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The Account Management Workshop is a comprehensive three-day program covering a variety of issues and topics specifically related to managing asset-based lending relationships. Effective communication, both external and internal, is stressed. Subjects include the account manager's role within a lending organization; due diligence; loan documentation; risk assessment and management; monitoring and managing cash and collateral; relationship management; participations and problem loans. By enhancing their awareness of all pertinent information regarding loan performance and client activity, participants are better prepared to make prudent lending decisions. |
| "It is difficult to teach 'experience', which is a key to successful account management. This forum is an effective way to unite people from different levels in order to gain that experience from one another." - Joseph Cicioloa, Webster Business Credit Corp. | |
2012 Program Information
October 1 - 3, 2012
Chicago, IL
Click here for session details. |
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Program Level: Basic
Recommended for: Account executives, relationship managers, loan officers, portfolio managers and others in the asset-based lending industry with day-to-day responsibility for client accounts. Participants should have from six months to two years of account management experience.
Continuing Education Credits available.
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Course Content
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Asset Based Lending and the Review Pipeline - Roles & Responsibilities |
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Nature of Asset Based Lending |
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Balanced vs. Collateral-driven |
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Generic terms |
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New Business Development |
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Underwriting |
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Field Examination |
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Credit |
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Account Manager's role |
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Skills for Effective Account Management
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Communication |
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Time Management |
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Priority Recognition |
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Decision-making |
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Flexibility |
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Negotiation |
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Financial Analysis |
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Due Diligence |
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Loan Documentation & Due Diligence
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Loan Purpose |
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Fraud Potential |
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Information Sources |
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Assessing & Mitigating Risk: |
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Competitive |
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Environmental |
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Fraud |
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Management Failure |
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Regulatory |
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Financial |
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Loan & Security Agreements |
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Covenants |
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UCC Filings |
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Representations & Warranties |
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Managing Cash & Collateral
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Monitoring Client Activity |
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"Red Flags" |
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Taking Corrective Action |
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Avoiding Lender Liability |
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Daily Monitoring Techniques |
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Advance Requests |
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Communicating with Operations Dept. |
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Relationship Management
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Oral & Written Communication |
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Listening Skills |
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Telephone Skills |
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Meetings |
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Negotiations |
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Participations
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Lead vs. Subordinate |
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Inter-lender Management |
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Information Flow |
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Consent Restrictions |
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Termination Rights |
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Problem Loans
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Identifying Problems & Taking Action |
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Restructuring |
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Workouts |
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Liquidations |
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Bankruptcy |
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Current Industry Trends
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