CUNA Business Lending & Services Conference
Topics & Objectives

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

Industry Overview

• What are others doing?
• What is your mission?
• What is your target market?

Competitive Analysis Exercise: Building a Product Portfolio to Meet the Competition

• Practice a proven technique that will help you evaluate the competition
• Develop a product portfolio to meet your competition
• Formulate pricing options and consider the financial consequences

Designing the "New Business Member Experience"

• Be able to identify the product knowledge and other information your staff will need to have
• Develop a referral process that allows frontline staff to play a role in new business development

Been There – Done That: Learn From the Experience of Others

• Hear from a panel of experienced business lenders
• Learn major challenges and pitfalls and how to overcome obstacles

Building a Marketing Plan

• Identify the key components of a preliminary marketing plan
• Learn how to include SEGS, members with doing business as accounts, and the community
• Brainstorm a preliminary marketing plan

Building a Commercial Credit Culture: Loan Policy & Underwriting Procedures

• Understand NCUA’s Part 723 and the limitations that it creates for your credit union
• Learn about different categories of loans and how they should be addressed in your policy
• Become familiar with some fundamental underwriting techniques and their connection to MBL Policy

Buy it or Build it: Systems/Software/Vendors

• Learn about other technology and vendors that will help you launch your program
• Discover alternatives for loan documentation and financial statement analysis
• Identify areas where a third party alliance may be better

Thinking About a CUSO?

• Determine whether or not a CUSO relationship is right for your credit union
• Learn about available alternatives and criteria to apply when considering them for your credit union

Working the Numbers: Building a Financial Plan that Measures Contribution

• Identify all of the direct and indirect costs associated with your program
• Create a financial plan using a proven financial worksheet
• Develop expectation levels for asset and liability growth and net income

Putting it all Together

• Participate in a group brainstorming session to identify tasks necessary for implementation
• Discuss appropriate staffing levels and the expertise that will be required from staff who support business services