Fundamentals of Commercial Lending

Date:

Dec 8, 2026 to Dec 9, 2026

Location:
IBA Center for Professional Development
8425 Woodfield Crossing Blvd, Suite 155E
Indianapolis, IN 46240

If you are a new lender or new credit analyst, are you ready to learn what goes into making a successful commercial loan?  Are you ready to improve your game? If you manage or review commercial relationships, what are the keys to monitoring borrower performance and managing the relationship after the loan has been closed?  How do you effectively and efficiently write up the initial financial analyis and loan recommendation?  What should be discussed in an annual review or renewal?

This 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 to provide portfolio management tools to influence both credit quality and profitability.  We’ll unlock the mysteries of loan agreements and covenants so you can improve monitoring of existing credits and enhance future underwriting and renewals.  Time permitting, we finish with a set of unconventional problem loan warning signals to better assist lenders in getting an early jump on a potential weakness.

PDF BROCHURE

Agenda

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

All times listed are in EST

Topics

WALK AWAY WITH:

  • Finding the key drivers of your bank’s loan policy, and how to improve your understanding and compliance
  • Why credit risk ratings are important, especially in terms of timely assessments
  • Assessing industry, market and management risk and their effect on financial results of C&I borrowers and as part of an overall credit risk rating
  • Assessing similar, qualitative aspects of CRE borrowers, including key issues in lease agreements
  • Understanding your bank’s goal(s) in structuring the loan
  • Identifying the goals of your customer and the resulting credit needs
  • Discussing and implementing the products you can utilize
  • Identifying the loan structures that best match the source(s) of repayment
  • Applying these concepts (using cases) in four key loan types: seasonal, bridge, term and operating lines of credit
Speaker(s)

Facilitator: Richard Hamm

Richard Hamm with Advantage Consulting & Training has been training and working with bankers for over 30 years, designing and delivering courses specializing in commercial lending and credit, including portfolio and risk management, commercial real estate (CRE) and appraisals, plus selling and negotiating skills, and director training. His clients include national associations such as the American Bankers Association (ABA), The Risk Management Association (RMA), now called ProSight after merging with Bank Administration Institute (BAI); regional banking schools such as the Barret Graduate School of Banking – Memphis, the Graduate School of Banking – Wisconsin and the Graduate School of Banking at Colorado; state banking and community banking associations in a dozen states; and individual banks. Based in Huntsville, AL, he has owned/operated Advantage Consulting & Training for over 20 years, after a 22-year banking career including senior positions in lending and credit, including president of a community bank through formation and acquisition of an existing bank management, plus responsibilities for the loan operations function of a community bank.

Additional Information

WHO SHOULD ATTEND? 

Community bankers, small business lenders, private bankers, commercial lenders, loan review specialists, and other bankers (Including support staff) involved in the commercial lending process.

Fees
The following fees include the program materials, continental breakfast, lunch and refreshments.

IBA Members                Non-Members
$495 per attendee         $990 per attendee

Participation in IBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or non-member rates. Surcharge of 100% for Non-Members.
location

IBA Center for Professional Development
8425 Woodfield Crossing Blvd. Suite 155E
Indianapolis, IN 46240

Directions, map & a list of local hotels are available on our website at indiana.bank.

Association Contact

Molly Gibbs
AVP - Education & Training
mgibbs@indiana.bank

Silvia Regalado
Professional Development Coordinator
sregalado@indiana.bank

Susan Clark
Professional Development Coordinator
sclark@indiana.bank

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 or absences on the day of the program. Substitutions are welcome at anytime.