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					                  Contents

  Administration Details

  Program Objectives

  Program Schedule

  Individual Module Outlines

  Credit Committee Presentation

  Summer Project Work

  e-Learning Courses


                  Administration
Target Audience
Eligibility for Admission

  Education                       :    University Graduates (minimum requirement)
  Working Experience              :    New recruits who are expected to work in the Credit area of a
                                        Bank or Credit Department staff with maximum of one year
                                        experience
  English Language                :    Fluency both written and oral communication
  Arabic Language                 :    Fluency in both written and oral communication
  Bank’s Recommendation :              The bank should recommend the candidate for the CCM
                                        Program

Duration
The program will be conducted at the Institute of Banking Studies. Modules will be held from 8:00am
– 3:00pm, Sunday through Thursday, but there may be evening Module from 5:00pm – 8:30pm when
necessary Saturday sessions at times to be announced.

Exams
Each Module will be subject to Examination.

Progress – Modules
Progress to each new level is dependent upon Exam success and meeting all other criteria.
   In certain areas performance will be assessed by reviewing Exam results over more than one
    Module.
   Project work and e-learning courses must be completed on time.

Attendance
Attendance at every session is a pre-requisite of Certificate issue.

Punctuality
Timeliness is essential
 3 late arrivals in the Training Room, will be recorded as absent for one day.
 3 days absent during the entire Program and at the discretion of the IBS – the participant will be
   required to leave the Program.

Reports
Punctuality, participation, quality of input, initiative, teamwork, etc. will where appropriate, be
reported upon.


e-Learning
The list of e-learning courses (currently available) is attached, and will be assigned to each participant
for completion according to schedule.

On-Job Training
To be completed according to each participating bank‟s needs during the duration of the Program. A
specific report on participants will be called for at the end of the summer „break‟.

Credit Committee Presentation
Prior to the summer „break‟ participants will be required to present a case study to a „Credit
Committee‟ (see later).

Summer Project
During the summer „break‟ participants will be required to complete case study based assignments (see
later).

Language
All Modules will be conducted in English except “Legal Aspects of Lending” which will be conducted
in Arabic

Program Booklet
A detailed Program Booklet incorporating all Program Outlines, Administration details etc will be
provided to all the Participants at commencement of the Program.

General
Final decision making in all matters relating to this Program will lie with the Institute of Banking
Studies.
Program Objectives
   To familiarize the participants with the fundamental concepts of accounting, the
    recording of financial information, preparation of trial balances and final accounts,
    and the effects of accounting policies and methods on financial information
    provided
   To understand the structure of financial statements, the concepts, tools and
    techniques of financial analysis of business firms
   To develop an understanding of the various types of bank credits and their
    characteristics
   To develop an ability to use the concepts, tools and techniques of appraising and
    monitoring credit proposals
   To develop a thorough understanding of cash flows, funds flow and Proforma
    statements used in business
   To enhance the ability to assess the validity of cash flow projections and Proforma
    statements often submitted by clients
   To assist participants to prepare accurate, informative, well structured and concise
    reports on all aspects of credit
   To assist participants in the administration of their customer portfolio
   To appreciate the dynamic interplay of trading relationships, payments, financial
    methods and terms of sale
   To comprehend the techniques of covering the risks of foreign exchange exposure
   To understand the importance of the documents that form the legal and
    commercial foundation for international business
   To appreciate those legal issues which will impact on day to day dealings with
    customers
   To appreciate the fundamental concepts of the Money Markets and related
    Treasury Products
   To provide an insight of best practices in selling bank services to existing and
    potential customers
                CCM 2009 - MODULE 1 - FINANCIAL ACCOUNTING
OBJECTIVE
   To familiarize the participants with the fundamental concepts of accounting, the recording of
    financial information, preparation of trial balance and final accounts, and the effects of accounting
    policies and methods of financial information provided

CONTENTS
   An introduction to financial statements
   The accounting equation
   The income statement
   The ledger account
   The rules of debit and credit
   The general ledger
   The journal and journal entries
   Measuring net income
   Revenue and expense items
   The accounting cycle
   Analysis and recording of transactions
   Posting to general ledger
   Trial balance
   Adjusting entries
   Work sheets
   Recording of adjusting journal entries
   Gross profit
   Accounting for sales
   Accounting for purchases
   Classified financial statements
   Internal control
   Accounting for cash
   Bank reconciliation
   Accounting for fixed assets
   Depreciation accounting
   Inventory valuation methods
   Accounting for receivables
   Accounting for owner‟s equity
   Accounting for investments

DURATION
72 training hours
                    CCM 2009 - MODULE 2 - FINANCIAL ANALYSIS

OBJECTIVE
   To understand the structure of financial statements, the concepts, tools and techniques of financial
    analysis of business firms

CONTENTS
   Structure of financial statements
       Income statement, balance sheet, and funds flow statement

   Tools and techniques of financial analysis
      Ratio analysis, ROI framework, funds flow concept, break even concept, trend analysis,
         comparative analysis, sensitivity analysis, operating cycle and working capital analysis,
         time value of money, and capital budgeting techniques
      Financial analysis using case studies

   Presenting the results – Reports and Presentations

   Practical applications of financial analysis and ratios

DURATION
72 training hours
                    CCM 2009 - MODULE 3 - PRESENTATION SKILLS
OBJECTIVE
   To prepare participants for presenting Credit Appraisals in a Credit Committee environment

CONTENTS
   Presentational communication concepts
   Effective communication
   Organizing a presentation
   Use of presentation aids
   Delivering the presentation
   Matching the presentation to the Credit Appraisal
   Handling questions
   Obtaining a decision

DURATION
30 training hours
                CCM 2009 - MODULE 4 - PRINCIPLES OF LENDING
OBJECTIVES

   To develop an understanding of the various types of bank credits and their characteristics

   To develop an ability of using the concepts, tools and techniques of appraising and monitoring
    credit proposals

CONTENTS
   Canons of lending
   Personal lending
   Business lending
   Legal consideration
      Rights and obligations
   Cash and Non – cash lines of finance
   Practical considerations
   Security for advances
      Types
      Protecting
      Releasing
   Marketing of Lending Products

DURATION
30 training hours
                    CCM 2009 - MODULE 5 - CASH FLOW ANALYSIS
OBJECTIVES
   To develop a thorough understanding of cash flows, funds flow and proforma statements used in
    business

   To enhance the ability of the participant to assess the validity of cash flow projections and
    proforma statements often submitted by clients

CONTENTS
   Review of the concepts of cash and accrual accounting
   Review the essential cost concepts to understand cash flow and operating budgets
   Review of the basic concepts of cash flow, funds flow and working capital
   Cash cycle for trading
   Cash cycle for manufacturing
   Cash cycle for new projects
   Concept and uses of profit-cost volume analysis
   Forecasting methods of sales and expenses
   Preparation of cash budgets
   Proforma financial statements:
       Income and expense statement
       Balance sheet
       Funds flow statement
   Evaluation of proforma statements from the lender‟s point of view
      Validity of assumptions and use of sensitivity analysis on key variables
      Assessment of the future earning power and the ability to service debt
   Structuring the support - Cash and non- cash lines of finance
   Presentation of Findings - Reports and Presentations
   Practical Applications

DURATION
60 training hours
     CCM 2009 - MODULE 6 - NON FINANCIAL ANALYSIS IN CREDIT RISK
                             ASSESSMENT
OBJECTIVE
     To develop the ability to use the concepts, models, tools and techniques of non financial aspects
      of credit analysis

CONTENTS
     Models used in Non Financial Analysis:
     General principles
         CAMPARI
         The C‟s of credit
         SWOT…etc
     Evaluation of the company‟s management
         Ansoff
     Industry and competitive position analysis
         Porter
         Boston Consulting Group
         Market Matrix…etc
     The Market place
       PESTER…etc

DURATION
30 training hours
    CCM 2009 - MODULE 7 - THE PRACTICALITIES OF CREDIT ANALYSIS
OBJECTIVES
   To assist participants to prepare accurate, informative, well structured and concise reports on all
    aspects of credit
   To practice the „art‟ of lending and making sound business decisions
   To assist participants in the administration of their customer portfolio

CONTENTS

Credit Analysis
 Financial statements and ratio analysis - recap
 Cash flow analysis and repayment ability – recap
 Operating cycle and working capital financing
 Non Financial Analysis - recap
 Loan risk analysis and loan classification
 Loan pricing
 Loan types and purpose - an overview
 Loan structuring, covenants, documentation and legal aspects
 Structuring of Facilities, cash and non- cash - recap
 Security / Collaterals - recap
 Legal considerations
 Regulatory issues
 Marketing of Credit Products
 Presenting Reports – Written and Oral

Credit Reports
   Characteristics of report writing
       Structure of the report
       Use of graphs, figures, charts, etc. within reports
       Getting the message across
       Persuasive conclusions
   Presenting Reports to a Credit Committee

Credit Administration
   Scheduling of interviews/meetings with customers
   Maximizing potential for building relationships and sales through effective and efficient
    management of the customer portfolio and prospective customer contact process
   Legal considerations
   Regulatory issues
   Monitoring and the control of lending
    CCM 2009 - MODULE 7 - THE PRACTICALITIES OF CREDIT ANALYSIS

   Problem Loans
       Early Warning Signs
       Follow up
   Money Laundering
       How credit facilities may be used
   How an assessment of lending risk complements an understanding of Banking Risk
       Credit
       Liquidity
       Market and
       Operation
       Basel II


DURATION
72 training hours
          CCM 2009 - MODULE 8 - INTERNATIONAL TRADE FINANCE
OBJECTIVES
   To appreciate the dynamic interplay of trading relationships, payments, financial methods and
    terms of sale
   To comprehend the techniques of covering the risks of foreign exchange exposure
   To understand the importance of the documents that form the legal and commercial foundation for
    international business
   To analyze the mechanics of self-liquidating acceptance finance

CONTENTS
   Banks – their role in International Finance-Controls
   Bank relationships – customer and bank credit risks
   Foreign exchange – the markets and uses of foreign currencies in spot, forward and pure currency
    areas of trading
   Methods of settlement including SWIFT
   NOSTRO/VOSTRO Accounts
   Documents used in international trade-their use and purpose
   Documentary collections – as a means of settlement or finance
   Letters of Credit and guarantees in outline-export agencies
   Sundry financing arrangement
   Money Laundering and Fraud Risks

DURATION
30 training hours
             CCM 2009 - MODULE 9 - LEGAL ASPECTS OF LENDING
OBJECTIVE
   To appreciate those legal issues which will impact on day to day dealings with customers

CONTENTS
   Banker-customer relationship
   Confidentiality
   Credit collaterals
   Letters of Guarantee
   Commercial companies and Mutual Funds
   Legal documentation required/used in the Credit Department

DURATION
15 training hours
                CCM – 2009 - MODULE 10 - TREASURY OPERATIONS

OBJECTIVE
   To appreciate the fundamental concepts of the Money Markets and related Treasury Products

CONTENTS
   Macroeconomic overview
   The Money Market
   Wholesale
   Retail
   Participants
   Treasury Operations
   Interest Rates
   Foreign Exchange
   Stock Market
   Derivatives
   Forwards and Futures
   Options
   Swaps
   Hedging
   Leverage
   Secondary Markets
   Bourse Game/Simulation

DURATION
30 training hours
          CCM 2009 - MODULE 11 - MARKETING SKILLS WORKSHOP

OBJECTIVE
   To provide an insight of best practices in selling bank services to existing and potential customers

CONTENTS
   Relationship banking as a marketing strategy
   Knowing your bank‟s products and services
   Prospecting-particularly credit products
   Identifying the customer‟s needs
   Planning the sale
   Building the relationship
   Influencing the customer‟s decision making
   Dealing with customer queries
   Handling objections
   Negotiating
   Making the sale
   Follow up and success indicators
   Cross selling techniques
   Telephone selling skills


DURATION
30 training hours
      Certificate in Credit Management 2009 –
           Credit Committee Presentation

At the end of the first phase of the Certificate in Credit Management Program, in June,
case studies based on Kuwait Stock Exchange listed companies are required to be
prepared.

A thorough Credit Analysis of the cases, based on the information made available
without reference to the business or information within their banks, is undertaken.

A „Credit Report‟ is submitted to the IBS and is individually presented to a (mock up)
Credit Committee made up of the Banks‟ Credit Administration and Management
Training Committee Members.

During the presentation the trainee is questioned as she/he would be in real life. The
Committee Members note their comments on each Report/Presentation.
           Certificate in Credit Management 2009
                    Summer Project Work

Participants are given two cases to review over the summer period. One is a strategic
thinking/planning case in a business environment and the other is a more traditional
'credit' case.

The Projects/Reports are collected when Participants return to the autumn phase of
training
            List of e-Learning Courses



   PERSONAL DEVELOPMENT
    41082       -   The Negotiation Process
    42501       -   Establishing Strategic Focus
    42401       -   Fundamentals of Marketing
    47010       -   Preparing for an Interview
    47011       -   Conducting an Interview



   TECHNICAL
    48504       -   Cash Analysis and Management
    48511       -   Risk Analysis
    48533       -   Analyzing Cash Flows
    48541       -   Creating and Analyzing a Budget
    48542       -   Operating and Manufacturing Budgets
                 Revision Days

To be arranged as appropriate to discuss and assess
individual and group needs/Program progress.