Fundamentals of Corporate Credit Course

Course Overview:

The Fundamentals of Corporate Credit course is intended to equip participants with the core competencies that are primary for credit risk assessment and management. After participating in this course, learners will be able to utilize a systematic approach towards credit evaluation, evaluate the relationship that exists between different aspects of a management team and some important economic outcomes of the organization, and analyze financial documents and ratios to provide an opinion on the debt repayment capacity of an organization.

The course further on introduces participants to cash flow cycles, what risks are there and how to communicate risks to relevant audiences .Target audience covers a wide range of commercial credit practitioners including commercial credit analysts, loan officers, relationship managers, investors among many other practitioners in the industry. The course focuses on credit control, questioning, assertiveness, and negotiation skill models, among other practical aspects.

It also addresses the payments gap period challenges, payment evasion and difficult customers interactions and seeks to assist by providing effective communication and legal aspects impulsive to debt recovery. This course is useful for participants who desire to develop and reinforce a corporate credit analyzing skillset.

Course Objectives:

At the end of this Fundamentals of Corporate Credit Course, learners will be able to do:

• Apply a structured framework to the credit analysis process
• Assess the role of management in the financial performance of a company
• Understand financial statements, their structure and composition, and basic accounting concepts and principles.
• Calculate and interpret key ratios used to evaluate the repayment prospects of a company
• Determine cash movement dynamics and ascertain their importance in the analysis process
• Summarize the key risks associated with a borrower and communicate them effectively

Who Should Attend?

The course is aimed at all those who would like to acquire a solid foundation of credit risk analysis skills, and/or those who simply need a “refresher” of their existing skills. Delegates can come from a broad range of backgrounds, such as Commercial credit analysts’ Commercial lenders, loan officers, and relationship managers Fixed income professionals Investors other financial professionals.

Course Outlines:

Credit Control

• The role of a Credit Controller
• The Credit Control Process
• Understanding your customer’s needs

Listening Skills

• Steps for effective listening
• Practical Exercises

Questioning Skills

• Practical questioning techniques
• Phrasing open and closed

Confidence and Assertiveness 

• Confidence building
• What is ‘Assertiveness’ and why it’s important
• The impact of assertive behavior

Confident Language

• Using the correct words
• Powerful phrases to get your message across
• Phrases to use with confidence
• Language to avoid

Preparing for the Call

• First Impressions
• Information gathering & question
• Importance of voice
• Vocal techniques

Common Difficulties

• Dealing with a variety of clients
• The many reasons for non-payment
• Dealing with evasion, delays, and complainers
• Dealing with difficult customers

Making the Call

• Asking for payment
• Guiding the customer to a state in which they will agree on the payment
• Engaging with people
• Structure of a call

Negotiating Skills

• Understanding the ‘Rule of Reciprocity’
• Levels of negotiation

Legal Procedures

• Small Claims Court & Debt Collection Agencies

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