Course Agenda

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Course Timings: Registration will commence at 08:00 on the first day. The course will begin at 8:30 with refreshments being served at appropriate intervals. The course will conclude each day at 14:30 after which lunch will be served.


Why Finance Marketing?

In many financial markets, deregulation and competitive pressures have made it very difficult to differentiate by product and marketing has become an essential component in driving business activity. Home grown institutions in the Middle East have to start with building world-class brands and professionally market core products and services to the right target audience in order to compete with world class players like HSBC, Citigroup, Standard Chartered, Merrill Lynch and others.


Course Overview

The course has been designed to teach the practical marketing techniques and skills required by marketing and customer relationship professionals. It covers nine major subject areas and utilises a variety of training techniques. The key areas of the agenda include:

• The competitive environment
• The role of marketing
• Customer behaviour
• Developing new products and services
• Pricing strategies
• Promotion and communication
• Distribution and multi-channel considerations
• CRM and marketing strategy and planning

The emphasis is practical and pragmatic rather than theoretical, with real case studies from some of the world’s leading financial institutions.

Course Objectives

• The goal of this course is to provide you with diagnostic skills that can be immediately used upon return to your respective regional and international banks, marketing departments   or agencies.
• You will learn to use demonstrated marketing strategies which will enable you to help your organisation (or in the case of agencies – clients) compete in an increasingly competitive market.
• This course is also designed to enhance the documentation of marketing teams which will reduce planning time and enhance business cases to support new products and campaigns.

Day Five – Thursday, 24 January 2008

Relationship Marketing And Customer Relationship Management

Creating And Sustaining Relationship Strategies
• The importance of relationships for customers
• The importance of relationships for banks
• Components of an effective relationship
• Creating and sustaining relationship strategies

Multi-Channel Relationships

• The customer e-journey

Case studies and work group session: Develop a marketing launch plan

Review And Course Summary

Course Examination

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