15 TH ANNIVERSARY FALL SERIES 2018

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1 TH ANNIVERSARY FALL SERIES 2018 Earn 14 CPD Units Always the first and best in everything we do 8:00 AM- 4:30 PM DAILY COUNTRY DATE VENUE COST (US$) Grenada, W.I. St. Lucia, W.I. The Commonwealth of Dominica, W.I. Jamaica, W.I. Trinidad and Tobago Thurs.-Saturday, November National Stadium Conference Centre Thurs.-Saturday Coco Palm Hotel, November 29-Dec. 1 Rodney Bay Thurs.-Saturday, January17-19, 2019 TBD Tues.-Thursday, Jamaica Pegasus January , Thurs.-Saturday, Courtyard Marriott Feb. 7-9, 2019 Trinidad 1, GovStrat Limited is the pre-eminent and only Accredited Caribbean-based provider of relevant, practical and best-in-class Corporate Governance Learning Interventions since 2003 CONTACT INFORMATION 1 (876) (758) (868) govstratworkshops@cwjamaica.com govstratltd@gmail.com Register online at: Registration deadline is 5 working days before the event. All fees must be paid prior to the date of commencement of the learning experience unless otherwise permitted. Credit Appraisal, Administration and Collection Course. GovStrat Limited All Rights Reserved.

2 GOVSTRAT STATEMENT OF QUALITY ASSURANCE 2 WHAT SEPARATES OUR SERVICES FROM THAT OF OTHERS Learners at each of our workshops will benefit from the knowledge and expertise of leading international, regional and local Credit Analysis, Administration and Collection expert practitioners, board governance facilitators and academicians. Our Learning Facilitators/Consultants have indepth knowledge and working experiences (in excess 100 years cumulatively) across the Caribbean and on Four (4) Continents while having obtained specialised and world-class education and training. They bring local case studies, audio-visuals, critical references and case laws to bear while comparing these with best-in-class global practices. At GovStrat, we do not apply one size governance model to fit all. We believe each organisation and leader (in the public or private sector) is unique and requires specialised attention whether through our public/advertised or bespoke learning and consulting interventions. GovStrat has the experience of training more than 8,500 Directors, Senior Managers and Government Ministers in more than twenty countries. GENERAL OBJECTIVE: As credit risk management plays an ever increasing critical role in the success of many financial institutions and other industries such as manufacturing, retailing and distribution, the need for improved and critical skills, knowledge, experience and competencies are of significance now more than ever before. This workshop seeks to address critical skill-set needs spanning credit application evaluation, general management of each credit, project financing, detailed and in-depth analysis of feasibility and would-be borrower credit worthiness to various aspects of effective credit collections techniques and strategies. It is expected that participants will gain the following upon completion of this course: A general understanding of the techniques of good credit assessment Apply credit appraisal to assess borrowers in real cases Perform ratio analysis and cash flow analysis Identify and work-out delinquency cases Improve their efforts in collecting bad debts Understand the key front-end and back-end processes of credit risk management

3 Analyze an institution s credit risk management program for effectiveness, including, but not limited to, underwriting, structure, pricing, rating systems, management information systems, internal credit review, audit, and workout. Motivating and getting results from their credit collection teams Among others... 3 WHO SHOULD ATTEND We are suggesting that the most beneficial target audience will include but not limited to: Board Directors Commercial and Merchant Bankers focusing on Credit Finance Managers and their team Financial Advisors and Credit/Business Planning Consultants Credit Managers Credit Supervisors Credit Analysts, Administrators, anyone working in companies and/or financial and other institutions originating (writing), appraising, administering loans as well as those with responsibility to collection or recover proceeds of outstanding loans. Small Businesses and commercial lenders Accountants and private sector financial officials Key institutions and industry that this course is critical for include: Commercial, Merchant, Development and Investment Banks Utility Companies All Companies that have problems collecting receivables Government Tax Departments Student Loan Bureaus Regulators and Central Banks staff Credit Unions Mutual Societies and other building Home Mortgage institutions such as Governments Housing Development Institutions Mutual Funds Brokerage Houses Stock Exchanges Accounting Firms Rating Agencies Law Firms Multi-lateral Financial Institutions Private Same-day loan Companies Real Estates Agencies Other organisations and individuals DELIVERY AND METHODOLOGY This course is designed to be highly interactive and emphasis will be placed on participatory learning through discussions, case studies, audio-visuals and lectures. Learning and facilitation methodologies will be based on PowerPoint Presentations, team-based case studies and practical exercises. Participants should expect a fair amount of analytical rigor and team work and be open to robust question and answer sessions. The cases for analysis will be sent in advance of the Workshop for review by participants.

4 GENERAL THEMES TO EXPLORE OVER THREE (3) DAYS 4 Credit Appraisal Assessing Different Types of Loans: Consumer loans Credit Card Loans Real Estate Loans/Project Financing Commercial Loans Security/Collateral: The legal framework of a loan Types of Collateral Documentation Checklist for the Loan Officer Regulations Analysis and Interpretation of Credit Risks: Analyze credit data and financial statements to determine a credit decision: Financial Statement Analysis, Balance Sheet, Profit and Loss, Use of Horizontal and Vertical Analysis, Analysis of Cash Flow Statements Payment plans based on earnings, savings data, and payment history Complete loan application, including credit analysis and summaries of loan requests Computing in Credit Analysis Borrowing Causes and the Business Cycle: Compare and contrast the characteristics and financials of different types of companies. Interpret financial statements to diagnose probable borrowing causes for a given scenario description. Determine loan structure, or the type of financing required and anticipated repayment source. Determine how changes in the operating cycle will affect borrowing needs and repayment ability. Credit Administration Overview of the Lending Process: Objectives Seven Cs Credit Process Loan Pricing and profitability Analysis Different Types of borrower Structuring of advances Loan Syndication: Manager s Role Agency Function Role of Participants Perfecting Security Common Forms of Security Registration Enforcement Valuation and Re-Valuation Management Reporting Out of Order Accounts Repayment Profiles Security Values Covenant Maintenance Problem Loan Management: Preventing Problem Loan and reducing delinquent accounts Causes of Default Dealing and Managing Default Debt Restructuring Recognising potential Default Securitization Provisioning Loan Portfolio Management: Portfolio Risks Balancing the Portfolio Monitoring the Portfolio The Credit Approval Process: The Credit Committee The Role of the Credit Analyst and Account Officer Credit Applications and Approvals Credit Collection Creating effective Collection Policies and Procedures and keep reinventing them Improving Collectors Morale and Motivation Incentive Plans and Strategies for Collectors Hurdles in Collections Progressive Discipline Procedures Charge-Back on Collections Fraudulent Accounts or Transaction Dealing with Disputed Accounts Improving Productivity and Efficiency The Collection Department or establishing one Supervisory Leadership Drafting a Collection Letter Opening Statements to be Included in Collections Letters Getting the Most from a Payment Appeal Letter Personalizing your Collections Letters for Extra Pulling Power Structuring Effective Collections Letters The Essence of Various Collections Letters Elements in Collections Letters Writing Various Letters: First Reminders, Payment Requests, Demand for Payment, Correcting Billing Errors, Appeal for Discussion, Refusing an Application Credit, Cancelling Credit. Drafting of Job Descriptions and Personnel Specifications to Achieve Benchmark or Targets in Collection Managing the Collection Team Productivity Requirements of Collection Industry

5 5 PROFILE OF THE LEAD FACILITATOR, MR. EWAN SHAW, MBA, BSc, CWM, FAAM, CRA Mr. Shaw is a Caribbean regional expert practitioner and academic in the areas of credit appraisal/analysis, loan administration, lending, and collection techniques. His distinguished career spans nearly 30 years including position as an economist with the Bank of Jamaica, the Credit Manager of several banks to include Merchant, Investment and a Mutual Society. Mr. Shaw was also Assistant General Manager at City of Kingston Co-operative Credit Union Ltd, with responsibility for Credit Administration & Operations retail, corporate administration, recoveries, risk management, policy development and branch network management. Mr. Shaw has comfortably combined the practice of credit administration with academia and has been a course lecturer and coordinator at the University of Technology (School of Business Administration), Jamaica. Mr. Shaw currently teaches courses at the undergraduate and graduate levels in Credit Analysis, Corporate Finance, Lending and International Financial Management, Risk Management, Portfolio Investment Management, Small and Medium Enterprise Financing and Advanced Securities. Mr. Shaw has facilitated several practical courses for executives around the Caribbean for financial and non-financial corporations, private and public utility companies, government revenue agencies and many others--in lending and loan portfolio management, credit administration, credit risk analysis and assessment techniques and credit collection, delinquency management and micro-enterprise lending. Mr. Shaw has served as a consultant and advisor to various institutions on bad debt management and loan growth strategies as well as designing and delivering specialized training interventions to several credit departments of corporation in different industries. He is an avid reader and has kept abreast with developing trends in industry from an academic perspective and is at the cutting edge of recent research publications spanning credit administration, analysis and delinquency collections across a wide variety of industries. Mr. Shaw currently serves as a member of the Board of Directors at COK Sodality Cooperative Credit Union in the capacity of treasurer. MAIN QUALIFICATIONS Master s in Business Administration Banking and Finance Mona School of Business U.W.I Post Graduate Diploma in Business Administration, Manchester Business School, UK. Chartered Wealth Manager (CWM) (FAAFM) Chartered Risk Analyst (CRA) (FAAFM) B.A. History and Economics (U.W.I.) BRIEF WORK HISTORY Finance professional with over 25 years experience in management, finance and risk management. Employed to COK Sodality Co-operative Credit Union Limited for 12 years. Held various senior management positions during that tenure. The most recent position being Assistant General Manager in charge of branches, credit risk and delinquency. Employed to Dehring Bunting and Golding, Billy Craig Merchant Bank, Victoria Mutual Wealth Management (formerly Victoria Mutual Investments Limited) and Bank of Jamaica. Performed various managerial responsibilities.

6 Present - lecturer at the University of Technology (UTECH), Jamaica (College of Business and Management) Coordinator Lending, International Financial Management Modules, Lecture Corporate Finance, Financial Management, Risk Management, Entrepreneurship, International Bond and Debt Markets/International Money Markets Fellow of the American Academy of Financial Management (FAAFM) Chartered Wealth Manager (CWM) Chartered Risk Analyst (CRA) Member of the Jamaica Stock Exchange Academic Review Committee Member of Board of Directors of COK Co-operative Credit Union Limited. 6 HUGH GRAHAM- CO-FACILITATOR Hugh Graham holds a Master of Science degree in Environment and Development from the University of Reading, UK; a Bachelor of Science degree in Agriculture (Agri-Econ.) from the University of the West Indies, Trinidad and Tobago; an Associate of Science degree in Agriculture from the College of Agriculture, Science and Education (CASE). He has successfully complemented his qualifications with professional development training including GovStrat s Professionally Accredited Chartered Director (PAD/Char. Dir.) Designation Course in Corporate Governance, various courses in ISO and ISO 18001, Gender mainstreaming in Result Oriented Monitoring of EU Development Projects, USAID s Advanced Participation Methods for Facilitators, Strategic Planning and Project Development and Management. Hugh Graham has completed many technical assignments internationally spanning agriculture, agribusiness, rural development, environment, disaster recovery and project development working for organizations including the European Commission; United States Agency for International Development (USAID); Food and Agriculture Organization of the United Nations (FAO); Canadian International Development Agency (CIDA); and several Public and Private organizations in Jamaica. Hugh obtained his early grounding at the Jamaica Agricultural Development Foundation (JADF) as a Senior Project Officer developing and/or appraising agricultural, agro-processing and related loans. He was the Chairman for The Agricultural Credit Board, a regulatory body for agricultural loan societies in Jamaica the structure being like that of cooperatives and credit unions. In fact, one of the largest credit unions in Jamaica is also an agricultural loan society. Hugh Graham has worked in nearly 30 countries throughout Africa, Asia-Pacific and Caribbean and Latin America, primarily delivering short term technical assistance and monitoring and evaluation services of international development agencies and programmes. As a founding Director of GovStrat Limited, Hugh has seen the Company become a leading service provider and training organization across the Caribbean, providing services to some of the most reputable companies in the region in areas such as Corporate Governance, Strategic Planning, Leadership and Project Development. Hugh Graham holds a black belt in Shotokan karate and is affiliated to The International Shotokan Karate Federation, which is present in over 70 countries.

7 FEE STRUCTURE AND POLICY 7 1 A. Corporate rates are available for groups of four (4) or more learners from the same company at 25% discount. B. Fees include all learning aids, course material, a Certificate of Participation, refreshment breaks and lunch. C. Full payment or payment arrangement should be confirmed at least 10 days before carded date of the event. D. Registration confirmation is assured only on receipt of full payments. E. While we understand companies and government procurement processes and usually receive payments up-to 10 days after the event, private individuals sponsoring themselves must pay in full at least 72 hours before the event. F. No refund for cancellation within 5 working days of each event. Substitution of persons is allowed providing that notice is given at least 2 days before the event. No refund for no showers and where companies are yet to pay, full payment is expected. G. Only a limited number of participants will be admitted to facilitate a high level of participatory learning. H. The course maybe postponed or cancelled at any time without prior notice by the hosts and or organizers. In such circumstance, full refund will be made where applicable I. We accept banker s draft and wire transfer (bank-to-bank) in United States Dollars (USD) and local currencies (TT$ and Jam$) where applicable, and based on invoice instructions. J. By completing and returning our registration form means you have agreed to all the terms of this Policy. Register online at: