How Profitable and Competitive Is Your Commercial Credit Team?
A webinar session that offers ideas for how to improve production, productivity and profitability of a commercial underwriting team – trends, market analysis, best practices.
December 7th, 2018
12pm-2pm
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Course Description
In an industry facing disruption, hyper-competition, talent shortages, and ever-compressing margins, how do you drive and measure profitable performance among your credit and lending teams (without internal transfer pricing allocation)? Sales goals? New loan system? Buying or partnering with a fintech company? While these are relevant areas to explore, many commercial banks and commercial finance teams miss substantial opportunities to improve profitability through focus on credit workflow, efficiencies, productivity management, and other proven and effective approaches.
Since 2000, DNB Advisory has been testing and refining methodologies for building highly profitable commercial banking teams with proven results. Teams working with us have routinely improved their performance by 25-33%. One of many examples: a $4B commercial bank gained $723M in incremental NII annually, plus additional service income and a $50,000 annual FTE cost savings, while improving credit quality.
In this 2-hour webinar event, you will learn how to unlock the potential of your credit and lending team, often with minimal investment and resources. You will learn:
- What it means to run a profitable commercial credit (underwriting team)
- Why it is important to focus on profitable performance, even if you do not have direct P&L tools to measure profitability
- Why this is mission critical for large and small commercial lending operations, especially the small ones with <$10B in assets
- About DNB Advisory’s proprietary model for measuring credit and lending profitability (the QQP Model)
- How to use data to improve profitability focus and drive results
- The real cost of inefficiencies
- Trends related to managing profitable credit teams
- Market analysis
- Best practices
This webinar will provide ideas for actions you can take immediately. And with a dedicated connection, you can bring together more than one person in one conference room to take part in the webinar. This an additional ROI for this event.
- Managers of commercial credit teams, SCOs and CCOs
- Credit analysts and commercial underwriters
- Managers of commercial lending teams, senior lenders and CLOs
- CFOs and members of your finance team, interested in the financial impact of this content
Neil Berdiev Managing Partner, DNB Advisory
Neil’s career in the financial services industry spans almost 20 years. Most of his commercial banking career Neil focused on the challenges and opportunities of building high performance credit and lending teams and how to create profitable and highly efficient teams and workflows. The results of his work speak for themselves, saving and generating millions of dollars over the years for various commercial banks. Prior to co-founding DNB Advisory LLC, he headed Citizens Financial’s Commercial Banker Development Program (CBDP). It is a 12-month, full-time credit training program with only half a dozen programs of its caliber remaining in the country. During his career, Neil worked at Fidelity Investments, FleetBoston Financial, Cambridge Trust Company, Boston Private, and RBS Citizens. Neil’s commercial banking career covers roles in credit analysis and underwriting, portfolio management, relationship management and business development, credit review, credit and sales training, and team management. He is also a national instructor for the Risk Management Association, teaching Credit Analysis Manager Seminar.
Reviews from past attendees
I found the class to be very informative and relevant to current economic conditions, in spite of the short time. I am sure you can spend one full day on each topic/module.
SVP, CCO $500MM-$1B in assetsI found the seminar to be job-specific and plan to apply some of the principals or techniques learned to my job. Your presentation skills were excellent and kept the subject very interesting. I also appreciated your facilitation of the participants’ discussion.
EVP, CCO $3B-$5B in assetsLet me be one of the first to say how much I thoroughly enjoyed your seminar. As a matter of fact, I just finished briefing my VP as well as other heads within our department about the tremendous amount of actionable knowledge I received yesterday, and I how I intend to implement many of the concepts, particularly with respect to performance management, defining credit quality and redesigning the underwriting process. I initially reserved the conference room for 30 minutes; however, due to questions and comments my “briefing” ended up lasting an hour and a half! Your seminar and the guidance you provided was precisely what I have been looking for to take our institution to the next level.
Manager – Commercial Services $1B-$5B in assets