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CORPORATE CREDIT ASSESSMENT (INTRODUCTION)

Objectives

This training programme is designed to give delegates a thorough understanding of the basic principles of lending to businesses, ranging from SMEs to large quoted corporates. This is a foundation course, aimed at staff new to credit analysis or credit/account management. Delegates should have a basic understanding of financial statements before undertaking this course (if not, we recommend attendance on Understanding Company Accounts first).
 
 

Content

  • the principles of lending

  • types of business (sole trader / partnerships / limited companies)

  • putting analysis into context - the "Risk Funnel"

  • non-financial assessment tools

  • understanding the accounts

  • ratio analysis

  • cash flow analysis

  • structuring facilities

  • security

  • warning signs

  • practical exercises and case studies

  • suggested post course activities

 
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CORPORATE CREDIT ASSESSMENT (ADVANCED)

Objectives

This training programme is designed to give delegates a thorough understanding of the principles of lending to businesses, ranging from SMEs to large quoted corporates. As our advanced course, this programme is designed to enhance existing skills and to develop more effective ways of analysing corporate credit risk. It is particularly aimed at existing credit analysts, credit managers and account/relationship managers.
 
 

Content

  • principles of lending revisited

  • putting analysis into context - the "Risk Funnel"

  • non-financial assessment - understanding the business

  • creative accounting issues and contingent liabilities

  • advanced ratio analysis

  • cash flow analysis and projections

  • lending to groups of companies

  • structuring facilities, including the effective use of covenants

  • credit ratings and other market views of risk

  • corporate warning signs and how to avoid past mistakes

  • practical exercises and case studies

  • suggested post course activities

 
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UNDERSTANDING COMPANY ACCOUNTS

Objectives

This training programme is designed to give delegates confidence in reading and understanding company accounts, particularly plc annual reports and the accounting information available about private companies in the UK. It is an ideal foundation course for anyone involved in credit assessment, competitor analysis and credit control. It tackles the subject in a highly practical way, demystifying the jargon and avoiding unnecessarily complex explanations of accounting standards.
 
 

Content

  • types of accounts

  • sources of information

  • basic accounting principles and concepts

  • directors' responsibilities and the audit statement

  • groups of companies and consolidated accounts

  • the profit & loss account explained

 

  • the balance sheet explained

  • off balance sheet assets & liabilities

  • cash flow statements

  • key financial ratios

  • international accounting issues

  • suggested post course activities

 
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CASH FLOW ANALYSIS

Objectives

This training programme is designed to give delegates a thorough understanding of the principles of cash flow analysis and how cash flow analysis and projections can lead to more informed credit decisions. It is particularly suitable for more experienced lending managers whose formal training was concluded before cash flow statements (per FRS1) were introduced.
 
 

Content

  • the importance of cash flow analysis; links with "traditional" ratio analysis

  • how and why cash flow differs from reported profits

  • the UK accounting standard 'FRS1' - layout and limitations

  • interpreting and analysing the cash flow statement - key performance measures

 

  • cash flow ratios, contrasted with their conventional equivalents

  • projecting cash flows and spotting potential liquidity crises

  • case studies to demonstrate that "cash does not lie"

  • suggested post course activities

 

 
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IDENTIFYING PROBLEM LENDING

Objectives

This training programme is designed to give delegates a practical grounding in the ways to spot emerging problems, both with individual accounts and on a portfolio basis*. Practical exercises will be used to show how predictive ratios and cash flow analysis can help to highlight accounts at risk, in conjunction with a study of key non-financial indicators. This course makes an ideal precursor for our Managing Problem Lending programme
 
 

Content

  • what makes lending problematical?

  • setting the scene for analysis - the "Risk Funnel"

  • economic cycles and indicators

  • understanding the industry

  • understanding the borrower - products/processes/management

  • peer group analysis

  • financial warning signs - historic figures

 

  • using management information to spot problems

  • cash flow analysis and predictive ratios

  • account conduct

  • the role of investigating accountants

  • learning lessons from the past

  • case studies and practical examples

  • suggested post course activities

 
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MANAGING PROBLEM LENDING

Objectives

This training programme is designed to give delegates practical guidance in developing appropriate strategies for managing problem lending, for all types of business lending from SMEs to large multinational corporates. Practical exercises will demonstrate how to evaluate the options and how to protect a lender’s interests. The course will also consider the requirements of the BBA Code of Practice, multi-bank workouts, the issues involved in perfecting/realising security and the application of insolvency laws. This course makes an ideal companion to our Identifying Problem Lending programme
 
 

Content

  • recognising that a problem exists

  • immediate actions - capping your exposure

  • identifying the causes of the problems

  • gathering all relevant information

  • the role of investigating accountants

  • is there a viable business at all?; developing a recovery plan

  • improving your security, renegotiating facilities/pricing

  • implementing action plans/monitoring progress

  • the BBA Code of Practice; multi-bank workouts and the "London Approach"

  • insolvency law - some practical issues

  • debt/equity conversions

  • learning lessons from the past

  • case studies and practical examples

  • suggested post course activities

 
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GROUP LENDING

Objectives

This training programme is designed to give delegates a thorough understanding of the principles of lending to groups of companies (or indeed to individual companies within a group). Delegates will be shown how to understand group structures, identify the companies with valuable assets and cash flows and then how to structure lending in the optimum way to maximise recoveries in the event of a default. This programme is particularly suitable for more experienced lending managers involving in structuring lending to plcs and large groups of privately owned companies.
 
 

Content

  • typical corporate structures

  • consolidated accounts v. "company alone" figures

  • sources of information

  • identifying assets and cash flows

  • insolvency of a "group"

  • protecting your exposure - security structures
  • protecting your exposure - covenants
  • negotiating the optimum structure
  • case study work/practical examples
  • suggested post course activities
 
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PRACTICAL COVENANT SETTING

Objectives

This training programme is designed to give delegates a thorough understanding of the principles and practical issues involved in the specifying and monitoring of financial and non financial covenants. Lenders are frequently not able to take tangible security to protect their exposures, yet enter into term commitments. However, appropriately structured and documented covenants can provide an effective mechanism for lenders to take control and to manage their exposures - this highly practical training programme demonstrates how!
 
 

Content

  • what is a covenant?
  • why are they needed?
  • the principal financial covenants
  • the principal non financial covenants
  • choosing the right covenants
  • case study 1 - which covenants to use?
  • definitions do matter!
  • monitoring compliance
  • case study 2 - negotiating the deal
  • dealing with breaches
  • suggested post course activities
 
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EFFECTIVE REPORT WRITING

Objectives

This training programme is designed to improve delegates’ ability to prepare concise, focused reports, specifically dealing with credit analysis reports and credit application proposal papers.
 
 

Content

  • what’s the problem?
  • principles of report writing
  • understanding the needs of the reader
  • planning your work
  • focus on the facts and issues
  • ways to present complex data
  • practical exercises
  • suggested post course activities
 
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NEGOTIATION SKILLS

Objectives

This training programme is designed to give delegates a thorough understanding of the principles of effective negotiating. The course will develop highly practical skills and uses video role-plays to help delegates to improve their performance in a supportive environment. The course concentrates on honing the basic skills in order to give delegates greater confidence in any negotiation.
 
 

Content

  • how successful negotiation gets results
  • self assessment of present skills
  • the five stages of negotiation
  • practical tips
  • win:win contrasted to win:lose styles
  • playing dirty

  • practical exercises (video role plays)

  • telephone based negotiation

  • personal action plans

  • suggested post course activities.

 
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PRESENTATION SKILLS

Objectives

This training programme is designed to give delegates the confidence to make effective presentations, selecting the appropriate materials to support the presentation.
 
 

Content

  • understanding your audience

  • planning and structuring your presentation

  • basic rules when presenting

  • selecting the right visual aids

  • pro’s and con’s: OHPs, flip charts, videos, PC tools

  • working with small groups, desk top presenters

  • dealing with interruptions and questions

  • practical exercises (video role plays)

  • personal action plans

  • suggested post course activities.

 

We also run more advanced informal critique sessions about bank tender documents and presentations.

 
 
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THE UK BUS & COACH INDUSTRY

Objectives

This training programme is designed to give delegates a thorough understanding of the structure of the bus & coach industry, key legislative measures and an overview of the key players. The programme will examine the financial statements of typical players and will help delegates to understand the key non-financial indicators that are relevant in risk assessment. The course presenter is a qualified transport manager as well as being an experienced lending banker.
 

Content

  • historical overview/background to deregulation
  • the operator licensing system
  • the role and powers of the Traffic Commissioners
  • key legal controls - service licensing/driver’s hours regulations/prohibitions/competition law
  • industry structure/key players
  • financial characteristics of typical operators
  • coach tour operators - package tour rules
  • key non financial risk indicators
  • future trends/impact of government policy (including the Disability Discrimination Act and its impact on residual values; environmental controls)
  • suggested post course activities.
 
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AIRLINE FINANCE & ECONOMICS

Objectives

This training programme, delivered as two 2 day modules, is designed to help delegates who are involved with lending to airlines. Airline Economics examines the latest developments in the industry, considering what drives demand for airline traffic, the strategies that airlines adopt and pricing/revenue management/cost management issues. Airline Finance looks at the financial statements of airlines and how these can be interpreted in the context of an overall risk assessment.
 
 

Content

Airline Economics:

  • airline demand
  • airline strategies
  • pricing & revenue management
  • airline costs
  • aircraft economics

Airline Finance:

  • airline financial statements
  • off balance sheet items
  • trend analysis
  • cash flow analysis
  • international accounting
  • risk assessment model
  • suggested post course activities.
  • sources of business finance
  • negotiating security packages
  • preparing and presenting business plans
  • choosing the right bank products
  • coping with "intensive care" bank management
  • structuring banking facilities
  • negotiating covenants and loan documentation
  • negotiating charges
  • how to present bad news
  • changing banks - practical aspects
 
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MANAGING BANKING RELATIONSHIPS

Objectives

This is a highly individualistic training package, designed to cover the critical aspects of a company's relationship with its bankers. The course content is tailored to the needs of individual participants, to the extent that no two courses are the same. The programme is aimed at Treasurers, Finance Directors and senior management generally.
 
 

Content

The topics to be covered will vary according to the particular circumstances and can include:
 
  • sources of business finance
  • negotiating security packages
  • preparing and presenting business plans
  • choosing the right bank products
  • coping with "intensive care" bank management
  • structuring banking facilities
  • negotiating covenants and loan documentation
  • negotiating charges
  • how to present bad news
  • changing banks - practical aspects
 
Return to Bank Training Page
 
 

 
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