Commercial Banking School
October 7-9, 2024 & October 28-30, 2024 | Hampton Inn Richmond West Innsbrook
October 7-9, 2024 & October 28-30, 2024 | Hampton Inn Richmond West Innsbrook
Developed in partnership with the University of Richmond Robins School of Business, Commercial Banking School is designed to provide comprehensive training, allowing banks the opportunity to build bench strength within their commercial banking division.
Application Starts at the School!: During the week, participants will have an opportunity to apply what they have learned through group exercises where they will analyze a realistic loan request, consider the important decision factors, outline recommendations and then, on Friday, deliver their group’s recommended course of action to a panel of bankers.
Application Starts at the School!: During the week, participants will have an opportunity to apply what they have learned through group exercises where they will analyze a realistic loan request, consider the important decision factors, outline recommendations and then, on Friday, deliver their group’s recommended course of action to a panel of bankers.
Schedule & Session Descriptions
2024 SCHEDULE
Session 1Monday, October 7 - 10:30 a.m. – 5:00 p.m.
Tuesday, October 8 - 9:00 a.m. – 5:00 p.m.
Wednesday, October 9 - 9:00a.m. – 2:00 p.m.
Session 2Monday, October 28 - 10:30 a.m. – 5:00 p.m.
Tuesday, October 29 - 9:00 a.m. – 5:00 p.m.
Wednesday, October 30 - 9:00a.m. – 12:00 p.m.
SESSION DESCRIPTIONS
Leveraging Your Strengths as a Leader in Commercial BankingParticipants will complete a leadership assessment in advance of the first session. During our time together, we will identify how your personal strengths bring value to the bank and your clients and identify personal areas of opportunity.
Identifying Your Bank’s Strategy and Market Differentiators In a competitive marketplace, your bank will need to develop a clear and compelling strategy to win commercial loan business based on elements that distinguish your offerings. In this session, you will learn how to identify and develop those differentiators and to apply strategic thinking in your pursuit of new business.
Servicing Loan Customers Over the Long RunThe most successful relationships between banks and their clients have many touchpoints. In this session, we will discuss how to better connect with leaders within your client organizations in order that you might innovate in partnership with those firms over the long-term horizon.
Evaluating Current Customers & Pursuing New BusinessCommercial lenders often inherit a portfolio of customers and may not have the tools needed to properly evaluate the various pieces. In this session, you will learn how to properly examine current customers and what avenues you could pursue in order to generate new leads through business development activities.
Financial Accounting BasicsIn this session, you will get answers to questions you might have been afraid to ask. We will explore balance sheets and income statements as well as audit opinions and tax returns. Our aim is to demystify these concepts for commercial lenders.
Credit Risks & Determining Appropriate Loan StructureTruly understanding the purpose of the loan request is only the beginning. In this session, you will learn to conduct a credit risk assessment, identify a client’s repayment capacity and determine the appropriate collateral. We will also discuss covenants and common loan documents.
Negotiating Effectively and Earning BusinessWe know a great deal about what separates successful negotiators from average ones. In this session, you will learn a process for preparing to negotiate as well as tools to use during negotiations with internal and external stakeholders.
Deepening Your Understanding of Your Clients and Their Future OpportunitiesSuccess as a commercial lender requires that you be viewed as a “trusted advisor” by your clients. In this session, you will learn how to deepen your understanding of your client firm’s strategy in order to be able to anticipate their needs and develop offerings that meet those needs.
Group PresentationsParticipants will present to a panel of bankers a recommended course of action based on their group’s analysis of a loan request.
*Agenda, topics and descriptions are subject to change
Session 1Monday, October 7 - 10:30 a.m. – 5:00 p.m.
Tuesday, October 8 - 9:00 a.m. – 5:00 p.m.
Wednesday, October 9 - 9:00a.m. – 2:00 p.m.
Session 2Monday, October 28 - 10:30 a.m. – 5:00 p.m.
Tuesday, October 29 - 9:00 a.m. – 5:00 p.m.
Wednesday, October 30 - 9:00a.m. – 12:00 p.m.
SESSION DESCRIPTIONS
Leveraging Your Strengths as a Leader in Commercial BankingParticipants will complete a leadership assessment in advance of the first session. During our time together, we will identify how your personal strengths bring value to the bank and your clients and identify personal areas of opportunity.
Identifying Your Bank’s Strategy and Market Differentiators In a competitive marketplace, your bank will need to develop a clear and compelling strategy to win commercial loan business based on elements that distinguish your offerings. In this session, you will learn how to identify and develop those differentiators and to apply strategic thinking in your pursuit of new business.
Servicing Loan Customers Over the Long RunThe most successful relationships between banks and their clients have many touchpoints. In this session, we will discuss how to better connect with leaders within your client organizations in order that you might innovate in partnership with those firms over the long-term horizon.
Evaluating Current Customers & Pursuing New BusinessCommercial lenders often inherit a portfolio of customers and may not have the tools needed to properly evaluate the various pieces. In this session, you will learn how to properly examine current customers and what avenues you could pursue in order to generate new leads through business development activities.
Financial Accounting BasicsIn this session, you will get answers to questions you might have been afraid to ask. We will explore balance sheets and income statements as well as audit opinions and tax returns. Our aim is to demystify these concepts for commercial lenders.
Credit Risks & Determining Appropriate Loan StructureTruly understanding the purpose of the loan request is only the beginning. In this session, you will learn to conduct a credit risk assessment, identify a client’s repayment capacity and determine the appropriate collateral. We will also discuss covenants and common loan documents.
Negotiating Effectively and Earning BusinessWe know a great deal about what separates successful negotiators from average ones. In this session, you will learn a process for preparing to negotiate as well as tools to use during negotiations with internal and external stakeholders.
Deepening Your Understanding of Your Clients and Their Future OpportunitiesSuccess as a commercial lender requires that you be viewed as a “trusted advisor” by your clients. In this session, you will learn how to deepen your understanding of your client firm’s strategy in order to be able to anticipate their needs and develop offerings that meet those needs.
Group PresentationsParticipants will present to a panel of bankers a recommended course of action based on their group’s analysis of a loan request.
*Agenda, topics and descriptions are subject to change
Registration
Tuition for the 2024 Commercial Banking School session is $1,595 for VBA/MBA members and $2,095 for non-members.
A minimum of two years of commercial banking experience is strongly suggested and provides the core knowledge needed to be successful in the school. Contact Kristen Reid with further questions.
A minimum of two years of commercial banking experience is strongly suggested and provides the core knowledge needed to be successful in the school. Contact Kristen Reid with further questions.
Hotel Information
Hampton Inn Richmond West Innsbrook
10800 W Broad Street
Glen Allen, VA 23060
The VBA has a negotiated rate of $119/night, plus applicable taxes and fees. To take advantage of the negotiated rate, reservations must be made by Sunday, September 22nd. Click here to make your reservation for session one. Click here to make your reservation for session two.
10800 W Broad Street
Glen Allen, VA 23060
The VBA has a negotiated rate of $119/night, plus applicable taxes and fees. To take advantage of the negotiated rate, reservations must be made by Sunday, September 22nd. Click here to make your reservation for session one. Click here to make your reservation for session two.
Sponsorship Opportunities
Please contact VBA's Amy Binns for information.
Questions?
MBA Members - Contact Ann DeVilbiss, MBA's Head of Events & Membership Experience, at (443) 837-1606.
VBA Members - Contact Kristen Reid, VBA's Vice President, Education & Training, at (804) 819-4731.
MBA Members - Contact Ann DeVilbiss, MBA's Head of Events & Membership Experience, at (443) 837-1606.
VBA Members - Contact Kristen Reid, VBA's Vice President, Education & Training, at (804) 819-4731.
