ABA NAtioNAl ANd GrAduAteCommerCiAl leNdiNG SChoolS

March 17–22, 2013 | Southern Methodist University | Dallas, Texas

reGiSter Now! aba.com/CLS | 1-800-BANKERS

See theBig Picture

BigPicture thinking. On the Ground Results.

Changing regulations and market conditions

mean changing responsibilities and skill

sets. Enroll now for a 360º immersion into

commercial lending best practices. Expand

your views, deepen your operational knowledge and

return to your job with practical skills that will help

you effectively evaluate credit quality and reduce

risk.

The curriculum is carefully crafted to make

your lending success soar. A blend of classroom

sessions, simulation bid sessions, current case

studies and regulatory insights help you learn the

rules and tactics to apply in various commercial

lending conditions. Understand how to get deals off

the drawing board profitably and safely.

• Enhance your loan portfolio pricing and credit decision accuracy.

• Structure new pricing models, assess changes in credit quality and manage customer expectations.

• Understand new and changing regulations and what you must do to comply.

BoArd ChAirhoward d. (doug) robertsonCadence Bank, N.A.Columbus, MS

memBerSdavid F. AhlrichsYakima National BankYakima, WA

louise Ann Francis Comptroller of the CurrencyWashington, DC

daylin hashLandmark BankCaddo, OK

G. troy hogueFederal Deposit Insurance CorporationDallas, TX

derrick JacksonCommonwealth Bank and TrustLouisville, KY

martin (dev) StrischekSunTrust BankAtlanta, GA

tara A. tetzlaffNorthrim BankAnchorage, AK

StudeNt rePreSeNtAtive Peter GiornoPeople’s United BankConcord, NH

BoArd AdviSorS. Scott macdonald, Ph.d. Southwest Graduate School of BankingDallas, TX

Bob Seiwart American Bankers AssociationWashington, DC

Gloria Pritchard-Becker American Bankers AssociationWashington, DC

AdviSoryBoArd

AccommodationsDiscounted room rates are available at the Holiday Inn Dallas Park Cities by calling 214-750-6060. Shuttle service is

provided between the hotel and the SMU campus. When making reservations, mention the ABA Commercial Lending School

to receive the discounted rate of $125 per night. This rate includes daily breakfast and shuttle service. Hotel reservations

should be made at least one month in advance to ensure the discounted room rate. Detailed accommodation and meal

information will be provided in your acceptance package.

A vibrant Setting for An extraordinary week of learningEnjoy the top quality learning facilities at the Cox School of Business at Southern Methodist University. Classes are held in the James Collins Executive Education Center, which features modern classrooms, seminar rooms, an auditorium and a business center—all equipped with the latest technologies to support a wide variety of instructional techniques. A rooftop terrace and a gracious outdoor plaza provide relaxing environments for networking.

““A banker attending the ABA National Commercial Lending School should finish the week with a

complete understanding of commercial lending, from negotiating terms, to underwriting, to proper

structure. With that, any banker should readily provide an immediate return to their bank through improved credit quality and increased profitability.”

Doug RobertsonPresident,

Cadence Bank, N.A.Columbus, Missisippi

“ “My experience was primarily in small ticket commercial lending and in very large CRE lending.

This program supplemented knowledge in the important area of middle market lending by providing the tools and resources needed to understand those credits. It also provided me with a network of peers

who I still interact with on a regular basis.”

Derrick JacksonSenior Vice President/Chief Credit Officer,

Commonwealth Bank and TrustLouisville, Kentucky

FuNdAmeNtAl

National Commercial lending Schoolmarch 17-22, 2013The ABA National Commercial Lending School

provides a solid grounding in credit, analysis,

pricing and strategy. Your interactive curriculum

offers solutions to refine your lending strategies,

improve your return on investment, identify and

minimize cost of problem loans, improve your

negotiating skills and much more.

requirements:One to five years of experience in commercial

lending with an understanding of balance sheets,

operating and cash flow statements, auditor’s

reports and ratio analysis.

If you need more training in commercial

lending finance basics, enroll in the optional pre-

program workshop: ABA Financial Statement

Analysis for Lenders: March 16-17, 2013.

National Commercial lending School Courses• Banking, Credit and the Economy

• Evaluating the Borrower’s Loan Request

• Evaluating the Borrower’s Business Strategy

• Evaluating and Assessing Credit Quality

• Underwriting the Loan Request

- Understanding and Evaluating the

Borrower’s Cash Flow

- Examining Secondary and Tertiary Sources of Loan Repayment

• Developing the Credit Memo

• Loan Underwriting Case Study: C&I Loan or CRE loans

• Monitoring Your Loan Portfolio

- Identifying Potential Problem Loans

- Mitigating Problem Loan Exposure

• Bank Loan Simulation

All week long: Participate in Bank loan Simulations to Better Compete in the Commercial loan market Working in teams, National Commercial

Lending School students take part in

simulation bid sessions over the week,

developing skills in preparing credit

decisions and bidding for loan applications.

Simulation scenarios help develop

credit decision accuracy, credit selection,

relationship pricing, developing a loan

portfolio and goal setting. As the simulation

moves you from credit analyst to senior

commercial loan manager, you gain the

necessary skills to successfully compete in

the commercial lending market.

Financial Statement Analysis for lenders march 16-17, 2013If you need a refresher, have not had

formal or complete credit training, or need

to fulfill the pre-session requirements for

the National Commercial Lending School,

this optional weekend workshop is for you.

Topics include contents of the balance

sheet and the operating statement,

auditor’s report, ratio analysis, cash

flow statements, working capital and

commercial collateral. For details and to

register, visit aba.com/ClS

tuition$795 ABA Members, $895 Nonmembers

Graduate Commercial lending Schoolmarch 17-22, 2013The ABA Graduate Commercial Lending

School takes a leadership approach to prepare

experienced commercial lenders with the skills

needed to address complex challenges. Delve

into credit risk management, loan portfolio

management, loan and transfer pricing

and commercial sales management with

comprehensive case studies.

requirements:Five or more years experience in commercial

lending with management responsibility (either

people or portfolio or both) and preferably

graduation from the ABA National Commercial

Lending School.

Graduate Commercial lending School Courses• Credit Risk Management: Tools and

Techniques

• Credit Risk Management – Case Studies and Report Out

• Global Debt and Contingent Liability Analysis

• Strategic Loan Pricing

• CRE Risk Management

• CRE Valuation Management

• Portfolio Stress Testing

• Exam Management – A Discussion with the Regulators

• Loan Management: Proactive Risk Mitigation Workouts and Strategies

• Troubled Debt Restructures

• Funding Sources

• Ethical Challenges

• Banking, Credit and the Economy

AdvANCed

tuition: ABA Members Save $1,000

National or Graduate School: $2,395 ABA Members $3,395 Nonmembers

Fees include tuition, lunch, instructional materials and a certificate of completion. Housing is available at a nearby hotel at a discounted rate.

Team Discount: Send a team of two or more

employees and take advantage of team discounts. Register at aba.com/CLS

who Should Attend? • Lending Officers

• Branch Managers

• Credit Analysts/Managers

• Commercial Relationship Managers

• Loan Review/Compliance Officers

• Examiners

• Underwriters

• Appraisers

• Secondary Marketing Officers

• Servicing Managers

• REO/Workout Specialists

• Legal Counsel

1120 Connecticut Avenue, NWWashington, DC 20036

ABA NAtioNAl ANd GrAduAte CommerCiAl leNdiNG SChoolSmarch 17–22, 2013Southern Methodist UniversityDallas, Texas

RegisteR Now! Take advantage of the only dates theSchools are offered this year. aba.com/CLS | 1-800-BANKERS

The ABA GuARAnTee ABA guarantees that the ABA Commercial Lending School will meet or exceed your expectations. If it does not, simply let us know in writing, and we’ll refund your full registration fee —no questions asked.

ABA provides professional development opportunities for employees of membership-eligible institutions. These include community, regional and money center banks and holding companies, as well as savings associations, trust companies, savings banks and service members. Government agency employees also qualify.

See theBig Picture

ABA NAtioNAl ANd GrAduAte CommerCiAl leNdiNG SChoolSMarch 17–22, 2013 | Southern Methodist University | Dallas, Texas