Business Lending & Services Conference
Topics & Objectives
Please note that the Topics/Objectives listed below are subject to change.
Industry Overview: What is Your Mission?
- Learn how other credit unions have entered the business lending and business services market
- Write a mission statement for your program
- Learn ways to define your niche and target market
Competitive Analysis: Building a Product Portfolio to Meet the Competition
- Learn proven techniques for evaluating the competition
- Develop a product portfolio to make your credit union stand out
- Formulate pricing options and consider the financial consequences
Designing the Business Member Experience
- Identify the product knowledge and information your staff will need
- Develop a referral process that allows front line 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 about major challenges and pitfalls
- Discover how they worked to overcome the obstacles
Building a Marketing Plan
- Identify the key components of a preliminary marketing plan
- Include SEGs, members with "doing business as" accounts, and the community
- Brainstorm ideas for your preliminary marketing plan
Building a Commercial Credit Culture: Loan Policy and Underwriting Procedures
- Become familiar with NCUA’s Part 723 and the limitations it creates
- Learn how different categories of loans should be addressed in your policies
- Get familiar with fundamental underwriting techniques
Buy It or Build It: Systems, Software and Vendors
- Learn what technology and vendors can help you launch your program
- Discover alternatives for loan documentation and financial statement analysis
- Identify areas where a third party alliance may be better than doing it yourself
CUSOs: What They Can Provide vs. What You Really Need
- Determine whether or not a CUSO relationship is right for your credit union
- Learn about alternatives and criteria for your decision-making process
Working the Numbers: Building a Financial Plan
- Identify all the direct and indirect costs of your program
- Develop 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 brainstorming session to identify the tasks necessary for implementation
- Discuss appropriate staffing levels
- Learn what attributes, knowledge, and expertise your staff needs for supporting business services
For more program content information or to request a brochure call 800-356-9655, ext. 4882, or email abollman@cuna.coop. For registration questions, call 800-356-9655, ext.4400 or e-mail reginfo@cuna.coop.
