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MARKETING AND CREDIT TO SMALL AND MEDIUM-SIZED ENTERPRISES
 
     
  Summary Description  
  A variation from our core credit offering, the Marketing and Credit workshop has been designed to provide marketing and credit executives with a common understanding of the credit process and their roles within it. In addition to developing analytical skills in credit and risk management, the workshop seeks to develop participants’ ability to match client needs and financial solutions, while fostering a collaborative atmosphere between executives involved in marketing, selling, relationship management and credit analysis.  
     
  Methodology  
  Presentations, case studies, group work and classroom discussion  
     
  Target Audience  
  Credit analysts and officers, account executives and line managers, other marketing officers  
     
  Main Topics  
 
Introduction to the credit process
The role of the marketing executive in the sale and underwriting of credit
The role of the credit analyst in the sale and underwriting of credit
The Four Pillars methodology for company credit analysis
- Management
- Industry and Competitive Position
- Financial Condition
- Collateral and Guarantees
  Cash flow analysis
Financing growth: risk and opportunity
Monitoring and early warning signals
The relationship between credit and selling processes
 
       
 
  Duration  
  5 days  
     
   
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