Winning Complex MandatesLessons from 55+ Years in Institutional Sales
A live online intensive for senior sales professionals and team leads at banks, asset managers, and financial institutions.
Seats Remaining
12
Early-Bird rate closes soon. Max 30 participants — CPD certified.
Go For Registration →
Not theory. Real mandates. Real tactics.
This is not a generic sales training. Every framework, case study, and technique in this program comes from decades of live deal experience at J.P. Morgan, Citibank, Barclays, Deutsche Bank, Standard Chartered, and First Abu Dhabi Bank.
You will leave with tools you can deploy the following Monday — on your actual pipeline.
Built for senior practitioners
Institutional Relationship Managers
Managing complex, multi-stakeholder relationships at banks, asset managers, or corporates.
Senior Sales Leads
Leading sales teams responsible for mandate delivery, RFP strategy, and client retention.
Transaction Bankers
Cash management, trade, FX, and treasury professionals competing for institutional wallet.
Coverage Professionals
Client-facing professionals managing coverage across multiple product lines and geographies.
Regional Directors
Leading revenue growth across UAE, MEA, and CEEMEA markets with complex stakeholder maps.
High-Potential Sales Professionals
Mid-senior professionals accelerating toward leadership with institutional mandates in scope.
Three core modules
The Architecture of Complex Mandates
- Anatomy of an institutional RFP
- Stakeholder mapping and political terrain
- Qualifying vs. chasing — reading signals early
- Positioning before the formal process begins
- Case study: $500M cash management mandate
Differentiated Selling Under Pressure
- How to win on value when you cannot win on price
- Building conviction in the C-suite
- Navigating procurement — and around it
- Handling objections from risk and compliance
- The mobilizer framework for internal champions
Building a Winning Sales Organisation
- Structuring high-performing institutional sales teams
- Performance culture — coaching without managing out
- Pipeline discipline: CRM vs. reality
- Succession and client transition without revenue loss
- Sales leadership in matrix organisations
Led by practitioners, not professors
Farah Flisher
30+ years at Tier-1 institutions including First Abu Dhabi Bank, Barclays, and Citibank. Specialises in group-level strategy, operating model design, and regulatory-driven transformation.
Malika Beri
25+ years across J.P. Morgan, Citibank, Deutsche Bank, and Standard Chartered. Expertise in institutional sales execution, RFP leadership, and regulatory-driven transformation.
What you’ll cover
What past participants say
I’ve attended many sales trainings. This is the first one where I left with specific actions I could take the next day. The RFP module alone was worth it.
The case studies are real. The faculty have actually done these deals. That’s rare in any training. We’ve already applied the stakeholder framework on three active mandates.
Farah and Malika are the real deal. Not academics. Not consultants. They have sat in the rooms we sit in and closed the mandates we are trying to close.
Select Class of 30 Seats
Early-Bird offer closes soon. Team rates available for 3+ registrants. CPD certificate included.
- Live online via Zoom — no travel required
- CPD certificate of completion
- Post-webinar playback access (30 days)
- Private LinkedIn community access
- 30-day post programme Q&A support