Credit Appraisal and Decision-Making in Challenging Times: Risks, Returns & Relationships
Credit Appraisal and Decision-Making in Challenging Times: Risks, Returns & Relationships
  • Overview
  • Objectives & Outline
  • Methodology
  • Participant Profile
  • Trainer
  • Overview


    13 – 14 August 2018


    9:00 AM – 5:00 PM


    Asian Banking School
    By learning how to make sound and practical risk based credit and investment decisions, business and corporate bankers will be better equipped in growing a resilient and profitable portfolio of accounts even during challenging times. This know-how will also be crucial when negotiating a mutually beneficial package of facilities for both the Borrower and the Bank.

    Participants will also learn how to effectively use a structured approach in interpreting, integrating and synthesising relevant quantitative and qualitative information including risks, returns and relationship management considerations, when presenting business recommendations or making credit decisions.




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  • Objectives & Outline
    By the end of the programme, participants will be able to:
    • Assess the credit worthiness of existing and potential Borrowers by analysing and asking the right quantitative and qualitative questions from a credit perspective
    • Use a structured approach to interpret, integrate and synthesise the right information towards making a sound credit or financing decision
    • Understand the Risk-Reward-Relationship considerations from a strategic perspective
    • Proactively identify and mitigate potential risk issues when negotiating with Borrowers
    • Effectively strengthen the asset quality and profitable banking relationships with a portfolio of borrowing accounts of various sizes in different economic sectors
    Seeking Powerful Answers to Powerful Questions
    • How many bankers have real personal experience as successful entrepreneurs?
    • How significant is the financial impact of credit impairment charges in Business, Commercial and Corporate Banking?
    • How can bankers progress quickly from hindsight to insight to foresight in terms of credit decision-making?
    • How can bankers leap across successfully over the next economic downturn with their loan portfolios and relationships amidst more stringent capital and accounting standards?

    Understanding the Financing Needs of Business / Commercial / Corporate Borrowers
    • Preliminary screening criteria - inbound or outbound sales
    • Types of businesses and their unique characteristics
    • Four main categories of financing 

    Expectations of Various Parties - Working Towards “Meeting of Minds”
    • Key issues / risks in the minds of business owners / entrepreneurs / company CEOs
    • Key issues / risks in the minds of bankers / financiers
    • Practical usefulness and limitations of Credit Risk Ratings and Credit Scoring Models 

    Using the Right Analytical Approach
    • Grasping the underlying financing needs
    • Characteristics of the specific borrower to be evaluated
    • Specific legal or economic entities to be analysed
    • Time horizons to be considered 

    Information Gathering, Analysis and Interpretation
    • Checklist of documents to be obtained
    • Systematic financial analysis to determine future financial health scenarios
    • Usefulness and limitations of security/collateral
    • Asking the right quantitative and qualitative questions 

    Tools and Techniques to Integrate and Synthesise the Right Information

    Credit Decision-Making in the Context of Profitable Risks, Returns and Relationships
    • Leveraging on real intelligence to move quickly from “hindsight to insight to foresight”
    • Sustaining a resilient and profitable loans portfolio across economic downturns
  • Methodology

    Interactive presentations, sharing of facilitator’s experiences, case studies, videos and individual/group activities

  • Participant Profile
    • Relationship Managers from business, commercial and corporate banking
    • Credit evaluators/approvers from Credit Evaluation/Risk Management
    • Investment banking personnel handling lending activities
    • Other banking personnel including Internal Auditors, Credit Surveillance Officers and Product Development Managers
  • Trainer

    P. Manoharan

    P. Manoharan is an experienced senior banking professional with over 30 years of proven leadership and management experience.

    He was formerly the Executive Vice President and Advisor to Commercial Banking in a regional banking group. He was responsible for leading the high performance of people, projects, senior level committees and the banking organisation in a number of key and diverse functional areas. Having successfully navigated through 4 large-scale bank mergers and 3 economic recessions, he considers himself fortunate to have been able to gain strong practical banking experience in small, medium as well as large regional banking institutions. He was also an active member of the bank’s Credit Risk Committee for 5 years. During the aftermath of the 1997/98 Asian Financial Crisis, he was called upon to serve as one of only three senior banking industry representatives in the Corporate Debt Restructuring Steering Committee from 1999 to 2001, under the auspices of Bank Negara Malaysia.

    Manoharan is currently Managing Director of Manzett Management Sdn Bhd, a privately held business performance improvement company. As a passionate HRDF Certified Trainer, he has gone beyond training by formulating easy-to-use business solutions that supports everyday high performance at work. These integrated yet modular solutions are aimed at boosting work productivity, business performance and professionalism at the employee and organisational levels.

    He is a Chartered Accountant with the Malaysian Institute of Accountants [CA(M)], a Fellow of the Chartered Institute of Management Accountants, United Kingdom [FCMA,UK], a Chartered Global Management Accountant [CGMA] as well as an Associate member of the Asian Institute of Chartered Bankers.

    DR. P. Ravindran

    After having gained over 25 years industrial working experience at Lembaga Letrik Negara and subsequently, at Tenaga Nasional Berhad, Dr.Ravindran began his career in academics in 2006 at Universiti Tenaga Nasional (UNITEN) when he became the Head of the Graduate Business School, College of Graduate Studies. He has overseen their MBA, Master’s in Engineering (MEM) and PhD (Business Management) programmes and over 11 years, has also taught MBA courses that include Accounting & Finance for Managers, Valuation & Investment Analysis, Engineering Economics, Cost Accounting and Principles of Management. Dr.Ravindran has also supervised postgraduate students. He is currently a Principal Fellow at UNITEN.

    Dr. Ravindran has also gained invaluable “hands-on” experience in a variety of roles including designing and conducting accounting and financial programmes for engineers from the national electricity boards of Sri Lanka, Laos and Nepal, all of which had been approved and funded by the World Bank from 1994-1996.

    He holds a PhD and MBA from the Manchester Business School, United Kingdom, is a Chartered Accountant with Malaysian Institute of Accountants [CA(M)] , an Associate of The Chartered Institute of Management Accountants, United Kingdom [ACMA,UK] as well as a Chartered Global Management Accountant [CGMA].

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