General information

Location: Forum Institute, Heidelberg, Germany

Application deadline: 13th May, 2019

Contact: +389 2 3125 500; +389 71 215 118

Price: Payment for participation for the training is 79,590 MKD (1290 euros).

Course Content

Day One

Positioning the bank, client portfolio review process, introduction to Jung, understanding your own behavioural preferences, adapting to others, building trust

Day Two

Questioning and listening skills, the importance of brands, presentation structure and design,

Day Three

Presentation delivery, question and objection handling, wallet sizing, creating more wallet, discipline in relationship management

Target group

This course is intended primarily for client facing relationship managers in commercial and/or corporate banking roles. It is also relevant for other bankers who work with external clients.

Key Learning Outcomes

After completing this course, participants will be able to:

  • • Measure a client relationship’s value by revenues, profits, capital and time allocation
  • • Make forecasts of likely future needs for financial products and services to develop a cross-selling strategy
  • • Perform a wallet sizing exercise and demonstrate to the client the value of the services and Balance Sheet the bank is providing
  • • Cross-sell efficiently, appreciating the issues of trust that are critical to successful up-selling
  • • Understand their own behavioural preferences for communication, decision making and information processing
  • • Identify the behavioural preferences of others and adapt their behaviour to have more successful interactions
  • • Have learned some strategies that are positive for building trust in business relationships, and identified other courses of action that undermine trust
  • • Use techniques for more effective communication, presentation and objection handling


Certification & language

At the end of the training, each participant receives a certificate under the mentorship of HEIDELBERG Institute.

The training is conducted in English.



Prof. Ronald Kuppka, 

Head of Financing Team at Bankhaus Lampe KG, Düsseldorf and Frankfurt

Work Experience

10/2017 – present Bankhaus Lampe KG, Düsseldorf and Frankfurt
Head of Financing Team
 Cooperation with Branches and respective retail- as well as
corporate customers regarding all financing subjects
 Responsibility for a credit portfolio with a volume of MEUR 500,
personal credit limit of MEUR 3,5

10/2007 – 09/2017 Svenska Handelsbanken AB (publ), Hamburg/Frankfurt
Branch Manager of Hamburg Branch (10/2007 - 12/2010)
Area Manager and Member of the Management of
Handelsbanken in Germany (since 01/2011)

04/2005 - 09/2007 HSH Nordbank AG, Hamburg/Kiel
Head of syndicate transactions corporate business

10/2004 - 01/2005 Kreissparkasse Saarpfalz, Homburg/Saar
Head of Corporate and Credit-Business

07/2000 - 09/2004 Taunus-Sparkasse, Bad Homburg
Business Area Manager corporate business

01/1993 - 06/1996 Bankhaus Löbbecke & Co., Frankfurt
Corporate Relationship Manager

10/1991 - 12/1992 Privatbankiers Merck Finck & Co., Frankfurt
Credit Liaison Officer

01/1989 - 09/1991 WestLB - Westdeutsche Landesbank GZ, Düsseldorf
Credit Analyst

10/1987 - 12/1988 Landesgirokasse, Stuttgart
 Trainee Program Private- and Corporate credit business

04/1984 - 09/1987 Stadtsparkasse Remscheid
 Internal Audit, Investment advisory, Retail banking


Ул. „Орце Николов“ бр. 75 1000, Скопје (зграда на Македонска берза АД Скопје - први кат)


+389 2 312 5500

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