Sustainable Finance for Relationship Managers

Client Motivation & Green Loans

• Corporate client motivation for net zero products:
  • Drivers and market trends in sustainable banking
  • Sustainable products across different banking models
  • Impact and financial considerations across different sectors and client types
• Case study: Identifying materiality at company and sector level Latest on the state of Technology
• Green, social and sustainability loans:
  • Market and drivers of green, social, and sustainability loans
  • Characteristics of these loan products
  • "Use of proceeds" for different loan categories
• Case study: Assessing the relevance and robustness of green and social projects

KPI Products & Engaging Clients on Sustainable Products

• Sustainability-linked bonds:
  • Market trends and drivers of sustainability-linked bonds
  • Characteristics of sustainability-linked bond products
  • Key Performance Indicators (KPIs) and setting sustainability performance targets
• Case study: Providing advice on setting Sustainability Performance Targets (SPTs)
• Engaging with Clients on Sustainable Products:
  • Tools to effectively engage clients on ESG and ESG-related products
  • Bank's net zero ambition for clients
  • Cambridge framework for sustainable engagement
• Case study: Applying the Cambridge framework to engage clients

How Banks Can Assess Clients’ Climate Risk Exposure

• Net zero: science and regulation
  • Causes of climate change and the triple planetary crisis
  • Corporate contributions to climate change and different types of emissions
  • Paris Agreement and updates on COPs (Conference of the Parties)
• Case study: Preparing bankers for COP 28 and the latest developments in climate regulation Revenue hedging tools
• How net zero impacts the banking sector
  • Climate materiality for clients: Financial risks and opportunities for banks
  • Physical risks faced by banks
  • Transition risks faced by banks
• Case study: Assessing transition risks for corporates using the Cambridge model

Using Data to Assess Clients’ Green Product Need

• Understanding ESG and net zero data:
  • ESG reporting, rating agencies, and frameworks
  • Different types of data, sources, and their availability
  • Assessment approaches, climate pathways, and the role of carbon offsetting
• Assessing client needs:
  • Sector net zero pathways for clients
  • Net zero initiatives, such as GFANZ (Glasgow Financial Alliance for Net Zero) and SBTi (Science Based Targets initiative) to assess clients’ needs to decarbonize
  • Clients need to key sustainable financial products
• Case study: Assisting clients in identifying sustainability and net zero targets for sustainable bonds

Redcliffes' Sustainable Finance course trainer was a Director and Head of Fundamental Research at BlackRock Sustainable Investing (BSI) until 2022. In that role, she developed a research platform focused on fundamental and thematic insights that informed BlackRock’s sustainable investing products and ongoing integration of sustainability insights across its investment platform.

Before joining BlackRock, she was Head of Sustainability Research at sell-side firm Exane BNP Paribas and worked at Société Générale CIB as a senior ESG research analyst, focusing on health and nutrition, including social risks across the supply chain.

At Allianz Global Investors, she participated in the launch of various multi-sector thematic funds. The trainer began her career at Vigeo-Eiris, a pioneering European ESG rating agency later sold to Moody’s.

• Analyse the drivers and market trends shaping corporate motivations for sustainable banking products.
• Understand the characteristics of green, social, and sustainability loans and their relevance across different banking models.
• Evaluate the materiality of sustainable products and their impact on various sectors and client types.
• Identify key performance indicators (KPIs) for sustainability-linked bonds and assist clients in setting sustainability performance targets.
• Utilize effective tools and frameworks to engage corporate clients on ESG and sustainable products, aligning with the bank's net-zero objectives.
• Comprehend the science behind climate change, its regulatory implications, and the financial risks and opportunities for banks.
• Assess climate risks faced by banks, including physical and transition risks, and apply the Cambridge model to evaluate transition risks for corporates.
• Navigate ESG and net-zero data, analyze different data sources, and assist clients in identifying sustainability and net-zero targets for sustainable bonds.

Redcliffes' Sustainable Finance for Relationship Managers is suitable for:

• Account managers
• Wealth managers
• Relationship managers

This training program offers a comprehensive journey into sustainable banking practices, focusing on motivating corporate clients towards net-zero initiatives and navigating the green products landscape. Through interactive exercises and practical insights, this course equips banking professionals with the knowledge and tools needed to engage corporate clients on sustainable products effectively.

Participants will explore the intricacies of sustainability-linked bonds, effective client engagement strategies, and methods to assess climate risk exposure. They will acquire knowledge about the transition that many sectors and companies will need to go through to deliver to net zero and the skills to effectively engage with them on relevant financial products. It also considers the increasing climate risk which banks need to manage, and how account managers can assess this risk at a sector and company level.

Through interactive exercises and practical insights, this course equips banking professionals with the knowledge and tools needed to engage corporate clients on sustainable products effectively.