Description

The Commercial Lender Training Program for entry level personnel is a five-session, full day program 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 7^th, as materials must be ordered in advance.

INSTRUCTOR
We 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.

SYLLABUS

Texts listed below will be provided to registrants (Additional cases and handouts at class sessions):
Analyzing Financial Statements, A Decision Tree Approach, Part 1   8^th Edition (“AFS”)
Commercial Lending, A Decision Tree Approach, Part 2    7^th Edition (“CL”)

SESSION 1 – MORNING - Preparation: AFS Chapters 1-3, CL Chapter 1

• Introduction
• Fundamental credit assessment principles (sustainability, financial flexibility, debt capacity, ways out)
• Business legal entities
• Why businesses borrow
• Overview of a financial institution’s risk management structure
• Assessment of borrower and guarantor character

SESSION 1 – AFTERNOON - Preparation: AFS Chapters 4-7, 8 and 10

• The components of the assessment model
• The working capital cycle and financing gap
• Financial statement alternatives (compiled, reviewed, audited)
• Financial statement analysis (earnings, liquidity, leverage, cash flow, debt service coverage)

SESSION 2 – MORNING - Preparation: AFS Chapters 9 and 10

• Financial statement analysis and cases (continued)
• The adjusted working capital model
• Income property cash flow analysis (IRS 1040 Schedule E)

SESSION 2 – AFTERNOON - Preparation: AFS Chapters 12-15

• Analyzing personal financial statements
• Overview of personal and business tax returns as sources of information

SESSION 3 – MORNING - Preparation: CL Chapter 2 

• Credit due diligence and information requirements
• Basic credit facilities (lines of credit, revolving credits, term loans)
• Trade finance alternatives (letters of credit covered in detail later)
• Basics of real estate lending

SESSION 3 – AFTERNOON - Preparation: CL Chapters 5-7

• Ways Out – sources of repayment
• Industry and management analysis
• Credit structuring
• Loan Documentation (notes, credit agreements)
• Covenants, Material Adverse Change clauses (“MAC”)

SESSION 4 – MORNING

• Loan documentation – continued (collateral, subordinations, guarantees)
• The concept of collateral perfection
• Misc. related documentation/structural issues
• Bank loan syndications and participations
• Real estate appraisals
• Overview of SBA loans

SESSION 4 – AFTERNOON - Preparation: CL Chapters 3 and 4

• Credit administration topics (risk ratings, credit approval memos)
• Loan monitoring; loan monitoring exercise
• Basics of interest rate swaps

SESSION 5 – MORNING - Preparation: CL Chapter 9

• Overview of asset based or formula lending
• Problem loans – identification and management
• Overview of the bankruptcy process

SESSION 5 – AFTERNOON

• Business life cycles
• Overview of federal regulations relevant to commercial lending
• More on letters of credit (documentary and standby/clean)