Retail Banking For Professionals - MA · A 4-Day Training Event 27th - 30th April 2009, London 25th - 28th May 2009, London 5th - 8th October 2009, London 7th - 10th December 2009,

Retail Banking for Professionals

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In-depth focus on retail banking at both strategic and operational levels

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Course Director: Mark Andrews

A 4-Day Training Event27th - 30th April 2009, London25th - 28th May 2009, London

5th - 8th October 2009, London7th - 10th December 2009, London

Attend this Training Event and you will:Gain in-depth knowledge on retail banking at both thestrategic and operational levels. Experienced bankers canupdate their skills and gain a better and more detailedunderstanding of the changing banking business, thecurrent economic climate and the recent regulatory andmarket challenges

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Who Should Attend?This programme is designed for those withsome experience in retail banking as well asthose who feel in need of a refresher inorder to further advance their knowledgeand understanding.

Learning LevelIntermediate

Knowledge Pre-RequisitesA working knowledge of retail banking isassumed but if necessary the course willcommence with a very brief refresher to dealwith essential concepts.

Course DirectorMark AndrewsMark Andrews is a banker with over 25 years experience in the UK andinternational banking sector. He qualified as an Associate in CharteredInstitute of Bankers in 1981 finishing as the top candidate of that year andwinning the Whitehead Prize for Monetary Theory.Mark joined Lloyds Bank in the 1970s on an accelerated programme afterbank sponsored courses at Cambridge University and Manchester BusinessSchool where he was enrolled. He was appointed one of the first managersin the bank’s Corporate Banking Division which at that time was a pioneeringdevelopment within a clearing bank offering relationship managers to thebank’s largest corporate clients.During the 1980s Mark was appointed as one of the youngest Lloyds LondonCity branch managers specialising in international bank clients and moneymarket institutions. He was appointed the first commercial services managerin the UK in 1985, another pioneering development – now the norm –offering senior relationship management to middle market corporate clients.Mark was subsequently promoted back to the Corporate Banking division asa senior corporate manager responsible for treasury and bankingrequirements of the bank’s largest client, the hotels and property sector. From 1990 -1999 Mark served as a main board director of Granville HoldingsPLC, London City based merchant bank. His responsibilities includedmanaging the group’s wholly owned banking subsidiary, liaising directly withthe Bank of England on supervisory matters, raising capital and finance,managing the Granville’s lending, investment and deposit taking activities.For the past six years Mark has established and successfully developed hisown banking and financial consultancy and training business for financialservice institutions in the UK, Europe and emerging markets.

Training Event Focus and FeaturesEven with the challenges of the recent banking crisis, there remains agrowing and profitable market for retail banking across the world,especially in emerging markets where the previously “unbanked” nowrequire banking facilities in increasing numbers. Retail banking offers a hugerange of services to a wide variety of clients and the skills needed tomanage a retail operation remain many and varied. The recent liquiditycrisis has added additional management challenges and will change somebanking practices permanently. As clients, shareholders and regulators seekreassurance that their institution is soundly based, the need for up to dateskills has never been greater.This course provides delegates with an intermediate level in-depth focuson retail banking at both the strategic and operational levels. Experiencedbankers can update their skills and gain a better and more detailedunderstanding of the changing banking business, the current economicclimate and the recent regulatory and market challenges.

Fee£2345.00 (ex. VAT)

In-House TrainingSave up to 50% on training

Tailored Training for your team and save up to50% when you run this course in-house. If youhave 6 or more people who require training onthe same topic, we can tailor training coursesto meet your exact needs and budget, savingyou up to 50%. We charge per day NOT perdelegate, so the cost remains the sameregardless of how many people you have inyour team.

With In-House Training You Will:• Save money over public training event feesin addition to savings on travel andaccommodation costs.• Save time on travel as the instructor willtravel to you. Furthermore, the training canbe held at the most convenient time for you.• Ensure the relevance of the training eventfor your organisation and industry. You maywish to tailor the structure and methodologyof your seminar or customise the seminar orto meet the expertise levels of your attendingemployees.

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Session 1: ReviewObjective: An overview and refresherGeneral Introduction

• What is a bank• The role of banks• Type of banks• Client base• Services• Personnel• Economies of scale• Management structure• Regulation & reporting• Shareholders expectations

Session 2: Deposit TakingObjective: To understand the strategy and methodologyunderlining deposit taking

• Definition• Data bases & infrastructure• Information gathering• Deposit mix – current, deposit, term or fixed• Liquidity needs & policy• Pricing & advertising • ATM’s• Cash handling• Money laundering constraints & know your customer • Strategic goals• Risk• Regulation• Deposit protection• Profit considerations - hedging

Session 3: The Principles & Control of LendingObjective: To consider lending strategies and risk controlLending principles

• Basic principles of lending - “CCCPARTS”• Policy and strategic goals/limitations• Risk management & growth• Regulatory constraints• Brief discussion of Basel II• Liquidity issues• Hedging & swaps

AGENDATypes of Lending

• Overdrafts & loans• Term finance• Asset finance• Leasing• Mortgages.• Risk & reward considerations• Capital adequacy, cost & return issues

Session 4: Structured LendingObjective: Provide a basic understanding of more complexlending techniques

• Types • Interest only, phased, balloon & bullet terms• Cash flow and information requirements• Risks associated with interest roll up • Security & control• How does it work in practice

Session 5: Syndicated LendingObjective: A brief introduction to the concept ofsyndication

• What is syndication• When is it applicable• Lead or participant role• Risks & rewards• Documentation

Session 6: Credit AnalysisObjective: An overview of credit analysis

• Proposals• Plans• Forecasts• History• Sector• Security• Risk Reward• Global or book analysis• Systemic analysis

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Session 7: The Management of RiskObjective: To consider the management of risk at anoperational level.

• What is risk• Types of risk• Lending limits• Security limits• Unsecured limits• Monitoring & control – A & L Committee• Reports, limits, excesses• Risk control• Debt recovery

Session 8: Pricing & Required ReturnObjective: How to balance the demands of profitgeneration with risk management and control.

• Risk/reward• Secured/unsecured• Return on capital• Liquidity• Short & medium term• Head office expectations• Shareholder expectations

Session 9: Capital Requirements & RegulationsObjective: An overview of organisational and regulatoryconsiderationsCapital Requirements

• Basel II• Liquidity requirements• “Open mouth”operations• Loan book cover

Regulations• International rules• National & regional rules• Other rules• Money laundering• Audit trails

Session 10: Sources of FundingObjective: An understanding of funding sources available toa retail bank. • Current accounts• Deposit and term accounts

• Money markets• Inter bank markets• Commercial paper• Liquidity crisis issues

Session 11: Distribution Channels & TechnologyObjective: How retail branches assist growth and the role oftechnologyDistribution Channels

• Branch network• Other organisations• Internet

Technology• Importance • Cost• Client requirements• Management requirements• Regulatory Requirements• Civil Service model

Session 12: Asset ManagementObjective: Understanding the broad management of thebank’s assets

• Asset definitions• Micro management• Macro management• Strategic goals• Profit goals• Regulatory constraints

Session 13: The Impact of the Banking Crisis &Way Forward

• What is it• What caused it• When will it subside• SWOT analysis• Consequences for retail bankers

Course Methodology & InstructorsUsing a mixture of structured lectures, delegate discussionsand practical case studies, delegates will improve their skillsby direct learning, through group discussions and by sharingtheir own experiences as well as those of the expert trainer.The trainer will encourage active debate at all times toensure that delegates are able to gain the maximum benefitfrom the course. The case studies will be tailored to matchthe mix of ability and experience of the delegates attendingthe course ensuring that the examples all have direct andactual relevance to the group’s individual workingenvironments.

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TERMS AND CONDITIONSTerms and conditions will be according to our Premier’s standard training ‘Terms of Business’. Please note the followingpoints:l Payment is due 30 days from date of invoice, or before or on the day of the course if this is the first booking with

Premier.l If the course is cancelled within fourteen days of course commencement there wil be a 100% cancellation charge.

TO BE COMPLETED BY CLIENTAfter ensuring that all course details are correct, please either sign below and FAX back to confirm your acceptance of thisbooking and our Terms and Conditions or check this box to confirm your booking and return by E-Mail.


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Retail Banking For Professionals - MA · A 4-Day Training Event 27th - 30th April 2009, London 25th - 28th May 2009, London 5th - 8th October 2009, London 7th - 10th December 2009,