Overview
- Understand and differentiate risk profiles across various business lines and financial products offered by financial institutions and interpret how these risks are reflected in financial statements.
- Apply a structured credit assessment framework to evaluate the creditworthiness of borrowing entities.
- Assess company performance using robust qualitative and quantitative tools, incorporating relevant market indicators to understand financing risks and prevailing market perspectives.
- Identify key value drivers and risk factors influencing a company’s future performance and evaluate their potential impact on credit quality and credit standing.
- Analyze cash flows effectively to determine a borrower’s capacity to service and repay debt obligations as they fall due.
- Evaluate credit facility structures and their impact on profitability, ensuring alignment with the borrower’s commercial needs while safeguarding the lender’s interests.
- Engage clients in structured and value-driven credit discussions to support prudent credit growth, increase wallet share and enhance the overall profitability of the client relationship.
What do we aim to achieve?
By the end of the program, participants will be able to:
- Differentiate themselves in the eyes of the client by identifying and demonstrating clear value-added actions, responding effectively to client requests, and setting the right context for credit discussions.
- Earn the position of a primary banker by developing deep client insight, conducting strategic-level client conversations, aligning client objectives with bank solutions, and applying client prioritization frameworks to improve conversion ratios.
- Manage a portfolio of client relationships effectively by performing due diligence, mitigating risk, optimizing revenue, and ensuring relationship sustainability, while understanding Basel regulations, capital efficiency, and risk–return balancing at both client and portfolio levels (RAROC).
- Adopt a competitive, partnership-oriented mindset by transitioning from a lender/vendor role to that of a strategic partner, elevating client dialogue to a strategic level, and applying negotiation and deal-structuring techniques in competitive markets.
- Prepare and present credit proposals confidently to internal stakeholders, negotiate key terms and covenants with clients, and align credit structures with risk and return expectations.
- Articulate and justify credit recommendations by clearly demonstrating the business rationale for extending credit and positioning the bank’s value proposition through structured group-based analysis.
- Act as a single point of contact (SPOC) for client requirements, managing loan documentation, disbursements, and post-disbursement follow-ups, while maintaining asset quality under the ECL framework
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