EFFICIENT MANAGEMENT OF CORPORATE LENDING

EFFICIENT MANAGEMENT OF CORPORATE LENDING

Romanian banking system is currently facing multiple challenges:

  • Sharpening competition for company lending, as a consequence of increased cautiousness, both on the side of banks and beneficiary business environment;
  • The need to establish a mutual trust setting, through simple communication patterns, accessible for all customers, no matter how sophisticated;
  • Shareholders and investors increasing pressure on capital efficiency;
  • Supervisors and regulators pushing towards more restrictive banking framework;
  • Local opportunities arising from undergoing market consolidation.

One of the main priorities for banks in this period is revitalising the lending business, by re-assuming an active role in structuring new loans, to encourage both consumers and investors, in a sustainable manner in the long run. The ability to promote policies which are reasonably prudent and easily accessible for target customers, while prove to be efficient at the same time, will represent a crucial competitive advantage on the market.

Corporate lending is also one of the main drivers for macro-economic revival, as it generates both employment and significant profit. At the same time however, it poses proportional risk of unwanted loss, especially when the activity is improperly managed.

The proposed topic focusses on the banking staff involved in corporate lending, targeting to make them more efficient at an individual level, by creating awareness of and responsibility for one’s own contribution to the process, thus encouraging long-term result orientation.

OBJECTIVES

At the end of the training, the participants will be able to:

  • Integrate governance and efficiency principles in the corporate lending process,
  • Understand the importance of assuming individual responsibility in decision making, aligned to bank’s products, policies and risk appetite,
  • Understand recent evolutions regarding confidentiality requirements and prudential rigors of the banking business, both from local and European perspective,
  • Build financing structures which are adequate to customer profile and specific needs,
  • Properly prepare and successfully unroll the negotiation process,
  • Thoroughly argument and document the lending decision,
  • Permanently monitor and timely adapt the lending relationship and contractual frame to identified evolutions.

TARGET GROUP

Senior personnel and middle management involved in corporate lending, starting with initial offer, negotiation and analysis, moving forward towards decision and implementation, and winding up with follow-up and restructuring, whenever the case.

Target mix: relationship management, financial & credit analysis, risk management and decision makers, support and loan admin officers.

Recommended participation: 12-16 people.

CONTENT

Day 1:

Understanding the profile and expectations of the stakeholders involved in designing an efficient and sustainable company lending structure.

Participants will:

  • Understand lending efficiency specifics and dynamics throughout financing cycle,
  • Familiarize themselves with prudential terminology regarding credit classification,
  • Correlate lending products with company financing needs,
  • Become aware of individual responsibility in collecting, analysing and correlating the useful information,
  • Learn about proper structure and multiple relevance of ‘watertight’ documentation,
  • Become familiar with constructive negotiation pillars, involving multiple stakeholders,
  • Acquire abilities to properly speed up the decision process (improve TTY / TTC).

DAY 2:

Structuring a loan application, by integrating and summarizing information that is relevant for decision making; subsequent adjustment to changing environment.

Participants will become able to:

  • Elaborate relevant and sufficient content, adapted to both complexity and cycle of the lending transaction,
  • Understand the crucial role of the executive summary for an informed decision,
  • Familiarize themselves with the main decision drivers within the organization,
  • Assume responsibility for preventing the lending structure from deterioration,
  • Use early intervention tools, with the purpose to preserve a functional relation,
  • Become aware of the importance of know-how transfer in protecting bank’s interest.

“One of the measures of success is given by the genuineness in combining theoretical know-how with practical problem-solving skills, in a continuous flow of constructive communication, risk awareness, integrity and respect for others.’ – Georgina Popescu

PRESENTATION OF THE TRAINER

Georgina Popescu is an International Business Administration post-graduate (European Transactions, Academy of Economic Science in Bucharest), authorized trainer and International NLP Practitioner (Classic Code), certified professional in Global Financial Compliance, Project Management and 6 Sigma – Green Belt.

She has been working for more than 15yrs in the banking industry, focusing on corporate lending. Between 2009 and 2015, Georgina contributed to consolidation of several distressed asset management processes and professional workout teams, on both local and regional level. As panel speaker or moderator, she participated in regional conferences and round tables organised by the World Bank (Vienna Initiative), Insol Europe, Smithnovak, ICM and Ziarul Financiar.

Currently, Georgina cooperates with banks (as independent consultant or non-executive committee member), as well as investors and distressed business owners, in order to identify and implement sustainable restructuring solutions.

SEMINAR DURATION

2 days, for a total of 16 hours

TIME FRAME

TBA, between 09:00 – 17:00

Course registration is made by completing the registration form

RBI will hold the course at its premises, providing specialised lecturers, course materials and catering services during the training day

At the end of the course, participants will be given a certificate, issued by RBI (under the aegis of the founding members: NBR and RBA), with 14 CPD credits.

LANGUAGE: Romanian (or English, upon request)

CONTACT

Georgiana Gojgărea

Training Specialist

Telefon mobil: 0748.886.819

E-mail: georgiana.gojgarea@ibr-rbi.ro

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