Siena College Quezon City

Passion for Truth and Compassion for Humanity

Name: Thrishxian James M. Grefal September 22, 2021

Course: IV-BSBA-FM Special Topics in Financial

Management

1. In your own words, how will you describe the role of a Relationship
Manager?

Based on what I’ve learned Relationship Managers know how to

communicating and dealing with others/customers. It should build-up a good
relation that give impact on both, included also the trust with the customer. It is
also involved the total relationship to the client of wealth manager. The
relationship manager should know on how to deal/ communicate to the customer.
A relationship manager is a member of the sales team who develops and
manages client and customer connections. Some relationship managers deal
solely with clients, assisting them in resolving any commercial or technical issues
they may encounter. They will assist them in identifying sales possibilities and
attracting customers. They also keep an eye on the competitors to see what
methods they employ and to stay one step ahead of them.

2. On the Relationship Manager’s Scorecard, why is it important that we rate

their performance accordingly?

First and foremost, it is important because it gives a lot of benefits in

companies. Like for example: if the score card of employees is highly
satisfactory, those employees working well and very productive to the
companies. So, it gives a lot of benefits to companies. Through external or
internal of the company. Like, they can provide a good and high quality of
product because of the god working of production department. Also, it gives an
ability to the organization in producing financial performance. It will cause an
increase to profit and also can attract people or more customer who support
much the goods services of the company. It is very vital because it shows the
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record of the performance of a person and it shows the financial and non-
financial activity, short-term and long-term, and internal and external. is one of
the most important business strategies for evaluating the performance of an
organization. The attitudes of customers towards an organization are based on
its performance and on customer satisfaction. For this, companies are investing a
huge amount to implement CRM strategies and infrastructure to attract the
attention of customer in today's competitive business market.

3. Elaborate the role of a Relationship Manager on both CRM and BRM.

First the role of the Customer relationship management is to develop a

strong relationship with their customers, they use customer relationship
management (CRM) systems. CRM necessitates a substantial amount of data
and sales intelligence in order to comprehend industry trends, the economic
landscape, and consumer preferences. Marketing methods and a post-sales
support program can also be included in CRM. It is also providing a professional
and personal services to customers.

The role of relationship Manager to BRM, you'll need a thorough

awareness of the IT department, as well as the ability to connect successfully
with diverse business units and understand their technological requirements.
You'll serve as a liaison between IT, HR, finance, marketing, and other
departments that rely significantly on technology in their everyday operations.
Also it needs to promote a positive and productive relationship between a
company and its business partner. Like it should both follow the rules and
regulations, building trust and also having a good negotiation to others.

4. Differentiate the role of an RM on the both Customer Relationship

Management and Business Relationship Management?

The role of the relationship manager to customer is to having/creating a

good relationship to the customer. It is also need to provide professional and
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personal services to customers. So, it means on how they make sales by

providing good services to the customers. It is all about the external factor of the
company. While the role of relationship manager to business relationship
management is having a positive and productive relationship between a
company and its business partner. So it means, it is inside the company or
internal aspect on how they communicate to those partnership or company/
business that involved to the particular company.

5. Describe KYC in your own words.

For me based on what I’ve learned from class. I understand and know that the
company or some lenders like those banks is know their customers. Like for
example: If the lender/bank having a customer who apply or want to invest or
deposit his money. The managers in charge should check first the profile of the
customers; the work, monthly income salary, etc. Second is the managers in
charge should check the background of the customer, if it is involved on illegal
activity or unknown person that having or involving a case or wanted. It is
important to maintain a good background name of the company. Also, the
managers in charge should check the previous transaction of the customers if it
is has owed to other banks, etc. Lesson learned is be careful of the client
background. I share my personal knowledge about it. We always remember if
you are a manager the key elements you should know. Must check the Profile,
Background, and Previous Transaction of the customer.

6. Why is KYC very important in all businesses?

Know your customer first is very vital in all aspect of the businesses because it
involves first the name and background of the company. If you know that your
customer is having a good background possible it can attract more customer
because the customer is good enough, professional, having a stable source of
income. So, it can benefit the businesses. If we say business It involves also the
most important which is the money. If the customer trying to invest to your
company. The customer should know if he will gain money or loss. The customer
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is willing to sacrifice their money and also the customer if loss in the market or
investment, should have an extra money or stable income to their work to pay
and survive in the market. The customer if the investment is aggressive or not.

7. Putting your shoes as a relationship manager.

A. What will be your approach on your clients? I will approach and
interact to customer by having a positively approach and services to
customers. I provide a good service, sales talking, friendly approach to
customers. Fir the reason of having a good dealing and communicating to
the customers I motivate my customer and tell something that makes
his/her inspired.
B. How will you do your customer profiling? I Understand the products,
services, and the way they’re actually being used. Get feedback from my
customers. I identify the customer based on demographics,
psychographics, behavioral and environmental factors, and more. I Keep
my customer profiles up to date; consistency is key.
C. How can you succeed as a Relationship Manager? Give examples.
Like for example: to succeed, it's common for businesses to hire
relationship managers who can foster important relationships with others.
To keep the company growing, a relationship manager may need to
connect with clients or other firms. An organization can continue to profit
from valuable partnerships and keep their brand front of mind for their
partners by employing a relationship manager.

8. Differentiate Wealth Management and Private Banking

The wealth management is the highest level of financial planning services.
That includes financial and investment advice, accounting and tax services,
retirement planning, and legal or estate preparation for a single fee. It's evolved
into more than just guidance or consulting; it's now an important part of managing
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one's overall financial life, whether for immediate or long-term goals. Wealth
management is the most advanced form of investment advisor services
While the Private banking typically entails a private banker helping a
customer with only their banking. Private bank branded products may include a
checking account or savings account. Private banking traditionally consisted of
banking services (deposit taking and payments), These may differ somewhat
from the regular products offered at the bank. For instance, the private bank
product may offer higher limits.

9. Why is Customer Profiling important?

Customer profiling gives a marketing strategy much-needed structure. It
assists you (and us) in determining what the perfect consumer is looking for,
what matters most to them, and how to best communicate with them. After all, it's
your brand, not the marketing director or media planning team, that we want to
reach. It Build customer loyalty. Your job doesn’t end when a lead becomes a
customer.

10. In your own words, how do you manage both traditional and digital
banking?
For me, I manage it by understand it both traditional and digital banking. I
observed those traditional ways that’s the reason why I know on how to used it.
Based on my experienced, I grow up in digital era, but I know how to use both.
For now, because of pandemic I prefer to transact through online/digital but when
I’m outside Siena I’m doing those traditional banking like going to banks, etc. The
main reason why I manage it both is because of “balance” for me we need to
understand, know and used it by both. To become an effective and much well
balance in life.