ABA Commercial Lending School

See the Big Picture

ABA National and Graduate Commercial Lending Schools March 17–22, 2013 | Southern Methodist University | Dallas, Texas

Register Now! aba.com/CLS | 1-800-BANKERS

Big Picture Thinking.

On the Ground Results.

C

hanging regulations and market conditions mean changing responsibilities and skill sets. Enroll now for a 360º immersion into commercial lending best practices. Expand

your views, deepen your operational knowledge and return to your job with practical skills that will help you effectively evaluate credit quality and reduce risk.

The curriculum is carefully crafted to make your lending success soar. A blend of classroom sessions, simulation bid sessions, current case studies and regulatory insights help you learn the rules and tactics to apply in various commercial lending conditions. Understand how to get deals off the drawing board profitably and safely.

• Enhance your loan portfolio pricing and credit decision accuracy.

• Structure new pricing models, assess changes in credit quality and manage customer expectations.

• Understand new and changing regulations and what you must do to comply.

Advisory Board

Board Chair

Howard D. (Doug) Robertson Cadence Bank, N.A. Columbus, MS

G. Troy Hogue Federal Deposit Insurance Corporation Dallas, TX

Members

Derrick Jackson Commonwealth Bank and Trust Louisville, KY

David F. Ahlrichs Yakima National Bank Yakima, WA Louise Ann Francis Comptroller of the Currency Washington, DC Daylin Hash Landmark Bank Caddo, OK

Martin (Dev) Strischek SunTrust Bank Atlanta, GA Tara A. Tetzlaff Northrim Bank Anchorage, AK

Student Representative Peter Giorno People’s United Bank Concord, NH

Board Advisor

S. Scott MacDonald, Ph.D. Southwest Graduate School of Banking Dallas, TX Bob Seiwart American Bankers Association Washington, DC Gloria Pritchard-Becker American Bankers Association Washington, DC

A Vibrant Setting for An Extraordinary Week Of Learning Enjoy the top quality learning facilities at the Cox School of Business at Southern Methodist University. Classes are held in the James Collins Executive Education Center, which features modern classrooms, seminar rooms, an auditorium and a business center—all equipped with the latest technologies to support a wide variety of instructional techniques. A rooftop terrace and a gracious outdoor plaza provide relaxing environments for networking.

Accommodations Discounted room rates are available at the Holiday Inn Dallas Park Cities by calling 214-750-6060. Shuttle service is provided between the hotel and the SMU campus. When making reservations, mention the ABA Commercial Lending School to receive the discounted rate of $125 per night. This rate includes daily breakfast and shuttle service. Hotel reservations should be made at least one month in advance to ensure the discounted room rate. Detailed accommodation and meal information will be provided in your acceptance package.

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“A banker attending the ABA National Commercial Lending School should finish the week with a complete understanding of commercial lending, from negotiating terms, to underwriting, to proper structure. With that, any banker should readily provide an immediate return to their bank through improved credit quality and increased profitability.”

Doug Robertson President, Cadence Bank, N.A. Columbus, Missisippi

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“My experience was primarily in small ticket commercial lending and in very large CRE lending.

This program supplemented knowledge in the important area of middle market lending by providing the tools and resources needed to understand those credits. It also provided me with a network of peers who I still interact with on a regular basis.”

Derrick Jackson Senior Vice President/Chief Credit Officer, Commonwealth Bank and Trust Louisville, Kentucky

Fundamental National Commercial Lending School March 17-22, 2013 The ABA National Commercial Lending School provides a solid grounding in credit, analysis, pricing and strategy. Your interactive curriculum offers solutions to refine your lending strategies, improve your return on investment, identify and minimize cost of problem loans, improve your negotiating skills and much more.

Requirements: One to five years of experience in commercial lending with an understanding of balance sheets, operating and cash flow statements, auditor’s reports and ratio analysis.

If you need more training in commercial lending finance basics, enroll in the optional preprogram workshop: ABA Financial Statement

All Week Long: Participate in Bank Loan Simulations To Better Compete in the Commercial Loan Market Working in teams, National Commercial Lending School students take part in simulation bid sessions over the week, developing skills in preparing credit decisions and bidding for loan applications.

Simulation scenarios help develop credit decision accuracy, credit selection, relationship pricing, developing a loan portfolio and goal setting. As the simulation moves you from credit analyst to senior commercial loan manager, you gain the necessary skills to successfully compete in the commercial lending market.

Analysis for Lenders: March 16-17, 2013.

National Commercial Lending School Courses • Banking, Credit and the Economy • Evaluating the Borrower’s Loan Request • Evaluating the Borrower’s Business Strategy • Evaluating and Assessing Credit Quality • Underwriting the Loan Request - Understanding and Evaluating the Borrower’s Cash Flow - Examining Secondary and Tertiary Sources of Loan Repayment • Developing the Credit Memo • Loan Underwriting Case Study: C&I Loan or CRE loans • Monitoring Your Loan Portfolio - Identifying Potential Problem Loans - Mitigating Problem Loan Exposure • Bank Loan Simulation

Financial Statement Analysis for Lenders March 16-17, 2013 If you need a refresher, have not had formal or complete credit training, or need to fulfill the pre-session requirements for the National Commercial Lending School, this optional weekend workshop is for you.

Topics include contents of the balance sheet and the operating statement, auditor’s report, ratio analysis, cash flow statements, working capital and commercial collateral. For details and to register, visit aba.com/CLS

Tuition $795 ABA Members, $895 Nonmembers

advanceD Who Should Attend?

• • • • • • • • • • • •

Lending Officers Branch Managers Credit Analysts/Managers Commercial Relationship Managers Loan Review/Compliance Officers Examiners Underwriters Appraisers Secondary Marketing Officers Servicing Managers REO/Workout Specialists Legal Counsel

Graduate Commercial Lending School March 17-22, 2013 The ABA Graduate Commercial Lending School takes a leadership approach to prepare experienced commercial lenders with the skills needed to address complex challenges. Delve into credit risk management, loan portfolio management, loan and transfer pricing and commercial sales management with comprehensive case studies.

Requirements: Five or more years experience in commercial lending with management responsibility (either people or portfolio or both) and preferably graduation from the ABA National Commercial Lending School.

Graduate Commercial Lending School Courses

Tuition:

ABA Members Save $1,000

National or Graduate School: $2,395 ABA Members $3,395 Nonmembers Fees include tuition, lunch, instructional materials and a certificate of completion.

Housing is available at a nearby hotel at a discounted rate.

Team Discount: Send a team of two or more employees and take advantage of team discounts.

Register at aba.com/CLS

• Credit Risk Management: Tools and Techniques • Credit Risk Management – Case Studies and Report Out • Global Debt and Contingent Liability Analysis • Strategic Loan Pricing • CRE Risk Management • CRE Valuation Management • Portfolio Stress Testing • Exam Management – A Discussion with the Regulators • Loan Management: Proactive Risk Mitigation Workouts and Strategies • Troubled Debt Restructures • Funding Sources • Ethical Challenges • Banking, Credit and the Economy

1120 Connecticut Avenue, NW Washington, DC 20036

ABA National and Graduate Commercial Lending Schools March 17–22, 2013

Southern Methodist University Dallas, Texas

Register Now!

Take advantage of the only dates the Schools are offered this year. aba.com/CLS | 1-800-BANKERS

See the Big Picture ABA National and Graduate Commercial Lending Schools March 17–22, 2013 | Southern Methodist University | Dallas, Texas The ABA Guarantee ABA guarantees that the ABA Commercial Lending School will meet or exceed your expectations. If it does not, simply let us know in writing, and we’ll refund your full registration fee­—no questions asked.

ABA provides professional development opportunities for employees of membership-eligible institutions. These include community, regional and money center banks and holding companies, as well as savings associations, trust companies, savings banks and service members. Government agency employees also qualify.