PROGRAM OVERVIEWThe Commercial Lender Training Program for entry level personnel is a five-session, full day program, meeting on Wednesdays (with the exception of one Thursday, 6/12), that provides students with entry level training beginning with key basics, including financial statement analysis. You’ll find a detailed syllabus included below. Please be sure to review it! This program is appropriate for anyone at your institution who has or will have responsibilities within the bank’s commercial lending area. Please note, class size will be limited, so you are encouraged to register early! Deadline to register is April 23rd, as materials must be ordered in advance.
INSTRUCTORWe are pleased to welcome Harris S. Berger. Harris has been a financial services executive with 45 years of successful banking experience, including 32 years of commercial lending and risk management, at two major U.S. banks. Most recently, he has been actively consulting and providing professional training for several financial services organizations, focusing on commercial lending, credit risk management, international development, and portfolio loan review. Harris has successfully facilitated this program for our neighboring state banking associations as well.
SYLLABUSTexts listed below will be provided to registrants: • Analyzing Financial Statements, A Decision Tree Approach, Part 1 - 8th Edition (“AFS”)• Commercial Lending, A Decision Tree Approach, Part 2 - 7th Edition (“CL”)• Additional Cases and Handouts at Class Sessions
SESSION 1 – MORNINGIntroductionFundamental credit assessment principles (Sustainability, Financial Flexibility, Debt Capacity, Ways Out)Business legal entities (Focus on tax and liability differences)Why businesses borrowOverview of a financial institution’s risk management structureAssessment of borrower and guarantor character and willingness to pay
Preparation: AFS Chapters 1-3, CL Chapter 1
SESSION 1 – AFTERNOONThe components of the assessment modelThe working capital cycle and the financing gapFinancial statement alternatives (Compiled, Reviewed, Audited)Intro to financial statement analysis (Earnings, liquidity, Leverage, Cash Flow, Debt Service Coverage)
Preparation: AFS Chapters 4-7, 8
SESSION 2 – MORNINGFinancial statement analysis and cases (Continued)The Adjusted Working Capital ModelIncome property cash flow analysis (Focus on IRS 1040 Schedule E)
Preparation: AFS Chapters 9 and 10
SESSION 2 – AFTERNOONAnalyzing personal financial statementsOverview of personal and business tax returns as sources of borrower and guarantor information
Preparation: AFS Chapters 12-15
SESSION 3 – MORNINGThe Global Cash Flow ModelCredit due diligence and information requirementsBasic credit facilities (Lines of Credit, Revolving Credits, Term Loans)Trade finance alternatives (Letters of credit covered in detail Session 5)Basic concepts of real estate lending
Preparation: CL Chapter 2
SESSION 3 – AFTERNOON“Ways Out” analysis and sources of repaymentIndustry and management analysisCredit structuring Loan Documentation (Notes, Credit Agreements)Covenants, Material Adverse Change clauses (“MAC”)Lending against government receivables (government contractors, healthcare providers)
Preparation: CL Chapters 5-7
SESSION 4 – MORNINGLoan Documentation – Continued (Collateral, Guarantees, Subordinations)The concept of collateral perfectionMisc. related documentation/structural issues (Credit Agreements, Landlord Waivers)Bank loan syndications and participationsReal estate appraisalsOverview of SBA loans
SESSION 4 – AFTERNOONThe Beauty of Post-Closing MemosCredit administration topics (Risk Ratings, Credit Approval Memos)Loan monitoring; Loan monitoring exerciseBasics of interest rate swaps
Preparation: CL Chapters 3 and 4
SESSION 5 – MORNINGOverview of asset based / formula lendingProblem loans – identification and managementOverview of workouts and the bankruptcy process
Preparation: CL Chapter 9
SESSION 5 – AFTERNOONBusiness life cyclesOverview of federal regulations relevant to commercial lendingMore on Letters of Credit (Documentary and Standby/Clean)Lender Liability conceptsFinal thoughts
Preparation: CL Chapter 8
Session 1 - Wednesday, May 21, 2025
Session 2 - Wednesday, May 28, 2025
Session 3 - Wednesday, June 4, 2025
Session 4 - Thursday, June 12, 2025
Session 5 - Wednesday, June 18, 2025
CBA Member: $2,495
Non-Member: $4,990
REFUND/CANCELLATION POLICY Please note that you will be billed and no refunds will be made for cancellations after April 5th. Registrants may send a substitute to the program without loss of program fees. Registrants who do not attend the scheduled program will not receive a refund of program fees but may request program materials.
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