COURSE CATALOGUE 2015

Transcription

1 COURSE2015 CATALOGUE

2 Contents Letter from the CEO Our Faculty Tour of a Lab course BankersLab Product Suite Foundation F001 CreditLab Underwriting F002 CreditLab Fundamentals F003 CollectionLab Fundamentals Advanced A001 CreditLab A002 CollectionLab A003 ScoringLab Mastery M001 CreditLab : Basel M002 CreditLab : Leadership

3 Letter from the CEO Recently, a BankersLab participant commented, I will always look back at this training as a pivot in my career. Our customer feedback both humbles and motivates us. After training people from over 30 countries, at various levels of seniority and skill, commonalities emerge. Competition is a powerful motivator. Group work is fun and fosters improved communication across departments. Simulation teaches intuition about complex data interactions. Each of these facets plays a unique role in creating a dynamic learning environment. We ve seen enormous success with our Lab course format instructor-led, simulation-based, and fueled by team competition. How did we do it? We did it with Dr. Neil Seitz and our CTO team, who built a simulation engine that balanced simplicity and richness. These engines provide data that is stylized, maintaining important complexities while smoothing out the noise and allowing participants to test-drive their knowledge and skills. As our clients have said, This is challenging! Our success also comes from our top-notch faculty, who each play important roles as coaches, mentors, and advisors to our participants. The exceptional feedback and ratings of our faculty are evidence of their devotion and energy; they make sure every participant walks away with valuable knowledge gains. We did it with exceptional clients who have high expectations for training. They invest not only in their employees by providing powerful learning experiences, but also in their institution by providing cross department understanding and organizational change. Lastly, our industry colleagues have played a key role in defining BankersLab s success. Our course offerings, driven by your requests, are growing quickly; keep your suggestions coming our way and we will do our best to bring them into reality. We look forward to seeing you in a course soon! Michelle Katics BankersLab, CEO 02

4 Industry Thought Leaders OUR FACULTY: A WORLD OF EXPERIENCE Chief Risk Officer, executive leadership, Standard Chartered Bank, loss forecasting, HSBC, stress testing, Bank of Montreal, credit risk management, GE, analytics, Scotiabank, credit card portfolio management, risk governance, Bank of America, Chief Operating Officer, FICO, consumer credit life cycle, Chase Manhatan Bank, direct marketing, International Finance Corporation, third party collections, World Bank, scorecard development, GMAC, Risk Appetite, Providian, Compliance, strategy development, Absa Bank, Financial Reporting, Deloitte & Touche, card payments, Old Mutual, Small Business Lending, Federal Reserve Bank, Citibank, Credit operations, International Monetary Fund, branch management, Santander, receivables management 03 AVERAGE YEARS OF INDUSTRY EXPERIENCE: 23 LANGUAGES SPOKEN: 15

5 TOUR OF A LAB COURSE What are the five stages of a BankersLab Course? 01 FORM A TEAM Combine your experience for a winning combination. 05 SUCCEED Practice makes perfect. Understand interactions and customer behaviors. Anticipate, forecast, and mitigate. 02 COMPETE Gain confidence. Manage your portolios. Earn money! 04 LEARN Identify cause and effect relationships in portfolios. Fine-tune your strategies. 03 TEST Test new strategies on your virtual portfolios. Lost money? Try again! 04

6 BANKERSLAB TRAINING PRODUCTS SUITE Simulation Training From Entry To Executive Level CreditLab Underwriting F001 CreditLab Fundamentals F002 CollectionLab Fundamentals F003 ce Are you a monoline or specialty lender? CreditLab can be configured for a particular lending product, market maturity and economic conditions. Ask us about an enterprise license. 05 CreditLab Basel M001 CreditLab Leadership M002 Yea exprs e r i ars en ce 3-1 ex 0 Y p e 0-3 Ye ars e xp eri en CreditLab A001 CollectionLab A002 ScoringLab A003

7 F001 CreditLab : Underwriting CreditLab : Underwriting provides a solid foundation level understanding of consumer lending underwriting principles. Covering both secured and unsecured retail products, the course trains participants on underwriting principles, addressing topics such as product structure, underwriting concepts, credit bureau data usage, credit risk score usage, credit policy debt burden analysis and verification. Having explored technical concepts, participants will put their skills to the test in a simulation game. Each team will manage a variety of virtual portfolios - demonstrating expertise when setting credit policy, pricing and exposure. In order to win the simulation game, players must successfully operate the most profitable virtual bank. The combination of lectures, simulation gaming and sharing sessions enriched our learning experience. Risk Manager, Jakarta, Indonesia Explain how a retail credit product is designed, specifying how customer value is provided and how the product design brings revenue to the lender. Analyze the relationship between typical application data (demographic and credit bureau data), underwriting decisions, and customer repayment behaviors. Understand the difference between different types of scorecards and how they are used to make the underwriting decision. Understand what impact credit policy, verification and score overrides can have on portfolio management and apply best practices. Underwriters Analytics Staff Risk Management staff Product Management staff Operations Staff Retail Lending Vendors & Regulators Entry Level staff or those without prior lending experience Day 01 Day 02 Introduction The Retail Credit Product The Retail Credit Product: Activity Customer Value: Activity Credit Policy Underwriting Concepts Underwriting Underwriting Activity Scorecards and Credit Bureau Data Quiz Game Show 06

8 F002 CreditLab : Fundamentals CreditLab : Fundamentals will set a solid foundation and understanding of consumer lending principles. The course provides an overview of the consumer credit life cycle. Covering both secured and unsecured retail products, CreditLab : Fundamentals trains participants on the fundamental drivers of the credit life cycle, addressing topics such as, product definitions, underwriting principles, credit bureau data, and collection best practices. To maximize understanding of core principles, participants have to apply their knowledge in a variety of case studies, activities and simulation game. In the simulation, players battle it out managing a variety of portfolio in changing market conditions. To win, each team has to demonstrate a core understanding of consumer credit risk, underwriting, use of credit scores and collections concepts. What we understand from the simulation, in downturn and boom, it is important to understand each part of the problem, from marketing to underwriting. Risk Manager, Jakarta, Indonesia Entry Level Underwriters Analytics Staff Risk Managers Product Managers Operations Managers Retail Lending Vendors & Regulators Entry Level staff or those without prior lending experience Introduction The Retail Credit Product The Retail Credit Product: Activity Troubleshooting Front-end Tracking Credit Policy Identify important consumer lending product features that bring customer value and support profitability. Compare techniques used for screening applicants, including verification, overrides, scores, and credit policy. Apply an application score as a cut-off, noticing the impact on portfolio size, revenue and loss. Identify the key data fields in the credit bureau and how they are used to evaluate and monitor customers. Explain how collections is conducted and appreciate best practices of the process. Day 01 Day 02 Day 03 Underwriting Concepts Underwriting Activity Quiz Game Show Customer Value: Activity Underwriting Collections Process Overview Collections Role Play Activity Customer and Portfolio Behavior in a Downturn Downturn: Activity Underwriting in a Downturn 07

9 F003 CollectionLab : Fundamentals CollectionLab : Fundamentals is designed to provide a foundation level understanding of delinquent collections. During the course, participants will learn best practices for collections management, such as how to vary the approach the different customers and to calculate key tracking metrics. Describe the stages of delinquency, and best practice consideration for collection strategies for each. Explain the best practices for contacting customers, and how to tilt the timing, type and tone of the contact. Participants will apply their knowledge in the simulation, testing their skills in managing their own virtual portfolios. In order to win the simulation game, players must successfully operate the most profitable virtual bank with the most satisfied customers. Each team has to demonstrate expertise in each of the key areas of collection management, managing through economic stress and managing to different levels of product volume. Understand delinquency flow rates, and how to calculate them. Using the simulation game helped me build a better understanding of the collections process, and has given me a great amount of confidence in my professional abilities. Collection Team Leaders Collection Operations Staff Risk Management Staff Retail Lending Analysts and Modelers Collection Companies Collection Team Leaders Collection Software and Systems Vendors System and Strategy Designers Product Management and Sales staff Regulators Retail Lending Sector Examiners and Staff Risk Manager, Indonesia Appreciate how strategy trees are used for segmented actions for early and late stage collections. Day 01 Day 02 Day 03 Introduction to Collections Theory of Collections Collections Management 1 Risk Strategy Capacity Planning Collections Management 2 Case Studies: Collections Practices Secured Collections Collections Calling: Activity Collections Centre Considerations Reporting and Portfolio Management Downturn 08

10 A001 CreditLab CreditLab is an award winning simulation-based training course designed to develop sharper portfolio management skills and a deeper understanding of the consumer credit lifecycle. Risk vs. Reward: it s a simple concept, but it is not easy to strike the right balance. It s critical that professionals get this right. However, with changing environments and long time frames for losses to emerge, it is difficult to detect the impact of our decisions. Simulationbased learning is a powerful tool to help bankers improve their skill set. CreditLab provides a rigorous exploration of the credit cycle, focusing on topics such as product design, underwriting, account management, and portfolio monitoring. Each day, teams must test drive their technical expertise of risk strategy, capacity planning and collections management in a simulation game. In order to win, players must successfully operate the most profitable virtual bank with the most satisfied customers. The simulation was realistic and dynamic and allowed me to see and experience some of the theories that I learned during the course. 09 Risk Manger, Hong Kong Head of Credit, Credit Team Managers, Risk Retail Lending Product Managers and Team Leaders Retail Credit Risk Managers Underwriting Managers and Team Leaders Collections Managers and Team Leaders Retail Lending Analysts and Modelers Retail Lending vendors: Retail Bank Software and Analytics Providers Credit Bureau Staff Regulators: Retail Lending Sector Examiners and Staff A video summary can be viewed at: Quiz Game The Retail Credit Product Underwriting Principals Portfolio Financials Underwriting Explore consumer lending product design and how each element supports both customer value and long-term portfolio profitability. Compare techniques used for screening applicants, including verification, overrides, scores, and credit policy. Apply application and bureau score decisions in order to balance the risk-reward trade-off. Define the drivers and levers of portfolio profit and loss. Apply behaviour scores to account management and collection decisions, such as pricing and collection severity. Propose indicators that can be used to anticipate a downturn, and mitigation techniques that can be used. Day 01 Day 02 Day 03 Collections Account Management Pricing Strategies Pricing Activity Pricing Collections Management Collections Activity Managing A Downturn Downturn Case Study Downturn

11 A002 CollectionLab CollectionLab improves a bank s ability to optimize delinquent collections. The ideal collection strategy requires professionals to maintain a healthy portfolio, ensure customer satisfaction and sustain strong debt collection results. It s a constant juggle between the high cost of severe collections actions, the potential attrition impact of the actions on our good customers, and the credit loss repercussions of taking too gentle an approach. Describe the stages of delinquency, and best practice consideration for collection strategies for each. Explain the best practices for contacting customers, and how to tilt the timing, type, and tone of the contact. During the course, participants will analyze these trade-offs and then test their skill at formulating effective strategies. First, fundamentals and best practices of collections management are presented. Next, participants will apply their knowledge through activities, case studies and a simulation game. Each team has to demonstrate expertise in each of the key areas of collection management, including staffing, resource allocation, economic stress and product growth. In order to win the simulation game, teams must successfully operate the most profitable virtual bank with the most satisfied customers. We have been running a similar course inhouse for many years and have never seen such participant engagement like with the BankersLab training. Retail Head of Collections Collection Managers and Supervisors Risk Managers Retail Lending Analysts and Modelers Collection Companies: Collection Managers and Supervisors Collection Software and Systems Vendors: System and Strategy Designers Product Management and Sales Staff Regulators: Retail Lending Sector Examiners and Staff Training Director, USA Introduction to Collections Theory of Collections Collections Management 1 (Early Stage Strategies) Reporting and Portfolio Management Risk Strategy Apply techniques for segmenting accounts into specialized treatment Queues, using data such as behavior scores and balance-at-risk. Design strategy trees and segmented actions for early and late stage collections. Calculate and forecast delinquency flow rates, full year losses, and collector capacity. A video summary can be viewed at: Day 01 Day 02 Day 03 Capacity Planning Collections Management 2 (Segmenting and Prioritizing) Case Study: Champion Challenger Strategies Reporting and Portfolio Management Secured Collections Performance management Collections Centre Considerations Late Stage Strategies Late Stage Strategy: Activity Downturn 10

12 A003 ScoringLab ScoringLab improves a bank s ability to use credit scoring more effectively, when managing retail lending portfolios. Participants will gain a deeper understanding of scorecard development, business usage, management and tracking. Both risk and business staff will benefit from a rigorous understanding of how to effectively use scorecards to manage portfolio risk and profitability. In the simulation, each team must demonstrate expertise in the key areas of credit score usage, including: risk reward trade-off, trends, identifying causal factors, and using scores for customer growth. Articulate data requirements, implementation issues, key types of scorecards, and how they are used. Examine portfolio chronology logs, final score reports and characteristic analysis reports in order to identify important changes in the applicant population. Examine key statistics that can be used to define the score cut-off. List the steps in building a scorecard and key decisions that require business input. I ve spent a very insightful and interesting three days - I ll be taking away a lot of food for thought! Risk Manager, Delhi, India Analyze portfolio performance reports in order to determine if the scorecard is effectively predicting repayment behaviour. A video summary can be viewed at: Retail Lending Product Managers and Team leaders Retail Credit Risk Managers Underwriting Managers and Team Leaders, Credit Policy Staff Collections Managers and Team Leaders Retail Lending Analysts and Modelers Retail Lending Vendors: Retail Bank Software and Analytics Providers Regulators: Retail Lending Sector Examiners and Staff Day 01 Day 02 Day 03 Theory of Credit Scoring Empirical, Judgemental and Bureau Scorecards Setting Cut-off Scores Troubleshooting Front-end Tracking Underwriting with Scores How Scorecards are Built Troubleshooting Back-end Tracking Credit Policies: Theory and Practice Using Scorecards in Dynamic Environments Troubleshooting Scores Multiple Scores Data and Validation Affordability Using Scorecards to Support Profitability Loan Exposure Assignment 11

13 M001 CreditLab : Basel How can you trim back regulatory capital while maintaining profitability in your portfolio? You might reduce credit card limits, but will you trigger customer attrition and erosion of receivables? In this course, participants can experiment with the often conflicting objectives of profit, volume, value and capital efficiency. CreditLab : Basel facilitates a mastery level understanding of Risk Adjusted Performance, Risk Appetite, and Enterprise Risk Management frameworks. The course covers Basel retail lending assess classes for Standardized and IRB. CreditLab : Basel enables participants to explore portfolio trade-offs of profitability, risk adjusted return on capital, capital efficiency and other risk appetite metrics. In order to win the simulation game, players must demonstrate expertise in managing a lending P&L subject to risk appetite metrics. Tell me and I forget, teach me and I may remember, involve me and I learn. Benjamin Franklin Head of Credit or Risk Head of Retail Lending Retail Lending Portfolio and Product Mangers MIS Heads and Manager Portfolio Strategy, Finance, Capital and Balance Sheet Managers Head of Retail Risk Modelling Operations Head and Managers Retail Lending Vendors Sales and Delivery Staff for Risk Systems Regulators Supervisory, Policy and Research Staff Integrate business, operational and conceptual understanding of an Enterprise Risk Management Framework. Explain the requirements for Risk Appetite within ICAAP, and articulate the difference between risk tolerance, risk targets, and risk limits. Define which indicators should be used to manage riskadjusted performance and explain how they can be put into operation. Define how to measure how much capital a company has, and discuss how much it should have based on various principles and measures. Day 01 Day 02 Round Table Discussion: Current challenges and opportunities Quiz Game Show And Knowledge Check Risk Appetite Principles and Practices Calculating and Benchmarking Risk Adjusted Performance Measures Risk Appetite Exercise Underwriting Account Management Case Study: Reshaping Portfolios What Does the Future Hold? Roundtable Discussion Capital and Liquidity Management Challenges Case Study: Developing Risk Management Capability Simulation Game : Pricing 12

14 M002 CreditLab : Leadership In today s increasingly complex business environment, developing effective leaders is crucial for the success of every organization. The modern workplace requires a combination of rigorous datadriven decisions and wisdom-based leadership, under uncertainty. It is difficult to strike a balance; yet a simulation environment that combines the need for both, is a powerful tool. CreditLab : Leadership integrates soft skills coaching, technical skill execution, and simulation. The workshop provides an opportunity to practice and build on their strengths, creating confidence to think strategically and effectively at all levels team, business, company or market. First, participants review formal models and approaches to leadership, teamwork and decision-making. Next, they apply this knowledge in an environment that is a stylized version of what they face back in the office. During the course, teams compete against each other operating their own virtual lending portfolios, while faculty observe and coach. The debrief sessions provide coaching and feedback to participants, which they immediately practice in the next round. Refine verbal and non-verbal communication, constructive feedback and create effective decision-making processes. Identify healthy and unhealthy role sets, presumptions and beliefs. Engender empowerment and Big Picture perspective, instead of panic. Practice problem solving, responding quickly to market changes, evaluating and executing on controlled risks. Foster team achievement, mutual trust, ideas management, conflict resolution and successful negotiation of viewpoints. Leadership is the capacity to translate vision into reality. 13 Retail Lending Product Heads and Managers Risk Officers and Unit Heads Underwriting and Collection Unit Managers Operations Unit Heads and Managers Finance Unit Heads and Mangers Audit & Compliance Managers Warren Bennis Day 01 Day 02 Underwriting Team Simulation Presentations, Evaluation, Debrief and Coaching Module 1: How to improve communication and feedback? Module 2: How to coach your employees within 15 minutes? Portfolio Management and Collections Team Presentations, Evaluation, Debrief and Coaching Module 3: How to create a genuinely motivated team? Pricing Team Simulation Presentations, Evaluation, Debrief and Coaching Module 4: Soft skill Leadership-Crash test Downturn Team Presentations & Debrief

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