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IntroductionTRAINING COURSE CONCEPTS

In this revision of its “Course Concepts”, Genesis has incorporated descriptions of new programs which it has developed and tailored to meet the needs of our local, regional, and global client financial institutions in the Americas, Africa, Asia, Europe, and the Middle East.

Over the past 5 years we have doubled the number of different training courses we offer, which now total over 80, and grown our library of presentation materials, cases, role plays, games and simulations accordingly. These focus on a broad spectrum of professional business technical and interpersonal knowledge and skills areas needed to successfully run a financial institution in a fast-changing environment where there is intense competition for customers in different segments.

Our offerings are currently grouped under the areas of greatest priority for our clients: Retail & Consumer Banking, Commercial Banking, Corporate & Investment Banking, Wealth Management, Securities Industry, Sales and Relationship Management, Leadership Skills,Treasury and Transaction Banking, Sustainable Finance, and Financial Institution Management.

Those who attend our programs range from entry level associates to the C-suite. To ensure learning effectiveness for our target audiences, we incorporate state-of-the art financial services practices, custom design for each client’s context and objectives, and provide training that is interactive and simulates real life situations.

The delivery of the training described here is done in a classroom setting by our nearly 40 highly-experienced multilingual financial services professionals around the world who instruct, facilitate and coach as well as design our offerings. To complement this approach, we have formed strategic alliances to be able to expand our cost-effective distance learning alternatives.

We believe the concepts, subject-matter focus and approaches described in this document will suggest ways in which Genesis can meet your specific needs by providing you with a training component to improve the performance of your financial institution’s staff.

For additional information, please visit our website www.consultgenesis.com. We invite you to contact members of our team who can explore with you in greater depth ways in which we can be of service to you and your organization. This catalog is available in English, Portuguese, and Spanish.

2

New Directions and Broader HorizonsTRAINING COURSE CONCEPTS

32 YEARS 50 COUNTRIES AREAS OF EXPERTISE

BY BUSINESSSEGMENT

BY SKILLSET

Retail andConsumerBanking

Synchronous

Delivery Formats

Asynchronous

INTERVENTIONSINTERVENTIONS

GENESIS LEARNING AND PERFORMANCE APPROACH

PERFORMANCECLIENT CONTEXT

SponsorRequirements

LEARNING SOLUTIONS

DESIGN Live classroom learning

Coaching and mentoring, organizational design, reward and recognition systems, business process improvement, competency assessments, learning paths, certification programs

KnowledgeSkills

Attitude

CommercialBanking

Corporate andInvestment

Banking

Treasury andTransaction

Banking

WealthManagement

Leadership andManagement

Skills

Sales andRelationshipManagement

Financial Institutions

Management

RiskManagement

SustainableFinance

Target Audience

InternalEnvironment

ExternalEnvironment

ConstraintsOTHER

INTERVENTIONS

Virtual Classroom

Webinars

DistanceCoaching

E-learning – Digital Library

Pre-recordedaudio and video

Mobile Learning

Self-study materials

Support documents

DesiredPerformance

Level

Competencies

3

• Credit and Counterparty Risk 78

• Credit and Financial Analysis 56

• Credit Risk - Small and Medium Sized Companies 58

• Derivatives Solutions 79

• Developing Climate Business 74

• Exploring Opportunities in Sustainability 75

• High Performance Client Management for Product Specialists 69

• High Performance Client Management for Relationship Managers 70

• How Banks Look at Borrowers: A Seminar for Bank Clients 12

• Identifying Opportunities through Financial Analysis 19

• Liquidity Risk 80

• Market Risk 81

• Marketing and Credit to Small and Medium-Sized Enterprises 13

• Negotiation Skills 71

• Operational Risk Awareness 36

• Options Workshop & Risk Management 82

• Presentation Skills 72

Commercial Banking

IndexTRAINING COURSE CONCEPTS

• Advanced Credit Risk Management 50

• Advanced Risk Seminar for Auditors 51

• ALM Introduction 76

• Asset-Based Finance Product Program Implementation 09

• Bourse Game 77

• Collateral and Guarantees: Evaluation and Management 10

• Commercial Real Estate Lending 11

• Presenting to Credit Committees 20

• Problem Business Loans: Early Warning Signs, Problem Recognition and Recovery

14

• Selling Commercial Banking Solutions 73

• Selling Trade Finance Solutions 83

• Structuring & Selling Cash Management Solutions 24

• Structuring Mergers and Acquisitions Transactions 25

• Syndicated Lending 26

Corporate & Investment Banking

• Advanced Credit Risk Seminar 15



• Analyzing Customer Business Risk: Management, Strategyand Results

52

• Bourse Game 77


• Corporate Valuation 16



• Credit Risk - Large Corporations and Multinationals 57

• Credit Risk for Non-Lending Officers 59


• Detecting Corporate Financial Fraud 17


• Enterprise Risk Management 34




• Identifying and Structuring Transactions for Corporate and Investment Banking Clients

18

• Identifying Opportunities through Financial Analysis 19


• Market Risk 81







14

• Project Finance 21

• Risk Awareness for Bank Transactors 64

• Risk Management in Investment Banking Transactions 66


• Senior Risk Managers Readiness Evaluation 68

• Strategy and Risk Analysis in Dealing with Financial Institutions 22

• Structured Finance in Cross-Border and Large Domestic Transactions

23


• Structuring Mergers and Acquisitions Transactions 25



Financial Institution Management

• Advanced Bank-Wide Risk Management 27

• Balance Sheet Management and Market Risk 28

• Bank-Wide Risk Management 53

• Basel & Beyond: The Challenge of Risk and Capital Management 29

• Basel II Awareness Builder 30

• BSA / AML Compliance Core Training 31

• BSA / AML Compliance for Auditors 32

• BSA / AML Compliance for Private Bankers 33

• Current Issues in Risk Management 60

• Enterprise Risk Management 34

• Measuring and Managing Risks Across the Enterprise –Identity Theft

35


• Planning and Control 37

• Risk and Control 63


• Stress Testing: Managing for the Unexpected 38

• The Compliance Officer – Role and Function in Banking 39

• The Management of Regulatory and Economic Capital 40

IndexTRAINING COURSE CONCEPTS 2018

Leadership Skills

• Managing High-Performance Teams 41

• Self-Leading: Building the Best Version of Oneself 42

Risk Management

• Advanced Bank-Wide Risk Management 27

• Advanced Credit Risk Management 50

• Advanced Credit Risk Seminar 15



• Analyzing Customer Business Risk: Management, Strategy and Results

52

• Balance Sheet Management and Market Risk 28

• Bank-Wide Risk Management 53


• Commercial Real Estate Lending 11

• Consumer Fraud Risk Management 43

• Country Risk Assessment 54

• Country Risk Evaluation 55



• Credit and Risk in the Cards Business 44

• Credit Risk - Large Corporations and Multinationals 57

• Credit Risk - Small and Medium Sized Companies 58

• Credit Risk for Non-Lending Officers 59

• Current Issues in Risk Management 60

• Introduction to Consumer Credit 61


Retail and Consumer Banking

• Consumer Fraud Risk Management 43

• Credit and Risk in the Cards Business 44

• Credit Cards in Global Markets 45

• Generating Business with SME clients 46

• Introduction to Consumer Credit 61

• Managing a High Performing Cards Business 47





• Retail Banking Fraud Identification & Prevention 48

• Retail Banking Loan Portfolio Management 49


• Market Risk 81



• Payments Systems Risk Management 62



• Private Banking Credit 88


14

• Project Finance 21

• Risk and Control 63

• Risk Awareness for Bank Transactors 64

• Risk Issues in Leasing and Asset-Based Finance 65

• Risk Management for Wealth Managers 89

• Risk Management in Investment Banking Transactions 66

• Risk Seminar for Auditors - Retail Banking 67

• Senior Risk Managers Readiness Evaluation 68





• How Banks Look at Borrowers: A Seminar for Bank Clients 12



• Selling Commercial Banking Solutions 73



Sales & Relationship Management

Sustainable Finance




• Bourse Game 77




• Market Risk 81



• Payments Systems Risk Management 62




Wealth Management

• Client Advisory 84

• Confidentiality and Compliance 85

• Fiduciary Structuring 86

• High Performance Client and Investment Product Management 87

• Market Risk 81


• Private Banking Credit 88

• Risk Management for Wealth Managers 89

Treasury and Transaction Banking

Asset-Based Finance Product Program ImplementationCOMMERCIAL BANKING

SUMMARY DESCRIPTION

This course seeks to provide a framework for the effective management, throughout the entire credit process, of asset-based

finance products and programs, both through internal as well as external channels. It begins with target marketing and the

establishment of risk acceptance criteria, and proceeds through origination and channel management, analysis and approval,

documentation and funding, administration, monitoring and collections, both under normal and adverse circumstances.

TARGET AUDIENCE

Asset-based finance specialists, risk analysts and managers, credit analysts, relationship officers, and general management.

MAIN TOPICS

› The foundations of asset-based finance risk management- The basics- Credit initiation and transaction analysis- The Four Pillars methodology for company credit analysis- Cross-border risks

› Value creation through asset-based finance

› Strategic aspects of asset-based financing

› Market segmentation

› Business generation and profitability objectives

› Portfolio characteristics and management

› Pricing

› The process of implementing asset-based finance

products- Portfolio composition and strategy- Organization, product and operational support- Perspectives on products and customer needs- Understanding the asset side of the balance sheet- The funding of assets- Financing the commercial cycle

› Understanding the product delivery process- Product programs- Product mapping- Improving the process

DURATION

4 to 5 days.

9

Collateral and Guarantees: Evaluation and ManagementCOMMERCIAL BANKING

SUMMARY DESCRIPTION

This course provides a practical framework for the valuation, perfection, control and execution of collateral and guarantees.

TARGET AUDIENCE

Asset-based lending and leasing officers, small and medium-sized business lenders, and asset valuation and control experts,

all of whom deal with collateral and guarantee issues on a daily basis, as well as large corporate lenders and other bank

personnel who are less experienced in obtaining and managing collateral and guarantees.

MAIN TOPICS

› Collateral and guarantee as part of the credit process, risk

rating and credit enhancements

› Personal guarantees (owners and third parties)

› Bank guarantees (documentary credits, etc.)

› Third party corporate guarantees

› Cash, receivables, inventory, equipment and real estate

› Marketable securities

› Share pledges and floating charges

› Valuation techniques

› The VPCE model – Valuation, Perfection, Control and

Execution

› Structuring of transactions with collateral and guarantees

› Avoidance of collateral and guarantor fraud

› Early warning signals

› Legal issues: legal environment, legislation, registration,

common practices, issues in execution

› Managing third parties (appraisers, lawyers, auctioneers,

etc.)

DURATION

3 to 4 days.

10

Commercial Real Estate LendingCOMMERCIAL BANKING

SUMMARY DESCRIPTION

This case-driven program conveys knowledge of commercial real estate financing tools and techniques and ample practice in

their application. The cases cover a wide range of situations from financing the purchase and development of raw land through

to the financing of industrial, commercial and office complexes, and multi-unit residential properties, treating both owner-

occupied and investment situations.

TARGET AUDIENCE

Commercial real estate lenders, commercial lenders, risk managers and staff.

MAIN TOPICS

› Overview of key commercial real estate practices› Real estate collateral› Real estate economics – market analysis› Investment property analysis› Income and expenses analysis

› Cash flow analysis› Real estate valuation› Economic cycle› Construction finance

DURATION

3 days.

11

How Banks Look at Borrowers: A Seminar for Bank ClientsCOMMERCIAL BANKING

SUMMARY DESCRIPTION

A variation from our core credit offering, this course has been used in the past as an effective relationship management tool for

bankers who wish to strengthen relationships with their client base. One of this course’s major goals is to provide financial

executives from client companies with an overview of how banks analyze and evaluate risk, as a means for client companies to

be better prepared to enter a fruitful banking relationship.

TARGET AUDIENCE

Financial executives from client companies.

MAIN TOPICS

› Credit risk as managed by banks and banks' customers

› The bank's perspective- Showing how banks look at companies: the Four Pillars

methodology for company credit analysis - Management - Industry and Competitive Position - Financial Strength - Collateral and Guarantees - Risk control and monitoring

› The company's perspective - Financing growth and its limits - Asset intensity - Sustainable growth - Cash flow generation - Cash flow forecasting

› Adequacy of capital structure and financial leverage

› Financial strategy

› Value creation

DURATION

2 days.

12

Marketing and Credit to Small and Medium-Sized EnterprisesCOMMERCIAL BANKING

SUMMARY DESCRIPTION

A variation from our core credit offering, the Marketing and Credit course has been designed to provide marketing and credit

executives with a common understanding of the credit process and their roles within it. In addition to developing analytical skills

in credit and risk management, the course seeks to develop participants’ ability to match client needs and financial solutions,

while fostering a collaborative atmosphere between executives involved in marketing, selling, relationship management and

credit analysis.

TARGET AUDIENCE

Credit analysts and officers; account executives and line managers; other marketing officers.

MAIN TOPICS

› Introduction to the credit process› The role of the marketing executive in the sale and

underwriting of credit› The role of the credit analyst in the sale and underwriting of

credit› The Four Pillars methodology for company credit analysis

- Management- Industry and Competitive Position- Financial Strength

- Collateral and Guarantees

› Cash flow analysis› Financing growth: risk and opportunity› Monitoring and early warning signals› The relationship between credit and selling processes

DURATION

5 days.

13

Problem Business Loans: Early Warning Signs, Problem Recognition and RecoveryCOMMERCIAL BANKING

SUMMARY DESCRIPTION

This course aims at developing participants’ skills in understanding business & industry characteristics in order to establish

effective loan monitoring, recognize changes in risk, and develop appropriate responses and stay or leave strategies. The course

will deliver a practical framework for problem loan analysis and management in the context of the client’s business.

Upon completion, participants will be armed with the tools necessary for the recognition, management and workout of problem

loans.

TARGET AUDIENCE

Account managers; credit officers; collection and recovery personnel.

MAIN TOPICS

› Cash flow, cash cycle, and sustainable growth

› Monitoring the credit cycle

› Portfolio monitoring and analysis

› Early warning signs

› Loan classifications and re-rating

› Stay or leave analysis

› Remedial management

› Workout planning, negotiation and execution

› Parent guarantees

› Analysis and execution of collateral and guarantees

› Managing third parties (appraisers, lawyers, auctioneers,

etc.)

DURATION

3 to 5 days.

14

Advanced Credit Risk Seminar CORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

The program: reinforces the credit-risk-analysis methodology introduced in the Intermediate Program; breaks down credit

analysis into its component parts to make the identification of opportunities and risks easier; and makes participants sensitive to

the challenges of decision-making in more sophisticated and complex transactions.

TARGET AUDIENCE

Staff 7-9 years of experience in credit risk and other risk areas.

MAIN TOPICS

› Simplifying the analysis of complex transactions

› Using a good holistic analysis to detect opportunities, avoid

problems and mitigate acceptable risks

› Recognizing the impact on clients of their participation in

capital markets

› Understanding the client’s management team and the

feasibility of its strategy

› Access to capital markets

› The role of financing in the creation of value

› Structured transactions and risk syndication

› Group analysis and growth strategies for mergers and

acquisitions

› Mature companies and industries and how to deal with

them

› Avoiding disasters and fraud

› Financial flexibility

DURATION

3 days.

15

Corporate Valuation CORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

The main goal of the program is to provide a common framework as well as the basic analytical tools for effective corporate

valuation. The centerpieces are on LBO and M&A Analysis, which determine the choice of scenarios and cases to be used.

TARGET AUDIENCE

Relationship Managers, Credit Underwriters and Corporate Bankers.

MAIN TOPICS

› Perspectives on Valuation

› Asset Valuation Approaches

› Examination of Key Benchmarks

› Comparable Companies Analysis

› Precedent Transactions Analysis

› Discounted Cash Flow Analysis

DURATION

2 days.

16

Detecting Corporate Financial FraudCORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

This program focuses on building fraud awareness and fraud prevention techniques into corporate and commercial banking

businesses. Upon completion of this training program, participants will be able to recognize different types of fraud, understand

how to build systems to detect and monitor fraud, and identify and institute procedures to effectively avoid or minimize fraud.

TARGET AUDIENCE

Corporate and commercial banking officers, credit and risk analysts, risk officers, business segment heads

MAIN TOPICS

› Discerning the sources of Fraud: External, Internal, Collusion

and Negligence

› Understanding the motives for fraud by customers, external

agents and employees

› Fraud and audited financial statements

› Fraud as committed by corporations that are externally

audited

› Financial statement fraud

› Dissecting customer & sales channel fraud

› Fraud for theft

› Fraud for credit

› Developing in-house anti-fraud mechanisms

DURATION

1 to 2 days.

17

Identifying and Structuring Transactions for Corporate and Investment Banking ClientsCORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

The program, which focuses heavily on Corporate Finance, is designed to hone the ability of the participants to deal creatively

and at the highest levels with Bank clients in order to identify high value-added opportunities through advisory and financing.

Participants will develop skills that will help them pitch transactions in a professional, competitive and attractive fashion, win

client mandates, and create value for Bank clients and for the Bank itself.

TARGET AUDIENCE

Relationship managers and product specialists.

MAIN TOPICS

› Understand and utilize the value creation framework and its

individual levers

› Comprehend (often unstated) managerial motivations

› Recognize the linkage between management objectives,

business strategy and industry realities

› Understand the challenges of corporate growth

› Be comfortable with the principal corporate finance tools,

products and the markets in which they are

implemented, including:- Forecasting- Valuation- Optimal financial structure- Financial flexibility- Value-based management/EVA- Mergers and acquisitions- Project financing- Leveraged transactions- Share buybacks/restructurings- Derivatives and financial instruments- Capital markets, both debt and equity

DURATION

4 to 5 days.

18

Identifying Opportunities through Financial AnalysisCORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

The purpose of the program is to equip participants with analytical techniques that focus on a client’s financial statements to

identify and analyze the nature of financing needs. It may be combined with a credit program or with a program on business

solutions for the needs identified.

TARGET AUDIENCE

Analysts, Associates and managers in Middle Market and Corporate segments.

MAIN TOPICS

› Levers of business value creation

› Financial statements as sources for identifying financing

needs- Principal identification techniques- Asset Turnover- Fixed Asset Turnover- Sustainable Growth Level- Working Capital

› Analyzing and projecting cash flows- Determining cash generation seasonality- Establishing financing terms and conditions

› Using commented ratings to identify needs

› Credit analysis for structuring solutions- Foreign Trade- Cash Management- Lending Desk- Structured Assets

› Establishing covenants and triggers in structuring

operations

› Ratings, structuring and guarantees- Acceptable financing levels for each rating- Analyzing collateral and guarantees- The VPCE methodology for analyzing collateral and

guarantees – Valuation, Documentation, Control and Execution

DURATION

2 to 3 days.

19

Presenting to Credit CommitteesCORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

The program seeks to improve the ability of Credit Analysts to effectively present and communicate proposals to Credit

Committees. It employs practical analysis and presentation tools.

TARGET AUDIENCE

Credit analysts working in working in client segments ranging from Middle Market to Large Corporate.

MAIN TOPICS

› Definitions- Role of the Credit Committee – purpose, nature, expectations- The 3 types of committee – profile and demands

Communication process- Process elements (sender, receiver, message)- Language (verbal, non-verbal, tone)- Media

› Interpersonal communication styles- DISC tools (concept and self-assessment) - The four styles (definition; effectiveness in communication,

negotiation, sales)

› The presentation:- Planning/development- Objective/target audience/content (Essential, Important and

Interesting) presentation plan/duration/presentation resources and support materials (slides etc.)

› Slide design criteria for highlighting the message

› The presenter: - Preparation/Focus- How to gain confidence- Positive thinking- Personal appearance- Eliminating tension

› Making the presentation:- Adequate use of voice- Emotional control - Speaking with confidence - Knowing participants and dealing with them (positions and styles)- Reading participant non-verbal signals- How to deal with questions

› How to conclude the presentation well

DURATION

2 to 3 days.

20

Project Finance CORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

The program teaches a methodology and practical tools for evaluation, acquisition and risk management processes in Project

Finance, with a focus on Energy, Roads and Public Private Partnerships (PPP). The program is designed to establish a common

understanding among corporate bank and risk management executives of the complexities of the legal process, financing,

implementation, credit risk, and market risk as well as of the importance of cash flows and the controls needed for these

processes.

TARGET AUDIENCE


MAIN TOPICS

› Main in Project Finance risks: Force Majeure, Political,

Environmental, Infrastructure, Market, Demand,

Operational, Commodities Price, Legal, Technology

› Industry analysis- Power generation- Oil, coal and gas- Roads

› Corporate structures

› Public-private partnerships (PPP)

› Joint ventures

› Private projects

› Determination of the best financial structure for the client

› Debt size and type: bank debt, bridge loans, capital

markets, multilaterals, leasing, etc.

› Development of covenants and guarantees

› Relationship and priority among creditors

› Components of financial models

› Importance of cash flow

› Assessment of local and foreign taxes

› Sales and service agreements

DURATION

3 to 4 days.

21

Strategy and Risk Analysis in Dealing with Financial InstitutionsCORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

This course is meant to provide a framework for understanding and successfully dealing with financial institutions. It also

highlights the risks involved, many of which are far from transparent, and how they can be effectively identified, measured and

mitigated.

TARGET AUDIENCE

Bank personnel who deal with financial institutions—relationship managers and credit officers, treasury and syndications

managers, payments personnel, etc.

MAIN TOPICS

› Management strategy of financial institutions

› Mergers and acquisitions – intermediating, financing and

acquiring

› Underwriting bond and equity issues for financial

institutions

› Derivatives, swaps, trade finance and counterparty risks

among financial institutions

› Assessing management and governance of financial

institutions

› Management of risks associated with payment systems

DURATION

3 to 5 days.

22

Structured Finance in Cross-Border and Large Domestic TransactionsCORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

This course is designed to provide a framework for both developing and selling sophisticated structured finance solutions. While

the principal trends and specific products, as well as relevant tax and legal issues, are reviewed, the emphasis is on identifying

customer needs and then devising and selling solutions to meet those needs.

TARGET AUDIENCE

Asset-based lenders, investment bankers and senior transactors dealing with large, multinational and sophisticated corporate

clients.

MAIN TOPICS

› Asset-based finance global trends

› Identifying customer needs

› Understanding and addressing management measurement

methods

› Value creation via asset-based finance

› Product knowledge

› Understanding the delivery process

› The information gathering and structuring process

› The selling process

› "Share of Mind" presentations

› Tax issues

› Legal issues

DURATION

3 days.

23

Structuring & Selling Cash Management SolutionsCORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

The goal of this course is to enable a bank officer to present and sell customized cash management solutions. During the course,

the participants are exposed to the portfolio of the bank’s cash management products and services which are then applied in the

context of various case studies. In some of these, the participants are given the opportunity to interface with a “customer” to

build rapport and probe for additional information in order to design the solution that best meets the customer’s needs. As post-

course follow up, participants can be grouped in teams and challenged to close 2 to 3 deals within a 4-month period, which

would then be recognized by the bank’s management.

TARGET AUDIENCE

Corporate relationship managers including selected middle market relationship managers, senior managers, product

specialists, risk managers, analysts.

MAIN TOPICS

› The Customer: Operations and Cash-Flow Cycles

› Components of Effective Selling: Rapport, Probing,

Presenting, and Closing

› Clearing Systems Overview: U. S. and /or Host Country

› Product Features and Benefits

› Receivables Management

› Liquidity Management

› Payables Management

› Electronic Banking

› Customer Service

› Tips on Presentation and the Use of Visual Aids

› Feedback on Delivery Skills

DURATION

3 days.

24

Structuring Mergers and Acquisitions Transactions CORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

The program focuses on the merger and acquisition process of companies in the middle market and corporate segments.

Participants develop abilities that help them present transactions in a professional, competitive and attractive manner, obtain

customer mandates, and create value for bank’s clients as well as for the Bank itself. At the end of the program, participants will

be acquainted with the merger and acquisition process for companies, the roles of the market players, and the main acquisition

structures.

TARGET AUDIENCE


MAIN TOPICS

› Fundamentals- Mathematical and econometric fundamentals applied to

finance - Accounting and financial analysis fundamentals- Forward looking analysis of financial and non-financial companies

› Corporate Valuation- Use of Discounted Cash-Flow. NAV, IRR and pay-back of an

investment- Risk and return- Sector and ratio analysis- Impact of financing on the analysis of investments and cost of

capital- Use of Monte Carlo Simulation for corporate valuation

› Corporate Mergers and Acquisitions - Origination / advisory mandate- Process design- Acquisition Financing alternatives - Tax aspects: Maximizing profitability for buyer-seller

› Merger and Acquisition Transactions- Purchase transactions and processes/ Sale of companies- Takeovers vs minority acquisitions- Process-related risks and mitigants- Different acquisition structures- Acquisition transactions for publicly listed companies- Contracts and agreements to be effected- IPOs, types, processes, and agents- Leveraged buyouts (LBOs)

DURATION

3 to 5 days.

25

Syndicated LendingCORPORATE AND INVESTMENT BANKING

SUMMARY DESCRIPTION

This course provides a comprehensive understanding of the syndication process and market. It focuses on structures, risks, legal

requirements, and sourcing partners for local and international loan syndication. It will hone in on skills needed to arrange,

manage, and lead a syndicated loan, as well as decide whether to bid alone or in a group.

TARGET AUDIENCE

Relationship Managers and Credit Review Officers.

MAIN TOPICS

› Structural analysis, the syndicated loan market, convergence with bond market, loan rating, multi-option facilities

› The syndicated loan process, roles, and risks

› Stages of syndicated lending, seeking a mandate, syndicating, documenting, and closing a transaction

› Risk, market, costs and other pricing considerations

› Legal considerations

› Documentation process

› Secondary market transfer mechanism

› Steps for restructuring transactions

› Defaults, enforcement and workout

DURATION

2 to 3 days.

26

Advanced Bank-Wide Risk ManagementFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

The advanced version of the Bank-Wide Risk Management Program covers planning, strategy and corporate governance.

Participants who meet the selection criteria will be able to build on their good grasp of the concepts and practicalities of risk

management in banking so as to be able to raise discussions to a more strategic level.

TARGET AUDIENCE

Wholesale banking, central risk management, area managers and participants with some seniority who have completed the

Basic Bank-Wide Risk Management program

MAIN TOPICS

› Module 1: Credit Risk- Organization and Risk Governance:

• Organization of the risk function (best practices as a function of organization size and risks taken).

• Governance structure, delegation of authority and autonomy, and committees.

• Corporate management model• Basel III/IV

› Module 2: Bank-Wide Risk Management₋ Bank’s strategic planning: vision of risks₋ Risk appetite: definition of metrics and limits, tracking

system, cascade, communication₋ Performance incentives: risk-adjusted metrics₋ Economic capital₋ Solvency

DURATION

2 days.

27

Balance Sheet Management and Market RiskFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

The program seeks to put into practice the methods most often used by executives in financial institutions and companies for

the acquisition and management of treasury risks.

TARGET AUDIENCE

Financial Managers involved in the activities of Private Banking, Financial Control, Sales & Trading, Treasury and International

Businesses.

MAIN TOPICS

› Creation and management of market risks- Practice: Calculate profits/losses in traditional mismatches

using the Cost-to-Close method/Derive prices for forward yield curves using spot prices

› Management the risks of adverse movements in interest

rates on floating- and fixed-rate debts- Case study: Structure hedges to manage interest rate risk using

futures, forwards, options, and structured products

› Hedge structure fort adverse interest rates movements on

floating rate debt using options₋ Case study: Comparing benefits and limitations in the use of

hedges through forward and interest rate options markets

› Management of market risk in investment portfolios using

forward and options markets (Asset Swaps, Blend &

Extend Swaps, Forward Start Swaps)₋ Case study: Structure forward and options hedges to show

how they transform yields and the risks of adverse interest rate movements

› Risk management against adverse exchange rate

movements₋ Practice: Create, price, and show the use of different

hedging methods: forward currency contracts, currency swaps, and options

DURATION

2 to 3 days.

28

Basel & Beyond: The Challenge of Risk and Capital Management FINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

This suite of seminars seeks to address the challenges of implementing the Basel Accords and related regulations, often specific

to a market, region or activity, as well as reviewing best practices in risk and capital management.

The seminar materials are modular by topic (e.g., operational risk) and by activity (e.g., corporate lending) and have been

developed for different levels of knowledge and experience that facilitates adaptation to diverse types of audiences.

These seminars are highly interactive, and depending on the nature of the audience, the learning objectives as defined by the

Financial Institution and the time allowed, exercises and short cases can represent up to 40% or more of the total seminar.

TARGET AUDIENCE

This workshop can be given to bank personnel with varying levels of seniority, experience and risk training and it can also be

tailored for more specialized and homogeneous groups.

MAIN TOPICS

› Risk and Return

› Introduction to Basel - Basel I - Basel II (3 Pillars) - Basel III

› Credit Risk

› Market Risk

› Operational Risk

› ALM

› Other Risks

› Economic Capital and its Management

› RORAC and Pricing

› Risk Appetite

› Stress Testing

› Rating and Scoring Models. PD, EAD, LGD and EL

calculations. Unexpected

› Loss calculation. Ratings Migration.

› Implementation Process and State of the Industry

› Integration in Management

DURATION

General – 6 hours | Intermediate – 8 hours | Advanced – 16 hours

29

Basel II Awareness BuilderFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

This workshop provides an overview of the Basel II Accord architecture. Its main objective is to build bank personnel’s awareness

and basic knowledge of the issues and challenges arising from implementation of the accord. The workshop explains why Basel II

has come about and what the objectives of the accord are. Then it focuses on country-specific regulations, and makes clear that

the Basel regulations are an evolutionary step towards the adoption of best practices in identifying, quantifying, mitigating and

reporting risk. The workshop facilitators use interactive presentations and short cases which focus on the most pertinent issues

and recommendations of the accord.

TARGET AUDIENCE

This workshop can be given to bank personnel with varying levels of seniority, experience and risk training and it can also be

tailored for more specialized and homogeneous groups.

MAIN TOPICS

› Basel II simplified - Why Basel II? - Historical perspective - Different schedules and priorities according to the local

regulators - Recommendations of the accord - Regulations and best practices for implementation and

compliance - The risk/reward equation - Why the Bank and all of its stakeholders should benefit

› Basel II in your bank - Your bank's objectives and approach - Current and future projects - Timing

› Risk management and capital requirements under Basel II - Credit risk: usually the largest category of risk, and the best

understood - Operational risk: challenges in quantifying the least

understood and most widespread risk category - Calculating regulatory capital

› Basel II in your country - Central Bank guidelines - Schedule of implementation - Recognized instruments for risk mitigation - Present stage and next steps

DURATION

1 to 2 days.

30

BSA / AML Compliance Core Training FINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

The course is designed to provide basic knowledge on various BSA/AML regulatory topics, reporting requirements, and risk

factors as well as provide guidance on account opening and monitoring policies and procedures, and detecting suspicious

activities.It can be customized as an annual refresher to cover updates on proposed laws and rules and regulations as well as on

the latest key AML issues and significant cases of non-compliance. It can also be used to promote the reinforcement of the

institution’s policies and procedures.

BSA/AML seminars are delivered through class discussions as well as team exercises using short scenarios and case studies.

TARGET AUDIENCE

All bank employees.

DURATION

1 to 2 days.

31

MAIN TOPICS

› Distinguish between money laundering and terrorist

financing

› Identify key entities, laws and regulations

› Explain the importance of complying with BSA/AML rules

and regulations, its penalties and benefits

› Describe the four elements of a compliance program

› Describe the key reporting and corresponding retention

requirements – CTR, SAR, FBAR, CMIR

› Explain the elements for customer risk rating – geographic

locations, products and services, and customers and entities

› Describe the purpose of OFAC and its compliance

requirements

› Distinguish between due diligence and enhanced due

diligence

› Define willful blindness

› Describe the characteristics of a PEP and a shell company

› Explain the key elements of the Know Your Customer /

Customer Identification program

› Estimate a customer’s expected monthly activity

› Recognize suspicious activities

BSA / AML Compliance for AuditorsFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

This course covers the key BSA/AML rules and regulations and the implementation requirements that define the necessary controls (policies, procedures, processes, systems, and controls) for a bank to mitigate the risks associated with money laundering and terrorist financing. The course focuses on account opening KYC/CIP processes and procedures; OFAC regulationsand FinCEN 314(a) information request compliance; reporting, recordkeeping and retention requirements; monitoring and investigation processes; BSA/AML compliance program assessment; high-risk customer identification; and due diligence and enhanced due diligence requirements. BSA/AML seminars are delivered through class discussions, role playing as well as team exercises using short scenarios and case studies.

TARGET AUDIENCE

Auditors as well as Compliance personnel of foreign banks with operations in the U.S.

DURATION

2 to 4 days.

32

MAIN TOPICS

At the end of the course, participants will be able to:

› Describe key concepts such as KYC, CIP, willful blindness, and enhanced due diligence

› Recognize the weaknesses of internal control and compliance programs in institutions that have been penalized

› Evaluate a Know Your Employee (KYE) Program Analyze the implementation of the key reporting, recordkeeping, and retention requirements to comply with BSA/AML rules and regulations – CTR, SAR, CMIR, FBAR, Travel Rule

› Assess the policies and procedures to comply fully with OFAC regulations – screening new accountholders and parties to a transaction as well as monitoring and updating the OFAC list

› Evaluate the policies and procedures to fully comply with FinCEN 314(a) information request and Section 311

› Describe the key elements of the Bank Secrecy Act Anti-Money Laundering Examination Manual

› Apply the key points in Section 312 about due diligence in private and correspondent banking, and describe the characteristics of politically exposed persons and other high-risk customers

› Assess the bank’s money laundering risk based on its clients, geographic locations, and products and services

› Determine if the BSA/AML Compliance program is commensurate with the bank’s risk assessment

› Analyze the contents of a call report

› Evaluate the key processes and corresponding controls for account opening and monitoring

› Analyze the investigation process for suspicious activities

BSA / AML Compliance for Private BankersFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

One of the objectives of this course is to provide a comprehensive knowledge of the underlying BSA/AML rules and regulations to which a financial institution must comply as well as recent government reports that explain the risks associated with privatebanking accounts. In addition, the course addresses the due diligence and enhanced due diligence requirements that a financial institution must implement when opening and monitoring private banking accounts to mitigate money laundering and terrorist financing risks and to recognize suspicious activities. BSA/AML seminars are delivered through class discussions, role playing as well as team exercises using short scenarios and case studies.

TARGET AUDIENCE

Private Banking and Compliance officers.

DURATION

2 days.

33

MAIN TOPICS

At the end of the course, participants will be able to:

› Comply with the KYC / CIP program requirements for a private banking account

› Explain Section 312 for private banking relationships› Recognize a PEP and other types of high-risk customers› Identify the parties to be screened against OFAC› Establish the elements that rate a customer's risk› Determine the source of wealth, source of funds, and

purpose of a private banking account

› Distinguish between due diligence and enhanced due diligence requirements

› Explain the purpose and format of a call plan and a call report

› Recognize the deficiencies of a call report› Estimate a customer's expected account activity› Analyze current account activity versus expected activity

as part of account monitoring› Recognize suspicious activities

Enterprise Risk ManagementFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

The program is designed to identify the major risks involved new & extension of credit to businesses, understand the importance

of having in place methodologies and processes to manage these risks, describe the tools, techniques and criteria which must be

applied to manage the risks of corporate clients.

TARGET AUDIENCE

Management teams with at least 8 year of experience.

MAIN TOPICS

› How the management of risk affects a banks (ROE)

› The spectrum of risks (Credit, Market, Operational, Reputational, Strategic, etc.)

› Variations in managing risk across different customer segments; organizational values and risk culture.

› Discussion and application of the Four Pillars (Industry and Competitive Position/Environment; Management; Financial

Condition; Structure, Collateral, and Guarantees) in the context of corporate clients from different industries

DURATION

2 days.

34

Measuring and Managing Risks Across the Enterprise – Identity TheftFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

One of the requirements of the ruling states that each financial institution and creditor must periodically determine whether it

offers or maintains any covered accounts. For such accounts, Banks must conduct a risk assessment that considers the following

factors in identifying a pattern, practice, or specific activity that indicates the possible existence of identity theft for covered

accounts.

TARGET AUDIENCE

Risk management analysts and officers.

MAIN TOPICS

› Redirecting scarce resources to focus where Banks face the highest levels of risk from Identity Theft.

› Developing the appropriate internal controls required for the Identity Theft Prevention program to mitigate the most

significant of those risks with the highest level.

› Providing a practical, credible, and transparent risk management tool.

› Protecting the institution from the threat of compliance, regulatory, legal, and reputation risks.

› Creating a template which can be adapted for evaluating the identity theft risk in new products to be introduced in the

future.

DURATION

2 days.

35

Operational Risk AwarenessFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

The program is designed to introduce and build operational risk awareness across a broad participant base. It will sensitize

participants to the inherent operational risks in their businesses and prepare them to address those risks as they manage their

portfolios.

TARGET AUDIENCE

Enterprise-wide.

MAIN TOPICS

› What is Operational Risk and how do you recognize it?

› Why does it matter?

› How do we recognize, measure, mitigate, monitor and control different operational risks?

› What is your role in detecting and preventing it, and how do you relate to others involved?

› Why is it important for every person to perform their role, and what are the consequences of operational risk going

undetected or of not addressing it adequately once detected.

› How does Operational Risk impact our business?

› How is it reflected in the financial results?

› How much capital must be carried to cover the risk?

› What is the regulator perspective?

› What do analysts look at?

DURATION

1 days.

36

Planning and ControlFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

The program seeks to put into practice the methods most often used by executives in financial institutions and companies for the

acquisition and management of treasury risks.

TARGET AUDIENCE

The program focuses Planning and Control, and the main drivers of profitability in the credit card business. The key elements

of the consumer credit area’s Balance Sheet, and Income Statement, and profit and loss are identified. Attention is given

revenue components, operating costs, costs of risk, loans and receivables, income and RAROC. The program is highly

customizable and incorporates policies, processes and reports supplied by the client bank.

MAIN TOPICS

› Cards processing and accounting

› The Concept of risk/reward – profit maximization vs.

protection against credit and fraud risk – costs and benefits,

› The revenue components of the credit card business and

how they are reflected in profit and loss accounting.

› Operating cost components and their impacts.

› Components of the cost of risk and how they are reflected in

income accounting and the Balance Sheet.

› Balance Sheet components – loans, receivables, provisions,

capital, and reserves.

› Interpretation of the components of Financial and Credit MIS

› The budget process using the bank’s own forms:

preparing the annual budget, analysis of the impact of

external factors on the budget and periodic follow-up to

determine and assess possible variances.

› Differences in calculations between financial and

managerial accounting - Bank’s examples of these two forms of calculation and an

explanation of how to compute items added to managerial reports.

› Measuring business performance: Efficiency index, ROI,

RAROC (using the bank’s own measurements), POC and

others

› Tying all concepts together: integrated analysis (practical

exercise: Simulating the Budget Cycle)DURATION

3 days.

37

Stress Testing: Managing for the UnexpectedFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

This course enables participants to achieve and improve their understanding of scenario planning and stress testing. Participants

will be challenged to think about macro threats as part of their ordinary business planning, and will be encouraged to develop

early warning indicators of potential threats. Seminar content focuses on the thinking and planning required to carry out stress

testing. It then looks at the impact of assumptions and their effects on key measures of risk and capital adequacy, as well as the

development of triggers to initiate remedial action and minimize loss. The course introduces simulations to allow participants to

work on stress testing scenarios.

TARGET AUDIENCE

Audience may be drawn from any business segment within a financial group.

MAIN TOPICS

› Relevant segmentation and dimensions that need to be considered for stress testing: (industries, portfolios, products, geographies, etc.)

› Impact of assumptions and their effects as they relate to:(1) major drivers and key success factors,(2) major risks,(3) major players,(4) correlations

› Exposure change per Risk Rating, Risk Capital, Earnings at Risk, Cost of Credit, Weighted Average Loss Norm/Portfolio Risk Rating (if applicable)

› Severity and materiality of the results of expected stress

scenarios

› Major remedial management actions and the risks that

can be avoided or minimized, including the use of active

portfolio management strategies to mitigate risks

› Preparation of recommendations for triggers to initiate

remedial action to prevent future loss

› Implications of stress testing on capital adequacy /Basel II

directives

DURATION

2 days.

38

The Compliance Officer – Role and Function in BankingFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

The program will explore the rationale of the compliance function as an independent activity and will clarify the role,

responsibilities, and authority of those who hold the position of Compliance Officer as well as of stakeholder within bank

management and the board of directors. It will also focus on the practicalities of planning, preparation, execution and control of

a Compliance Plan tailored to the specific needs of the Bank in the current regulatory environment.

TARGET AUDIENCE

Compliance Officers, Managers of Business and Support Units, Senior Managers, and Board Members.

MAIN TOPICS

› Purpose and importance of the compliance as a functional area, the Compliance Officer position, and organizational

models

› Determining the Bank’s key compliance needs and objectives given pertinent, applicable laws regulations and policies

as well as the strength and weaknesses of the compliance function in the context of the external and internal

compliance environment

› Strategies, resources, key success factors, and best practices to improve the formulation and effective implementation

of the Compliance Plan

DURATION

2 days.

39

The Management of Regulatory and Economic CapitalFINANCIAL INSTITUTIONS MANAGEMENT

SUMMARY DESCRIPTION

The program covers the new and changing regulatory scenario in banking and focuses on the management of economic and

regulatory capital.

TARGET AUDIENCE

Internal auditors in financial institutions

MAIN TOPICS

› Introduction to capital management

› The new and changing regulatory environment

› Validation and use of scoring models

› Introduction to operational risk management

› RORAC and pricing

› RORAC and value creation (exercise)

› Branch analysis using pertinent indicators

› The economic capital model

› Behavior risk

› Provisions

DURATION

2 days.

40

Managing High-Performance TeamsLEADERSHIP SKILLS

SUMMARY DESCRIPTION

The program offers tools to help the leader produce results. It introduces techniques for Effective Performance Leadership and

Human Motivation at work as well as the concept of the Performance Cycle. The underlying premises are that (i) leaders must be

effective; (ii) leaders must produce results “with” and “through” people, and (iii) the effectiveness of the leader must be assessed

based both on individual contributions and on those of the leader’s team.

TARGET AUDIENCE

Managers in leadership positions.

MAIN TOPICS

› Reflecting on the role of the leader / team facilitators and

limiters / self-analysis

› Introduction of the concept of Performance Cycle

“Everything DISC” tool (completed before the program

begins)

› Reflecting on Efficacy and Efficiency / Self-Assessment

› Personal effectiveness – successful leaders

› Implementation and commitment – SMART (Specific,

Measurable, Relevant, Time-bound) goals

› Coaching and advising

› Performance assessment

› Recognition

› Preparing the Action Plan and Implementing it in

the Performance Cycle

› Classify each team member as excellent, good, or in

need of performance improvement

› Establish a Development Plan to implement within

the Performance Cycle

DURATION

2 days.

41

Self-Leading: Building the Best Version of OneselfLEADERSHIP SKILLS

SUMMARY DESCRIPTION

A hands-on, intensive workshop where executives are exposed of key traits of leadership and embark on a journey of self-

discovery to find the leader within oneself. The workshop is supported by multiple coaches simultaneously to provide individual

feedback and build customized development plans.

TARGET AUDIENCE

Executives and managers from all levels.

MAIN TOPICS

› Acquired a clear idea of the nature of leadership and the way in which the exercise of management functions are

developed. Also, by practicing the exercise called “Directive Function”, you will understand how each person’s

characteristics are influenced.

› Learned, with the support of a professional coach, about their personality’s style, how it influences their style of

leadership, and how they can improve

› Experienced via “role play” the way their management styles can influence and impact the people with whom they

interact.

› Created an individual development plan that will show how to improve their strengths and minimize weaknesses. It will

have been developed and executed with the support of a professional coach.

DURATION

3 days.

42

Consumer Fraud Risk ManagementRETAIL AND CONSUMER BANKING

SUMMARY DESCRIPTION

The workshop focuses on identifying and mitigating instances of different types of fraud arising from the use of products and

services of the Consumer Banking area. It improves the knowledge and skills of subject matter experts, risk managers and

business managers who deal with fraud threats on a day-to-day basis as well as relationship managers, auditors and others who

may have a need to improve their fraud awareness, assessment or avoidance skills.

TARGET AUDIENCE

Auditors, Investigators, Compliance, Risk Officers, and other personnel.

MAIN TOPICS

› Comprehensive Fraud Prevention Programs & Techniques

› Best Practices, Benchmarking, and Policies and

Procedures

› Recognizing Fraud Risk in Processes through the Cycle

› Recognizing Fraud Risk in Channels

› Recognizing Fraud Risk in Products › Identifying Fraud through Reports and Indicators› The Burden of Fraud› The Nature of Fraud in Retail Banking: Costs and types of

fraud

DURATION

3 days.

43

Credit and Risk in the Cards BusinessRETAIL AND CONSUMER BANKING

SUMMARY DESCRIPTION

This program puts the credit card market in the context of the client’s country and supplies the most relevant tools for the

acquisition and management of risks in the credit card business. It highlights the interconnections between the several stages of

the credit cycle dealing with aspects ranging from the origin of the credit to portfolio management, collection and loan recovery.

The course highlights the responsibilities of the different areas and their respective roles in the credit cycle, providing a holistic

understanding of the policies, procedures and processes involved in the cycle.

TARGET AUDIENCE

Cards business analysts, team coordinators and business managers.

MAIN TOPICS

› The Credit Card industry

› Types of risk

› Credit initiation

› The Credit Cycle in the Cards Business

› Profitability in the Credit Card Business

› Credit Policies, Processes and Procedures

› Credit Scoring and Other Assessment Techniques

› Product and Channel Planning

› Account Maintenance and Relationship Management › Collections› Portfolio Quality › Managing in Expansion and Recession Cycles of the

Economy› The use of MIS in portfolio management› Fraud Risk› Security issues

DURATION

3 to 5 days.

44

Credit Cards in Global Markets RETAIL AND CONSUMER BANKING

SUMMARY DESCRIPTION

The program provides a panorama of the credit card industry in the principal markets outside the customer’s country, as a

contrast to the local industry and to contextualize it.

TARGET AUDIENCE

Al functions and levels of the cards business.

MAIN TOPICS

› The U.S. Credit Card Market — history, business models,

main players and its global importance. The role of credit

sourcing in the evolution of the business. The role of

Credit Bureaus and the use of positive and negative

information

› Worldwide card penetration relative to GDP

› Western Europe vs. Eastern Europe – market

characteristics Asia: Characteristics of the principal

markets – China, Japan and South Korea. Charge cards vs.

credit cards

› Challenges in common: technological aspects, identity theft, and fraud in on-line transactions

› Comparison of per capita expense in key markets › Private label and affinity markets› Successes and failures in specific markets and segments.› Global trends in card use and adoption. Markets showing

strong growth

DURATION

1 day.

45

Generating Business with SME ClientsRETAIL AND CONSUMER BANKING

SUMMARY DESCRIPTION

The program focuses on increasing credit sales to small business clients within the branch network, while promoting the maintenance of risk quality, improving portfolio management and reducing losses. The course objective is to improve the quality of the pre-analysis of credit opportunities performed by the relationship manager, and to achieve a greater alignment of the proposals with the type of business the bank wants to acquire. Reaching these goals, in time, increases the approval rate of proposals and reduces the need to rework the credit analysis.

TARGET AUDIENCE

Branch and client relationship managers.

MAIN TOPICS

› The relationship among the economic sector, company-client profile, financial needs and risk

› Risk analysis and management in specific sectors according to regional characteristics

› Introduction to the credit process› The connection among quality, pricing, default and losses related

to credit› "The Four Pillars" of credit analysis› The environment where the company and bank operate

1. Administration 2. Economic Sector and Competitive Position 3. Financial Environment 4. Structure and Collaterals

› Financial analysis of small business clients› Reconstitution and cash flow analysis of the small business client› Sustainable growth

› Scoring: characteristics and operation› Standardized credit products for small business› Portfolio monitoring

- Use and functionality of MIS (Management Information Systems) - Warning signs e corrective measures

› The reality of a small business - Sales cycles and seasonality - Invoicing - Internal and external pressures - Market and sector influences

› Guarantees and collateral: valuation and recovery of Identifying client motivations

› Levers for value creation in small businesses› Sustainable growth as a tool for identifying opportunity› Function and characteristics of pre-approved credit› Matching products and financial needs› Winning the client's adviser position› A strong credit proposal: minimizing the re-work› Using MIS to generate business

DURATION

3 to 4 days.

46

Managing a High Performing Cards BusinessRETAIL AND CONSUMER BANKING

SUMMARY DESCRIPTION

The program puts into context the credit cards market and provides the most relevant tools for the acquisition and management

of risk in the credit cards business. The course highlights the link between the various phases of the credit lifecycle, touching

upon issues that go from the source of the credit to portfolio management, collection and recovery. It emphasizes the

responsibilities of different areas and their roles within the credit cycle, providing a holistic understanding of the policies,

procedures and processes involved in the cycle.

TARGET AUDIENCE

Executives involved in all aspects of the credit cards business.

MAIN TOPICS

› The Credit Cards Industry – An Overview

› Types of risk

› Credit Initiation:- Basic principles for granting credit to consumers: customer

credit assessment - Target market and prospects / information sources- Determining the credit limit and adjustments over time- Risk pricing

› Credit Lifecycle in the Credit Cards Business- Definition of the credit lifecycle- Risk management architecture

› The Credit Cards Industry Profitability

› Credit Policies, Processes and Procedures

› Credit Scoring and Other Assessment Techniques

› Product and Channel Planning Account and Relationship

Management

› Collections: measuring, controlling, strategy and tactics

› Portfolio Quality

› Expansion and Recession Cycle Management

› The use of Management Information Systems in Portfolio

Management

› Fraud Risk

› Issues Related to Credit Card Safety

DURATION

3 to 5 days.

47

Retail Banking Fraud Identification & PreventionRETAIL AND CONSUMER BANKING

SUMMARY DESCRIPTION

This program focuses on identifying and minimizing different types of fraud arising in the consumer banking or SME areas. Upon

completion of this training program, participants will be able to recognize and categorize different types of fraud, understand

how to build systems to detect, quantify and monitor fraud, and understand how to institute procedures that will effectively

avoid or minimize fraud.

TARGET AUDIENCE

Retail risk managers, credit origination and approval managers and staff, and other risk, sales, administration and audit

personnel.

MAIN TOPICS

› The nature of fraud in retail banking

› Opportunities for fraud throughout the credit

› Identifying fraud through MIS and portfolio

› Recognizing fraud risk in products, channels

› Developing in-house anti-fraud mechanisms

› Point of sale monitoring

› Applications and verifications process controls

› Account & transaction monitoring

› Monitoring & controlling bank personnel

DURATION

2 to 3 days.

48

Retail Banking Loan Portfolio ManagementRETAIL AND CONSUMER BANKING

SUMMARY DESCRIPTION

The program focuses on detailed and thoughtful risk reporting and active portfolio management as cornerstones of successful

banking in the consumer banking segment. At the end of the seminar participants will be cognizant of the need for accurate,

timely and effective risk reporting. They will be equipped with basic tools and techniques to assist in the active portfolio analysis

and management processes.

TARGET AUDIENCE

Portfolio managers and analysts.

MAIN TOPICS

› Overview of portfolio management

› Principles and practices of risk management, analysis, testing and evaluation

› Similarities and differences in consumer and small business segments

› Data collection and the importance of data quality and granularity

› Scope of risk analytics and its dependencies on other risk, accounting/controlling, collections, operations and business

linked processes and practice

› Tools and techniques used in portfolio management—leading, coincident, and lagging, statistical and non-statistical,

application and behavioral scoring

› Implementing portfolio performance metrics based on budget indicators and portfolio triggers

› Implementing a corrective action(s) matrix

DURATION

3 days.

49

Advanced Credit Risk ManagementRISK MANAGEMENT

SUMMARY DESCRIPTION

The program reinforces and updates the conceptual framework for managing commercial portfolios of clients having up to 1

billion dollars in sales. This intensive case-based approach is designed to support the development of the advanced risk

management and leadership skills needed to build and maintain a strong risk culture. The cases selected cover all relevant risks

(credit, market, operational, reputation, and legal). Additionally, the Bank has the option of incorporating an inhouse team to

observe participants make and communicate critical risk decisions and evaluate individuals’ application of judgment and risk

management skills to complex, ambiguous transactions.

TARGET AUDIENCE

Commercial Bank officers in risk, business, and relationship management who have at least 7 years of relevant banking

experience and training and are being prepared for higher-level responsibilities involving the management of risk

MAIN TOPICS

› Hedging and derivatives

› Loan syndication

› Sunset Investments

› Business strategies

› External events

› Character analysis

› Projections

› Cyclical business

› Trading risk

› Cross-border lending

› Securitization

› Understanding covenants and their use

DURATION

3 to 5 days.

50

Advanced Risk Seminar for AuditorsRISK MANAGEMENT

SUMMARY DESCRIPTION

This course is structured under the viewpoint of the auditor and covers topics related to the entire credit cycle, from initiation to

risk monitoring, touching upon relevant issues in derivatives, structured finance and the subprime crisis, project finance, Basel II

& III and rating deterioration in large companies, among others.

This seminar focuses not only on credit risk , but also on other risks affecting credit quality in transactions and in the client base.

TARGET AUDIENCE

Risk Auditors

MAIN TOPICS

› Risk Issues in the Banking Industry- The concept of Risk- Risk factors- Delinquency and the economic cycle

› Client segmentation and risk management› Risk acceptance criteria: alternative approaches

- Comparative analysis and the application of the most common decision rules in banking depending on the type of client

› Characteristics of the financial information typically available

in the Commercial Banking segment- Yearly financial statements as sources of information: scope

and limitations associated with small and medium-sized businesses

- Review of financial statements and data analysis

- Techniques in ratio analysis: scope and limitations- Basis for decision making

› Transaction approval techniques: planning and development

- The concept of approval- Approach and basic parameters- Applicability of approval techniques by type of activity- Support criteria for the risk decision: conditions, character

and collateral

› The bank manager and the credit request: the decision

DURATION

3 days.

51

Analyzing Customer Business Risk: Management, Strategy and ResultsRISK MANAGEMENT

SUMMARY DESCRIPTION

This course has been designed to enhance participants’ ability to analyze the qualitative aspects of customer credit risk and

account management and get behind and beyond the numbers and ratings that are generated by rating agencies and bank

models. It will hone bankers’ skills in analyzing management ability and motivation; understanding the implications of sound

management and poor management; and appreciating the linkage between management objectives, business strategy and

industry challenges. The course also seeks to develop a model for facing deteriorating situations and to review a bank’s position

vis-à-vis explicit and implicit support from parent companies.

TARGET AUDIENCE

Officers working in corporate banking and portfolio management; senior management.

MAIN TOPICS

› Industry analysis and economic Sector risk

› Understanding management character, competency,

business strategy and ethics

› Evaluating financial strategy in the light of business strategy

› Corporate mismanagement and detection of problems with

corporate culture

› Spotting trends and early warning signals

› Developing analytical model for facing deteriorating

situations

› The role of parent companies in supporting subsidiaries

and vice-versa

› Explicit and implicit support from parent companies

DURATION

3 days.

52

Bank-Wide Risk Management RISK MANAGEMENT

SUMMARY DESCRIPTION

This is a comprehensive course providing an overview of the opportunities and risks facing financial institutions. The course seeks

to foster a well-rounded understanding of banks and other financial institutions. In addition to the three main risk categories –

credit, market and operational – other risks such as environmental and reputational risk are dealt with. The participants are

asked to take the point-of-view of a newly designated board member attempting to create value for shareholders and

participating on different committees (credit, asset liability management, etc.) at the same time he or she is learning about the

institution and the institution’s responsibility to various constituencies: shareholders, depositors and other creditors, regulatory

and rating agencies, the community, etc.

TARGET AUDIENCE

Bank-wide employees. This course has been given to bank personnel at all levels of the organization. It can be tailored for

delivery to a mixed audience (level and experience) or to more junior or senior groups.

MAIN TOPICS

› Risk, profitability, capital, and regulations: risk concepts

and their impact on the banking business

› Risk management: best practices

› Credit risk: analysis, control and due diligence

› Market risk: definition, measurement, investment

portfolios, capital markets products and services

› Operational risk: definition, typology and quantification

› Investment alternatives and value creation

› Analyzing banks and financial institutions

› Markets and intermediation: capital markets game

› Building, financing and managing a credit portfolio

› Ethics

› Environmental risks

› Fraud: internal, external, collusion

DURATION

3 to 4 days.

53

Country Risk AssessmentRISK MANAGEMENT

SUMMARY DESCRIPTION

This course has been designed for businesses that have subsidiaries and/or branches located in foreign countries or where

customers, products and services of the business are located abroad. Expected losses under normal economic conditions abroad

are included in annual budgets utilizing average loss norms across all risks. This course enhances participants’ ability to assess

the potential impact of unexpected losses from country crises. The concepts of risk capital, as applied to country risk, and the

return on this capital are developed. Risk capital is useful in establishing risk tolerance levels in different foreign countries for

different customers, products and services. The return on risk capital is useful in making incremental investment decisions in

different countries and serves as a key metric for organic growth initiatives. Together, they are useful for establishing overall

country risk limits.

TARGET AUDIENCE

Officers working in corporate banking, risk management and portfolio management; senior management

MAIN TOPICS

› Description of the different components and definitions

of country risk

› Development of the concept of risk capital as applied

to country risk

› Determination of risk capital for foreign countries,

including scenario analysis

› Return on country risk versus return on risk capital

› Methodology for the determination of factors for

investment decisions abroad

› Establishment of country risk limits based on risk and

return relative to tolerance for risk

DURATION

1 day.

54

Country Risk EvaluationRISK MANAGEMENT

SUMMARY DESCRIPTION

This course has been designed for businesses that have subsidiaries and/or branches located in foreign countries or where

customers, products and services of the business are located abroad.

The course enhances participants’ ability to determine if a foreign country is experiencing an increased pattern of vulnerability to

event risk and, thus, to a potential crisis that could have significant consequences. The course is not Economics 101. Rather, it

sets out an analytic framework for non-economists that cuts through all the data information, government statements, business

anecdotes and personal observations with which bankers and their customers are constantly being bombarded. The framework

has been developed through a rigorous examination of the causes and effects of different country crises over the recent past. It

concludes with a case study that tests participants’ understanding of the framework in a real country crisis situation.

TARGET AUDIENCE

Officers working in corporate banking, risk management and portfolio management; senior management.

MAIN TOPICS

› Analysis of key country risk events and the probability

of their occurrence

› Examination of the "fuses" of country risk events

› Development of country risk analytic framework

› Elaboration of key Tripwires and Benchmarks to highlight

emerging vulnerabilities

› Steps for constructing a graduated Watch List of countries

with identified risk patterns

› Case Study of an actual crisis country

DURATION

1 day.

55

Credit and Financial AnalysisRISK MANAGEMENT

SUMMARY DESCRIPTION

The program focuses on applying of the techniques of financial analysis which are most effective for: evaluating a client’s

financial health, credit risk, and repayment capacity. The use of multiple-part and individual cases enables participants to

analyze the dynamics of past, present and future cash flows/ repayment capacity for clients in different industries. The learning

will improve participants’ abilities for making good credit recommendations as to what risk to accept, the proper structuring of

credit facilities, and the identification of key factors affecting a client’s cash flow.

TARGET AUDIENCE

Middle Market and Corporate Banking relationship management and credit staff with 2 to 4 years of pertinent experience

who need to increase their understanding and mastery of the financial analysis tools covered.

MAIN TOPICS

› Financial Strength - Analysis of the income statement - Revenue risk, business risk, operating leverage and margin - Liquidity and cash flow - Capital structure, financial leverage, and cost of capital

Cash Flow- Sources and uses of funds; operating and non-operating flows- Composition of a cash flow analysis; from EBIT to free cash flow- Projected cash flows- Verifying the internal consistency of client financial statements

› Liquidity- Current and quick ratios, working capital- Operating and cash-conversion cycles- Constructing reverse cash flows- Efficiency ratios

› Sustainable Growth- Product of four ratios- Implications of actual v. Sustained growth rate

› Beyond the client’s financial statements; drivers of the numbers

DURATION

2 days.

56

Credit Risk - Large Corporations and MultinationalsRISK MANAGEMENT

SUMMARY DESCRIPTION

Genesis’ credit risk programs provide executives with tools to deal with the process of acquiring and managing credit risk in their

target market. They are designed to challenge and expand credit risk management knowledge, analytical skills and judgment,

and can be tailored according to the audience and the intended objectives of the program.

TARGET AUDIENCE

Credit analysts and officers; account executives and line managers; non-credit officers.

MAIN TOPICS

› Introduction to the credit process

› The Four Pillars methodology for company credit analysis- Management- Industry and Competitive Position- Financial Strength- Collateral and Guarantees

› Cash flow analysis

› Sustainable growth

› Purpose and credit typology

› Loan product structuring

› Cross border risks

› Parent guarantees and support

› Risk monitoring


DURATION

5 days.

57

Credit Risk - Small and Medium Sized CompaniesRISK MANAGEMENT

SUMMARY DESCRIPTION

Genesis’ credit risk programs provide executives with tools to deal with the process of acquiring and managing credit risk in their

target market. They are designed to challenge and expand credit risk management knowledge, analytical skills and judgment,

and can be tailored according to the audience and the intended objectives of the program.

TARGET AUDIENCE

Credit analysts and officers; account executives and line managers; non-credit officers.

MAIN TOPICS


› Characteristics of dealing with small and medium-sized

companies- Nature and segmentation of SMEs - Analysis of non-audited financials



› Sustainable growth

› Parameters for client acquisition and rating- Risk acceptance criteria- Grading- The role of guarantees and collaterals

› Standardized credit products for small and medium-sized

businesses

› Risk monitoring


DURATION

5 days.

58

Credit Risk for Non-Lending OfficersRISK MANAGEMENT

SUMMARY DESCRIPTION

A variation from our core credit offering, this course can be used to provide executives in non-lending areas such as treasury and

cash management with the fundamentals of credit risk management for a complete understanding of the credit process and

their roles in relation to it.

TARGET AUDIENCE

Non-credit officers involved in general management, treasury, cash management, operations and back office.

MAIN TOPICS



› Purpose and credit typology

› Loan structuring


› Risk rating

› Early warning signs

DURATION

5 days.

59

Current Issues in Risk ManagementRISK MANAGEMENT

SUMMARY DESCRIPTION

This course is a topical offering for senior managers presenting the latest issues, themes and techniques in the evolving world of

risk management. It can be designed for emerging or developed markets.

TARGET AUDIENCE

Country managers, country risk managers, senior credit officers, corporate and commercial bank heads, senior business

transactors and treasurers.

MAIN TOPICS

› Problem loan Scenarios in dealing with overseas subsidiaries

of multinationals

› Appropriateness and suitability of risks in complex

transactions

› Environmental issues for lenders (World Bank inspired)

› Masking credit risk with market risk

› Operations risk

› Dealing with the Basel Accords (capital and risk)

› Payments systems risks

› Management, accounting and ethics: what it means

to Latin America

› Crisis management of bank branches and subsidiaries

in deteriorating economies

› Regional economic trends and country risk

DURATION

3 days.

60

Introduction to Consumer CreditRISK MANAGEMENT

SUMMARY DESCRIPTION

A general consumer credit offering, this course is designed to provide the basic tools to effectively acquire and manage risk

across a range of products and services within consumer banking. The course stresses the interconnection between various

phases of the credit cycle, touching upon aspects of credit initiation through to portfolio management, collections and recovery.

As is the case with all our courses, it can be tailored to emphasize different businesses or aspects of the risk cycle.

TARGET AUDIENCE

Risk management analysts and officers with experience ranging from beginners to no more than 4 years of experience in job.

MAIN TOPICS

› The credit cycle – overview- Business strategy, product development and planning- Credit initiation- Portfolio management- Collections and recovery- Policies and procedures and workflow process

› Alternative systems for credit approval: scoring, scorecards,

decision trees, etc.- Credit scoring – How it is derived and used- Behavior scoring and its applications- Dealing with "gray area" credits: decision tree models - Alternative techniques- Monitoring and validation- Back testing and stress testing

› Guarantees and collateral: valuation and recovery of

guarantees – "VPCE" Methodology

› Monitoring the portfolio - Concentration and segmentation - Key reports and data analysis - Planning - Loss provisioning

› Business strategy within the economic environment - Risk and reward - Products- Economies of scale - Use and limits of information technology - Analytical methods for defining target markets - Pre-selected and pre-approved credits

› Building fraud awareness- Recognizing high risk products- Recognizing high risk processes- Applications process controls- Fraud mitigation techniques

DURATION

5 days.

61

Payments Systems Risk Management RISK MANAGEMENT

SUMMARY DESCRIPTION

This course provides a thorough grounding in payments systems risk management. It begins with a clear enumeration of the

numerous and differing risks, most of which are not fully appreciated even by experienced payments systems and risk officers,

and then provides a framework for their mitigation, both in normal times and against a crisis scenario.

TARGET AUDIENCE

Credit officers, treasury and payments managers, and financial institutions relationship managers.

MAIN TOPICS

› Introduction to payments systems risks

› Sources and types of payments systems risks

› Core design features of value transfer networks

› Risk management within value transfer networks

› Implications of the new Basel Accord

› Crisis management

› Rating value transfer networks

› Compliance with internal standards and external agencies

and regulators

DURATION

2 days.

62

Risk and ControlRISK MANAGEMENT

SUMMARY DESCRIPTION

The main goals of the workshop are to develop skills in the utilization of an ERM‐type framework (e.g., COSO, RCSA, MCA or

similar) to identify and assess risks as well as to design, implement and evaluate controls to mitigate these risks.

TARGET AUDIENCE

Personnel from Finance, Accounting, Planning, Treasury and Liquidity Management.

MAIN TOPICS

› The effective management and control of risks

› Compliance with Bank policies as well as external (e.g., SOX)

standards

› Creating and validating end‐to‐end process maps for a task

relevant to the participant’s function

› Identification, measurement (frequency and impact) and

prioritization of risks inherent to the task

› Completion of a self‐assessment: ‘How well do you manage

your team to Bank’s policies?

› Post-training: - Consultations with the Participant’s direct manager to

evaluate and implement the action plans developed within the Workshop

- Periodic meetings with Teammates from the Workshop to compare progress and benefit from the experience of others

- Meetings with the Participant’s direct reports to train them in how to identify and assess risks, as well as how to design and evaluate controls to mitigate these risks

DURATION

3 days.

63

Risk Awareness for Bank TransactorsRISK MANAGEMENT

SUMMARY DESCRIPTION

This program enables bank product sales staff (who are not on a risk initial track) to perform their role as a vital first line of

defense in managing risk by providing them with: a comprehensive risk analysis framework, basic understanding of risk processes

and policies, and practice in applying appropriateness & suitability standards for structuring transactions and delivering products

to clients. In addition to lectures on essential risk management topics, there will be a multipart case focusing on dealing with a

collapsing foreign counterparty financial institution over successive days, and a selection of cases which reflect a product-risk mix

that grounds the learning in the environment of the Bank.

TARGET AUDIENCE

Directors, Sales Unit Heads, Senior Traders and Senior Transaction Services executives who are involved in sales and trading of

Corporate and Investment Bank products.

MAIN TOPICS

› Framework lectures:- General risk awareness- Credit policy and procedure- Visiting and observing clients- Complying with regulators- Safeguarding the Bank’s reputation- Systemic risk- Overtrading- Operational Risk

› Learning acquired through analysis and discussion of

cases:- Business strategy- Derivatives, hedging, and speculations- Custody, clearing, and closing- Letter of credit confirmation- Securitization of credit card account receivables- Lending:

• Structuring for different industries• Dangers of cross-currency lending• Loans to hedge funds

DURATION

2 to 3 days.

64

Risk Issues in Leasing and Asset-Based FinanceRISK MANAGEMENT

SUMMARY DESCRIPTION

This course provides a solid grounding in risk management for leasing, asset-based and other secured transactions. It begins with

a framework for the analysis and management of individual borrowers and secured transactions with them. It then looks at

typical leasing and asset-based products as well as considering specific industry sectors that sell via secured financing or that are

users of secured financing.

Lastly, the course looks at portfolios of asset-based financings and how they should be targeted, acquired, and managed through

to final collection.

TARGET AUDIENCE

Lessors and asset-based lenders, account officers for small and medium-sized companies where collateral plays an important

role, and risk managers.

MAIN TOPICS

› Introduction to asset-based finance risk management



› Equipment management

› Construction lending

› Vendor finance

› Portfolio finance

› Asset-based finance in the hi-tech sector

› Structuring and monitoring transactions

› Monitoring the portfolio

› Streamlining the credit process

› Avoidance of fraud

DURATION

5 days.

65

Risk Management in Investment Banking TransactionsRISK MANAGEMENT

SUMMARY DESCRIPTION

This course highlights the frequently unrecognized and underestimated risks that arise in complex investment banking

transactions. It provides a framework for their identification and management.

TARGET AUDIENCE

Investment bankers, general managers, senior transactors dealing with large corporate clients and multinationals, and risk

managers.

MAIN TOPICS

› Risk analysis of complex transactions

› Loan syndication

› Appropriateness and suitability of derivatives transactions

› Masking credit risk with market risk

› Project finance

› Accessing capital markets

DURATION

3 to 5 days.

›

66

Risk Seminar for Auditors - Retail BankingRISK MANAGEMENT

SUMMARY DESCRIPTION

The program fosters the view of risk as an opportunity and highlights the importance of sound risk management from the

Auditor perspective. It focuses on understanding the meaning of the automation of processes and decision models, viewing the

monitoring of portfolios as early warning tool, understanding the different phases of monitoring and early action, identifying

steps in the decision models, and defining main risk management systems. At the end of the training, Auditors will be able to

describe and apply to their jobs the main credit risk concepts, processes and tools: from admissions and monitoring through to

collections.

TARGET AUDIENCE

Risk auditors from retail banking.

MAIN TOPICS

› Preliminary Considerations:- Basic definition: the concept of risk, types of risk, etc.- Main objectives and principles of the Risk function- Challenges of the Risk function- Introduction to Basel II- Where the regulators are- Challenges facing Basel III and the current economic environment

› Credit Risk:- Definition- Key metrics- Credit Risk Lifecycle (Admission, Monitoring and Collection)- Segmentation

› Scoring Models› Management Integration› Model Implementation› Portfolio Monitoring› Monitoring the models:

- Analysis of information quality- Portfolio analysis (roll rates, vintages, etc.)- Predictive model analysis- Back test and stress test- MIS: Indicators and Reporting

DURATION

3 days.

67

Senior Risk Managers Readiness EvaluationRISK MANAGEMENT

SUMMARY DESCRIPTION

This program is the capstone of a series of courses used to develop experienced bank staff for higher levels of risk management

and decision-making responsibility. It is 95% case driven, with minimal use of formal lectures delivered by instructors. Learning

outcomes result from the analysis, discussion and presentation of challenging single and multipart cases which have embedded

in them a selection of key topics pertinent to the Bank’s business and risk environment across the spectrum of risk (credit,

market, operational, reputation, and legal). The design also gives a bank the option of using a team of experienced senior risk

managers to observe and assess each participant’s performance as part of the process of certifying individuals for senior levels of

risk approval authority.

TARGET AUDIENCE

Corporate and Investment Bank officers in risk, business, and relationship management who have at least 4 years of relevant

banking experience plus pre-requisite training and are being considered for increased risk-related responsibilities

MAIN TOPICS

› Hedging and derivatives

› Mergers and acquisitions

› Character analysis

› Projections

› Cyclical businesses

› Politics and government intervention

› Building business strategies

› Impact of external events on business strategy

› Collateral and guarantees

› Financial institutions

› Systemic risk

› Trading risk

› Cross-border lending

› Membership in exchanges risk

› Securitization

› Real-estate loan syndication

› Understanding covenants and their use

› Margin lending

DURATION

3 days.

68

High Performance Client Management for Product SpecialistsSALES AND RELATIONSHIP MANAGEMENT

SUMMARY DESCRIPTION

High Performance Client Management (HPCM) is a dynamic program that focuses on creating a standardized approach and

relationship management culture which fosters consultative selling and world class account management practices, targeting the

generation of high value-added revenue opportunities for Product Specialists and their partners. Participants will leave the

course with a relationship and product plan for at least one top client, thereby putting theory immediately into practice.

TARGET AUDIENCE

Product managers, relationship manager partners, senior managers, risk managers and analysts.

MAIN TOPICS

› Client sales planning: preparation, monitoring, and

execution

› Consultative Sales for product managers and their partners

› Analyzing client profitability and risk adjusted returns

› Creating and delivering world–class client presentations

› Sizing client potential ("wallet sizing"). Understanding wallet

behavior

› Building wallet share

› Becoming a Trusted Advisor to the client; the behaviors of

top performers

› Customer surveys—what do they tell us?

› Building client deal teams with relationship and risk

partners

DURATION

2 days.

69

High Performance Client Management for Relationship ManagersSALES AND RELATIONSHIP MANAGEMENT

SUMMARY DESCRIPTION

High Performance Client Management (HPCM) is a dynamic program that focuses on creating a standardized approach and

relationship management culture which fosters consultative selling and world class account management practices, targeting the

generation of high value-added revenue opportunities for Commercial, Corporate and Investment Banking groups. Participants

will leave the course with a relationship plan and review prepared for at least one top client, thereby putting theory immediately

into practice.

TARGET AUDIENCE

Corporate relationship managers including selected middle market relationship managers, senior managers, product

specialists, risk managers and analysts.

MAIN TOPICS

› Relationship planning: preparation, monitoring, and

execution

› Consultative Sales for relationship management teams

› Analyzing relationship profitability and risk adjusted returns

› Creating and delivering world–class relationship reviews

› Sizing client potential ("wallet sizing"). Understanding wallet

behavior

› Building wallet share

› Becoming a Trusted Advisor to the client; the behaviors of

top performers

› Customer surveys—what do they tell us?

› Building relationship and deal teams with product and

risk partners

DURATION

2 days.

70

Negotiation SkillsSALES AND RELATIONSHIP MANAGEMENT

SUMMARY DESCRIPTION

This program seeks to identify individual styles of negotiation and develop specific communication skills for the purpose and

context of the negotiation process. Participants will learn to successfully manage each phase of the negotiation cycle. There will

be customized role playing with feedback from, the facilitator, coaches, and other participants.

TARGET AUDIENCE

Business managers, relationship managers, product sales specialists, and credit staff at all organizational levels who need to

improve their negotiation skills.

MAIN TOPICS

› Negotiating vs. selling- Purpose- Position

› Negotiating styles- Adversarial- Passive- Strategic- Facilitating

› Negotiation cycle- Preparation- Negotiation - Stalemate- Close

› Win-Win sales-oriented negotiations- Formulating plans which lead to successful execution- Leading consultative negotiations to close deals- Understanding the client’s position/need behind the need- Increase seller’s capability by building a long-term r

relationship based on trust- Identify “dirty tricks” and know when to decline business

DURATION

2 days.

71

Presentation SkillsSALES AND RELATIONSHIP MANAGEMENT

SUMMARY DESCRIPTION

Participants will learn how to make effective oral presentations that are structured to meet the needs of specific internal and

external audiences. During the program, they will acquire and practice skills needed to: prepare and deliver powerful

presentations, keep the audience’s interest through the use verbal and non-verbal elements, and support a presentation with

powerful visual aids. The instructor will present, model, and discuss presentation concepts and techniques. Individuals will

prepare and make presentations to the group and be video taped for benchmarking and feedback from the instructor and the

group to improve their own presentations.

TARGET AUDIENCE

Business managers, relationship managers, product sales specialists, and credit staff at all organizational levels who need to

improve their negotiation skills.

MAIN TOPICS

› Structuring:- Audience analysis - Format- Lean structure

› Delivery: - Use of verbal and non-verbal communication

- Generating interest- Avoiding distractions

› Visual Aids- One message per slide- Using clean slides- Knowing your equipment

DURATION

1 day.

72

Selling Commercial Banking SolutionsSALES AND RELATIONSHIP MANAGEMENT

SUMMARY DESCRIPTION

The program is designed to increase participants’ proficiency in planning and executing sales by focusing on how the Bank can

help the client buy products which best meet agreed upon needs. Presentations, cases, and role plays will reflect and

incorporate the Banks internal organization and market context.

TARGET AUDIENCE

Commercial bank relationship managers, credit analysts, and product specialists who work as a team to identify and meet

their clients’ needs.

MAIN TOPICS

› Developing a sales strategy- Client buying styles: transacting vs. building a relationship- Prioritizing the client: wallet size, composition, and profitability

› Analyzing the client’s profile and needs on an ongoing basis- Call plans, client calls, and call report - Leveraging internal/external information and expertise- Determining: what the client wants, what we think the client

needs, and what we are sure the Bank can offer/deliver

› Account plans to achieve the client’s and our objectives- Where we are, where we wish to be, and how we get there- Actions: what, who, when, and resource requirements- Reviewing results internally and with the client- Revising objectives and strategies

› Applying and improving key sales behaviors- Establishing rapport and trust- Business etiquette- Listening- Questioning

• Determining a client’s situation, problems, and implications

• Getting the client to acknowledge a need and recognize the value of a corresponding solution

- Proposing solutions, overcoming objections, and closing

DURATION

3 days.

73

Developing Climate BusinessSUSTAINABLE FINANCE

SUMMARY DESCRIPTION

The central goal of the program is to develop participants’ knowledge and skills to generate Climate Business through various

instruments ranging from traditional lending to trade finance, advisory, cash management, bonds, etc. Participants will be

instigated to engage with clients in a differentiated dialogue and upon completion will be able to:

• Explain the drivers of the low carbon economy and the innovative technologies associated with such economy, and relate

it to client’s operations and the regulatory framework.

• Identify Climate Business opportunities applied to the client’s business model and value chain. Make the link to providers,

raw materials, resources, residues and pollutants

• Explain the impact of climate change and the scarcity of resources and inputs on the client's business.

• Describe key technologies in terms of purpose, benefits, present and future regulatory markers, application and examples,

opportunities, risks and costs.

TARGET AUDIENCE

Middle Market and Corporate Banking relationship managers; credit analysts; product specialists.

MAIN TOPICS

› Introduction to the science of Climate Change

› Walk and Talk - the impacts of Climate Change

› Another future - climate adaptation and mitigation

› Innovative technology - participant knowledge assessment

› Climate business technologies in the target country

› Energy efficiency

› Wind and solar energy

› AgriBusiness - water and energy efficiency

› Efficiency in water/energy/fuel and other input

consumption

› Waste management

› Bus Rapid Transit (BRT)DURATION

2 to 3 days.

74

Exploring Opportunities in SustainabilitySUSTAINABLE FINANCE

SUMMARY DESCRIPTION

The purpose of the program is to enable participants to acquire an objective understanding of the concept of sustainability and

its implications for the businesses of Middle Market and Corporate customers, together with the opportunities and risks for the

bank. The program introduces the subject of climate change and discusses commercial approaches for differentiating the bank's

offering of servicers in order to capture business created by new environmental paradigms.

TARGET AUDIENCE

Business managers, relationship managers, business team coordinators, credit and risk analysts.

MAIN TOPICS

› Sustainability, its context and evolution.

› The “triple bottom-line” concept.

› A systemic vision of sustainability as it impacts

interdependent stakeholders – companies, individuals,

governments, and other organizations – and the role of

banks.

› The bank’s orientation regarding sustainable business:

practices, guidelines and opportunities.

› The implications of sustainability for business and the

linkage with business management: risks, opportunities and

regulation.

› Premises and reasoning that lead companies to

incorporate sustainability in business management.

› The evolution of company practices, policies and

processes related to sustainability.

› Business trends linked to sustainability.

› Risks and opportunities for the financial sector created by

phenomena such as climate change.

› Sustainability trends that will impact sectors of the

commercial portfolio.

› Identification of industry sectors and individual customers

within the client base which have the highest potential

for sustainability-related business.

DURATION

2 days.

75

ALM IntroductionTREASURY AND TRANSACTION BANKING

SUMMARY DESCRIPTION

This course provides an introduction on asset-liability management. and sources of risks.

TARGET AUDIENCE

Mid-Office, treasury ops, Relationship Managers, Credit Review Officers.

MAIN TOPICS

› ALM- A bit of history, balance sheet representation, sources of risks

› Liquidity risk- Definition of the liquidity profile and measures of liquidity risk.

Regulatory treatment

› Interest rate risk- Definition of the interest rate profile and measures of interest

rate risk. Clients behavior modeling in ALM: early refinancing, deposits, re-pricing Identification and modeling of hidden options. Static vs. dynamic modeling

› Funds Transfer Pricing- Measure of the profitability of banking businesses and develop

an appropriate pricing for those businesses: each business has its own risks.

› Integration of Credit risk- Economic capital of the credit business and its impact on

credit pricing

› Hedging techniques of interest rate risk- Interest rate derivatives and hedging objectives. Risk Limits

› Regulatory environment, present and future- How ALM is integrated in Basel 2, a view on Basel 3

DURATION

2 days.

76

Bourse GameTREASURY AND TRANSACTION BANKING

SUMMARY DESCRIPTION

This game-based course allows participants to experience market and trading dynamics within a simulated treasury environment.

Upon completion participants will: know the mechanics and terminology of the foreign exchange and money markets; be able to

identify the factors that affect the markets, as well as interpret economic news/money market scenarios; effectively define the

interrelationship among the foreign exchange, money markets and the dynamics of forward price determination, and recognize

and control the risks associated with trading and products.

TARGET AUDIENCE

Credit Analysts, Relationship Managers, and Senior Credit Analysts.

MAIN TOPICS

› Foreign exchange and money markets

› Spot and cross foreign exchange rates

› Local and foreign money market products

› FX forward and swap markets

› Yield curve analysis

› Economic scenario analysis

› Trading strategy formulation

› Trading and positioning

› Market risk management

› Liquidity management

› Capital adequacy requirements

DURATION

3 to 5 days.

77

Credit and Counterparty RiskTREASURY AND TRANSACTION BANKING

SUMMARY DESCRIPTION

Through this course, participants will learn to quantify counterparty risk with regard to market transactions, master CVA

techniques as well as counterparty risk hedging.

TARGET AUDIENCE

Relationship Managers, Credit Review Officers.

MAIN TOPICS

› Introduction to Counterparty Risk- CCR definition, corporate bond analogy- CCR mitigation: netting and collateral- CCR measurement: CVA

› Exposure measurement- Current vs. future exposure- Expected Exposure (EE), Potential Future- Exposure (PFE) and other exposure metrics

› Credit Default Swaps- Trading credit: loans, Asset swaps, CDS. One spread?- Understanding the credit spread: probability of default, LGD,

expected loss- CDS mechanics and trading- CDS pricing

› CDS basis

› Credit-linked notes

› Credit Value Adjustments (CVA)- Principle and computation- Portfolio effects- Bilateral CVA, DVA- CVA and wrong-way risk

› CVA Hedging- Components of risk- Static hedging: CDS, CCDS- Dynamic hedging- DVA hedging- Cross-terms and wrong-way risks

DURATION

2 to 3 days.

78

Derivatives SolutionsTREASURY AND TRANSACTION BANKING

SUMMARY DESCRIPTION

This course focuses on the structuring of the right derivatives solutions to the right clients. Upon completion, participants will be

able to help clients understand applicability, risks, and suitability of derivatives products to their needs; discuss with clients the

impact of financial exposures on performance, the use of derivatives to manage these risks, and the relationship of clients’

policies and strategies to exposure management; understand the building blocks of derivatives; and understand own capabilities,

cross-sell opportunities, and strategy in offering derivatives products to clients and the role of other bank professionals in

executing the strategy.

TARGET AUDIENCE

Credit Analysts, Relationship Managers, and Senior Credit Analysts.

MAIN TOPICS

› Analysis of corporate and investment clients to identify financial exposures and measure the performance impact

› Marketing of derivatives solutions to manage exposure

› Exposure-management and derivatives policies and strategies for hedging, to achieve optimal debt structure, and for

achieving risk-return objectives under varying conditions

› Tax and accounting issues in derivatives applications

› Appropriateness and suitability issues

› Risks to banks in offering clients derivative products

› Marketing process and roles

DURATION

3 days.

79

Liquidity RiskTREASURY AND TRANSACTION BANKING

SUMMARY DESCRIPTION

This course provides a comprehensive understanding of key risk factors leading to liquidity risk. The global financial crises

experienced numerous examples of how leverage lead to confidence loss and portfolio deterioration and a negative feedback

loop and liquidity deterioration.

TARGET AUDIENCE

Mid-Office, treasury ops, Relationship Managers, Credit Review Officers.

MAIN TOPICS

› Definition of Liquidity Risk- Transactional vs. Funding liquidity- Interaction between liquidity risk and other types of risk- Liquidity and market confidence

› Sources of Liquidity Risk- Roll risk; maturity Transformation risk- Funding concentration; cross-currency- Intra-group liquidity- Franchise viability- Marketable asset- Non-marketable asset- Off balance sheet- Intraday liquidity

› Liquidity governance- Liquidity Risk tolerance and Risk appetite- Governance framework

› Liquidity measurement- Gap Analysis- Modeling uncertain cash-flows- Other metrics

› Liquidity management- Funding diversification- Intraday liquidity- Funds Transfer pricing- Buffer Assets- Stress Testing- Key Risk Indicators and associated triggers- Contingency planning

› Basel III- LCR- NSFR- Liquidity regulation: unintended consequences

DURATION

2 days.

80

Market RiskTREASURY AND TRANSACTION BANKING

SUMMARY DESCRIPTION

This course provides a comprehensive understanding of traded financial cash and derivative instruments exploring key risk and

volatility measurement methodologies.

TARGET AUDIENCE

Credit associates, Relationship Managers, Credit Review Officers.

MAIN TOPICS

› Introduction- Risk management framework- Risk measures- Risk appetite

› Market Risk parameters- The case of Forwards- The case of bonds: Duration and Convexity- Option Greeks- Definitions- Delta-hedging- Interdependence of Greeks and trader’s p/l- Vega hedging- Other Greeks

› Value at Risk- VaR Concept- VaR implementation- Parametric VaR- Historical simulation VaR- Monte Carlo VaR- Excel workshop

› Stress tests (introduction)

DURATION

2 days.

81

Options Workshop & Risk ManagementTREASURY AND TRANSACTION BANKING

SUMMARY DESCRIPTION

This course provides a comprehensive understanding of covered and naked option applications, pricing, hedging and trading.

A must for middle and back office staff.

TARGET AUDIENCE

Front office sales & E-Commerce staff, Mid-Office, treasury ops, Relationship Managers, Credit Review Officers.

MAIN TOPICS

› Recap on Option basics- Basic option payoffs and terminology- Survey of the most commonly traded underlyings- Drift and the derivation of the no-arbitrage - forward price- Introducing volatility, historical vs. implied- Intrinsic vs time value- American vs European

› Option pricing theory- Arbitrage-free pricing vs. probabilistic pricing- Binomial model- Normal prices vs. normal returns, the

• Black-Scholes framework- Implied Volatility- Drivers for the volatility smiles and skews- The Monte-Carlo approach

› When to use which model?

› Risk management and the Greeks- Introducing the Greeks- Delta Hedging in practice- Gamma and the frequency of re-balancing

› Trader's P/L = Re-balancing gains (losses) - Theta

losses (profits)

› Volatility and P/L

› Straddles and strangles

› Managing vega across strikes

› Trading the smile: risk-reversals and butterflies

› Second-order Greeks: vanna and vomma

› Risk-management for interest-rate options

DURATION

2 days.

82

Selling Trade Finance Solutions TREASURY AND TRANSACTION BANKING

SUMMARY DESCRIPTION

This program focuses on: analyzing the trade environment of importers’ and exporters’ businesses to find appropriate trade

services/trade finance solutions for customers and price these; identifying and dealing with risk and compliance issues related to

trade transactions; recognizing and acting upon cross-selling opportunities. The learning achieved in the classroom through

lectures, case studies, problem-solving exercises, and group work can subsequently be reinforced and deepened through on-the-

job applications and coaching by supervisors plus trade Services/finance subject matter experts.

TARGET AUDIENCE

Middle Market and Corporate Banking relationship managers; credit analysts; product specialists.

MAIN TOPICS

› Trade strategy

› Customer business activities and related needs

› Risk and compliance issues

› Letters of credit

› Bankers acceptances

› Standby letters of credit/letters of guarantee

› Documentary collections

› Trade finance and risk mitigation

› Trade agreements and export credit agency financing (ECAs)

› Project finance, securitization, structured finance

and derivatives

› Customer service

› Profit dynamics and pricing

› Cross-selling

› Payment technique

DURATION

2 to 3 days.

83

Client AdvisoryWEALTH MANAGEMENT

SUMMARY DESCRIPTION

Participants broaden and enhance their skills in building more business with clients through a better understanding of the scope

and key elements of the global wealth management process and business.

TARGET AUDIENCE

All private client relationship managers and their supervisors

MAIN TOPICS

› The clients - who are they and what do they want?

› The players in the wealth management game: financial

institutions, asset managers, intermediaries/advisors

› Key Success Factors: which organizations are successful and

why?

› Global macroeconomics and the business cycle - impact on

asset classes and currencies

› Behavior of asset classes and currencies in the economic

cycle - inflation, interest rates, economic growth, recession

› Identifying customer investment needs and objectives

› Investment risk/return - efficient frontier, beta vs. alpha,

asset classes

› Risk management - client risk, product/operational risk,

advisory risk, reputational risk, credit and business risk.

› Global investment products - model portfolios, structured

products, discretionary management, hedge funds, private

equity, mutual funds, ETFs

› Creating the Client Portfolio Plan - why a portfolio plan?

› Global portfolio plan segments- Theory- Economic / market outlook- Risk / return profile for different types of clients- Recommended Portfolio

- Target return/risk- Asset class and geographic weights

› Challenges of portfolio planning with Latin American clients

› Consultative selling - ongoing dialogue with client

› Reference and structure for ongoing/future client interaction

› Client acquisition using advisory tools – identification,

approach, dialogue, investment planning, closing.

DURATION

3 days.

84

Confidentiality and ComplianceWEALTH MANAGEMENT

SUMMARY DESCRIPTION

This course enables participants to improve their understanding and management of client relationships by educating

themselves and their clients on how to balance the client’s legitimate confidentiality needs with today’s KYC and BSA/AML

requirements in a changed offshore fiduciary structuring world.

TARGET AUDIENCE

Wealth management business managers, client relationship managers.

MAIN TOPICS

› Erosion of bank secrecy - the old world vs. the new global

financial architecture.

› Universal KYC standards

› Focus on tax matters

› Onshore vs. offshore vehicles

› Use of offshore vehicles for confidentiality today

› The private client's legitimate confidentiality needs

› The private client's legitimate needs and awareness level

› BSA/AML in international private banking

› Anti-money laundering compliance - basic steps in

account opening, management and monitoring

› Procedures to satisfy regulatory demands and client

needs – the calling and reporting model- Using the KYC guidelines as an opportunity to know client

needs and sell more

DURATION

1 day.

85

Fiduciary StructuringWEALTH MANAGEMENT

SUMMARY DESCRIPTION

This course improves relationship managers’ ability to develop more global business by knowing and being able to apply the

basics of Offshore Investment, Tax and Succession Structuring.

TARGET AUDIENCE

All client relationship managers and their supervisors.

MAIN TOPICS

› Problems in the absence of planning – tax, succession and

asset management

› Advantages of planning – taxation, succession and other

benefits

› Designing the structure

› Types of assets – financial vs. other

› Types of entities - Companies- Partnerships- Trusts- Foundations

› Choosing a jurisdiction

› Other offshore planning solutions

› Confidentiality in offshore structuring

DURATION

1 to 2 days.

86

High Performance Client and Investment Product ManagementWEALTH MANAGEMENT

SUMMARY DESCRIPTION

This program seeks to improve the understanding of the clients' risk profiles and investment objectives as linked to family,

business and succession "life goals" and concerns as well as the economic and market outlook. Participants acquire practical

through role plays and cases focusing on a consultative dialogue. A "mental model" is used to help the relationship manager

touch all these necessary bases with the client, in order to formulate an investment plan that uncovers the right product needs

and sales opportunities.

The objective is to have an approach towards the client in a more professional, confident and consultative manner that will make

the relationship manager a trusted advisor to the client, building a relationship that will meet more client needs and generate

more product sales for the bank.

TARGET AUDIENCE

Relationship managers, account officers and supervisors in the Wealth Management area.

MAIN TOPICS

› Understanding your client- How to identify and differentiate desires, requirements, and

needs of the client- Application of consultative sales approaches/behaviors to

wealth management- Prioritizing high potential clients – account focus and time

management

› The client advisory process

› Determining the client's risk profile and situation

› Mapping of objectives and client risk tolerance

› Perspectives on investment markets and asset classes

› Perspectives on changing macroeconomic conditions and

the investment advisory process/model

› Portfolio asset allocation

› Building the financial and investment plan

DURATION

2 days.

87

Private Banking CreditWEALTH MANAGEMENT

SUMMARY DESCRIPTION

The program is designed to increase participants’ proficiency levels to address critical private banking risk challenges. It helps

build the competencies required to carry out risk management’s day-to-day responsibilities including the required knowledge,

skills and mindset of independent risk officers and analysts.

TARGET AUDIENCE

Risk management analysts and officers with experience ranging from beginners to no more than 4 years of experience in job.

MAIN TOPICS

› Adherence to risk appetite- Risk culture- Compliance with credit policy/RAC guidelines- Impact of risk rating on capital requirements

• RoRC• RWA

› Application of Bank’s debt rating and scoring models

› Investment management process

› Identifying and assessing means of repayment (‘ways out’)- Primary (natural and intended) source of repayment

- Secondary source of repayment (when the primary source fails)

› Collateral and guarantees- Assessment & Monitoring- Understanding the practical usage (and limitations) of collateral and guarantees in structuring transactions

- Compliance with accounting, regulatory and other collateral management policies

› Evaluation of client capital structure and debt repayment

capacity

› Basic appreciation of valuations and pricing provided by

the capital markets, and an understanding of corporate

finance solutions and techniques

› Understanding the relationship between credit and other

risks:- Market risk- Event risk- Cross-border risk

DURATION

3 days.

88

Risk Management for Wealth ManagersWEALTH MANAGEMENT

SUMMARY DESCRIPTION

Participants build their understanding and ability to apply to their unit critical concepts of business, client advisory, product,

operational and reputational risk together with compliance issues related to product suitability and operations.

TARGET AUDIENCE

Wealth management business managers, client relationship managers and risk managers/auditors.

MAIN TOPICS

› Overview – key risk areas (operational, product, client

advisory, regulatory, business, reputational)

› Risk reduction as a business opportunity

› The risks are related and are interactive

› Operating and product risk - internal

› Client advisory and product suitability risk - third party

investment and fiduciary products - product selection and

due diligence

› Business and reputational risk

› Due Diligence on third party investment products

› Business and reputational risk - recent events

DURATION

1 day.

89

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