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Service Area

Corporate banking strategy and bank relationship advisory

Corporate banking strategy decides which banks a company works with, what each provides and what each earns. CFOs and treasurers hire FIRMA Advisory for independent corporate banking advisory when credit, services and fees no longer match the bank panel. The outcome is a smaller, committed panel and better terms.

When companies bring us in

Companies bring us in when their bank panel grew by accident rather than by design. These are the common triggers.

  • Banks that provide credit receive little ancillary business, and they have started to say so.
  • Other banks earn fees and FX revenue but commit no credit.
  • The company works with more banks than it can manage well.
  • A facility refinancing is coming, and the panel needs reshaping first.
  • Service quality has slipped, and the relationship manager changes every year.
  • The board wants a formal bank RFP, but nobody in finance has run one.

What we deliver

You receive a clear view of each bank's economics, a target panel and, where needed, a full RFP. The table shows each deliverable and its timing.

DeliverableWhat it containsTypical timing
Relationship wallet analysisWhat each bank earns from you in fees, FX, credit and balances, against what it provides.End of phase 1
Target bank panelWhich banks stay, the role each plays and how wallet is allocated.End of phase 2
Bank RFP packRequirements, pricing templates, evaluation criteria and timeline, ready to issue.Phase 3, if needed
Evaluation and recommendationScored responses, negotiation points and a recommended award.Phase 3, if needed
Transition planAccount moves, mandates and communication with exiting and incoming banks.Phase 4

How an engagement runs

Engagements run in up to four phases, and the RFP phase is used only when competition is needed. Some panels improve through negotiation alone.

  1. Wallet analysis, weeks 1 to 3. We calculate what each bank earns from your business and what it commits in return. The result shows where the panel is out of balance.
  2. Panel design, weeks 3 to 5. We define the role each bank should play and how wallet will follow credit. Banks hear where they stand, with the CFO in control of the message.
  3. Bank RFP, weeks 5 to 12. When competition is needed, we run the RFP from requirements to award. Responses are scored on price, service, credit and implementation.
  4. Transition, weeks 12 to 16. Accounts, mandates and services move to the target panel in a controlled sequence. Exiting banks are handled professionally to protect future options.

What changes for the client

Outcomes are measured from bank data and signed terms. These are the outcome types we report.

  • Number of banks before and after, with each one's role defined.
  • Share of ancillary wallet allocated to banks that provide credit.
  • Committed credit relative to the wallet each bank receives.
  • Fee and FX pricing achieved in the RFP or negotiation.
  • Service commitments documented in the new arrangements.

Why an independent former banker

Banks decide which clients get credit appetite and senior attention using internal measures most clients never see. Federico Lleonart worked in cash management at J.P. Morgan and Barclays, where relationship economics drive coverage decisions.

How do banks measure relationship wallet?

Banks track the total revenue a client generates across products, including fees, FX, deposits and credit. They compare it with the capital and risk the relationship consumes.

Credit is often provided at thin margins and justified by the ancillary business expected around it. When that business goes elsewhere, credit appetite weakens.

Who gets senior attention?

Banks tier clients by current and potential wallet. Higher tiers get senior coverage, faster credit decisions and more pricing flexibility.

Knowing your tier at each bank explains the service you receive. It also shows what would change it.

Why rationalize the bank panel?

Spreading wallet thinly across many banks makes the company a small client everywhere. A focused panel gives each bank a reason to commit credit and attention.

How is a bank RFP run well?

A good RFP states requirements clearly, uses a common pricing template and scores responses on agreed criteria. It also plans the transition before the award.

Banks put more effort into an RFP they believe is real. Clear timelines and a credible process signal that it is.

FIRMA Advisory sells no banking products and takes no commissions from any bank on the panel. A senior banking consultant runs the analysis and the process.

For consulting firms and private equity teams

Consulting firms bring us in as the banking specialist on finance transformation, refinancing or cost programs. Private equity teams use us to reshape bank panels across portfolio companies, and our partner model explains how we work with your team.

Frequently asked questions

These are the questions CFOs ask before reshaping a bank panel. Each answer is direct.

Will reducing the number of banks put our credit at risk?

Not if it is planned. The panel is designed around the credit you need, and wallet moves toward the banks that provide it. Exiting banks are handled in a sequence that respects facility terms and notice periods. The aim is more committed credit, not less.

How much does it cost, and how is it structured?

Pricing depends on the number of banks and countries, and on whether a full RFP is needed. Many clients start with a fixed scope wallet analysis, then decide on panel design and an RFP as a project. Ongoing banking advisory can continue as a retainer. See engagement models and fees.

How long does a bank RFP take?

A full bank RFP typically runs 8 to 12 weeks from requirements to award, and the transition follows. Panel design without an RFP is faster. Account migrations depend on bank onboarding and KYC timelines, which we plan for from the start.

Is the work remote or on site?

Analysis and RFP management run mostly remotely, and key negotiation calls happen by video. Bank presentations and finalist meetings often work best in person, with the CFO in the room. On site time is agreed in the scope. Travel is billed at cost and approved in advance.

Which regions and languages do you cover?

We work with companies banking in the United States, Europe and Latin America, with global and local banks. Federico Lleonart works in English, Spanish, Portuguese, Italian and French. RFPs can run across several countries with one process and one evaluation framework.

Is the process confidential?

Yes. Bank data, wallet analysis and RFP responses are confidential and used only for your engagement. Banks see only what you approve, and one bank's response is never shared with another. Client names and results are never published without explicit consent.
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Related insight: Running a bank RFP explains how banks score you while you score them.

Engage

Build a bank panel that works for you.

Book a short call with an independent banking consultant who knows how banks measure wallet. We will outline what an analysis of your panel would show.

Book a 30 minute call [email protected]