Banker (Relationship Manager) Interview Questions

1.1The relationship manager role - managing a portfolio of business banking clients and growing the relationship

1.2Corporate banking vs commercial banking vs SME banking - the different segments and how the RM adapts

1.3The RM as a trusted adviser - building relationships based on genuine financial insight

1.4Portfolio management - managing a book of clients, prioritising effort, and growing revenue

2.1Financial statement analysis for RMs - reading accounts to understand the business and its credit quality

2.2Credit risk assessment - the five Cs and how RMs build a view of creditworthiness

2.3Understanding the business model - how the company makes money and what could threaten it

2.4Preparing credit submissions - the credit memo, the risk analysis, and making the case to the credit team

3.1Business lending products - overdrafts, term loans, revolving credit facilities, and asset finance

3.2Structuring a lending solution - matching the product to the client need and the credit risk

3.3Security and collateral - personal guarantees, fixed and floating charges, and securing lending

3.4Working capital finance - invoice finance, trade finance, and the specialist working capital products

4.1Cash management - current accounts, payment solutions, and helping clients manage their cash efficiently

4.2Trade finance - letters of credit, documentary collections, and supporting international trade

4.3FX - foreign currency accounts, spot and forward FX, and helping clients manage currency risk

4.4Payments - domestic and international payment solutions and the bank products that support them

5.1Relationship planning - annual client plans, growth objectives, and the strategy for each relationship

5.2Client meetings and reviews - the preparation, the agenda, and the follow-up that makes reviews valuable

5.3Needs discovery - uncovering the client financial needs and matching the bank proposition to them

5.4Managing client issues - how RMs handle client complaints, service failures, and difficult conversations

6.1New client acquisition - how RMs identify, approach, and win new business banking clients

6.2Referral networks - accountants, solicitors, and the professional relationships that generate introductions

6.3Cross-selling and wallet share - growing revenue from existing clients by identifying unmet needs

6.4Pitch and proposal - presenting the bank proposition and competitive advantage to win a new client

7.1Conduct risk - the FCA conduct obligations and how RMs ensure they treat clients fairly

7.2AML and KYC in business banking - the due diligence obligations for business clients

7.3Covenant monitoring - tracking the financial performance of lending clients against agreed covenants

7.4Early warning identification - recognising the signs that a client is in financial difficulty and escalating early

8.1Real estate finance - investment property, development finance, and the commercial property lending market

8.2Acquisition finance - supporting management buyouts, acquisitions, and leveraged transactions

8.3Specialist lending - healthcare, education, and sector-specific finance

8.4Debt capital markets - the transition from relationship lending to capital markets for larger clients

9.1Digital banking for business clients - online banking, API connectivity, and digital treasury management

9.2Fintech and disruption - how fintech is changing business banking and the RM response

9.3Data-driven relationship management - using client data to identify opportunities and personalise service

9.4Future of relationship banking - automation, digital channels, and the evolving RM role

10.1Technical questions - credit analysis, product knowledge, compliance, and financial markets

10.2Commercial questions - demonstrating client portfolio performance, revenue growth, and deal wins

10.3Relationship questions - how you built and maintained key client relationships and managed difficult situations

10.4Salary and bonus negotiation for RM roles, evaluating a banking team, and questions that reveal the client quality, support, and earning potential in the role