Selling Client Solutions

Euromoney Learning Solutions

How long?

  • 3 days
  • in person

What are the topics?

Euromoney Learning Solutions


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Individual needs analysis

Who should attend

  • Relationship Managers
  • Front Office Sales
  • Risk
  • Compliance
  • Audit
  • Anyone interested in understanding derivatives or the process of selling derivatives to clients

About the course

Learn best practice for how to sell derivatives to your clients

Best Practice for how to sell Derivatives to your clients

Two Expert Trainers


  • “Converting Technical Expertise into Successful Results”: Learn both the Technical and Behavioural skills you need to achieve your goals in the “real world”, in one course.
  • Both a technical and behavioural skills expert on hand to ensure your success
  • “Learning by Simulated Experience”. Practice what you will be doing in “real life”.
  • “Learning by Doing”. Each topic has a simulated experience for you to learn how
  • Pre-course instructor lead video and exercise learning
  • Mentoring Sessions: Desk Ready Training. Post course support to make sure you can implement what you have learnt. Have the experts there to help!

Reasons you should attend this course:

  • The Collective Learning Experience: Working together in teams, delegates learn from shared experiences. They will gain the Technical and Behavioural Skills necessary to enable them to sell derivatives, or find opportunities for others to sell, and therefore increase profitability.
  • There will be two trainers running the course. A technical and behavioural expert, allowing participants to gain all the necessary skills to sell derivatives effectively.
  • Participants will be involved in “role plays”, where they have the opportunity to practice the creation of selling opportunities and the closing of deals.
  • The opportunity to simulate “first client meetings” and “client solution meetings”
  • They will understand how to gain the clients trust by building rapport with their technical knowledge.
  • Attain the Negotiation Skills essential for success: Understand the Client Need, Building Rapport, Open Questions and much more.
  • They will learn about the key areas of how the markets operate and how to use that knowledge when speaking to clients
  • Participants will gain the necessary knowledge of derivatives products and market economics essential to winning the client’s trust.

Course Aims - Participants will:

  • Understand how the FX, Fixed Income and Commodity Markets operate and how economic numbers impact the market
  • Appreciate the financial risks that corporates have to manage and be able to advise them on hedging strategies
  • Learn how to gain the clients trust, by being able to discuss their needs and present basic potential solutions, which in turn creates business (selling derivatives) for Global Markets.
  • Understand how the major products are used to reduce risk or enhance returns. Be able to show a client how they work and the benefits to the client.
  • Have the tools to understand and explain the market movements, combined with a broad based understanding of what affects their client’s financial risks, from a political, economic and regulatory standpoint.
  • Gain an understanding of the risks involved, from both the clients and banks point of view and an appreciation of how the ever changing financial markets operate.
  • Learn about the role of the ISDA Master, confirms and CSAs
  • Appreciate the role of SEFs, OTFs, CCPs and the role of netting in reducing CVA costs
  • Understand the Hedge Accounting Rules and how they affect Corporate decision making.


Day One

Overview of the Course

Understanding Our Clients

  • Discussion: What type of clients do you deal with? What sort of deals have you seen recently?
  • Exercise: Interacting with different clients (Let me know if you want to input anything here. I will talk about Corporates being Conservative v Aggressive and Sophisticated v Unsophisticated)

Understanding Global Market Conditions

  • What is the yield curve?
  • What do the major yield curves look like today and why?
  • Understanding of the types of yield curves eg: spot and forward to gain credibility with our clients
  • Basic Pricing of Forward Curve

Scenario Based Case Study: Yield Curves

  • In teams, participants examine current yield curves from around the world and discuss which economic factors are creating this market. They give a report to the group, outlining how this might impact corporates thinking regarding interest rate risk and the operating of their business.
  • Overview of FX markets
  • What’s influencing the FX market today
  • Volatility: What is it and why is it a good thing
  • Why it is important to engage clients in conversation about the markets and the specifically the risks that are affecting them.

Scenario Based Case Study: FX Markets

  • Delegates examine the past price movements of various FX pairs and attempt to explain the reasons behind these moves. Are there any trends?
  • Participants predict where the FX price will be in 6 months’ time, with a % probability of certainty in their prediction!
  • Which derivative products are clients currently using?

Scenario Based Case Study: Examining Market Conditions

  • Do you think interest rate volatility is larger or smaller than FX volatility?
  • What do you think are the sources of this volatility?
  • Why we must never personally tell our clients where we think the market is going.
  • How do we discover “the client’s opinion” on the market?

Access to Information

  • Market commentary
  • A quick guide to where to find this information. Bloomberg?
  • How to follow the markets on the internet…it’s quick, easy and free. We highlight how participants can quickly become knowledgeable about financial markets with just 10 minutes effort a day!

Scenario Based Case Study: Risk Management Overview

  • What is Risk Management?
  • Tactical and Strategic Exposures including Translation and Transaction risk
  • Understanding the Risk Management Matrix
  • Teams are given various Corporate Scenarios and asked to identify the “types” of risk (Credit, Market, Settlement, Regulatory etc) that may arise for:
    • The Bank
    • The Client

Scenario Based Case Study: The Risk Management Matrix

Participants will examine one of two customer profiles depicted in the case studies. The cases are based on Corporate clients Financial Statements. Groups complete a Risk Management Matrix to analyse the sources of risk and how they relate to the business and financial strategies of the company.

Day Two

How to Get the Best from a Client Meeting

  • The differences between face to face and virtual meetings
  • Starting of the meeting
  • Transitioning into the questioning phase
  • The power of summarising**

Scenario Based Case Study: Part 1 - The Client Meeting

Groups of participants will now examine different clients in order to prepare for a “role play” meeting. They should be prepared to discuss:

  • Market review
  • Identifying exposures using the Risk Management Matrix
  • Interest rate, FX and Commodity risk management strategies
  • Interest Rate and FX enhancement opportunities
  • Agree Next Steps

Interest Rate Derivatives & Strategies: Case Studies

  • Basic interest rate swap structures
  • Using interest rate forwards, swaps and futures
  • Amortising, forward-start and basis swaps
  • Customising swaps for clients
  • Fundamentals of options
  • Interest rate caps, floors and collars and how to position them with clients

Scenario Based Case Study: Matching clients’ needs to the right derivative product

  • Teams are given various client scenarios and asked to suggest which derivative products might meet their FX, Commodity and Interest Rate needs. Their will be more than one potential solution for each client.

How Banks Make Money from Derivatives

  • Quoting a Swap
  • The Dealing Spread
  • Flow Trading

Scenario Based Case Study: Profiting from IRS Trading

  • Taking IRS market prices, Teams look at two potential client needs. Using flow diagrams, they calculate if trading now would meet the clients’ objectives. Is there a profit to be made? How much?

Why has LIBOR become such a problem?

  • ESTR
  • SONIA and world rates
  • The problems that may be caused for clients

Foreign Currency Derivatives & Strategies

  • Major players in global and local FX markets and discuss role of each
  • Pricing techniques and regional hedging conventions on FX forward contracts
  • Discuss and calculate FX forward outright prices
  • Using currency forwards and swaps in local markets, including NDFs where applicable
  • Fundamental option strategies in forex
  • Advanced FX forward applications

Scenario Based Case Study: FX Swaps

  • A client has a requirement to borrow in EUR and lend USD. They ask what rates your bank could offer. Teams look at the opportunity to introduce FX swaps. They must show the client the calculation and why the swap may give the client improved lending and borrowing rates.

Scenario Based Case Study: Which FX product suits the Client Scenario

  • Teams are asked to consider various client scenarios and find the correct product to match that particular clients’ needs. There will be more than one potential solution for each client.

Day Three

Sales Skills

  • Selling Benefits not Features
  • Getting attention when presenting
  • Telling the story of your presentation
  • The Close

Case Study – Part 2: Meeting the Client : Role Play

a) Participants will now enter in to a role play discussions with clients (the trainer and/or other delegates), Considering current market conditions and by discussing the clients’ financial position and risk, identify the client’s needs. Feedback is then passed on to the banks’ senior management leaders and/or derivatives markets product specialists to follow up with specific solutions.

b) Delegates will prepare basic solutions to their client’s needs, making sure to explain 3 potential solutions for each. The client gives feedback and Global Markets are contacted for a more detailed review.

Organisational Issues and Challenges Using Derivatives: The Risk side of Global Markets

  • For sell-side and buy-side users of derivatives, there are a number of organizational issues associated with derivatives, including:
  • ISDA Master Agreement
  • Credit Support Annex (CSA)…… how collateral works
  • Market Risk: VaR
  • Credit Risk: Counterparty Risk (CVA and how it effects pricing)
  • Liquidity Risk: Ability to realize positions and fund activities
  • Hedge Risk: Effectiveness of hedges
  • Operational Risk: Internal controls and safeguards

Case study: We look at a simple IRS and discuss the potential risks and decide how these can be mitigated theoretically and in practice.

  • Mifid II. LEIs ….Legal Identity Identifiers (in appropriate locations)
  • Systematic Internalisers

How the Modern OTC Derivative Market Works

  • Which derivatives trade on electronic platforms?
  • SEFs (Swap Execution Facility) and OTFs (Organised Trading Facilities)
  • Central Counterparty Clearing (CCPs)
  • Collateral and how this works in a trade
  • Overview of CVA (Credit Value Adjustment)
  • How Banks make money from a trade. (Bid / offer spread)
  • Covering the risk on options …delta hedging

Hedge Accounting

  • Referring to our Case study we discuss basic Hedge accounting rules
  • Fair Value Hedging
  • Cash Flow Hedge
  • Investment Hedge
  • The 80/125 Rule

More Complex Products

  • Case studies based on more complex products that clients are using:
  • NDFs (Non Deliverable Forwards) in practice
  • FX Options
  • Interest Rate Products

Other Products You Must Know

  • Credit Default Swaps
  • Credit Index Swaps
  • Commodity Derivatives
  • Equity Derivatives
  • When would corporates need these products?

Case Study: when Hedging goes Wrong

  • How a major airline hedged its Aviation Fuel needs and lost Billions!!

Structured Products

  • Enhanced Return Products
    • Dual Currency Deposits
  • Cheap FX Rates
    • TARFs

Scenario Based Case Study: Structured Products

  • Part 1 - Teams have to calculate how they could a produce the retail product:
    • Guaranteed Principal Stock Market Return Fund
    • A product giving 80% of the upside to the market while guaranteeing 100% of the clients investment.
  • Part 2 – Teams are given Corporate Scenarios and asked to create products that might meet the clients’ requirements.
  • Part 3 – They present the product to their client, pointing out its benefits and features. Finally, they must get agreement from the client to go ahead with the deal!

Mentoring Session: Ask the Experts!

A date, 1 to 2 weeks after the course will be set for a 2 hour “desk ready” learning experience.

  • What are you experiencing in your job?
  • Have you got questions about how to deal with certain situations?
  • Products that you want to ask questions about?
  • Regulatory issues you don’t understand

Take this opportunity to ensure that you are “desk ready” and can actually apply what you have learnt to the work place.


Mark Doran

Mark worked in Investment Banks including HSBC and Bank of Montreal for nearly 20 years. During this time he worked in Global Custody and then as a trader, running books in FX, bonds and derivatives. Mark has run courses all over the world including Amsterdam, Dublin, London, New York, Hong Kong,...

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Selling Client Solutions at Euromoney Learning Solutions

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