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Commercial Lending – Introduction to Commercial Lending-Sp24


Additional information



Recording Available Until



Richard Hamm


Advantage Consulting & Training

Target Audience

assistant relationship managers, branch managers that lend to business owners, commercial lenders, community bankers, Consumer lenders, credit analysts, involved in or supporting/working with the business and commercial lending efforts of the bank, loan review specialists and others new to, portfolio managers, private bankers, small business lenders, special assets officers

Program Time

8:30 am-10:00 am CT


90 minutes

Are you new to business and commercial lending? Do you work closely with commercial lending or work in a supporting role? This program is for you.
We start with an overview of the lending process, from business development and marketing, plus other steps including negotiating the loan, then all the way to closing and monitoring post-closing. The next area we cover is the role of loan policy and common parameters that commercial lenders work under. This leads to exploring why companies borrow money and the basics of loan structures, including credit scoring and how programs such as Small Business Administration (SBA) and U.S. Department of Agriculture (USDA) Rural Development work and contrast to conventional bank loans. An appendix with competing and complementary sources of commercial credit will be provided.
The centerpiece of business and commercial lending is the analysis process. We’ll provide an overview of how balance sheet, income statement and cash flow analysis combine to determine the financial health of the business in terms of five key areas and groups of ratios: profitability, liquidity, leverage, efficiency and debt service coverage. An example credit write-up format also will be provided, showing what is typically included in addition to the five key areas of financial health.

We will wrap-up with two concepts. The first is the traditional “five cs of credit” followed by a second concept where the functional, day-to-day lending process is similar, in many ways, to how we interact with physicians and the medical world.

Subjects that will be covered during the seminar:
• Identify the key steps in the commercial lending process, including negotiating the terms and some key legal concepts
• Compare various alternatives to traditional bank lending, such as credit scoring and loans supported by various government programs (SBA, USDA Rural Development, for example)
• Diagram the financial statement components and how they flow together and create three major relationships and how lenders focus the financial analysis on five key areas of financial health, with cash flow analysis usually having the greatest emphasis
• Review an example loan write up format
• Identify the “five Cs of credit” and the typical day-to-day lending function