Education & Events

Advanced Commercial Lending School

Jan 09, 2019 to Jan 10, 2019
IBA Center for Professional Development
8425 Woodfield Crossing Blvd, Suite 155E
Program Overview: 

PDF Brochure

If you are a lender, are you ready to improve your game? If you manage or review commercial relationships, what are the key drivers of borrower performance after the loan has been closed? This advanced, two-day course has the answers, with a focus on effective initial structuring and subsequent monitoring of commercial lending relationships. It goes beyond the basics of financial analysis and portfolio management to provide experienced bankers the advanced tools to influence credit quality and profitability. We explore critical quantitative factors such as the role of sales growth in the financial performance of the borrower, as well as qualitative issues of industry, market and management risks. Participants will learn how to improve their handling of a loan portfolio such that credit quality can be maintained along with producing new revenues for the bank. We’ll unlock the mysteries of loan agreements and covenants to improve monitoring of existing credits and enhance future underwriting and renewals. Other monitoring issues, such as interim financial statements, are covered. We finish with a set of unconventional problem loan warning signals to better assist lenders in getting an early jump on a potential weakness.

  • Understanding sales growth and its effect on the financial condition and performance of a business
  • Assessing industry, market and management risk and their effect on financial results and as part of an overall risk rating for the borrower
  • Ongoing cash flow, working capital and leverage issues of commercial borrowers
  • Monitoring real estate
  • Managing commercial relationships to improve both credit quality and revenue opportunities
  • Utilizing interim financial statements 
  • Issues with compiling a global cash flow or global analysis
  • Negotiating, setting and monitoring loan covenants
  • Recognizing (early) potential problem loans

Richard Hamm has been training bankers for over 25 years, specializing in all phases of commercial lending and credit, including portfolio & risk management, commercial real estate & appraisals, plus selling & negotiating skills. His training work includes our top industry associations (the ABA & RMA), regional banking schools (Barret School of Banking - Memphis, Graduate School of Banking - Wisconsin, Southwestern Graduate School of Banking - Dallas, and Graduate School of Banking at Colorado), numerous statewide banking and Community banking associations, plus individual banks.

On the consulting side, he has been involved in director training, loan policy formation, bank formation (start-ups & acquisitions) and related strategic planning. The RMA Journal has published over 20 articles by Hamm on various lending topics, and he has served for many years on its Editorial Advisory Board. He is based in Huntsville, AL & has owned/operated Advantage Consulting & Training for 9 years, after a 22-year banking career including senior positions in lending and credit. He has BS & MBA degrees from the University of Alabama, and holds the CTP (Certified Treasury Professional) designation.


8:30 a.m. Registration & Continental Breakfast
9:00 a.m. Program Begins
12:00 Noon Lunch (included)
1:00 p.m. Program Resumes
4:00 p.m. Program Adjourns


This seminar will be held at the IBA Center for Professional Development, 8425 Woodfield Crossing Blvd. Suite 155E, Indianapolis, IN 46240. Directions, map & a list of local hotels are available at or by calling 317-387-9380.


IBA Members
$425 First Person


Participation in IBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or non-member rates.

Additional Information: 

Who Should Attend
Community bankers, small business lenders, private bankers, commercial lenders, loan review specialists, lending managers and credit officers.

Association Contact: 

If you have any questions please contact Laurie Rees at 317-387-9380 or via e-mail at

Cancellation Policy: 

Within three or more business days prior to the day of an educational program, no cancellation charge will be assessed. Within two days prior, 50% of the fee is assessed. Refunds are not provided for cancellations the day before or absences on the day of the program. Substitutions are welcome at anytime.

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