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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.

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.

Course Content
Asset Based Lending and the Review Pipeline - Roles & Responsibilities
Nature of Asset Based Lending
Balanced vs. Collateral-driven
Generic terms
New Business Development
Underwriting
Field Examination
Credit
Account Manager's role

Skills for Effective Account Management
Communication
Time Management
Priority Recognition
Decision-making
Flexibility
Negotiation
Financial Analysis
Due Diligence

Loan Documentation & Due Diligence
Loan Purpose
Fraud Potential
Information Sources
Assessing & Mitigating Risk:
o
Competitive
o
Environmental
o
Fraud
o
Management Failure
o
Regulatory
o
Financial
Loan & Security Agreements
Covenants
UCC Filings
Representations & Warranties

Managing Cash & Collateral
Monitoring Client Activity
"Red Flags"
Taking Corrective Action
Avoiding Lender Liability
Daily Monitoring Techniques
Advance Requests
Communicating with Operations Dept.

Relationship Management
Oral & Written Communication
Listening Skills
Telephone Skills
Meetings
Negotiations

Participations
Lead vs. Subordinate
Inter-lender Management
Information Flow
Consent Restrictions
Termination Rights

Problem Loans
Identifying Problems & Taking Action
Restructuring
Workouts
Liquidations
Bankruptcy

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