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Institute For Oil & Gas Training
OGI-1190 New

Bank Relationship Management for Petroleum Companies Training Course

Duration
5 days
CPD hours
15
Language
English
Next date
12 Oct 2026
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Overview

Bank Relationship Management is a strategic treasury capability for petroleum companies that operate across complex cash flows, international payments, joint ventures, project finance arrangements, foreign exchange exposures, trade finance requirements and multi-bank operating structures. The Bank Relationship Management for Petroleum Companies Training Course from Institute For Oil & Gas Training develops the practical capability required to manage banking partners, optimise banking services, control costs, negotiate credit facilities and strengthen financial resilience across oil and gas operations.

Petroleum companies maintain banking relationships that extend beyond routine account administration. Treasury teams engage banks for cash management, payment services, foreign exchange, guarantees, letters of credit, borrowing facilities, liquidity support, trade finance, account structures, collections and transaction processing. The quality of these relationships directly affects treasury efficiency, access to liquidity, service responsiveness and the cost of banking activities. Effective bank relationship management therefore requires a structured approach to bank selection, relationship governance, service evaluation, credit assessment and commercial negotiation.

This course addresses the skills gap between transactional banking administration and strategic banking relationship management. It equips treasury, finance and commercial professionals to establish appropriate bank selection criteria, prepare a structured request for proposal, assess banking capabilities, determine wallet allocation and conduct bank fee analysis and billing review. Participants develop a systematic approach to evaluating banking partners against operational requirements, financial capacity, service quality and commercial terms.

The course also focuses on credit line negotiation and counterparty credit assessment. Petroleum companies require dependable access to banking facilities while managing exposure to individual financial institutions. Treasury professionals need to understand how banking counterparties are assessed, how credit limits are structured and how banking capacity aligns with corporate liquidity requirements. The programme develops practical approaches for evaluating banking counterparties and maintaining appropriate diversification.

Bank relationship management also involves continuous governance after onboarding. Relationship review meetings provide an important mechanism for reviewing service performance, discussing future requirements, resolving operational issues and negotiating improved commercial arrangements. Participants learn how to establish meaningful agendas, prepare relationship reviews and translate operational performance into actionable discussions with banking partners.

Know your customer onboarding is another essential component. Petroleum companies operate through multiple entities, jurisdictions and transaction structures, making accurate banking documentation and timely onboarding an important treasury responsibility. The course addresses the coordination required between treasury, legal, compliance, tax, finance and business teams during bank onboarding and account maintenance.

Bank service level agreement management is covered from an operational perspective, enabling participants to define service expectations, monitor performance and identify recurring service failures. The course connects relationship management with measurable treasury controls, ensuring that bank performance is reviewed against agreed requirements rather than informal expectations.

For petroleum companies, effective banking relationships support stronger liquidity management and more disciplined treasury operations. This programme from Institute For Oil & Gas Training provides an integrated framework covering bank selection criteria, banking procurement, relationship governance, credit assessment, facility negotiation, fee management, service performance and strategic wallet allocation.

Objectives

  • Develop a structured Bank Relationship Management framework for petroleum companies

  • Establish effective bank selection criteria based on operational, financial and strategic requirements

  • Develop and evaluate a banking request for proposal

  • Assess banking partners against service capability, credit strength and commercial terms

  • Develop appropriate wallet allocation strategies across banking relationships

  • Analyse banking charges through systematic bank fee analysis and billing review

  • Strengthen preparation for credit line negotiation with banking counterparties

  • Apply structured counterparty credit assessment principles

  • Improve know your customer onboarding coordination across treasury and corporate functions

  • Establish effective relationship review meetings with banking partners

  • Develop practical bank service level agreement monitoring approaches

  • Improve visibility over banking costs and service performance

  • Strengthen banking relationship governance and escalation processes

  • Support appropriate diversification of banking counterparties

  • Align banking relationships with corporate liquidity and treasury requirements

  • Improve communication between treasury teams and banking relationship managers

  • Establish more disciplined processes for reviewing bank performance

  • Strengthen internal controls surrounding banking mandates, services and facilities

Training methodology

Institute For Oil & Gas Training delivers this course through a practical corporate methodology designed around the operating realities of petroleum companies. The delivery approach combines expert-led discussion with case studies, banking scenarios, group exercises, structured analysis and practical treasury decision-making.

Participants work through realistic banking procurement scenarios involving multiple potential banking partners. These exercises focus on developing bank selection criteria that reflect operational requirements rather than relying solely on pricing or existing relationships. Participants assess factors such as geographic coverage, transaction capability, liquidity support, credit capacity, technology, service responsiveness and commercial terms.

Request for proposal exercises demonstrate how treasury teams can structure banking requirements and obtain comparable responses from competing banks. Participants review the information required in an effective banking RFP and consider how evaluation criteria support transparent and commercially focused decision-making.

Case studies address wallet allocation across banking relationships. Participants examine how transaction volumes, deposits, foreign exchange activity, financing requirements and strategic services can be allocated across banks while maintaining appropriate diversification and service resilience.

Practical exercises also cover bank fee analysis and billing review. Participants analyse sample banking charges, identify cost drivers, compare contracted pricing with billed amounts and establish methods for monitoring recurring banking costs.

Credit line negotiation scenarios provide participants with an opportunity to prepare for discussions with relationship managers and credit teams. Exercises focus on facility requirements, corporate banking capacity, pricing considerations, collateral requirements and the relationship between banking exposure and counterparty risk.

Relationship review meetings are simulated to demonstrate how treasury professionals can move from routine account management to structured relationship governance. Participants develop meeting agendas, review service performance, identify unresolved issues and prepare commercial discussion points.

The methodology also incorporates know your customer onboarding scenarios. Participants examine the coordination required to complete banking documentation, respond to information requests and maintain accurate corporate records across multiple entities.

Group discussions and practical analysis enable participants to compare approaches and identify controls that can be transferred directly into their organisation. The course is designed to produce practical outputs and decision-making frameworks that support ongoing treasury operations.

Organisational impact

Effective Bank Relationship Management creates stronger governance around one of the most important external relationships managed by a petroleum company's treasury function. Organisations gain a structured framework for evaluating banking partners and aligning banking services with operational requirements.

Improved bank selection criteria support more consistent procurement and relationship decisions. Instead of selecting banks solely through historical relationships or headline pricing, treasury teams can evaluate banking capabilities against clearly defined requirements. This supports better alignment between banking services and the company's operational footprint.

A structured request for proposal process improves transparency when reviewing banking services. Organisations gain clearer comparison points across transaction banking, liquidity services, financing, foreign exchange, trade finance, technology and customer support. This strengthens commercial discussions and provides a documented basis for banking decisions.

Wallet allocation becomes more deliberate when banking relationships are reviewed as part of an integrated treasury strategy. Organisations can establish clearer principles for allocating deposits, transactions, foreign exchange flows, financing activity and other banking services. This supports relationship diversification while maintaining commercially meaningful banking partnerships.

Bank fee analysis and billing review provide direct opportunities to improve cost control. Treasury teams gain the capability to examine banking charges, identify recurring discrepancies and assess whether billed services align with agreed commercial terms. Better fee visibility supports more effective treasury cost management.

Credit line negotiation capability strengthens corporate access to banking facilities. Treasury professionals understand how to prepare facility requirements, assess banking capacity and conduct more structured discussions with relationship managers and credit teams. This supports more disciplined management of available banking capacity.

Counterparty credit assessment strengthens awareness of banking exposure. Organisations gain a structured approach to reviewing banking counterparties and considering credit capacity alongside operational and commercial considerations. This supports more informed treasury decisions concerning the distribution of banking activity.

Improved know your customer onboarding processes reduce avoidable delays in establishing or maintaining banking services. Better coordination between treasury, compliance, legal and finance teams creates clearer ownership of required documentation and information.

Bank service level agreement management improves accountability between petroleum companies and their banking partners. Service expectations can be translated into measurable requirements covering transaction processing, issue resolution, reporting, support and other agreed banking services.

Structured relationship review meetings provide senior treasury teams with a consistent governance mechanism. Organisations can review service performance, commercial arrangements, unresolved operational matters, upcoming requirements and strategic banking needs through a defined process.

The course also supports stronger internal coordination. Treasury, finance, procurement, legal, compliance and operational teams gain a common understanding of banking relationship requirements. This reduces fragmented communication and supports more consistent management of external banking partners.

Personal impact

Participants develop a practical understanding of Bank Relationship Management within the petroleum industry and gain skills that support treasury, finance and commercial responsibilities.

Treasury professionals strengthen their ability to evaluate banking partners, manage relationship portfolios and structure commercial discussions. They develop greater confidence in analysing banking proposals and challenging banking arrangements where service or pricing does not meet agreed requirements.

Participants improve their ability to prepare bank selection criteria and assess competing banking propositions. This strengthens their contribution to banking procurement and relationship strategy.

Professionals responsible for banking costs gain practical capability in bank fee analysis and billing review. They learn how to examine charges, identify discrepancies and establish more disciplined approaches to monitoring banking expenditure.

Participants involved in financing discussions strengthen their preparation for credit line negotiation. They develop a clearer understanding of facility requirements, banking capacity, commercial considerations and relationship management dynamics.

Treasury and finance professionals also strengthen counterparty credit assessment skills. This supports more structured consideration of banking exposure when managing multiple banking relationships.

Participants involved in onboarding gain a stronger understanding of know your customer onboarding requirements and the internal coordination required to maintain complete and accurate banking documentation.

Relationship managers within corporate treasury functions gain practical techniques for conducting relationship review meetings. They learn how to structure agendas, evaluate service performance, document issues and develop focused commercial discussion points.

Participants also strengthen their ability to manage bank service level agreement requirements. They gain a clearer framework for connecting banking services with defined performance expectations and internal monitoring.

At a career level, the course strengthens commercially focused treasury capability. Participants become better equipped to communicate with banking partners, support banking strategy, evaluate commercial proposals and contribute to senior-level treasury decisions.

Who should attend

Treasury Managers and Treasury Specialists

Designed for professionals responsible for banking relationships, liquidity, cash management, financing arrangements and treasury operations.

Cash Managers

Relevant for professionals managing cash accounts, banking transactions, liquidity structures, payment services and daily banking operations.

Finance Managers and Finance Controllers

Supports professionals who oversee financial controls, banking costs, cash visibility and coordination between finance and treasury.

Corporate Finance Professionals

Provides practical capability for professionals involved in financing structures, credit facilities, banking negotiations and financial counterparties.

Banking Relationship Managers Within Petroleum Companies

Strengthens the capability required to manage external banking partners, conduct reviews and coordinate banking requirements.

Commercial and Procurement Professionals

Relevant for professionals supporting banking procurement, request for proposal processes, supplier evaluation and commercial negotiations.

Financial Risk Professionals

Provides useful skills for professionals involved in counterparty credit assessment, financial exposure management and banking risk oversight.

Finance Directors and Senior Treasury Leaders

Supports senior professionals responsible for banking strategy, relationship governance, liquidity access, financing capacity and treasury performance.

Controllers and Senior Accountants

Relevant where banking arrangements, account structures, banking charges and financial controls form part of the professional remit.

Oil and Gas Joint Venture Finance Professionals

Supports professionals managing banking requirements and financial coordination across joint venture structures and participating entities.

Course outline

This module establishes the strategic foundation for managing banking partners within petroleum companies. It examines how treasury functions structure banking portfolios, define service requirements and establish governance over external financial institutions.

  1. Wolfsberg Principles

    • Provides recognised principles addressing the management of financial crime risks in correspondent banking relationships

    • Supports stronger understanding of banking counterparties and relationship responsibilities

    • Provides useful context for assessing banking relationships involving international transactions

    • Reinforces the importance of appropriate controls when establishing and maintaining banking relationships

    Learning Outcomes

    • Develop structured bank selection criteria

    • Define corporate banking requirements

    • Evaluate banking capabilities against operational needs

    • Structure a banking request for proposal

    • Establish governance principles for banking relationships

    • Develop a framework for strategic wallet allocation

This module focuses on the commercial management of banking relationships. It examines how petroleum companies monitor banking charges, assess service value and allocate banking activity across counterparties.

  1. ISO 20022

    • Provides a globally recognised standard for financial messaging

    • Supports consistent financial data structures across payment and banking processes

    • Provides relevant context for evaluating transaction banking capabilities

    • Supports discussions concerning payment processing, data quality and banking technology

    Learning Outcomes

    • Establish practical wallet allocation principles

    • Analyse banking fee structures

    • Conduct systematic billing reviews

    • Identify banking cost control opportunities

    • Prepare commercial information for bank negotiations

    • Assess banking services against organisational requirements

This module addresses banking credit capacity, counterparty exposure and the commercial preparation required for credit line negotiation. It focuses on aligning banking facilities with corporate treasury requirements.

  1. Basel Framework

    • Provides internationally recognised standards for banking capital and risk management

    • Establishes principles relevant to the financial strength and risk management environment of banking institutions

    • Provides useful context when assessing banking counterparties

    • Supports informed understanding of banking credit capacity and financial resilience

    Learning Outcomes

    • Apply structured counterparty credit assessment

    • Prepare for credit line negotiation

    • Identify relevant banking credit considerations

    • Assess banking exposure across counterparties

    • Align facility requirements with treasury needs

    • Strengthen monitoring of banking counterparties

This module focuses on the operational governance of banking relationships after selection. It covers know your customer onboarding, documentation coordination, account administration and bank service level agreement management.

  1. FATF Recommendations

    • Provide international standards addressing money laundering and terrorist financing risks

    • Establish recognised principles for customer due diligence and financial transparency

    • Provide relevant context for know your customer onboarding

    • Support consistent understanding of customer identification and beneficial ownership requirements

    Learning Outcomes

    • Improve know your customer onboarding coordination

    • Establish clearer ownership of banking documentation

    • Strengthen communication between treasury and compliance functions

    • Define practical bank service level agreement requirements

    • Monitor banking service performance

    • Establish structured escalation and issue resolution processes

This module integrates the course themes into an ongoing banking relationship management framework. It focuses on relationship review meetings, performance evaluation, strategic discussions and continuous improvement of banking arrangements.

  1. ISO 9001

    • Provides an internationally recognised framework for quality management

    • Emphasises consistent processes, performance monitoring and continual improvement

    • Provides useful principles for evaluating banking service processes

    • Supports structured approaches to service performance and corrective action

    Learning Outcomes

    • Conduct structured relationship review meetings

    • Evaluate banking service performance

    • Review wallet allocation against corporate requirements

    • Identify recurring banking service issues

    • Prepare focused management reporting

    • Establish continuous improvement actions for banking relationships

    • Integrate banking relationship management into treasury governance

Certificate

Attendees receive a Certificate of Completion from Institute For Oil & Gas Training upon successfully finishing the course. Attendance across the full course programme is required to receive the certificate.

Course dates

  • Europe

    Middle East

    Asia

    Africa

    North America

    Online

    Fee: £4,300

  • Europe

    Middle East

    Asia

    Africa

    North America

    Online

    Fee: £4,300

  • Europe

    Middle East

    Asia

    Africa

    North America

    Online

    Fee: £4,300

  • Europe

    Middle East

    Asia

    Africa

    North America

    Online

    Fee: £4,300

Fees include tuition, course materials and refreshments. Need different dates or a different city? Ask about your preferred date.

Frequently asked questions

What is Bank Relationship Management for petroleum companies?

Bank Relationship Management is the structured process of selecting, managing, reviewing and developing banking relationships to support treasury, cash, financing and operational requirements within petroleum companies.

Who should attend this Bank Relationship Management course?

The course is designed for treasury managers, cash managers, finance professionals, corporate finance teams, procurement professionals, financial risk specialists, controllers and senior finance leaders working in the oil and gas sector.

What practical skills does the course cover?

The course covers bank selection criteria, request for proposal development, wallet allocation, bank fee analysis and billing review, credit line negotiation, counterparty credit assessment, know your customer onboarding, relationship review meetings and bank service level agreement management.

How is the course delivered?

Institute For Oil & Gas Training uses corporate case studies, practical banking scenarios, group exercises, simulations and structured analysis to connect Bank Relationship Management principles with real-world petroleum treasury requirements.

What certificate is provided after completion?

Attendees who complete the full course receive a Certificate of Completion from Institute For Oil & Gas Training. Full attendance across the course programme is required.

Next: 12 Oct 2026

4 dates available

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