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If required, Premier will be happy to arrange hotel accommodation.


Session 1: Review

Objective: An overview and refresher

General 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
  • Exercise: What are the primary considerations for establishing a retail banking operation? Consider this from four viewpoints; management, owners, customers and regulators.

Session 2: Deposit taking

Objective: To understand the strategy and methodology underlining 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
  • Exercise: What strategy, given your own market places, would you set for deposit taking- bear in mind the four viewpoints; management, owners, customers and regulators.

Session 3: The Principles & Control of Lending

Objective: To consider lending strategies and risk control.

Lending 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
  • Exercise: What lending policies would you recommend for your area of operation and why – again all 4 viewpoints
  • Types of Lending
  • Overdrafts & loans
  • Term finance
  • Asset finance
  • Leasing
  • Mortgages.
  • Risk & reward considerations
  • Capital adequacy, cost & return issues
  • Exercise : An established client has started a retail business and asks if you can provide working capital and longer term capital. They are also thinking about buying further property. Consider the various options.
  • Exercise : A new client has asked for an overdraft facility and a car loan. How will you assess this?

Session 4: Structured Lending

Objective: Provide a basic understanding of more complex lending techniques

Structured Lending

  • 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
  • Exercise: An established client is developing and opening a small hotel and asks you to help fund it. How and in what ways could you structure his borrowing requirements?

Session 5: Syndicated Lending

Objective: A brief introduction to the concept of syndication.

Syndicated Loans

  • What is syndication
  • When is it applicable
  • Lead or participant role
  • Risks & rewards
  • Documentation
  • Exercise: To suit group needs

Session 6: Credit Analysis

Objective: An overview of credit analysis..

Credit Analysis

  • Proposals
  • Plans
  • Forecasts
  • History
  • Sector
  • Security
  • Risk Reward
  • Global or book analysis
  • Systemic analysis
  • Exercise: You have been approached by a good and valued client who is looking to take on a major commitment for which he will require your support but before starting he would like to know from you what you will need from him.
  • Exercise: Consider the broader implications of taking on a very large commitment.

Session 7: The Management of Risk

Objective: To consider the management of risk at an operational level.

The Management of Risk

  • What is risk
  • Types of risk
  • Lending limits
  • Security limits
  • Unsecured limits
  • Monitoring & control – A & L Committee
  • Reports, limits, excesses
  • Risk control
  • Debt recovery
  • Exercise: Consider the lending carried out by your own organisation. How well is it controlled, monitored and or policed?

Session 8: Pricing & Required Return

Objective: How to balance the demands of profit generation with risk management and control.

Pricing & Required Return

  • Risk/reward
  • Secured/unsecured
  • Return on capital
  • Liquidity
  • Short & medium term
  • Head office expectations
  • Shareholder expectations
  • Exercise: To suit Group needs

Session 9: Capital Requirements & Regulations

Objective: An overview of organisational and regulatory considerations

Capital Requirements

  • Basel II
  • Liquidity requirements
  • “Open mouth”operations
  • Loan book cover
  • Regulations
  • International rules
  • National & regional rules
  • Other rules
  • Money laundering
  • Audit trails
  • Exercise: to suit Group needs

Session 10: Sources of funding

Objective: An understanding of funding sources available to a retail bank.

?Sources of Funding

  • Current accounts
  • Deposit and term accounts
  • Money markets
  • Inter bank markets
  • Commercial paper
  • Liquidity crisis issues
  • Exercise: Your organisation is keen to expand on its lending book. What constraints might there be on this and what action might you be able to take to assist that process?

Session 11: Distribution Channels & Technology

Objective: How retail branches assist growth and the role of technology

Distribution Channels

  • Branch network
  • Other organisations
  • Internet


  • Importance
  • Cost
  • Client requirements
  • Management requirements
  • Regulatory Requirements
  • Civil Service model
  • Exercise: Consider what minimum distribution channels are needed in your organisation.
  • Exercise: Consider what minimum technology is needed in your organisation.

Session 12: Asset Management

Objective: Understanding the broad management of the bank’s assets

Asset Management

  • Asset definitions
  • Micro management
  • Macro management
  • Strategic goals
  • Profit goals
  • Regulatory constraints
  • Exercise: Given a free hand, how would you change the mixof the assets at your own organisation?

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

The Banking Crisis

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


Retail Banking for Professionals

Course Venue: London EC2

4 Ravey Street
London EC2A 4QP
t: +44(0)20 7729 1811
f:+44(0)20 7729 9412