Convincing your customer – and yourself. Or rather the other way round: Convince your own organisation before you can actually convince your customer about the meaningfulness of good E&S practices.
As a matter of fact and based on our experiences, these two subjects actually point at the two most important implementation barriers when managing E&S risks in financial institutions:
How can bank internal barriers best be overcome and how do I need to talk to my client if I want to convince him about a better E&S performance.
The module contains a series of typical business cases, case studies, lines of argumentation as well as role plays (internal to the banks as well as in relation with the client). It is closely linked to our course on “Business case”, however goes even beyond in the sense that not only financial arguments are useful when convincing.