PBA Professional Development Lending to Small Business Seminar
Transcription
PBA Professional Development Lending to Small Business Seminar
PROGRAM OVERVIEW As banks of all sizes focus on small business lending as a source of new loan volume, creating a unique source of competitive advantage is becoming critical to success. Large banks are pursuing a strategy of faster, better, cheaper focusing on simplified applications, auto-decisioning/credit scoring and faster turnaround. Community banks continue to utilize more traditional credit processes and judgmental decisioning, but have not focused their traditional strengths in knowledge of the customer, local decisioning and greater flexibility in underwriting and structure to create a compelling value proposition for the commercial borrower. This course will provide the participant with tools to: • Source better small business lending opportunities • Better match bank products and services to meet customer needs • More efficiently underwrite small business loans • Identify cross-sell opportunities • Add value to the customer relationship SPECIFIC TOPICS TO BE DISCUSSED INCLUDE: •Developing a mental picture of the borrower’s financial statement including mix of assets and liabilities, proportions of debt and equity, trend in sales and margins •How financing needs arise in a small business and alternatives to meet those needs •Projecting working capital requirements •Employing “30 Second” analysis to determine if the potential lending opportunity is one the bank should pursue •Underwriting and structuring small business loans •Applying a series of decision rules to determine if a loan request meets basic bank underwriting guidelines •Adjusting personal net worth and interpreting a personal cash flow statement to assess an individual’s ability to service debt or honor a guaranty Case studies will be used to demonstrate application of the concepts. ABOUT THE SPEAKER John Barrickman, President of New Horizons Financial Group, Fernandina Beach, Florida has extensive experience in all aspects of banking including retail banking, commercial lending, credit administration and credit training. He also served for five years as President and Chief Executive Officer of a $185 million financial institution. In addition, Mr. Barrickman has been a bank consultant focusing on risk management, credit analysis, strategic planning, and all aspects of commercial lending. He has also been active in banker education serving on the faculty of a number of regional lending schools and graduate schools of banking. REGISTRATION INFORMATION Members - $295 Non-Members - $442.50 The registration fee includes all seminar sessions, materials, luncheon and breaks. Please submit the enclosed registration form and payment to: Pennsylvania Bankers Association Attn: Registrar 3897 North Front Street Harrisburg, PA 17110 Tel. (717) 255-6900 Fax: (717) 233-1477 * You are encouraged to register through the Web site www.pabanker.com. The PBA accepts check, Visa and Master Card. All credit card payments must be processed through online registration. Please visit https://www.pabanker.com/bankingeducation-events/calendar find the seminar title and click on register now. HOTEL INFORMATION The Staybridge Suites Harrisburg, is holding a block of rooms for seminar attendees. Please call the hotel directly to reserve your room at (717) 233-3304 or visit pabanker.com for the hotel’s online registration. •Integrating business and personal cash flow to determine global cash flow available to service small business debt •Evaluating the owner/management/management team •Properly financing a growing business including determining when it is appropriate to say Enough is Enough •Using analytical tools to identify cross-sell opportunities and add value to the customer relationship •Identifying potential problem small business borrowers 3897 North Front Street Harrisburg, PA 17110 Professionals Dedicated to Your Success Commercial Lenders, Small Business Lenders, Branch Managers, Credit Analysts and Loan Review personnel. WHO SHOULD ATTEND This program qualifies for a total of six (6) hours or continuing education credit. The PBA has been accepted as a program sponsor by the Pennsylvania State Board of Accountancy. Pennsylvania Bankers Association 3897 North Front Street Harrisburg, PA 17110 8:15 a.m. – 3:30 p.m. December 2, 2014 Lending to Small Business Seminar PRESORTED STANDARD US POSTAGE PAID HARRISBURG PA PERMIT NO 775 PBA Professional Development PROGRAM OVERVIEW As banks of all sizes focus on small business lending as a source of new loan volume, creating a unique source of competitive advantage is becoming critical to success. Large banks are pursuing a strategy of faster, better, cheaper focusing on simplified applications, auto-decisioning/credit scoring and faster turnaround. Community banks continue to utilize more traditional credit processes and judgmental decisioning, but have not focused their traditional strengths in knowledge of the customer, local decisioning and greater flexibility in underwriting and structure to create a compelling value proposition for the commercial borrower. This course will provide the participant with tools to: • Source better small business lending opportunities • Better match bank products and services to meet customer needs • More efficiently underwrite small business loans • Identify cross-sell opportunities • Add value to the customer relationship SPECIFIC TOPICS TO BE DISCUSSED INCLUDE: •Developing a mental picture of the borrower’s financial statement including mix of assets and liabilities, proportions of debt and equity, trend in sales and margins •How financing needs arise in a small business and alternatives to meet those needs •Projecting working capital requirements •Employing “30 Second” analysis to determine if the potential lending opportunity is one the bank should pursue •Underwriting and structuring small business loans •Applying a series of decision rules to determine if a loan request meets basic bank underwriting guidelines •Adjusting personal net worth and interpreting a personal cash flow statement to assess an individual’s ability to service debt or honor a guaranty Case studies will be used to demonstrate application of the concepts. ABOUT THE SPEAKER John Barrickman, President of New Horizons Financial Group, Fernandina Beach, Florida has extensive experience in all aspects of banking including retail banking, commercial lending, credit administration and credit training. He also served for five years as President and Chief Executive Officer of a $185 million financial institution. In addition, Mr. Barrickman has been a bank consultant focusing on risk management, credit analysis, strategic planning, and all aspects of commercial lending. He has also been active in banker education serving on the faculty of a number of regional lending schools and graduate schools of banking. REGISTRATION INFORMATION Members - $295 Non-Members - $442.50 The registration fee includes all seminar sessions, materials, luncheon and breaks. Please submit the enclosed registration form and payment to: Pennsylvania Bankers Association Attn: Registrar 3897 North Front Street Harrisburg, PA 17110 Tel. (717) 255-6900 Fax: (717) 233-1477 * You are encouraged to register through the Web site www.pabanker.com. The PBA accepts check, Visa and Master Card. All credit card payments must be processed through online registration. Please visit https://www.pabanker.com/bankingeducation-events/calendar find the seminar title and click on register now. HOTEL INFORMATION The Staybridge Suites Harrisburg, is holding a block of rooms for seminar attendees. Please call the hotel directly to reserve your room at (717) 233-3304 or visit pabanker.com for the hotel’s online registration. •Integrating business and personal cash flow to determine global cash flow available to service small business debt •Evaluating the owner/management/management team •Properly financing a growing business including determining when it is appropriate to say Enough is Enough •Using analytical tools to identify cross-sell opportunities and add value to the customer relationship •Identifying potential problem small business borrowers 3897 North Front Street Harrisburg, PA 17110 Professionals Dedicated to Your Success Commercial Lenders, Small Business Lenders, Branch Managers, Credit Analysts and Loan Review personnel. WHO SHOULD ATTEND This program qualifies for a total of six (6) hours or continuing education credit. The PBA has been accepted as a program sponsor by the Pennsylvania State Board of Accountancy. Pennsylvania Bankers Association 3897 North Front Street Harrisburg, PA 17110 8:15 a.m. – 3:30 p.m. December 2, 2014 Lending to Small Business Seminar PRESORTED STANDARD US POSTAGE PAID HARRISBURG PA PERMIT NO 775 PBA Professional Development 2014 SCHEDULE SEPTEMBER NOVEMBER Executive Leadership September 11-12 • PBA Office • Harrisburg Real Estate Lending Compliance November 4 -5 • Hershey Country Club • Hershey Group 2 Fall Group Meeting September 11 • Pine Crest Country Club • Lansdale Bank Secrecy Act November 18 • PBA Office • Harrisburg Group 5 Fall Group Meeting September 15 • Country Club of York • York Lending Conference November 20- 21 • The Hotel Hershey • Hershey Human Resources September 17 • PBA Office • Harrisburg DECEMBER Group 3 Fall Group Meeting September 18 • Glen Oak Country Club • Clarks Summit Consumer Lending School September 24 - 26 • PBA Office • Harrisburg Group 4 Fall Group Meeting September 25 • Eagles Mere Country Club • Eagles Mere Art of Leadership September 29 -30 • PBA Office • Harrisburg Lending to Small Businesses December 2 • PBA Office • Harrisburg Group 8 Fall Group Meeting October 1 • Butler Country Club • Butler 2015 SCHEDULE E-Mail Emergency Tel Economic Summit February 24 • Sheraton Harrisburg Hershey • Harrisburg MARCH JUNE Executive Leadership June 4-5 • PBA Office • Harrisburg Wealth Management & Trust Conference & Exhibition October 29-31• Hershey Lodge & Convention Center • Hershey Male Fax Annual Convention May 17-20 • Baltimore Marriott Waterfront • Baltimore FDIC Director’s College October 21 • Hershey Country Club • Hershey Title Tel Bankers Day at the Capitol May 11 • Hilton • Harrisburg Social Media Bootcamp October 16 • PBA Office • Harrisburg Nickname City, State, Zip MAY Essentials of Commercial Lending October 14-15 • PBA Office • Harrisburg Name Executive Leadership December 4-5 • PBA Office • Harrisburg Executive Leadership March 12-13 • PBA Office • Harrisburg CFO Seminar October 2 • PBA Office • Harrisburg Enclosed is a credit card or check made payable to the Pennsylvania Bankers Association for $_____ for _____ registration(s) at $295 per person for members. The non-member fee is $442.50 per person. Bank Women in Banking Conference March 9 • Hershey Lodge and Convention Center • Hershey OCTOBER Pennsylvania Bankers Association • 3897 North Front Street • Harrisburg • Tel. (717) 255-6900 LinkedIn Value Strategies Workshop December 3 • PBA Office • Harrisburg FEBRUARY Group 6 Fall Group Meeting September 30 • Sunnehanna Country Club • Johnstown REGISTRATION & INVOICE Essentials of Commercial Lending Lending to Small Business October 14-15, 2014 December 2, 2014 School of Banking June 7-12 • The Penn Stater • State College School of Commercial Lending June 7-12 • The Penn Stater • State College Professionals Dedicated to Your Success Please check the PBA Web site for event & program schedule updates. www.pabanker.com Female Address Bank Deposit Size (round figures): Method of Payment: *PBA accepts check, Visa and Master Card. All credit card payments must be processed through online registration. Please visit https://www.pabanker.com/banking-education-events/calendar find the seminar title and click on register now Please mail registration information to: Pennsylvania Bankers Association Attn: Registrar 3897 North Front Street Harrisburg, PA 17110 Tel: (717) 255-6900 Fax: (717) 233-1477 For database purposes, we request only one (1) registrant per form. Please make additional copies of the registration form as needed. Keep a copy for your records. PBA does not send confirmations. If you have questions, call (717) 255-6900. NOTE: Registrations are accepted at the member fee for PBA regular, associate and affiliate members and staff of regulatory agencies. All registrations are subject to a 20 percent cancellation fee. A 50 percent retention of the registration fee applies to cancellation requests five (5) to ten (10) business days prior to the seminar date; however, NO refunds will be issued for cancellations made within 5 business days of the seminar date or for ”no-shows." All requests for refunds must be made in writing to PBA. All registrations received by any means of communication are subject to this cancellation clause. The PBA does not issue refunds due to weather conditions, Acts of God and/or other causes beyond its reasonable control. Pennsylvania Bankers Association • 3897 North Front Street Harrisburg, PA 17110 • Tel. (717) 255-6900 • www.pabanker.com Professionals Dedicated to Your Success Pennsylvania Bankers Association • 3897 North Front Street, Harrisburg, PA 17110 Tel. (717) 255-6900 • www.pabanker.com “Professionals Dedicated to Your Success”