Ask, Analyze and Articulate for Remarkable Results


Identifying the critical risks in lending to a small business isn’t always obvious from financial statements, tax returns or a credit application. It frequently takes more information to differentiate between acceptable and unacceptable risks. To get that information, a banker ends up having repeated conversations with clients- frustrating them and needlessly lengthening the credit approval process. Underwriters complain they don’t get enough information to make good credit decisions, risks cannot be adequately assessed or appear to be unacceptable from the information provided. Consequently, credit requests which are denied, may have been approved with more information.

Course Overview:

IDENTIFYING CREDIT RISK teaches bankers how to identify, clarify and communicate critical risks so underwriters are better informed and credit decisions can be made quickly. In this two-day course, bankers get hands-on experience using real-world, service and product business case studies.

They practice interviewing and analytical skills in group/team role-play exercises. They learn the right questions to quickly identify and clarify critical risks-including those that cannot be identified from the financials alone. They learn the questions to identify risks from both the business and its guarantors. They practice focusing down to what is critical and communicating those findings to underwriters.

Course Outcomes:

As a result of this training, bankers will identify and clarify risks prior to submitting a package to underwriting by:

  • Conducting complete initial client interviews
  • Quickly analyzing financial statements and tax returns
  • Interpreting key ratios and financial trends

They will create concise, meaningful memos to accompany credit submissions that describe or explain critical risks that could not be identified by an underwriter from the credit and financial data alone. The end result is that bankers increase their credibility with clients and underwriters, and underwriters make better-informed credit decisions.


"Fabulous class-excellent tool(s) to increase quality of loans submitted."

Relationship Manager
Top 30 Bank