Duration 3 days – 21 hrs
Overview
This training course equips participants with the essential knowledge and skills to understand bank cash management products, optimize client liquidity, automate collections and disbursements, and negotiate Memorandums of Agreement (MOAs) with corporate clients and partners. The training covers core cash management solutions, client onboarding workflows, regulatory considerations, pricing strategies, and practical approaches to negotiating MOA terms that balance risk, service delivery, and business objectives.
Objectives
- Understand the full suite of modern cash management solutions offered to corporate and institutional clients.
- Identify client needs and recommend appropriate collection and payment solutions.
- Explain the operational flow of cash management products (collections, disbursements, liquidity management).
- Understand key MOA clauses and how they impact service delivery, pricing, and risk.
- Negotiate MOA terms effectively while protecting the bank’s and client’s interests.
- Manage onboarding, implementation, and client expectations for cash management deals.
- Collaborate with internal teams (legal, operations, sales, IT, risk) during MOA review.
- Strengthen client relationships through structured solution selling and aligned agreements.
Audience
- Cash Management Sales Officers
- Corporate Banking Relationship Managers
- Transaction Banking & Payments Teams
- Product Managers
- Treasury Sales Staff
- Operations & Implementation Teams
- Legal and Contract Management Teams
- Anyone involved in corporate deal-making or MOA negotiations
Pre- requisites
- No strict prerequisites.
- Basic understanding of banking operations or corporate client servicing is helpful.
Course Content
Module 1: Introduction to Cash Management
- What is cash management?
- Importance for corporate and institutional clients
- PH corporate banking landscape (if PH version is needed)
- Role of cash management in revenue and client retention
Module 2: Cash Management Solutions Overview
- Collection Solutions:
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- Over-the-counter (OTC) deposits
- Bills payment & collection arrangements
- Auto-debit arrangements (ADA)
- Direct debit
- Check collections
- API-based collections
- QR Ph / digital payments (optional PH add-on)
- Disbursement Solutions:
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- Auto-credit / payroll
- Supplier payments
- ACH, PESONet, InstaPay
- Check writing services
- API-enabled payouts
- Liquidity & Information Solutions:
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- Account sweeping & pooling
- Real-time reporting
- Cash forecasting tools
Module 3: Understanding Client Needs & Solution Structuring
- Identifying client pain points
- Mapping solutions to client operations
- Workflow design for collections and disbursements
- Pricing models (transaction fees, setup fees, recurring fees)
- Service Level Agreements (SLAs) considerations
Module 4: MOA Fundamentals
- Structure of a Memorandum of Agreement
- Key components of a standard cash management MOA
- Critical clauses to understand:
- Responsibilities of the bank
- Responsibilities of the client
- Turnaround times
- Data privacy & confidentiality
- Liability, indemnity, and limitations
- Pricing and billing terms
- Termination and amendments
Module 5: MOA Negotiation Techniques
- Preparing for a negotiation
- Understanding the client’s priorities
- Identifying negotiable vs. non-negotiable terms
- How to handle difficult MOA clauses
- How to negotiate win–win agreements
- Managing escalation to Legal, Risk, or Compliance
- Case examples of successful negotiations
Module 6: Regulatory & Compliance Considerations
- Data Privacy Act (DPA)
- Anti-Money Laundering obligations
- Operational and fraud risk controls
- BSP regulations on payment services and corporate accounts
- Secure handling of customer data and transactions
Module 7: Implementation & Onboarding Workflow
- From MOA signing to product activation
- Technical integration requirements
- User acceptance testing (UAT) & go-live coordination
- Internal coordination with IT, OPS, and product teams
- Post-implementation client support
Module 8: Relationship Management & After-Sales Support
- Maintaining long-term client engagement
- Issue resolution and SLA monitoring
- Renewal of MOA and pricing adjustments
- Cross-sell opportunities within cash management
Module 9: Case Studies & Practical Exercises
- Real-world cash management deal breakdown
- MOA review and clause interpretation
- Role-playing a negotiation scenario
- Designing a collections or disbursement solution for a sample client
Module 10: Best Practices & Action Plan
- Checklist for evaluating cash management solutions
- MOA negotiation do’s and don’ts
- Strengthening internal alignment for faster deal closure
- Personal improvement plan
