Duration 2 days – 14 hrs
Overview
This training course equips participants with the core skills and knowledge required to manage institutional client relationships and structure credit facilities for corporations, government entities, and large organizations. The course covers institutional client coverage strategies, financial analysis, credit assessment, structuring loan products, and preparing credit proposals aligned with internal risk policies and regulatory frameworks. Participants will learn practical techniques used by corporate bankers, relationship managers, and credit analysts to design appropriate financing solutions while managing risks effectively.
Objectives
- Understand the role of institutional coverage and corporate banking functions.
- Identify and segment institutional clients (corporate, commercial, public sector).
- Conduct financial and qualitative analysis of institutional clients.
- Assess creditworthiness and identify key risk factors.
- Structure credit facilities based on client needs, risk appetite, and regulatory guidelines.
- Prepare and present credit proposals and term sheets.
- Collaborate with credit, risk, and product teams for deal structuring.
- Manage institutional client portfolios and monitor exposures.
Audience
- Corporate Banking Officers & Relationship Managers
- Institutional Coverage Teams
- Credit Analysts & Underwriters
- Commercial Banking Officers
- Portfolio Managers
- Treasury & Product Managers
- Risk Management Teams
- Anyone transitioning into institutional banking or credit structuring
Pre- requisites
- Basic understanding of financial statements is helpful but not required.
- No prior credit structuring experience necessary.
Course Content
Module 1: Introduction to Institutional Coverage
- What is institutional coverage?
- Corporate vs. commercial vs. public sector clients
- Roles of RMs, product partners, and credit teams
- End-to-end lifecycle of institutional client management
Module 2: Understanding Institutional Clients
- Client segmentation and industry categories
- Revenue drivers and cost structures
- Industry and sector analysis (banking, manufacturing, real estate, telco, etc.)
- Understanding corporate governance and ownership structures
Module 3: Financial Analysis for Institutional Clients
- Income statement, balance sheet, cash flow review
- Key ratios for credit analysis (liquidity, leverage, profitability)
- Cash flow forecasting
- Identifying red flags in financial data
Module 4: Credit Assessment & Risk Evaluation
- Determining creditworthiness
- Business risks vs. financial risks
- Collateral evaluation and security requirements
- Regulatory considerations (BSP guidelines, credit risk policies)
- ESG considerations in credit evaluation (optional)
Module 5: Structuring Credit Facilities
- Types of credit facilities:
- Term loans
- Revolving credit lines
- Trade finance
- Project finance
- Working capital loans
- Aligning product solutions with client needs
- Tenor, pricing, covenants, collateral structuring
- Assessing repayment sources and loan purpose
Module 6: Credit Proposal Preparation
- Components of a credit write-up
- Executive summary and deal rationale
- Financial and risk assessment sections
- Recommendation and mitigation strategies
- Term sheet preparation and client negotiation
Module 7: Portfolio Management & Monitoring
- Post-approval portfolio monitoring
- Early warning signals
- Covenant monitoring
- Exposure reporting and credit limit tracking
- Annual reviews and risk re-evaluation
Module 8: Institutional Relationship Management
- Stakeholder communication strategies
- Client meetings and call reports
- Managing cross-selling and product bundling
- Handling difficult clients and sensitive conversations
Module 9: Case Studies & Practical Exercises
- Reviewing financial statements of an institutional client
- Identifying risks and structuring a credit solution
- Drafting a sample credit proposal
- Group activity: term sheet negotiation simulation
Module 10: Best Practices & Action Plan
- Strengthening RM–credit team collaboration
- Ensuring compliance with regulatory and risk standards
- Personal development plan for institutional banking professionals
