profitability and client loyalty.
The course unfolds in two complementary phases. Initially, students will master foundational business development skills, employing real-life examples to identify client needs, utilize data-driven insights, and create compelling value propositions. The second phase delves into strategic relationship management, emphasizing bank positioning, sophisticated sales methodologies, proven sales models, and effective talent management techniques to foster a high-performance sales culture. Throughout the training, interactive discussions and practical scenarios will empower participants with concrete strategies they can immediately implement, elevating their banks to new levels of strategic success.
Key takeaways of this course:
- Implement Insight-Driven Business Development Strategies – Use data and financial intelligence to attract, engage, and grow high-value client relationships.
- Apply Proven Sales Models for Consistent Results – Leverage structured methodologies to drive more effective client conversations and long-term partnerships.
- Position the Bank for Strategic Growth – Differentiate your institution with clear, competitive positioning aligned with business development goals.
- Build Deep, Trust-Based Client Relationships – Move beyond transactional selling to become an indispensable financial partner.
- Foster a High-Performance Sales Culture – Align leadership, coaching, and talent development to support sustainable business development success.
Annual School Session
First Year Elective Course
Competency: Innovation & Engagement