CUNA Business Lending Certification Institute: Management Strategies
Topics & Objectives

Please note that the Topics/Objectives listed below are subject to change.

Industry Overview – What is Your Mission?

• Learn what other credit unions are doing in the business lending market
• Re-examine the mission statement for your member business services program and identify ways to improve its effectiveness in conveying your purpose
• Identify all of the segments of your target market and determine where additional attention is needed

Competitive Analysis

• Review the product offerings of your competition
• Evaluate your own loan and deposit product offerings against the competition and identify any gaps in your offering that should be filled
• Review your pricing options against the competition using a tested template to simplify the analysis

Systems and Software

• Evaluate your current host system, identify weaknesses, and learn about possible remedies
• Become familiar with software alternatives for automated loan decisions, financial statement analysis, and loan documentation

Financial Plan – Business Plan

• Identify all of the direct and indirect costs associated with your member business services program
• Learn how to use that information along with a proven financial worksheet to estimate the profitability of your member business services program
• Calculate the financial reward that will be derived from different staffing and funding scenarios

NCUA: What to Expect from the Regulators

• Understand the benefits of a strategic plan
• Get an early "heads-up" on the topics that will be of most interest to NCUA examiners

Loan Policy

• Critique your own member business lending policy and those of other attendees using the same AIRES questionnaire that the NCUA Examiners will apply
• Identify areas for improvement while developing a strictly compliant policy statement

Underwriting Procedures

• Learn a simple methodology to perform a "preliminary assessment" of the next new deal
• Use a detailed "process map" to evaluate your credit union’s underwriting procedures and identify areas for modification or improvement
• Become familiar with different risk rating methodologies and learn the techniques that you can apply to develop a risk rating scale that is unique to your credit union

Portfolio Monitoring & Control

• Gain an understanding of the critical data to gather to adequately monitor your portfolio
• Review various risk categories to determine their relevance for your portfolio
• Establish an action plan to begin gathering the necessary data

Selecting a CUSO & Other Third Party Due Diligence

• Determine whether a CUSO relationship is right for your credit union
• Become familiar with the NCUA required procedure for evaluating third party service providers
• Learn about available alternatives and criteria to apply when considering CUSOs for your credit union

Marketing Tips From a Pro

• Learn the top 10 ways to promote your member business services program
• Identify the elements of your current marketing program that are a waste of money and effort and learn to redirect the resources effectively

Managing Problem Loans

• Hear from a creditor’s rights expert about the immediate action steps to take to protect your credit union’s position in a troubled loan
• Learn when to forebear and when to foreclose
• Know actions to avoid that might worsen your position by invoking possible lender liability issues

Roundtable Discussion

• Hear from other credit unions about how they address challenges in developing their member business services program
• Learn what pitfalls to avoid and what rewards to expect
• Become familiar with different marketing, underwriting, and staffing strategies
• Identify best practices to apply your member business services program

Cash Management & Deposit Account Strategies

• Learn the single most important business product development since the creation of ACH and what affect it can have on your credit union
• Understand cash management beyond basic reporting capabilitlities and how it can help your credit union compete effectively for business deposits and loans
• Explore the key factors that will attract new business members to your institution

Panel Presentations

• Create an action plan for improvement of your member business lending program
• Receive guidance and suggestions from a panel of industry experts
• Submit your plan to the panel for critique

For more program content information or to request a brochure call 800-356-9655, ext. 4249, or email elearning@cuna.coop. For registration questions, call 800-356-9655, ext.4400 or e-mail reginfo@cuna.coop.