Programs by Subject Areas

The Custom Programs offered by the Banks and Financial Intermediaries Division can cover the following areas, focusing on technical and specialized topics as well as management-related ones:

Corporate and Banking

Dealing with corporate clients requires strong knowledge on both lending and investment banking services. Therefore corporate bankers need to be able to segment their client base according to the right criteria and to analyze their financial needs and buying behavior.
SDA Bocconi is able design programs that respond to specific training needs, whilst taking into account the structure and processes in place within the organization, particularly in relation to the corporate banking division and the role of corporate bankers. 

Private Banking & Wealth Management

Managing high-profile clients requires strong global financial planning skills, in order to deal with issues such as taxation, insurance, welfare and property. As a result, a private banker needs to have specialized knowledge in all these areas, as well as strong interpersonal skills.
Our Private Banking & Wealth Management programs are targeted specifically to private bankers, providing them with the knowledge and skills required to manage clients successfully. The program can also be designed to include an analysis of processes and working tools used within the private banking division.

Retail Banking

Retail banking requires professionals who are able to understand and address client needs, while maintaining high service standards. Programs for the retail banking sector are designed taking into account the different roles and levels of responsibility of every participant, from clerks’ to branch managers’. As well as strengthening the participants’ knowledge and skill in retail banking, these courses aim to develop their nterpersonal, communication and leadership skills. The programs also typically explore the impact of ICT on financial services, distribution channels and the relationship between customers and their bank.

Asset Management

Asset management programs can be customized depending on the area in which the participants specialize. They can focus, for example, on portfolio selection, performance assessment and risk management in asset allocation. The programs also tend to focus on the different investment categories and their characteristics.

Credit Risk Assessment

Assessing the creditworthiness of companies requires the application of rigorous methods of analysis, which must comply with financial services authorities directives. This is why our credit risk assessment programs cover the analysis of balance sheets, financial history and forecasts, sector attractiveness, competitive positioning of the organization, growth potential and the use of guarantees and collateral to provide cover against credit default. The courses also look at the different client categories – large companies, small businesses, one-person enterprises – and technical aspects of the balance sheet, taxation and corporate law. 

Risk Management for Corporate Clients

Financial intermediaries help companies identify, assess and manage risk, be it financial or not. Our programs examine the different stages of risk management and assess the comparative attractiveness of different solutions, including derivative contracts, that the intermediary can suggest in order to manage risk. 

Structured Finance

Planning and implementing structured finance operations is complex and involves changes in products and processes; this is the case for securitization, leasing, real estate financing, project finance and leveraged acquisitions. The operations are analyzed from the point of view of the bank and take into account aspects related to finance, assessment and procedures. Legal and taxation issues are also addressed, as is the global scale of the operations.

Public Administration and the Financial System

The relationship between Public Administration and the financial system is typically studied in programs aimed at developing the ability to analyze and understand the financial requirements of the different categories within public administration and to structure the offering accordingly. Negotiating and managing the relationship with Public Administration are rather complex topics and tend to be examined through dedicated activities.

Risk Management for Banks

Managing risk is a very relevant topic at the moment, particularly in light of recent trends within the banking sector. Our programs analyze various methods to assess and manage different types of risk, from credit risk to market and operational risk. The courses also cover the organizational implications of redesigning and implementing risk management systems, as well as supervision and compliance.

Welfare and Pension Funds

Supplementary pension funds are a key issue for banks and their employees, as well as for the relationship between banks and their customers when it comes to advising. Our programs look at the development of legislation in relation to supplementary pension funds and provide the necessary tools to analyze and understand how pension funds work, with a particular focus on taxation.

Insurance

The programs offered to insurance companies are entirely customizable and focus on the consolidation of operational and contractual skills. The courses look in particular at investment management policies within insurance companies, performance evaluation systems, and processes to assess and manage risk.

Management Planning and Control

These programs focus on analyzing different planning and control systems for the banking sector. In order to do so, a range of cost control methods are explored, with emphasis on the most recent developments as far as measurement criteria, and performance and efficiency indicators are concerned. The courses also study the latest approaches to value-based management, which can be used to measure performance within banks and other financial intermediaries, and to create more value for their stakeholders.

Organizational Analysis and Planning

In order to increase competitiveness and improve performance, it is important to be able to put in place the correct structure and processes. Our programs are designed to provide an increased level of awareness in relation to planning and organizational choices, while understanding their impact on company performance. The focus is on being able to identify the correct processes and implementing a structure that is in line with the nature and objectives of the business. 

Human Resource Management

People are increasingly the focal point of organizations, therefore nowadays it is important to possess the right skills to manage and motivate staff. Our programs will enable you to handle proficiently a wide range of tasks, from candidates assessment and selection, to lack of motivation among employees, and the creation of career progression plans. You will also learn how to manage the relationship between people of the same or different seniority within a firm.

Leadership

New enterprises – and their banks – are increasingly asking for a new type of leadership. They are calling for a new way of managing corporate identity and the relationship with internal and external parties, one that is more charismatic, competent, authoritative, yet balanced. Our programs focus on developing the ability to lead and influence, whilst understanding the impacts and identifying where improvements can be made.

Change Management

The success of any major organizational change (e.g. restructuring, mergers, acquisitions, etc.) depends on the ability to understand and manage the consequences of said change within the organization. This can only happen if a company possesses the right knowledge and tools to analyze the operational, structural and cultural aspects of any major change, in order to ensure it is in line with the company culture, business objectives and staff motivational factors.  

Corporate Governance

Corporate governance is a very prominent and relevant topic at the moment, especially after the latest changes in legislation, which affect both financial intermediaries and enterprises. While a bank’s managers can use corporate governance to understand the opportunities that exist to restructure and create value for the bank itself, credit analysts can also use it to assess the credit worthiness of organizations.
Our division offers programs that focus on the comparative evaluation of different models and solutions that are used to evaluate the performance of the Board of Directors, the Advisory Board and the Management Board. 

Family Businesses e SMBs

Entrepreneurial families need to protect and manage their human and financial capital from risks and uncertainties, in order to guarantee the sustainability and growth of their business. Within this context, tax planning becomes very important to optimize tax variables.
Our division offers programs that enable banks to understand and address these needs through their corporate banking and private banking units.

Strategic Marketing

Financial intermediaries need to be able to define marketing strategies in a situation of hypercompetition  and cross-sector convergence. Our programs explore topics such as competitive measures to defend existing markets and create new ones, demand segmentation, offering positioning, creation and management of value propositions and competitive intelligence. These topics are looked at both in terms of the overall portfolio of offers  and in terms of the business areas covered by the financial intermediaries and the insurance companies. 

CRM and Loyalty

How to generate value for customers, meet their expectations and earn their loyalty are the key topics covered by these courses. The study of customer relationship management and the role it plays in forging and strengthening client relationships is the focal point around which the courses are designed.

Buying Process

Streamlining processes is key to the operational success of financial intermediaries. In order to implement  more efficient processes, companies need to follow steps such as lean thinking, Six Sigma and strategic supply management.
The Banks and Financial Institutions Division offers programs that promote service innovation, encourage the introduction of the role of Chief Innovation Officer and support the development of skills that will help the company to innovate.

IT and Information Systems

Our programs concentrate on topics related to the increase of competitive advantage for financial intermediaries, including information systems governance, sourcing strategies and performance assessment (using financial, technical and service performance indicators).
Other topics that can be covered include IT process management, application and infrastructure architecture (design and selection criteria), Business Intelligence and Business Performance Management systems, and the internationalization of the information systems themselves. Development courses for IT Managers can also be designed as part of the offering.

Value Management & Service Marketing

How to create and manage value proposition is a broad subject; our courses explore the different activities that are involved in creating and managing value propositions, such as analyzing, measuring and managing customer value, evaluating the perceived customer value, setting customer-based prices, and jointly managing price and value propositions.  

Sales & Key Account Management

These courses focus on managing the relationship with the client by developing commercial strategies, analyzing and managing information, structuring sales networks and managing sales performance.
Accounting for Financial Institutions
A sound knowledge of accounting principles is important not only to carry out many of the activities performed by financial institutions – for example, risk assessment – but also in order to manage the operations and finances within a financial intermediary organization itself. Therefore our programs look at the entire “production cycle” of a balance sheet, including consolidated ones, taking into account the impact of governance.

Law and Taxation for Financial Institutions

Corporate law is another topic that is highly relevant to financial intermediaries, as far as their service offering and their internal activities are concerned. This is why our programs explore the development and application of corporate law, the subject of bankruptcy law, the use of fiscal variables in financial processes.