banking, economics, accounting, and finance (beaf)...

RC: 1176635

BANKING, ECONOMICS, ACCOUNTING, AND FINANCE (BEAF)

SCHOOL

1. Credit Risk Analysis & Management Workshop (Basic/ Intermediate) 2. Advanced Credit Risk Analysis & Management (With Credit Risk Scoring

and Rating, Special Risks, Basel Accord, and Quantitative Measurement Tools)

3. Credit Control, Loan Work-Out, Recovery & Remedial Management Course – For Financial Institutions

4. Basic Accounting And Financial Statement Analysis – For Lending Officers And Relationship Managers

5. Mastering Enterprise Risk Management – With Practical Framework Development, Review and Implementation Lessons

6. Retail Banking Master-class 7. Basic Banking Operations – For Back-Office Staff

8. International Trade Finance and Operations

9. Knowledge-Driven Relationship Management Programme: For Relationship Managers And Business Leaders In Financial Institutions:

10. Back-Office To Market-Facing Conversion Programme – For Staff of

Financial Institutions.

11. Basic Banking Excellence Programme – For Transaction Officers And Executive Assistants In Financial Institutions

12. Product Development, Customer Acquisition, and Effective Relationship Management – For Financial Institutions

13. Organizational Effectiveness Programme - For Financial Institutions 14. Specialized Micro-Finance Lending Workshop 15. Specialized Mortgage Lending Workshop 16. Specialized Development Financing Workshop 17. Specialized Training For Non-Bank Financial Institutions 18. Commercial Banking Master-Class 19. Financial Inclusion Strategy Workshop 20. Understanding and Preparing Bank’s MPR Reports 21.

1. Credit Risk Analysis & Management Workshop (Basic/ Intermediate Level) – For Financial Institutions

Overview

As the macroeconomic and business environments become more turbulent and

challenging in many countries, Financial or Lending Institutions who are primarily

exposed to businesses across various sectors and economies – especially

through risk assets creation – must develop appropriate competence in analyzing

the impact of these environmental factors on their existing and prospective credit

risk exposures and portfolio.

Lending activities constitute the most prominent and primary source of earnings

for banks as intermediaries in the financial (money) market. Credit risk assets

also pose the greatest danger to the survival or existence of any lending

institution. It is therefore imperative that all lending officers and risk managers in

the bank are equipped with the technical and analytical skills required to analyze

credit risks (identify, quantify, mitigate, and price residual risks) as well as

manage loan portfolios.

This training and mentoring programme is comprehensively designed to

strengthen the capacity of all participants to understand credit policy issues,

appraise credit requests, analyze various credit risks, package and process

loans, and effectively manage the bank’s loan portfolio in their assigned business

areas.

It is also guaranteed to deepen and widen the skills and capabilities of

participants to understand and analyze the inherent and imminent risks posed by

activities or events or changes in the macro-economy (global, regional, and

national), and the industry environment on borrowing firms; and hence, be better

able to mitigate and manage such risks. Critical topics in environmental and

business-specific analyses, loan structuring, financial ratios analysis, loan

monitoring, among others would be clearly treated.

Participants would find this programme very useful for maintaining healthy and

high-performing risk asset portfolios for the bank under the current uncertainties.

Course Outline: The general outline of the programme would be as follows:

Bank Lending and the Related Risks Overview of Credit Risk Analysis Understanding Credit Policy Guides (With a Study Of The Bank’s Credit

Policy Guide). Macroeconomic, Industry, and Business Specific Risks Analysis for

Lenders Evaluating Management Capacity Analyzing Customer Banking Relationships Financial Risks Analysis – Cracking the Ratios. Working Capital Analysis Borrowing Causes and Lending Rationale

Mastering Loan Structuring Loan Types and Appropriate Collateral Types. Credit Rating and Scoring Credit Administration, Processing, and Disbursement Loan Monitoring and Post-Disbursement Issues Loan Work-Out and Remedial Management Strategies Mock MCC Presentations of Credit Requests Parting Shots!

For Whom

Account/ Relationship Officers

Credit Analysts and Administrators

Relationship Managers

Branch Leaders

Business Leaders

Course duration: 7 days (with Mock MCC Presentations)

2. Advanced Credit Risk Analysis & Management (With Credit Risk

Scoring and Rating, Special Risks, Basel Accord, and Quantitative

Measurement Tools)

Overview Expertise in Credit Risk Analysis and Management is a foremost and important requirement in financial institutions (especially banks) in their roles as financial intermediaries in the financial market, even as global and local regulatory authorities continue to emphasize risk-based supervision of players. As the increasingly turbulent and challenging economic and industry environments heighten credit (and other) risks in financial institutions, a thorough knowledge and expertise in credit risk identification and assessment; credit risk scoring and rating; risk modeling and measurement; as well as risk management for derivative products is very crucial in managing credit risks and improving business outcome – while meeting regulatory and economic capital standards. This course is specially designed for leaders, credit analysts, credit administrators, portfolio managers, credit product development officers, business leaders in FIs, as well as other key stakeholders in risk management who already have sound knowledge of basic and intermediate credit risk analysis and management. Participants would find this programme useful in enhancing their mastery of key credit risk concepts and management practices as well as the Basel Accord and other local regulatory approaches to regulatory and economic capital adequacy requirements for Financial Institutions. Course Outline

The general outline of the programme would be as follows:

Credit Risk: Concepts, Types, and Management Framework Credit Risk Identification and Assessment Snapshot on Financial Risk Analysis Credit Risk Scoring and Rating Models Developing Internal Qualitative Risk Acceptance Criteria Templates Credit Bureaus and Rating Agencies Fundamentals of Quantitative Risk Measurement Credit Administration, Control and Monitoring Standards Credit Risk Management Tools The Prudential Guidelines Loan Work-Out and Re-Structuring Approaches Loan Recovery and Remedial Management Practices The Basel Accord and Regulatory and Economic Capital Requirements Snapshots – Beating the Odds

For Whom

Business/ Group Leaders Credit Analysts? Administrators Portfolio Managers Credit Product Development Officers Risk Management Officers Account/ Relationship Officers Relationship Managers Strategic Decision Makers

Duration: 5 days

3. Credit Control, Administration and Loan Recovery

Strategies – For Financial Institutions:

Overview

Credit risk constitutes a single most important source of threat to the earnings

and capitalization of most financial institutions. Therefore, the ability of a financial

institution to maintain high quality risk assets portfolio is very crucial to business

profitability, sustainability and the overall health of the institution.

On the contrary, the inability or lack of the skills to effectively monitor and

manage credit facilities/ loan portfolios inevitably results in high Non-Performing

Loan (NPL) ratios, and ultimately reduce profitability and erode capital.

Considering the toughening business environment, thinning margins, tighter

regulatory regime, and precarious macroeconomic environment, lending

institutions can ill-afford to lose money as a result of avoidable loan loss

provisioning.

This programme is specially designed to equip account officers, relationship

managers, credit analysts and administrators with the skills to control, administer,

monitor, work-out, and recover all types of loan facilities. Participating Financial

Institutions would find this programme useful in maintaining very healthy risk

asset portfolios; hence, reduced Non-Performing Loan ratios.

Course Outline: The following modules/topics would be handled during the programme:

The Financial Intermediation and the Consequent Risks Capital Adequacy in FIs Major Challenges in Lending Introduction to Credit Risk Management Credit Processing, Control & Administration The Credit Policy Guide as a Major Control Tool Loan Monitoring & Port-Disbursement Best Practices The Prudential Guidelines & Loan Performance Indicators Managing Problem or Delinquent Credit Facilities Key Remedial Management Tactics Loan Work-out & Recovery Strategies Managing the Remedial Process Negotiating Full and Final Payment The Importance of Credit Risk Governance Parting Shots!

Who Should Attend?

Account Officers & Relationship Managers Credit Analysts & Administrators Credit Approval Officers Loan Remedial Officers

Duration: 4 days

4. Basic Accounting And Financial Statement Analysis – For Lending Officers And Relationship Managers

Programme Background

This programme is designed to sharpen and strengthen the skills of participants in basic accounting and the understanding and analyzing of corporate financial statements especially for the purpose of making sound credit or lending decisions as well as strategic financial decisions in a financial institution. A proper foundation would be laid in the understanding of items in a company’s financial statement – statement of financial position (balance sheet), income statement or profit & loss account, and statement of cash flow. The various financial ratios required for making strategic lending and management decisions on any company would be analyzed in a clear and simplified manner. Lending officers and relationship managers would gain a deeper understanding of financial risk analysis as well as other critical risks analyses necessary for credit decisions in the bank.

Course Outline

The general outline the programme would be as follows:

The Financial Intermediation Process Linking Financial Statement Analysis & Credit Analysis Basic Accounting Concepts and Principles Overview of Corporate Financial Statements Understanding the Cash Flow Statement Tools For Financial Analysis Financial Ratios Analysis Cash Budgeting and Projections Working Capital Analysis Business and Environmental Risk Analysis Case Studies & Group Presentation Conclusion

Duration: 4 Days

5. Mastering Enterprise Risk Management – With Practical Framework Development, Review and Implementation Guides

Course Overview

Organizations, businesses, and even individuals operate daily in very dynamic, unpredictable, turbulent, and risky environments. Recent and on-going events including the global financial/economic crises, terrorist attacks, crime incidences, political strife, government policy actions or inactions, and a host of others continue to impact negatively on businesses – sometimes leading to business failures, declining profitability, shrinking capital, unanticipated mergers and acquisitions, redundancies, down-sizing activities, and so on. Smart and forward-looking organizations deploy and promote sound and robust risk management practices at every level or aspect of their operations in order to improve competitive advantage, enhance product and service quality and delivery, minimize costs, maximize business opportunities, increase profitability, and achieve the overall business objectives set by board and management. Risk management is not just a function in an organization BUT a way of life for the successful operations of the business. The underlying premise of Enterprise Risk Management is that every entity exists to provide value to its stakeholders, and that there are certain forces, events or factors (risks and uncertainties) which pose challenges to the entity’s pursuit of its objective of maximizing stakeholder value. Hence, the need for board and management to deploy systems, structures, policies, processes, and people within the company in order to efficiently and effectively deal with these challenges, enhancing the capacity to build value. This well-researched and pragmatic programme is specially designed to enable organizations adopt a world-class approach to Enterprise Risk Management; and

understand practical issues in ERM Framework design, development, review, and successful implementation. Course Outline

The general outline the programme would be as follows:

The Domestic and External Risk Factors in Today’s Business Environment Why Do Businesses Fail? Understanding Your Organization’s Business The Concepts and Typology of Risk Identifying the Key Risks in Your Business Principles of Risk Management Enterprise Risk Management (ERM): A Business Case The COSO ERM Framework Model: Understanding the Three Dimensions Embedding ERM in Business Objective Setting Sound Risk Governance Structures: Roles and Responsibilities Adopting the Three Lines of Defense Model The Enterprise Risk Management Processes Tips on Managing Business-Specific Risks (Credit Risk, Market Risk, Liquidity

Risk, Operational Risk, Technology Risk, Strategy Risk, Financing Risk, Legal/Litigation Risk, Regulatory/Compliance Risk, among others).

Developing and Reviewing Your Firm’s Enterprise Risk Management Framework

Successful ERM Implementation Case Studies & Group Presentation Conclusion

Duration: 2 days

6. Retail Banking Masterclass Course Overview

Retail Banking is fast becoming the future of the banking industry in most

jurisdictions around the world. With the toughening regulatory environment and the

thinning margins in the commercial/ corporate banking space, Deposit Money Banks

– who are smartly repositioning for the future – are currently devising appropriate

strategies and framework for achieving competitive edge in the Retail Banking

Space.

In today’s very competitive landscape, every Retail Banking leader is required to be

equipped with the needed knowledge and skills to develop and implement cutting

edge retail banking strategies, practices, products and services for industry

leadership.

This programme is guaranteed to deepen and widen the skills and capabilities of the

participants in critical aspects of banking with emphasis on Retail Banking

Leadership, selling and marketing of financial services and products, performance

management, superior customer service, and personal effectiveness with a view to

improving their productivity and performance in delivering growth in deposits and

quality risk assets; hence, enabling the bank achieve its overall business objectives.

It is a must-attend for all the Relationship Officers, Relationship Managers, Sales

and Marketing Staff, Team Leads, Branch Managers, Support Staff, and Customer

Service Officers in your bank – especially in the Retail Banking Division.

Course Outline


Fundamentals of Banking Business Domestic Banking Regulations Major Deposit and Loan Products of Retail Banks Other Banking Services and E-Channel Products Critical Success Factors for Retail Banks The Retail Banking Landscape Global Trends in Retail Banking Imbibing Sound Retail Lending Practices Cluster Lending/ Credit Programmes in Retail Banks Understanding Credit Scoring and Risk Rating Macroeconomic, Industry, and Business Analysis Selling & Marketing of Retail Banking Products & Services Customer Service Excellence for Retail Banks Personal Leadership For Sales and Service Officers Performance Monitoring & Management for Retail Banks Getting Ahead: Strategies For Market Leadership Other Top-level Strategies for Retail Banking Leadership Enterprise Risk Management For Retail Banks Wrap Up

For Whom Account/ Relationship Officers Relationship Managers Sales and Marketing Staff Team Leads Branch Managers Support Staff Customer Service

Duration: 5 Days

7. Basic Banking Operations – For Back-Office Staff

Overview Operations or Transaction Services staff members of a Deposit Money Bank are

critical to the smooth running of a bank’s daily operations. Their activities impact

heavily on the quality of customer service and experience, error-free banking

transactions, operational risk levels, interbank relationships, and the regulatory

compliance level, among others, in a bank.

The level of knowledge of banking practice and laws; the acquisition of technical

competence in handling operational activities or transactions; emotional intelligence;

and interpersonal skills are some of the critical requirements or qualifications of

effective operations staff.

This programme is specially designed to equip bank tellers with the right skills and

knowledge to perform their tasks effectively while also gaining a conceptual

understanding of banking business and regulatory framework in Nigeria.

Course Content Role of Banks as Intermediaries in the Financial Market Overview of Banking Regulations Account Opening Services/ “Know Your Customer” Rules Deposit and Loan Products Knowledge Pay & Receive Operational Excellence Funds Transfer and Clearing House Activities Ledgers and Accounting Entries The Interbank Settlement Scheme Initiatives Cashless Policy and Mobile Money Initiatives E-Channel Products and Branchless Banking International Trade and Foreign Operations Customer Service Excellence Effective Teamwork

For Whom

All Operations Staff

Young Relationship Officers

Other Back-Office Staff

Business Leaders and Managers

Duration: 3 Days

8. International Trade Finance and Operations

Overview International Trade and Foreign Exchange related transactions are common features of banks’ daily operations. In fact, they are becoming increasingly very critical to a bank’s existence and competitive edge in the 21st century financial system. Unfortunately, there remains very serious lack of knowledge and technical depth amongst relationship officers and managers, customer service officers, business leaders, importers, exporters, and other stakeholders in this critical aspect of banking business. This programme is designed to equip participants with a sound understanding of the fundamentals, procedures, rules, methods, and issues in International Trade and Foreign Operations. Case studies, experience sharing, class exercises, reading

exercises, quizzes, and role plays would be deployed to ensure thorough understanding of the subjects by all participants.

Course Content

An Overview Of International Finance International Financing Institutions The Foreign Exchange Market Eligible Transactions International Trade Operations Risk Analysis In International Trade Transactions Understanding The Sales Contract The Uniform Customs & Practice For Documentary Credits (UCPDC 600) International Trade Finance Facilities (Import & Export) The Foreign Exchange System The Domestic Foreign Exchange Manual or Guidelines – A Thorough Review Wrap Up

For Whom

Account/ Relationship Officers

Operations Staff

Credit Analysts and Administrators

Relationship Managers

Business Leaders

Duration: 3 Days

9. Knowledge-Driven Relationship Management Programme: For

Relationship Managers And Business Leaders In Financial Institutions

Course Overview In today’s tough and dynamic business landscape, the type of interactions and experience customers have in every interface with an organisation has become a major differentiating factor for customer acquisition, retention, and dormant account reactivation; and hence, business profitability and growth. This is especially so in the financial intermediation market. While it is imperative for Relationship Officers and Managers in Financial Institutions to possess great soft skills – interpersonal, communication, negotiation, email etiquettes, networking, personal grooming, social and other skills – the absence of appropriate technical or hard skills and knowledge would clearly inhibit the ability of these officers to actively engage and satisfy today’s knowledgeable customers in the financial market space. Successful financial institutions in the 21st Century business environment must pay special attention to the level of hard and soft skills possessed by their relationship and service managers in their critical roles of acquiring new relationships, retaining existing relationships, reactivating dormant relationships, ensuring an on-going

satisfaction of every customer, and improving the profitability of the bank’s relationships. This programme is uniquely designed to equip the participants with a good blend of the hard and soft skills required to effectively manage the various relationships in the bank – especially customer relationships – with a view to providing high quality financial services, deepening the bank’s market share, improving business profitability, and achieving the bank’s overall business objectives. COURSE OUTLINE

The following topics would be handled during the programme:

The Knowledge-Driven Relationship Manager Thorough Knowledge of Banking Business The Recent Developments in Domestic Banking Industry Macroeconomic, Industry, And Business Analyses – For Relationship

Managers Fundamentals of Customer Relationship Management Relationship Management Tools for Bankers Hard Skills For Relationship Managers In Banks (Customer Needs Analysis,

Value-Chain Analysis, Financial Markets Transactions Handling, Credit Risks Analysis, Financial Statements Analysis, Business Profitability Analysis, Understanding Your MPR

Soft Skills For Relationship Managers In Banks (Communication/ Presentation Skills, Interpersonal Skills, Negotiation Skills, Selling and Marketing Skills, Personal Grooming Skills, Digital Marketing Skills, Telephone Etiquettes, Email Etiquettes, Social and Networking Skills)

Customer Service Excellence Management And Leadership Lessons For Relationship Managers Achieving Work-Life Balance Parting Shots! (Keeping Ahead In The Market)

For Whom Account Officers Relationship Managers Service Officers and Managers Credit Officers and Managers Business/Team Leaders

Duration: 4 Days per Stream

10. Back-Office To Market-Facing Conversion Programme – For Staff of

Financial Institutions.

Overview

In order to improve cost-efficiency, achieve stronger market positioning, and

strengthen overall performance indices, financial institutions, oftentimes, require

to redeploy more experienced middle to senior management staff from back-

office functions to very challenging market-facing roles.

This transition or conversion comes with its anxiety and challenges; and when the

converted staff in not given the necessary training and mentoring support, the

change of role might lead to frustrations, redundancies, high attrition rate, lost

market opportunities, and sub-standard management and leadership practices in

teams.

This training and mentoring programme is specially designed to equip such

employees/ managers with the right attitudes, attributes and the technical skills to

perform their new roles effectively and successfully.

Training Outcome

Participants would, at the end of the programme, be able to:

Overcome the anxiety caused by the challenges of their new role.

Gain stronger knowledge of the macro-economic environment as well

as the industry where they operate.

Acquire basic skills in Credit Risk Analysis and Management.

Develop stronger sales and marketing, customer service, and

relationship management skills.

Better design, plan, implement, monitor, and report their team activities.

Modules To Be Covered:

The Winning Attitude/ Accepting Change

Financial Intermediation Business: A Review

Macro-economic, Industry and Business Analysis

Fundamentals of Credit Risk Analysis and Management

Strategic Selling & Marketing Skills Development

Customer Service and Relationship Management Excellence

Understanding the MPR and Budgeting Process

Effective Management and Leadership in Teams

Parting Shots!

Who To Attend:

Newly Converted Market-Facing Staff

Back-Office/ Operations Staff

Account Officers and Relationship Managers

Team Leads and Group Heads

Duration: 7 Days

11. Basic Banking Excellence Programme – For Transaction Officers And Executive Assistants In Financial Institutions

Course Overview

In today’s competitive banking landscape, a bank’s ability to strategically market its

products and services, achieve strong positioning in the marketplace as well as

create enjoyable customer experience for its customers and prospects is very critical

to operational leadership and sustainable business growth and development.

Every 21st century bank employee (especially the market-facing staff) is required to

possess strong knowledge of banking business, macroeconomic and environmental

issues as well as sound attitudes and skills in selling and marketing, customer

service excellence, and customer relationship management, among others, in an era

where customers are very informed with ever changing consumer preferences and

behaviour.

This programme is guaranteed to deepen and widen the skills and capabilities of the participants in critical aspects of banking with emphasis on selling and marketing of financial services and products with a view to improving their effectiveness and performance in delivering growth in deposits and quality risk assets; hence, enabling the bank achieve its overall business objectives. Participants would find this highly interactive training programme useful in sharpening their skills, and supporting their ability to deliver assigned targets in their business areas. Course Outline


Financial Intermediation and Related Risks Understanding Your Bank’s Business SWOT Analysis of the Banking Sector Critical Success Factors For Financial Institutions Macroeconomic, Industry, and Business Risks Analysis – For Bankers Group Presentations on Industry Analysis Selling & Marketing Skills Development Customer Service Excellence Basic Relationship Management Tips Case Study Personal Leadership For Sales and Service Officers Becoming the “Leader” In Your Team. Wrap Up

For Whom Account/ Relationship Officers Salespeople Customer Service Officers Team Leads Relationship Managers

Branch Operations Staff Duration: 3 Days (minimum)

12. Product Development, Customer Acquisition, and Effective Relationship Management – For Financial Institutions

Course Overview In order to achieve operational excellence, and sustain market leadership in today’s

financial services industry, a financial institution must constantly improve its capacity

to develop and update its products and services to provide innovative solutions to

the ever-changing needs of its target market or segments. This is very essential for

customer acquisition and retention, dormant account reactivation, and effective

relationship management in financial institutions.

Account Officers, Relationship Managers, Customer Service Professionals, and

other customer-facing officers in a financial institution play very key roles in the

product development process by identifying and evaluating new product ideas, and

working with the product development team at every stage of the process to ensure

continued customer satisfaction – which enhances customer acquisition, retention,

and effective relationship management.

This programme is specially designed to equip participants with the skills,

knowledge, and motivation required to improve overall business profitability through

proper market segmentation, customer needs analysis, products development and

updates for continued customer satisfaction, efficient service delivery systems,

customer experience management, and effective relationship management.

Course Content

The following modules would be covered during the programme:

Overview of Banking Business Market Segmentation: Matching Customer Segments with Products/

Services The Importance of Data Mining Customer Needs Analysis Products & Services: The Heart of the Marketing Mix Fundamentals of Product Development The New Product Development Process Product Quality, Value and Pricing Financial Services Delivery Systems Strategic Multi-Channel Management Customer Acquisition: Growing the Volumes Reactivating Dormant Relationships Customer Experience Management

Building Profitable and Long-Term Relationships Personal Effectiveness For Account Officers and Relationship Managers Parting Shots!

For Whom

Customer Service Officers and Managers

Account/ Relationship Officers and Managers

Business Development Managers

Product Development Officers

Branch/ Business Leaders

Back-Officer Managers

Course duration: 3 days

13. Organizational Effectiveness Programme - For Financial Institutions Overview This is a specially designed training programme (for Financial Institutions) that would enable participants’ team(s) or organization(s) unlock the potentials in their staff. Participants would be mentored on critical elements or standards for building a strong Financial Institution brand – from shared vision and mission, to culture issues, to personal effectiveness, to customer service imperatives, all the way to sound management and leadership practices. The ultimate objective is to ensure that the organization is very effective in managing its resources, reducing the cost of doing business, improving revenue, hence, gaining competitive advantage in the market-place. Participants would be challenged to become better in their contribution to organizational growth and development. Course Content

Laying the Foundation – Our Journey So Far

Standards For Building A Successful FI Brand

Understanding Your Bank’s Business

Building A Winning Culture

Developing Empowering Attitude

Becoming A Knowledgeable Banking Professional

Personal Effectiveness For Business Professionals

Enjoyable Customer Service

Relationship Management Excellence

Building Effective and High-Performing Teams

Effective Management and Leadership in Organizations.

Parting Shots!

Who Should Attend?

Relationship Officers & Managers

Customer Service Officers

Sales People

Team Leaders & Group Heads

Back-Office Staff

Duration: 3 Days

14. Specialized Micro-Finance Lending Workshop

Course Overview Micro, Small and Medium Enterprises (MSMEs) have proven to be the principal drivers of inclusive economic growth, transformation, and development in almost every economy around the world. And in today’s complex, dynamic, and challenging business environment where large corporates, multinationals, and conglomerates are constantly battling with issues around mergers and acquisitions, right-sizing, restructuring, divestments, and even liquidations, and so on, MSMEs have proven to be the strong alternatives for hope and growth. There is therefore a need for renewed interest and emphasis on small business lending by all lending institutions in Nigeria – Micro-Finance Banks, Commercial Banks, Mortgage Banks, Other Special Banks, as well as Development Finance Institutions. But with this interest must come well-designed and appropriately executed training of lending officers who MUST NOT approach small business lending the same way they would commercial loans. This training and mentoring programme is comprehensively designed to strengthen

the capacity of all participants to understand and analyze various risks in lending,

appraise credit requests, package and process loans – with focus on micro-credits -

and effectively manage the bank’s loan portfolio in their assigned business areas.

Critical topics in environmental and business-specific analyses, loan structuring,

financial risk analysis, loan monitoring, among others would be clearly treated.

This programme is specially designed to equip loan officers with the right skills and knowledge to successfully lend to Micro, Small and Medium Enterprises (MSMEs), and therefore achieve the bank’s overall lending objectives. Course Outline The general outline of the programme would be as follows:

The Structure of Nigeria’s Financial System The Financial Intermediation Process The Major Risks in Financial Institutions The Importance of Capital Adequacy Major Banking Laws and Regulations in Nigeria Introduction to Micro-Finance Lending Understanding the Micro, Small and Medium Enterprises (MSMEs) in Nigeria Qualities of a Good MSME Lending Officer Understanding the Regulatory and Supervisory Framework For Micro-Finance

in Nigeria Paradigm Shift in Micro-Financing Critical Success Factors in Small Business Lending Fundamentals of Credit Risk Analysis The Credit Process Principles of Credit (The Canons) Framework for Analyzing Credit Risks The Credit Policy Guide (CPG) Macroeconomic, Industry, And Business Analyses – For Lending Officers

Financial Risks Analysis – For MSMEs Working Capital Analysis Case Study/ Group Presentations Credit Processing, Control & Administration Credit Structuring Imperatives – For Small Businesses Short Case Study & Class Exercises Loan Monitoring & Port-Disbursement Best Practices The Prudential Guidelines & Loan Performance Indicators Managing Problem or Delinquent Credit Facilities Loan Work-Out and Recovery Strategies Parting Shots - Leading the Micro-Finance Revolution in Nigeria

For Whom Micro-Finance Bankers Account Officers and Relationship Managers Credit Analysts Loan Remedial Officers Micro-Finance Leaders Business Executives


15. SPECIALIZED MORTGAGE LENDING WORKSHOP – FOR FIs AND GOVERNMENT AGENCIES

Course Overview

The Housing Sector plays a critical role in the pursuit of economic growth and

development in every nation – especially developing economies. With the

overwhelming housing deficit in many developing economies (creating billion dollar

opportunities in the sector), mortgage banks and institutions, commercial and retail

banks, development finance institutions, and even government agencies have an

enormous challenge in ensuring the mobilization of long-term funds, extending

mortgage facilities, and expanding of mortgage lending services to all segments of

the economy.

Achieving these objectives involves the critical and enormous role of creating,

managing, controlling, administering, monitoring, working out, and recovering of

various sizes of mortgage loan facilities granted to their numerous clients/

customers. And to perform these roles effectively, it is imperative that every staff

must be thoroughly grounded in credit risk analysis and management skills – with

special focus on credit assessment and control, non-performing loan work-out and

recovery strategies, customer relationship management tools and practices, and

strategic management and leadership skills.

This programme is uniquely designed to equip the participants with the thorough understanding of the strategic imperatives for successful mortgage lending as well as develop the skills to effectively monitor, work-out, and recover non-performing or delinquent mortgage loans in their books with a view to enabling their institutions achieve their strategic objectives. Course Objectives:

Highlight the critical importance of the housing sector in the domestic

economic development drive. Appreciate the challenges and the huge opportunities in the housing market. Understand the legal, regulatory and policy issues in the mortgage market. Thorough understanding of mortgage lending and loan processing. Improving access to mortgage loans. Gain insights into Infrastructure Projects Financing (with emphasis on housing

projects). Course Outline

The following topics would be handled during the programme:

Housing Versus Economic Development The Housing Challenge and Opportunities National Housing Policy Reviews The Nature and Structure of the Domestic Mortgage Market Recent Developments in the Mortgage Market Property Law and Real Estate Documentations

Introduction to Credit Risk Analysis for Mortgage Lenders The Credit Policy Guide Macroeconomic, Industry, and Business Risks Analyses – For Credit Officers Mortgage Loans Processing and Structuring Technical Aspects of Mortgage Loans Understanding the Annuities Concept in Mortgage Loan Repayment Credit Administration and Control Loan Monitoring and Disbursement Best Practices The Prudential Guideline Mortgage Loan Work-Out and Recovery Strategies Brief Overview of Infrastructure/ Project Financing

For Whom Officers and Managers in Mortgage Banks, Savings and Loans Companies,

Finance Houses, DFIs, Commercial Banks, etc. Real Estate Managers and Financiers Investment Analysts and Portfolio Managers Bankers and Employees of Non-Bank FIs Staff of State and Federal Ministries of Housing and Urban Development. Credit officers in banks and non-bank financial institutions


The following courses are also available for Financial Institutions,

and can be designed to suit the peculiar needs of the FIs:

16. Understanding and Preparing Bank’s MPR Reports 17. Specialized Development Financing Workshop 18. Specialized Training For Non-Bank Financial Institutions 19. Commercial Banking Master-Class 20. Financial Inclusion Strategy Workshop

banking, economics, accounting, and finance (beaf)...

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