Sustainable Finance for Relationship Managers

Session 1: Introduction to Sustainable Finance

• Welcome and Course Objectives
• Overview of the day’s agenda and expected learning outcomes.
• Defining Sustainable Finance
• Explanation of the term and its relevance to banking and financial services.
• The role of finance in supporting global sustainability goals, such as the Paris Agreement and the United Nations Sustainable Development Goals.
• Key Drivers of Change
• Regulatory pressures, market expectations, and client demand.
• The impact of environmental, social, and governance (ESG) factors on financial decision-making.
• Case Study : Brief example of a financial institution embedding sustainability into its core business strategy

Session 2: Net Zero Initiatives and Climate Risk

• Understanding Net Zero
• Definitions, science-based targets, and pathways for financial institutions.
• The importance of net zero for banks and their clients.
• Climate Risk Assessment
• Types of climate risk: physical, transition, and liability risks.
• How to identify and assess climate risks within client portfolios.
• Integrating Climate Risk into Client Conversations
• Practical guidance on discussing climate risk and net zero ambitions with clients.
• Tools and frameworks for risk management.
• Interactive Discussion
• Participants share experiences or challenges related to net zero and climate risk

Session 3: Navigating the Green Product Landscape

• Overview of Green Financial Products
• Green loans, green bonds, sustainability-linked loans, and green asset finance.
• Emerging products and market trends.
• Product Suitability and Client Needs
• How to evaluate which products best support clients’ decarbonisation and sustainability objectives.
• Matching products to client profiles and sectors.
• Avoiding Greenwashing
• Best practices for due diligence and transparency.
• Examples of greenwashing and how to prevent it.
• Case Study : Analysis of a successful green product deployment for a corporate or SME client

Session 4: Engaging Clients on Sustainable Finance

• Client Profiling and Needs Assessment
• Identifying clients’ sustainability ambitions and pain points.
• Assessing readiness for transition finance and green products.
• Communicating Value
• Articulating the business case for sustainable finance and net zero initiatives.
• Addressing common client concerns and objections.
• Practical Tools and Resources
• Templates, checklists, and frameworks for supporting client engagement.
• Role-playing exercise: conducting a sustainable finance conversation with a client

Session 5: Regulatory and Market Developments

• Regulatory Landscape
• Overview of UK and international regulations affecting sustainable finance.
• The role of industry initiatives (e.g., Principles for Responsible Banking, Net Zero Banking Alliance).
• Market Trends and Innovations
• Latest developments in sustainable finance products and services.
• The impact of changing investor and consumer expectations.

Session 6: Practical Application and Group Exercise

• Case Study Analysis : Groups develop a sustainable finance strategy for a sample client, considering net zero ambitions, climate risk, and product suitability.
• Group Presentations
• Each group presents their strategy and receives feedback.
• Action Planning
• Participants identify practical steps to apply learning to their own client portfolios.
• Discussion of challenges and opportunities in implementing sustainable finance solutions

Session 7: Q&A and Closing Remarks

• Open Floor for Questions
• Addressing any remaining queries or concerns.
• Summary of Key Takeaways
• Review of the main learning points from the day.
• Next Steps

The trainer is a seasoned banking professional with a remarkable 37-year tenure in the financial services sector and brings a wealth of experience in relationship management to her distinguished career. Her journey encompasses leadership roles in commercial and corporate banking, strategy, credit, risk management, trade and receivables finance, real estate, audit as well as financial crime and compliance, emphasising the significance of soft skills in fostering connections.

During her time at HSBC, she played a key role in the sustainable finance sector, working directly with clients to structure, manage, and deliver innovative sustainable loans that supported environmental and social initiatives. Her hands-on experience enabled her to develop deep expertise in the practical application of sustainability principles within banking. Following her work with HSBC, she have trained numerous clients, ranging from corporates to financial institutions, helping them understand the growing importance of sustainable finance. Her approach combines real-world insight with clear, actionable guidance, empowering clients to integrate sustainability into their core business strategies and operations.

Equipped with certifications from the Lumina Training Programmes, focusing on behavioural interaction and leadership skills, Ras's expertise extends beyond her own company. During her four years at Moody’s Analytics, she directed the development and delivery of tailored training programs across various domains, underscoring the importance of soft skills at all levels, especially in today's intricate and customer-centric business landscape. These programs spanned credit and risk management, financial crime compliance, regulatory compliance, commercial due diligence, sales, and service, showcasing her commitment to holistic relationship management. Her professional footprint extends across the UK, Europe, Middle East, Africa, Asia Pacific, and the Americas.

Before her tenure at Moody’s, the trainer contributed her skills at RBS, where she dedicated a year to a special project evaluating small-to-medium-sized businesses, aligning them with the regulatory requirements of the Financial Conduct Authority—a testament to her dedication to regulatory compliance in relationship management.

The majority of the trainers illustrious career unfolded at HSBC, where she held senior management positions within retail, commercial, and corporate banking in London. Recognised as a commercially astute leader, she consistently fostered substantial income growth through extensive internal and external networks. Ras played a pivotal role in enhancing and maintaining credit and compliance risk frameworks, setting regional best practices, and underlining her commitment to sustainable and ethical relationship management.

The trainers distinctive strength lies in her ability to unlock strategic value, coupled with her meticulous nature, which facilitates seamless implementation across organisational tiers. Given her diverse range of experiences and eloquent communication skills, she ventured into the field of development and learning, aiming to drive industry-wide best practices. While Ras's training methods were traditionally classroom-based, she has seamlessly transitioned into the virtual training arena and is proficient in various virtual training platforms, including Adobe Connect, Webex, Zoom, Microsoft Teams, and Tencent.

Upon completion of this workshop, participants will be better able to:

• Understand the fundamental principles of sustainable finance and its significance for corporate, commercial, and SME banking in the context of global climate goals and regulatory frameworks.
• Gain insight into net zero initiatives, including how to set science-based targets and integrate climate risk assessment into client management strategies.
• Navigate the landscape of green financial products, such as green loans, sustainability-linked loans, and green bonds, and assess their suitability for different client needs.
• Develop practical communication and engagement skills to effectively discuss sustainable finance, net zero, and climate risk with clients, addressing their concerns and supporting their transition.
• Stay informed about the latest regulatory developments and market trends in sustainable finance and apply this knowledge to guide clients through evolving opportunities and challenges.

Redcliffes' Sustainable Finance for Relationship Managers is suitable for:

• Relationship Managers working across corporate, commercial, and SME banking who need a solid foundational understanding of sustainable finance to better support their clients.
• Client-Facing Bankers who engage directly with businesses and require confidence in discussing net zero, climate risk, and green financial products.
• Risk and Compliance Officers seeking to deepen their knowledge of climate-related financial risks and regulatory developments.
• Product Specialists and Sales Teams involved in structuring or promoting green loans, sustainability-linked loans, green bonds, and other sustainable finance products.
• Advisors and Consultants within financial institutions who provide guidance on sustainability strategies and client transitions to low-carbon business models.
• Senior Managers and Executives who wish to understand the strategic implications of sustainable finance and climate risk for their organisation and clients.
• Anyone involved in ESG Integration within banking or finance who needs to stay abreast of evolving market trends, regulatory frameworks, and practical client engagement techniques.

This one-day training programme is designed to provide relationship managers across corporate, commercial, and SME banking with a robust, foundational understanding of sustainable finance. The course will enable participants to confidently engage with clients on the essential topics of net zero, climate risk, and the rapidly changing landscape of green financial products.

Participants will explore the principles underpinning sustainable finance, including the environmental, social, and governance (ESG) considerations that are increasingly shaping financial decision-making. The course will highlight how the finance sector is responding to global imperatives such as the Paris Agreement and the United Nations Sustainable Development Goals, and how these frameworks influence both policy and market practice in the UK and internationally.

A central focus will be on net zero initiatives, what they mean for financial institutions and their clients, how they are being implemented, and the practical steps required for organisations to transition towards a low-carbon future. The course will examine climate risk from both a financial and operational perspective, equipping relationship managers with the tools to identify, assess, and communicate these risks to their clients.

Participants will also gain insight into the evolving array of green financial products, such as green loans, sustainability-linked loans, green bonds, and green asset finance. The programme will address how to evaluate the suitability of these products for different client types and how to support clients in navigating the opportunities and challenges presented by the green finance market. Practical guidance will be provided on avoiding greenwashing and ensuring that products genuinely support decarbonisation and sustainability objectives.

By the end of the course, relationship managers will be better prepared to advise and support their clients through the transition to a sustainable economy, leveraging their enhanced understanding of net zero initiatives, climate risk, and the latest developments in green finance. The programme will combine theoretical knowledge with case studies and interactive exercises, enabling participants to apply their learning directly to real-world client scenarios and to foster continuous professional development in this critical area of finance.