Collaborating Skills For Credit & Lending Managers

Loughborough University Business School
Loughborough, Leicestershire, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' Skilled decision-making by lending relationship managers working with credit managers leads to more skillful dealmaking and better deals for the bank and its customers.

One of the relationships at the core of good banking is that between credit and lending. Technical lending skills are well understood, but banks are now taking a hard look at the conflict handling skills required when staff from the two perspectives come together and deliberate about a customer.

Over the years credit and lending functions have moved gradually closer. Staff careers often progress with experience on both sides of the lending divide, and ideas such as secondments, team lending and roving risk managers are used to improve knowledge of each other’s skills. Nevertheless we still have a focus on one side which tends to be about sales volume, retaining relationships and income, and on the other side which tends to be about the avoidance of bad debt and the appropriate pricing of risk.

Lending managers know that every interaction they have with customers is a test of their skills. They learn sales skills, relationship building, negotiating and so on. However, when they interact with credit do they view this as a professional skill? If so which particular set of ideas do they bring to bear? And what of credit managers? Do they simply see the discussion about a proposition as a technical matter?

We have developed this workshop to identify and develop the skills required when credit and lending relationship managers interact. It is our proposal that at the heart of the process should be an attempt to collaborate.

A range of case studies will be available. We usually start with a real bank customer situation to set the scene and then we focus on the internal interactions between credit and the line.

Who Will Benefit?
Credit and lending staff at any level who need to develop professional skills to improve the deal-making process. We insist on a mix of credit and lending managers so that genuine pictures of life in both functions can be discussed.

Programme Structure
This 2-day programme will enhance the interpersonal skills of all attendees. It will:

Improve ability to handle conflict situations.
Improve ability to understand and empathise with the other parties involved.
Identify personal characteristics and ways in which performance can be improved.
Develop more successful working relationships between colleagues.
A wide range of training techniques is employed including questionnaires, feedback, discussion and role plays. Where telephone interactions are the norm, we use back-to-back role plays. Debates about lending technicalities are discouraged. This is not a high pressure workshop; it is relaxed and fun but intensive and tiring.

Presenter

Bob Lee
Bob Lee graduated with first class honours in Industrial Engineering and Management, and he obtained his MSc in Industrial Psychology.

Bob was a personnel manager with Plessey Telecommunications, and subsequently Lecturer in Business Organisation at Trent Polytechnic. In 1978 he became a Research Fellow at Loughborough University, in 1980 he was appointed Lecturer, and in 1987 Senior Lecturer in Organisational Behaviour.

He has written two books ‘Insight Into Management�(OUP) and ‘Politics At Work� (Hutchinson).

Bob’s consultancy and training work has embraced many sectors, but the majority has been as a human resources/training consultant to the financial services industry. In 22 years of consultancy experience Bob has worked with Midland Bank, Lloyds TSB, National Westminster Bank, Abbey National, Williams & Glyns and other name changers. He has also worked with Scottish Provident, The Bank of New York, Virgin Direct, Coutts, Childs, Drummonds, and very closely with The Royal Bank of Scotland.
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Phone:+44 (0)1509 228275

School Address:

The Business School
Loughborough University
Ashby Road
Loughborough, Leicestershire
LE11 3TU
United Kingdom


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