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Working Capital, Supply Chain and Choosing a Cash Management Bank

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Working capital

  • Working capital metrics
  • The cash conversion cycle
  • Approaches to optimising working capital
  • Comparison of working capital benchmarks

Financing the supply chain

  • Understanding the supply chain
  • Flow of value versus goods versus funds
  • Example of seller centric finance – receivables finance
  • Selling and financing receivables
  • Balance Sheet implications of financing
  • Worked example: Benefits of receivables finance

Financing the supply chain (buyer centric)

  • Example of buyer centric finance – supply chain finance
  • Understanding the credit differential
  • Creating a supply chain finance program
  • Accounting challenges
  • Supplier onboarding
  • Implementation options
  • Comparison with dynamic discounting

Corporate cards

  • Use of commercial cards for business flows
  • Purchase cards – controls and expense management
  • Using cards for traditional procurement spend
  • Pre-paid as an alternative to cash distribution

Team exercise: Developing requirements for a multi-national corporate

  • Summarising the requirements
  • Defining the areas of inefficiency
  • Identifying potential solutions
  • Understanding priorities and challenges of implementation
  • Corporate teams will focus on requirements and bank selection process
  • Banker teams will propose viable solutions and differentiate themselves

Report back

  • Each team will present its solution to the class
  • Question and answer session with each team

Analysis of exercise findings by course tutor

The bank selection and RFP process

  • The tender document – what to include
  • Linking cash management and credit requirements
  • Review of domestic bank selection criteria
  • Selection for pan-European and global purposes
  • Bank geographic strategies
  • Local or regional banks?
  • Identifying and pre-qualifying banks
  • How to evaluate the bank responses – benchmarks, formats
  • Handling the short list and negotiation meetings
  • What multinational corporates are looking for
  • Understanding what constitutes best practice (mandates, relationships)
  • How banks respond to RFPs
  • Approaches to pricing and service quality


  • Fun, multiple choice exercise to recap

What to expect in the future

  • What to expect in the coming year and beyond
  • Policy agenda issues for treasurers
  • New banking products
  • Key infrastructure developments


Chris has over 30 years’ experience in the payments business, working in treasury, cash management, transaction services, trade, e-commerce and card acquiring. He has worked in senior roles for Citibank and Bank of America and founded the treasury workstation company, IT/2. In 2003 he set up Tran...
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