Course Overview | Traditional calling efforts tend to develop a mindset of debt products first, any other products or services a distant second. While this approach serves traditional financial services providers well, the methodology restrains efforts to view the customer calling effort with a mindset of customer objectives first, bank products that help achieve customer objectives second.
After completing this training, participants should be able to:
Because the training is based on the goals and objectives of the sponsoring bank, consultation with bank management is required to develop the training so it aligns with the bank’s client and prospect base. |
Target Audience | Any relationship manager |
Duration | 1 or 2 days |
Course Overview | This course focuses on building a common credit and risk management culture within the bank and is designed to bring together a lending group composed of differing career histories with other financial institutions. The training helps establish and reinforce the common culture representing fundamental principles on which all loans are based and upon which all banking relationships are built. The result is a more coherent and mutually supportive calling, underwriting, and monitoring effort by the bank.
In consultation with bank management, credit values and guiding principles are applied to internal case studies used during the session. |
Target Audience | Any credit analyst, underwriter, or relationship manager |
Duration | 1 or 2 days |
Course Overview | This course focuses on the analytical and marketing skills necessary for bankers servicing physicians and medical services. Through a combination of lecture and case study work, this training provides participants with:
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Target Audience | Any credit analyst, underwriter, relationship manager or other lending staff involved with lending to physicians or medical practices. Participants should be competent in basic credit underwriting and loan structuring. |
Duration | 1 day |
Course Overview | This training teaches lenders how to evaluate the financial health of a law firm, identify the critical risks associated with lending to a law firm, recognize the key characteristics that signify a potentially successful law firm and finally, and develop an appropriate loan structure to ensure the capacity to access the primary source of repayment. The course will also focus on identifying the numerous opportunities to provide products and services to a law firm, it’s partners and associates. |
Target Audience | Any credit analyst, underwriter, relationship manager or other lending staff involved with lending to law firms. Participants should be competent in basic credit underwriting and loan structuring. |
Duration | 2 days |
Course Overview | This training focuses on lending to upstream and midstream energy companies and emphasizes an analysis of cash flow necessary to amortize the reserve based or midstream energy loan. Topics covered:
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Target Audience | Any credit analyst, underwriter, relationship manager or other lending staff involved with lending to energy companies. Participants should be competent in basic credit underwriting and loan structuring. |
Duration | 2 days |
Course Overview | Often bankers underwrite transactions that have a significant reliance on asset quality, although the transaction may not be considered to be an “asset based” transaction. Or, a lender makes the assumption that a “hard asset” lender will be their secondary source of repayment without understanding the basics of asset based lending. This course develops an understanding of the risks associated with financing assets, particularly working capital assets.
After completing this training, participants should be able to:
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Target Audience | Experienced credit analyst, underwriter, or relationship manager. This course is designed for participants with at least two years of lending/underwriting experience; however, the participant does not need to have asset based lending experience. |
Duration | 1 day plus 4 hours of pre-work |