Business Lending Certification School

Course Description

The Year 1 Commercial Lending Foundations course is designed to provide an introduction to the different areas associated with the commercial lending department. Attendees will experience an overview of commercial credit administration, commercial credit analysis, commercial business development and NCUA regulations governing all facets of commercial lending.

Topics Include

• Exploration of NCUA regulations, specifically Part 723: Commercial & Member Business Loans
• Building a commercial credit department
• Identifying key components of a loan package
• An overview of supporting financial information
• Understanding collateral and collateral valuation methodologies
• Development of business negotiating skills and establishment of sales approaches and call types

Learning Objectives & Outcomes

• After attending this program, participants will be able to:
• Employ the 5 Cs of credit for credit decisioning
• Understand the key concepts utilized in the commercial loan underwriting process
• Comprehend the analysis provided in a credit presentation/memorandum
• Develop an understanding of the key components within NCUA Part 723
• Explore management of commercial loans beyond approval
• Grasp sales and relationship skills utilized for business development

Audience

This course is intended for board members, senior management and all supporting staff currently engaged in or seeking a role in the commercial lending department of the credit union.

Prerequisites

None required, however, an optional pre-conference workshop is available for separate registration.

Designation Requirements

Attending Year 1 and successfully completing the corresponding exam is the first step required in attending all three years of the CUNA Business Lending Certification School to ultimately earn the designation.

Schedule

Monday – Thursday, 8:30 am – 5:00 pm – University of Wisconsin-Madison School of Business – Grainger Hall 

Students select one of two tracks offered for Year 2 curriculum – either credit administration or credit analysis.

Course Description

The Year 2 Credit Administration course is designed to provide an overview on how to develop and maintain a credit administration function that aligns with the risk tolerance, credit culture and mission of the credit union. Through group activities, class participation and instruction, participants are exposed to methods and resources to provide guidance to anyone involved in commercial/business lending to ensure safeguards are in place to manage the loan portfolio in a safe and sound manner.

Topics Include

• Establishing effective policies, processes and procedures
• Setting and monitoring concentration levels
• Managing problem loans, workouts and collections
• Building a commercial loan risk management process and rating system
• Reviewing general documentation and its importance in protecting the credit union
• Utilizing underwriting analysis and credit presentations to control risk 

Tools

Participants will learn skills and be provided tools to:

• Set the credit culture within an organization
• Create and manage a highly effective risk assessment and credit underwriting system
• Define and utilize a risk rating system to manage portfolios
• Establish a robust loan documentation and review process
• Develop, utilize and maintain reporting systems for portfolio management
• Leverage NCUA Examiner Guidance 

Learning Objectives & Outcomes

After attending this program, participants will be able to:

• Have a more thorough understanding of all aspects of credit administration
• Know how to use National Credit Union Administration (NCUA) guidance as a resource
• Connect credit administration to loan underwriting and production at their credit unions
• Have resources to develop and implement policies, reports, risk rating systems and much more

Audience

This course is intended for participants that are currently or will be serving in credit administration positions, for junior and senior managers desiring a better understanding of credit administration and portfolio management, any lenders/branch managers/business development officers who need to be better prepared to perform in their current positions.

Prerequisites

Attending Year 1 and successfully completing the coursework and exam are required prior to registering for Year 2. 

Designation Requirements

Attending Year 2 and successfully completing the corresponding exam is the second step required in attending all three years of the CUNA Business Lending Certification School to ultimately earn the designation.

Schedule

Monday – Thursday, 8:30 am – 5:00 pm – University of Wisconsin-Madison School of Business – Grainger Hall

Course Description

The Year 3 Commercial Lending Finale course serves as the final year of the certification school and is designed to provide an opportunity for attendees to create, explore and design applications for integrating credit analysis, credit administration and business development concepts. The integration of these topics will establish the foundation for a successful commercial lending department within the attendee’s credit union. Through group activities, class participation and instruction, participants are exposed to methods that take a commercial transaction request from relationship building and prospecting through the decisioning process with the outcome being a well-managed commercial credit and commercial loan portfolio. The focus of this final year is synthesizing the various roles of business development, credit analysis, and credit administration which have been learned in Year 1 & Year 2 to now come together to apply skills and knowledge to contribute to managing a successful commercial loan department. 

Topics Include

• Building a portfolio that meets the mission and risk tolerance of your credit union
• Creating credit presentations that satisfy the program in its entirety
• Managing expectations of risk and portfolio growth
• Integrating a solid credit philosophy within the organization
• Beyond loans – What other products and services are needed for businesses?
• Working with credit administration department and underwriters for common goals 

Tools

Participants will learn skills and be provided tools to:

• Integrate all aspects of the commercial transaction process
• Create reasonable expectations that utilize the varied skills of all disciplines
• Monitor outcomes across the program spectrum that identify and monitor success
• Establish key elements of a high performing credit culture
• Identify the importance and benefits of moving away from a transaction mentality
• Identify the value of a high functioning program for both the credit union and the membership

Learning Objectives & Outcomes

After attending this program, participants will be able to:

• Initiate an integrated approach to the commercial lending process
• Build systems, processes and reporting that lead to accurate monitoring
• Establish key policies needed for regulatory compliance
• Establish balanced outcomes for commercial loan origination, administration and organizational goals

Audience

Year 3 brings the attendees from the specialized tracks of Year 2 together to contribute to the ongoing success of a high functioning commercial lending department. Attendees will include senior lending managers, commercial/business lending department managers, business development officers and credit analysts. 

Prerequisites

Attending Year 1 & Year 2 (one specific track) and successfully completing the coursework and exams are required prior to registering for Year 3.

Designation Requirements

Attending Year 3 and successfully completing the corresponding exam is the third and final step required in attending all three years of the CUNA Business Lending Certification School to ultimately earn the designation.

Schedule

Monday – Thursday, 8:30 am – 5:00 pm – University of Wisconsin-Madison School of Business – Grainger Hall