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	Typical Training Packages Every bank has its own needs - number of participants, degree of customization, urgency of the training need, live vs. online preferences, and so on. While per-participant pricing is a starting point, it doesn't capture all of the above options. And, as I have explained elsewhere, every customization is unique. So how can you get a feel for what it might cost you to deliver high-impact training to prepare your employees to work with wealthy individual customers? It may help to see how other clients have addressed their needs. The following examples show how several clients selected delivery formats (live vs. e.learning) and options (customization, follow-up) to ensure the greatest impact on their trainees. Examples From Previous Clients The "case studies" below describe a few typical training packages I have delivered in the past, covering a range of customization and delivery options. Review these descriptions to find the one closest to your needs - and if you need more information, or don't see something that is close to your situation, please contact me to discuss your particular needs! Client A Just-In-Time for a Small Number of Staff Client B Annual Cash Flow Training Client C Cash Flow Training Our Way Client D On-Demand Training with Market-Specific Review Client E One-Time, "Ready To Go", Live Seminar for 15-18 Employees Client A Just-In-Time for a Small Number of Staff Need After some minor acquisitions and new hires, Bank A has 10-15 new private bankers and credit analysts (at three locations) that need training in cash flow analysis for wealthy individuals. They want to get all of these staff up to speed on analyzing individual tax returns as quickly as possible. Solution Sign up for the standard e.learning version of Tax Return Analysis: Cash Flow & Beyond. Participants can start the course immediately, from their own locations. Cost $750/participant, totaling $7,500 - $11,250 for 10-15 participants. No travel expenses, internal or external. Annual Investment: $7,500 - $11,250, 10-15 staff trained. Client B Annual Cash Flow Training Need Each year, expansion, turnover, and internal movement within a large bank produces about 50 - 60 private bankers and credit analysts who need training in cash flow analysis of wealthy customers. They find that interaction among participants generates useful questions during the seminar and helps them all adopt a standard approach to cash flow analysis in private banking. Solution BankSems annually delivers the Ready To Go two-day live seminar on Tax Return Analysis: Cash Flow & Beyond at a bank location. No customization. Cost $595/participant, totaling $11,900 - $17,850 fees, plus facilitator travel expenses, for 20-30 participants per seminar. Annual Investment $23,800 - $35,700 for up to 60 participants (plus travel). Client C Cash Flow Training Our Way Need A large bank runs a regular curriculum providing core training for bankers and analysts. Cash flow training is covered as part of a two-week training "boot camp", for which staff are gathered in a central location. The Tax Return Analysis: Cash Flow & Beyond topics will be integrated into the bank's curriculum, reflect the bank's identity, and will explicitly cover the bank's own personal financial statement. The bank has found that some follow-up support after "boot camp" significantly increases retention and application of what they have learned. Solution BankSems delivers two days of Tax Return Analysis: Cash Flow & Beyond training as part of the "boot camp" curriculum offered twice a year. Terms are customized to reflect the bank's conventions, and the bank's personal financial statement is explicitly used in teaching cash flow analysis of wealthy customers. One month after the "boot camp", two one-hour teleconferences (to allow for scheduling needs) are offered to answer questions and clarify applications of course material, once participants have had some time to work with the cash flow analysis model. Cost Note that customization is a one-time expense, barring material changes in bank forms or procedures. With customization and follow-up consulting (but exclusive of facilitator travel expenses). First offering - $21,150 - $27,100 for 20-30 participants Subsequent offerings - $13,650 - $19,600 for 20-30 participants Annual Investment $34,800 - $46,700 for up to 60 participants (plus travel expenses) in the first year. Annual investment of $27,300 - $39,200 (plus travel) for following years. Per participant cost with customization = $778 each for 60 participants if offered for only one year. Per participant cost with customization = $716 each for 120 participants if offered four times over two years Per participant cost with customization = $695 each for 180 participants if offered six times Client D On-Demand Training with Market-Specific Review Need Bank D wants to train new hires in private banking and credit analysis as they are hired, rather than waiting for a scheduled event. They also want to ensure that specific types of clients, typical in their market, are covered. Solution Participants complete the e.learning version of Tax Return Analysis: Cash Flow & Beyond as part of their basic training. Upon completion of the course, they apply what they have learned to a packet of three additional case studies BankSems has specially prepared for that bank's market, representing their most common types of affluent customers. Participants will report the key findings of their analyses (by memo, phone, or e-mail) to an in-house "credit mentor", who will compare their findings to recommended solutions provided by BankSems. Cost $750/participant in the e.learning course, plus $8,000 - $12,000 in one-time fees for custom case study development (depending on case study requirements). No travel expenses, internal or external. Annual Investment Depends on enrollment. For 15 participants/year $19,250 - $23,250 for the first year. $11,250 for the second year. Client E One-Time, Ready To Go Live Seminar for 15-18 Employees Need The bank has a small unit of less than 20 bankers and analysts that they want to train on tax return analysis. Turnover is low, so they expect this to meet their needs for a year or two. They strongly believe that live training, with both instructor-participant interaction and participant-participant interaction, will provide the greatest training impact. The Ready To Go version fits closely enough with their terminology and procedures that they choose not to perform any customization. Solution One-time live delivery of the Tax Return Analysis: Cash Flow & Beyond at a bank location. No customization. Cost Flat 20 participant minimum fee of $11,900, plus facilitator travel expenses Annual Investment $11,900 for up to 20 participants. These are just a few examples of configurations some clients have applied to meet their needs. Please give me a call or e-mail me to discuss what combination of delivery format and course options will do the most to grow better private bankers and analysts for your market. © 2008 BankSems LLC All Rights Reserved Unauthorized use of material on this website is strictly prohibited.







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