Banking 101 Fundamentals for Young Professionals

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2 COURSE SUMMARY This 3-day financial training course is intensive and provides a comprehensive overview of Banking to Young/recently hired and Managers without any prior exposure to the financial service industry. Its also assist Bank managers who wishes to take a fresh critical look of their responsibilities, challenge their daily routine and bring new perspectives into their roles. It breaks silos and offers bankers an holistic view of Banking business. The programme gives a deep understanding of Banking Functions and its critical role of financial intermediation in the economy. Furthermore, its enables young managers to acquire the set of skills, tools and mindset required from modern Bankers to develop their business, manage risk and portfolio effectively as well as running a sound Operations Unit, while keeping an eye on growth drivers, Revenues metrics and Performance indicators. It sets the tone for shaping of the next generation of Bank Leaders. COURSE DESCRIPTION This 3-day course will provide delegates with a thorough understanding of: Fundamentals of Banking (Definitions, Role in the economy, Structure) Bank Structure and Functions (Front Office, Middle Office, Back Office) Banking Regulations, external stakeholders & how recent regulatory actions impact the way Bank organize to do business (US, Europe, Africa) An Overview of Bank Financials and why managers should keep an eye on them (Balance Sheets & Income Statements) Traditional vs. Modern Banking Strategy (Credit strategy vs. Cross-Sell Strategy) Successful Corporate Relationship Banking Strategy (How To approach Multinationals & Large Corporate banking needs) Commercial & Retail Banking Strategy (What are the ingredients of growth in these segments ) Product Management & Development in Banks (Putting Customers Needs & Solutions First) Transaction Services Banking (Cash Management, Trade Finance & Trade Services) Sales & Marketing Strategy (Flow Business in Banking, Flow business mapping & Wallet sizing) Correspondent Banking Strategy (How To Leverage correspondent banking relationships) Basic Treasury Sales & Operations (Treasury Products & ALM function). New Trends in Banking Industry in Emerging Markets and Africa: Impact of Technology, Electronic Banking, Mobile Banking, Branchless Banking Financial & Regulatory Reporting: From GAAP to IAS and IFRS Bank MIS (Management Information Systems) & Impact on Business and Financial Reporting Internal Control & Audits DELIVERY METHOD Dynamic, Highly Interactive, Practical with Cases Studies from real corporate Life, including Videos projections, Group discussions and Team Building exercises TARGET AUDIENCE The course will be of great value to the following professionals: Relationship Managers Account Relationship Officers Product Managers Business Analysts Branch Managers Treasury Sales Officers International Operations Officers Financial Controllers Internal Controls Officers Risk Analysts/Credit Officers

3 AGENDA DAY 1 Introduction, the central role of Banks in the economy Welcome Introduction and Banking Quiz Fundamentals of Banking What Is a Bank? Bank s Role In Financial Intermediation Banking and the Creation of Money The different types of Banks: Universal Banks, Investment Banks, Commercial/retail Banks Bank Governance Bank Structure & Functions Front Office functions Corporate Bankers Commercial Bankers Retail Bankers, Product Managers, Treasurers & ALM Risk & Portfolio Management Middle Office functions: HR, Finance, Audit/Internal Control, Administration & Logistics Back Office functions: local & International Operations Policies & Procedures: CAP Manual Why keep all three functional Groups in mind? How they all contribute to Bank bottom line Banking Regulations & external stakeholders The role of the Central Bank Banking regulations Payment & Clearing systems Minimum Capital Requirements Monthly reporting requirements Compliance Requirements: Local & International (KYC, OFAC rules, SDN, SDI, ) Recent regulatory actions in US, Europe and Africa How they affect the way Banks organize and approach business Overview of Bank Financials & business models The Bank balance sheet: Assets items The Bank balance sheet: Liabilities items The Bank balance sheet: Off balance sheet items Bank Income Statement Key Performance ratios/metrics Bank managers should keep an eye on Video Play: Case studies: Study & discussion of various banking models o Goldman Sachs vs. Deutsche Bank o Citigroup vs. BNP Paribas o Standard Bank of South Africa vs. Equity Bank Kenya

4 AGENDA DAY 2 Adapting to Change to Drive a successful banking business strategy Traditional vs. Modern Banking Strategy Traditional Banking: Bankers were Lenders Shifting toward modern banking: The driving forces Banking is a Service Business Credit vs. Cross-Sell strategy Impact of the strategy on the Revenue mix Successful Corporate Banking strategy Corporate Clients Profile How they look at banks The importance of planning process Mission and vision statements Setting SMART objectives Setting financial and performance goals (Revenues, Clients, Products, Risk) The execution of the plan Measuring product and client profitability Dealing with risk (Credit risk, Market risk, Liquidity risk, Operational risk, business/ reputation risk) Commercial & Retail Banking strategy Commercial Client Profile, SME Banking Product Approved Programs as a powerful approach to harness SME Banking Potential while mastering risks, Retail Banking as engine of growth for Banks in Africa Areas of focus in retail banking product development Retail Banking distribution Channels Customer services and Client delivery in Commercial & Retail Banking Product Management & Development What is Product Management? Effective pricing strategies New Product Development The Impact of Technology in Product Development Transaction Services Banking What is Transaction Services in modern Banking? Cash Management Services Trade Finance & Trade Services The critical importance of Transaction Services Banking in Bank bottom line Video Play & Group discussions: Success stories in Africa banking space Case studies: o Equity Bank Kenya, o Nigeria Banks

5 AGENDA DAY 3 The Future of Banking: Putting All Together Sales & Marketing Strategy Flow Business in Banking, Flow business mapping Bank revenues Wallet sizing Effective Sales & Marketing Strategies Sales Training, Personal Development & Performance Metrics & Measurements of Sales Execution Plans Correspondent Banking Strategy What is Correspondent Banking Importance in maximizing profits on off balance sheet items How to design an effective correspondent banking strategy How To Leverage correspondent banking relationships Introduction to Bank Treasury & ALM Treasury Products Importance of Treasury in Bank Treasury Sales Introduction to ALM (Assets & Liabilities Management) Recent developments in Bank ALM New Trends in Banking Industry in Emerging Markets and Africa Banking the unbanked customer segment The impact of technology Electronic Banking Mobile Banking & Branchless Banking The Push for inclusion of other financial products and services into banking: Insurance products Financial & Regulatory Reporting Financial Reporting From GAAP to IFRS Overview of IFRS IFRS migration initiatives Increased focus on Disclosures Bank MIS & Importance in Bank bottom line Overview of Bank MIS & Why invest in systems MIS and Business metrics MIS and measuring Client Profitability MIS and measuring Product Profitability MIS and Risk Management MIS and Portfolio Management Video Play & Group Discussions: The Future of Banking in Emerging Markets and Africa Case studies: o Equity Bank Success Story: Is this template replicable across SSA? o Success stories per selected country: Nigeria, Uganda, Zambia, Ghana, South Africa Course Summary & Conclusions Course Evaluation Form Feedbacks & Close

6 COURSE DIRECTOR BIOGRAPHY JUDSON WELSH Judson Welsh is a Veteran Banking Executive with over 30 years in the financial services industry with international firms like Fidelity Bank SA, Philadelphia and London, First National Bank of Boston, Chemical Bank New York and Banque Nationale pour l Epargne et le Crédit (BNEC), Abidjan, Côte d Ivoire. He has also consulted for various international Organizations like MFW4A AfDB, USAID, World Bank, GTZ. Judson has extensively advised many commercial banks in Africa, including Ecobank Transnational Incorporated Young Professional Program, Societe Bancaire Nigeria Ltd and FIMBank (First International Merchant Bank Plc, Malta). He is a Director of JM Capital Africa ( JMCA ), a South African Financial Advisory Firm, focused on providing advisory services to Financial Institutions, Corporate and Governments in Africa. JMCA has completed over 20 advisory assignments on behalf of the International Finance Corporate (member of the World Bank Group) and many Bankers Associations in Sub Saharan Africa since STANDARD DELEGATE FEE: $900 The Fees cover Full Training Materials, Coffee breaks, Lunches, but not accommodation. Each delegate should arrange for his (her) own accommodation. REGISTRATION FORM PERSONAL DETAILS: First Name Surname Position Department Company Address Telephone Signature Date