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Managing Banking Relationships is the first publication to look at the principles and practice governing relationships between businesses and their bankers. This book examines the services provided by banks to their corporate clients, and looks at the establishment, maintenance, review and, if necessary, termination of the resulting relationships. Managing Banking Relationships shows how to build and maintain effective modern banking relationships which are based on flexability, mutual interest and trust. It presents the key aspects to good relationships that are profitable to both sides and also illustrates how to select a bank and review the subsequent relationship. With contributions from leading figures from the banking and corporate treasury community this book is invaluable to corporate treasurers, finance directors, bankers and the financial advisory community.

Front Cover; The Association o f Corporate Treasurers; Managing Banking Relationships; Copyright Page; Table of Contents; Foreword; Editor's introduction; List of contributors; Chapter 1. On banks; Banks defined; Banks classified; Are banks 'special'?; The development of banks internationally; Banking relationships; The pendulum swings; The importance of capital adequacy; Chapter 2. Relationships in commercial banking; Sources of finance; Operational services; Foreign exchange and money trading; Trade finance; Conclusions; Chapter 3. Relationships in investment banking.

Integrated investment banking servicesDeveloping relationships; Marketing; Sources of marketing initiatives; Why use a particular investment bank?; Chapter 4. Legal and regulatory aspects of banking; Background; The business of banking; Bank regulation; The 'single passport' and European banking legislation; Capital adequacy; Banker/customer relationship; Conclusion; Chapter 5. The place of banking relationships in corporate strategy; Financial strategy; The place of banks in financial strategy; Banking relationships and credit standing; The good banking relationship.

Chapter 6. Developing banking relationships: the corporate viewpointTheory and practice; The building blocks of the relationship; Choosing relationship banks; Structuring banking relationships; Chapter 7. The place of corporate relationships in bank strategy; Relationship and transaction banking; What type of strength?; Capital structure and pricing objectives; Fitting the strategy to strengths and client needs; Forms of organisation; What must each side give to a relationship?; Friendship, not marriage; Chapter 8. Developing corporate relationships: the bank viewpoint.

Selection of types of customersNeed for differentiation; Knowledge of the target company; Pitfalls; Methods of approach; Negotiations after relationships are started; Chapter 9. Maintaining and reviewing banking relationships; The Bricom case; The Federal-Mogul case; The Cookson approach to banking relationships; Chapter 10. Ending a relationship; What is a relationship?; Reasons for ending relationships; An inherently unstable system; Never say never; Chapter 11. Looking ahead; Will fewer and bigger banks affect banking relationships?; Regulation and the level playing field.

European monetary unionWhither banking relationships?; Index.

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