DRIVING CREDIT &
SALES EFFECTIVENESS
2015 COURSE CATALOG
OMEGA PERFORMANCE COURSE CATALOG
1
Dear Colleague:
In today’s highly competitive environment, the quality of your greatest
asset, your people, differentiates your business and substantially
impacts top-line results. Given this reality, effective credit skills training
must go beyond traditional methodologies based on static textbook
and lecture content. By focusing on the learner, the Omega Performance
modern curriculum stands to provide our clients with the highest level of
performance impact since our founding in 1976.
Today’s Omega Performance training programs emphasize practical,
high-quality content while increasing access to credit skills training, supporting a culture of
ongoing credit skills sustainment, and reducing the amount of time spent in the classroom.
As our online course offering continues to expand, you can look forward to our growing line of
innovative, case-based Skills Application Labs that bring reality into the classroom. These labs
leverage innovative Instant Polling technology that encourages rich discussion, where ideas are
shared and challenged—creating a transformational and dynamic learning experience.
We aspire to rank among your most valuable business partners, helping to accelerate your
goals by enabling your people to become high-performing catalysts for growth.
Sincerely,
Jenny Daley, President and CEO
FIND OUT MORE ABOUT OMEGA PERFORMANCE TRAINING
For detailed course descriptions and to speak with an Omega training consultant, please contact us:
North America: +1 703-558-4440 // solutions@omega-performance.com // omega-performance.com
Asia-Pacific: +65 6505-2060 // apacsolutions@omega-performance.com // omega-performanceapac.com
15011
OMEGA PERFORMANCE COURSE CATALOG
1
New and Updated for Q1 2015!
CONSUMER LENDING
E-LEARNING
The Consumer Lending e-learning course has been expanded to include nine modules. The revised course features
updated material throughout, including the latest lending regulations. This course ensures your lending team is
equipped with the skills necessary to make sound consumer loan decisions. (See page 18)
UNDERSTANDING PERSONAL CASH FLOW
E-LEARNING + SKILLS APPLICATION LAB
With the increasing complexity of personal finances, it is crucial for lenders to understand personal financial
statements and tax returns in order to meet a borrower’s needs while considering the organization’s risk. This
e-learning course equips lenders with the tools to identify an individual’s true net worth and gain an understanding of
actual cash inflows and outflows to determine repayment capacity. (See page 21)
CREDIT SALES SKILLS COURSES
E-LEARNING + SKILLS APPLICATION LABS
The Credit Sales Skills curriculum includes five new e-learning courses and five companion Skills Application Labs
(SALs). Your bank’s sales, service, and relationship management team is the key to providing high-caliber service
that satisfies customer needs, nurturing long-term profitable relationships and establishing credibility as trusted
financial partners. These blended learning solutions equip your associates and their managers with the skills they
need to engage in collaborative conversations and deliver exceptional customer experiences. (See page 13)
Turn to page 13 to learn more about these five new courses:
• Building Small Business Acumen
• Collaborative Small Business Conversations
• Collaborative Retail Conversations
• High-Impact Prospecting and Networking
• Collaborative Business Conversations
In Q2 look forward to these additions to the sales skills curriculum:
• Advancing Customer Connections
• Customer Experience Coaching
• Coach the Coach
• Scorecard Coaching
• Creating Customer Connections
CREDIT COACHING AND MENTORING PROGRAM
E-LEARNING + MENTOR TOOLKIT
Manager-driven coaching and learning sustainment tools are a proven component of effective learning programs.
In order to give our clients optimal gains on their training investments, we have designed an innovative blended
coaching program that enhances knowledge transfer and credit skills sustainment. This program includes an
e-learning course, tools, guides, and scripts designed to empower managers and coaches with best practices in
coaching and mentoring, and a road map for skill sustainment targeted to one of six core e-learning credit courses.
Customizable tools and templates save time while enhancing organizational results and return on training investment.
(See page 7)
COMING SOON! NEW SKILLS APPLICATION LABS
Omega Performance’s commitment to offering industry-leading blended learning solutions continues in 2015 with the
upcoming release of four new Skills Application Labs (SALs). These dynamic, instructor-facilitated training events
immerse participants in real-world case studies in order to give them the opportunity to apply the skills they acquire
in the companion e-learning courses. The following courses will be available in the Skills Application Lab format:
• Business Lending Fundamentals
• Consumer Lending
• Commercial Real Estate Lending
• Financial Accounting for Lenders
2
OMEGA PERFORMANCE COURSE CATALOG
Your business operates in a highly competitive marketplace where the skill level of your
associates correlates directly with enterprise success. Our blended credit training solutions
provide your lending organization with targeted content and multiple delivery formats that
enable growth in the volume and quality of your loan portfolios. Credit is in our DNA.
Our curriculum is developed by a team of renowned credit experts, former bank executives,
and instructional designers—ensuring effective, relevant, high-quality training solutions.
We Focus on Credit.
Omega Performance courses cater to the unique training needs of lending organizations, providing a structured
learning path and case studies specifically tailored to the lending environment. Our courses integrate Omega
Performance’s time-tested Decision Strategy™, which provides a consistent and reliable framework for making sound
credit and risk management decisions.
Blended Learning that reinforces
and applies credit skills.
Effective credit skills training requires a dynamic, learner-centric approach that allows organizations to increase
access to learning, enable the development of a sustained credit culture, and reduce unnecessary time-wasting
activities. Omega Performance’s blended credit training experience achieves these goals through a flexible mix of
self-paced e-learning courses, real-world Skills Application Labs, and skill-reinforcing simulations and coaching
programs.
BLENDED TRAINING EXPERIENCE
INCREASE
Access to Credit Skills Training
SUPPORT
A Culture of Ongoing Credit
Skills Sustainment & Improvement
REDUCE
Time Spent in the Classroom
OMEGA PERFORMANCE COURSE CATALOG
3
Training Solutions
Omega Performance’s self-paced e-learning and instructor-led training formats build foundational and advanced credit skills,
improve judgment, and promote skill reinforcement through one-on-one coaching. Developed by a team of credit experts
and skilled instructional designers, our courses help thousands of lending professionals each year.
SELF-PACED E-LEARNING COURSES
Omega Performance’s e-learning courses, accessible online at any time, are developed to
be highly interactive—maintaining high learner interest that enhances understanding and
application of the material. Concepts are presented in conjunction with related definitions,
explanations, formulas, and real-world examples to ensure that individuals of all learning styles find
the subject matter accessible and user-friendly.
24/7 online availability:
anytime, anywhere
On-demand resources
for study and reference
In addition to the core content, Omega Performance’s e-learning courses include: modular
pre-tests; multimedia animations; on-demand resources including relevant articles, job aids,
worksheets, and glossaries; “E-mail a Mentor” services to assist learners with difficult concepts;
“Check Your Understanding” quizzes that reinforce learning; and post-tests that gauge results.
E-mail a Mentor for
hands-on expert guidance
C R ED I T C O A C H I N G A N D M E N T O R I N G PR O G RA M
The Omega Performance Credit Coaching and Mentoring program empowers your internal coaches
to drive credit skill sustainment, knowledge transfer, and credit culture development. As your
organization’s learners progress through self-paced e-learning courses, your trained coaches can
offer proactive support to deepen skill understanding and promote a strong credit culture. This
program includes a two-hour credit coaching and mentoring e-learning course, downloadable
planning sheets and conversation guides, and a supplementary coaching toolkit tailored to one of
six core credit e-learning courses.
SKILLS APPLICATION LABS AND WORKSHOPS
Real-time interaction with
instructor and peers
Instant Polling technology
stimulates and engages
Reality-based loan cases
and presentations
Focus on application
drastically improves learning
Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn
from each other’s backgrounds, knowledge, and experiences and become partners in learning. Built
around real-world case studies that describe challenging business scenarios, attendees must make
a number of critical business decisions—at times without 100% of the information available. The
instructor’s role is not to lecture or provide information for memorization, but rather to serve as a
guide to empower the teams to ask the right questions so that proper analysis and decision-making
can occur. Instant Polling technology enables each attendee to participate in live, real-time feedback
using handheld devices.
This format provides for an engaging, diverse, collaborative experience that immerses learners
in real-world loan cases, resulting in enhanced comprehension. Prerequisites for attending a SAL
include passing the companion e-learning course with a score of at least 80%. This ensures that all
participants are ready to proactively work on loan cases, tackle and solve unique challenges in a
team environment, and complete the experience by delivering capstone loan presentations.
Omega Performance’s Skills Application Labs can be delivered at your facility by an Omega
Performance-certified instructor, or by your own instructor through our train-the-trainer program.
S I M US TAR TM C R E D I T T R A I N I N G S I M U LA T I ON S
Through immersive simulations, the online SimuStar program bridges the gap between theory and
real-world application. With 12 simulation scenarios, spanning four distinct loan cases, SimuStar
provides lenders with a self-paced, controlled, online environment to enhance judgment skills and
improve decision-making in the real world.
4
OMEGA PERFORMANCE COURSE CATALOG
Getting Started
While all lending organizations are unique, there is a common set of core credit competencies upon which highquality loan portfolios are built. Omega Performance’s foundational courses addresses four distinct functional lending
areas: Retail and Wealth Management, Small Business, Commercial, and Commercial Real Estate.
Whether you’re looking to train a nationwide, multidisciplinary team of banking professionals or a small group of
local relationship managers, Omega Performance’s training programs are available as a progressive curriculum or as
single course offerings, for individual, group, or enterprise delivery.
Begin by reviewing the following set of courses, listed in order of optimal progression.
ENTERPRISE TRAINING GUIDE
Blending Learning Options
Functional
Area
E-Learning Courses
(Self-Paced)
Sustainment
Skills Application Labs &
Workshops
(Instructor-Led)
Retail &
Wealth
Management
Consumer Lending
Understanding Personal Cash Flow
Consumer Lending
Effective Credit Write-Ups
Understanding Personal Cash Flow
Small
Business
Lending
Business Lending Fundamentals
Commercial Loans to Small Business
Financial Accounting for Lenders
Understanding Personal Cash Flow
Business Lending Fundamentals
Commercial Loans to Small Business
Effective Credit Write-Ups
Financial Accounting for Lenders
Understanding Personal Cash Flow
Commercial
Lending
Business Lending Fundamentals
Commercial Loans to Business
Corporate Financial Accounting for Lenders
Financial Accounting for Lenders
Advanced Cash Flow
Business Lending Fundamentals
Commercial Loans to Business
Corporate Financial Accounting for Lenders
Effective Credit Write-Ups
Financial Accounting for Lenders
Minimizing Problem Loans
Commercial
Real Estate
Lending
Business Lending Fundamentals
Commercial Loans to Business
Commercial Real Estate Lending
Corporate Financial Accounting for Lenders
Financial Accounting for Lenders
Understanding Personal Cash Flow
Business Lending Fundamentals
Commercial Loans to Business
Commercial Real Estate Lending
Corporate Financial Accounting for Lenders
Effective Credit Write-Ups
Financial Accounting for Lenders
Understanding Personal Cash Flow
Credit Sales
Skills
Building Small Business Acumen
Collaborative Business Conversations
Collaborative Retail Conversations
Collaborative Small Business Conversations
High-Impact Prospecting and Networking
Building Small Business Acumen
Collaborative Business Conversations
Collaborative Retail Conversations
Collaborative Small Business Conversations
High-Impact Prospecting and Networking
Simulations
(Self-Paced
and /or
Instructor-Led)
Coaching
Modules &
Tools
(Self-Paced and
Mentor-Led)
Manufacturing
Services
Wholesaler
Owner-Occupied
Real Estate
Credit Coaching
& Mentoring
(e-learning)
Coaching Guides
(Mentor-Led)
WE’RE HERE TO HELP
Our training consultants and credit experts are ready to listen to your unique requirements and guide you
through our training solutions to develop a training plan that suits your unique business objectives.
To speak with an Omega training consultant, please contact us:
North America: +1 703-558-4440 // solutions@omega-performance.com // omega-performance.com
Asia-Pacific: +65 6505-2060 // apacsolutions@omega-performance.com // omega-performanceapac.com
OMEGA PERFORMANCE COURSE CATALOG
5
Enterprise Library Program
OVERVIEW
BENEFITS
The Enterprise Library Program (ELP) is designed for
easy acquisition and cost-effective deployment of the
industry’s leading online credit and credit sales skills
training. For a fixed annual license fee, the ELP provides
unlimited access to select courses or the complete
library of e-learning content. That’s 60+ modules
ranging from 1-5 hours each for a total of 150+ hours of
credit training content. Whether a user needs quick access to a 60-minute module for a just-in-time refresher,
or a comprehensive track of courses as a part of your
on-boarding program, the ELP program provides the
flexibility to meet your needs.
• Set annual fee provides cost clarity and
predictibility for budgeting
WHAT’S INCLUDED
• Unlimited usage enables broader access to
credit training for employees across your
organization without increasing costs
• Interactive content, multimedia animations, and
on-demand reference resources engage learners
and increase retention
• Standard reporting enhances measurement of
enterprise performance
• Cost-effective licensing models available for
organizations of all sizes
• Unlimited access to the Omega Performance
e-learning library, including content updates
and new course releases
TO LEARN MORE
North America: +1 703-558-4440 or
• Pre-tests for each module to allow users to
determine which sections they should take
based on individual needs
solutions@omega-performance.com
Asia-Pacific: +65 6505-2060 or
apacsolutions@omega-performance.com
• Post-tests for each module to measure
comprehension and validate learning
• Standard tracking and reporting package
CURRENT E-LEARNING COURSES AND MODULES
Financial Accounting
for Lenders
Commercial Loans to
Business
Commercial Loans to
Small Business
Commercial Real
Estate Lending
7 Modules/8 Modules
7 Modules
7 Modules
8 Modules
•
Financial Accounting Framework
•
Opportunity Assessment
•
Assessing the Opportunity
•
Opportunity Assessment
•
Accrual Accounting Basics
•
Borrowing Causes
•
Identifying Borrowing Causes
•
•
The Balance Sheet: Assets
•
•
The Balance Sheet: Liabilities
& Equity
Assessing Business, Industry,
and Management Risk
Borrower and Management
Assessment
•
Industry & Business
Risk Analysis
•
Market and Property Assessment
•
Financial Statement Analysis
•
•
Repayment Assessment
•
The Income Statement
•
Cash Flow Analysis
Analyzing Business Financial
Statements
•
Real Estate Valuation
•
Connecting Statements
& Levels of Assurance
•
Projections
•
Global Financial Assessment
•
Loan Structure
Analyzing Personal
Financial Statements
•
Loan Documentation
and Management
•
Construction Lending
•
Understanding Business Cash Flow
•
•
Complex Accounting
for Corporations
Analyzing Cash Flow
and Projections
•
Structuring the Loan
Business Lending
Fundamentals
Consumer Lending
9 Modules
Understanding
Personal Cash Flow
Credit Sales Skills
Curriculum
5 Modules
•
Introduction to Consumer Credit
2 Modules
5 Courses
•
Learning about the Business
•
Lending Regulations, Part 1
•
•
Understanding Business Needs
•
Lending Regulations, Part 2
Personal Financial
Statement Analysis
•
Assessing the Business and
Management
•
Preliminary Analysis
•
•
Repayment Source Analysis, Part 1
Personal Tax Return
Analysis
Fundamentals of Financial
Statements and Tax Returns
•
Repayment Source Analysis, Part 2
•
Home Equity Lending
Credit Coaching and
Mentoring Program
Understanding Needs and
Communicating Credit Solutions
•
Making the Credit Decision
7 Lessons + Toolkit
•
Documenting and Managing
the Loan
•
•
6
•
OMEGA PERFORMANCE COURSE CATALOG
Credit Coaching and Mentoring
Based on decades of feedback from our clients, it’s clear that organization-driven sustainment is a critical component
for enhancing understanding and return on training investment. The Omega Performance Credit Coaching and
Mentoring program empowers your internal coaches to drive credit skill sustainment, knowledge transfer, and credit
culture development. As your organization’s learners progress through self-paced e-learning courses, your trained
coaches can offer proactive support to deepen skill understanding and promote a strong credit culture.
HOW IT WORKS
Your organization’s coaches begin by completing the two-hour, self-paced, Credit Coaching and Mentoring
e-learning course that presents best practices in developing and sustaining a culture of credit excellence. The
processes and skills included enable effective coaching and mentoring during and after online credit training
programs, for greater knowledge retention and credit quality enforcement.
The e-learning course includes lessons that discuss coaching and mentoring benefits, best-practice skills, and the
content of an effective competency development sequence. The course also includes downloadable planning sheets
and conversation guides, which equip managers and coaches with powerful tools to develop and sustain a strong
credit culture.
In addition, coaches receive a course-specific supplemental coaching toolkit, which provides a structured road map
for knowledge development and sustainment. The toolkit is customizable to match a learner’s or an organization’s
objectives.
Coaches are then able to apply their coaching and mentoring knowledge in one-on-one or team sessions to help
establish the desired credit competency environment.
Supplemental Coaching Toolkit
The toolkit contains a detailed course coaching guide and Powerpoint presentation deck. These provide
the option to use step-by-step guidance for general knowledge sustainment or for specific knowledge
development that is mapped to the learning objectives of the following six core credit e-learning courses:
Business Lending Fundamentals ....................................
15
Commercial Real Estate Lending ...................................
18
Commercial Loans to Business .......................................
17
Financial Accounting for Lenders ..................................
19
Commercial Loans to Small Business ...........................
17
Understanding Personal Cash Flow ..............................
21
WE’RE HERE TO HELP
Our training consultants and credit experts are ready to listen to your unique requirements and guide you
through our training solutions to develop a training plan that suits your unique business objectives.
Our training consultants are prepared to ensure that your next training engagement delivers stellar results.
To speak with an Omega training consultant, please contact us:
North America: +1 703-558-4440 // solutions@omega-performance.com // omega-performance.com
Asia-Pacific: +65 6505-2060 // apacsolutions@omega-performance.com // omega-performanceapac.com
OMEGA PERFORMANCE COURSE CATALOG
7
DRIVING CREDIT
AND SALES
EFFECTIVENESS
2015 COURSE CATALOG
For up-to-date course descriptions visit
omega-performance.com/training
Table of Contents
New and Updated for Q1 2015! .......................................
2
Training Solutions .................................................................
4
Getting Started ......................................................................
5
Enterprise Library Program ..............................................
6
Credit Coaching and Mentoring Program ..................
7
Training Guides (by functional area)
Retail and Wealth Management Lending .....................
Small Business Lending .......................................................
Commercial Lending.............................................................
Commercial Real Estate Lending ....................................
Credit Sales Skills ...................................................................
9
10
11
12
13
Self-Paced E-Learning
8
OMEGA PERFORMANCE COURSE CATALOG
Building Small Business Acumen .....................................
Business Lending Fundamentals .....................................
Collaborative Business Conversations...........................
Collaborative Retail Conversations.................................
Collaborative Small Business Conversations ..............
Commercial Loans to Business.........................................
Commercial Loans to Small Business ............................
Commercial Real Estate Lending ....................................
Consumer Lending ................................................................
Financial Accounting for Lenders ...................................
Corporate Financial Accounting for Lenders .............
High-Impact Prospecting and Networking ..................
Understanding Personal Cash Flow ................................
14
15
15
16
16
17
17
18
18
19
20
20
21
Skills Application Labs and Workshops
Advanced Cash Flow............................................................
Building Small Business Acumen .....................................
Business Lending Fundamentals .....................................
Collaborative Business Conversations...........................
Collaborative Retail Conversations.................................
Collaborative Small Business Conversations ..............
Commercial Loans to Business.........................................
Commercial Loans to Small Business ............................
Commercial Real Estate Lending ....................................
Consumer Lending ................................................................
Effective Credit Write-Ups .................................................
Financial Accounting for Lenders ...................................
Corporate Financial Accounting for Lenders .............
High-Impact Prospecting and Networking ..................
Minimizing Problem Loans .................................................
Understanding Personal Cash Flow ................................
14
14
15
15
16
16
17
17
18
18
19
19
20
20
21
21
SimuStar Credit Simulations ............................................
Manufacturing .........................................................................
Wholesale..................................................................................
Service and Manufacturing ................................................
Owner-Occupied Real Estate............................................
22
23
23
24
24
The Decision StrategyTM .....................................................
25
Retail and
Wealth Management Lending
The retail and wealth management lending curriculum develops the core credit skills needed to identify consumer
loan opportunities, evaluate credit risk, and make sound credit decisions. An ideal fit for consumer lenders, credit
underwriters, wealth managers, and others who address the personal credit needs of consumers, affluent customers,
and business owners, these training solutions provide a logical, efficient process for evaluating personal credit
requests and making sound credit decisions based on a full understanding of the personal financial statement, tax
returns, and financial strategy.
SELF-P A CED E -L EA R N I N G C OU R SES
Omega Performance e-learning courses, accessible online at any time, are highly interactive,
maintaining high learner interest that enhances understanding and application of the material.
Concepts are presented along with definitions, explanations, formulas, and real-world examples to
ensure that individuals of all learning styles find the subject matter accessible and user-friendly.
Consumer Lending.................................................................................................................................................................
18
Understanding Personal Cash Flow ..............................................................................................................................
21
CREDIT COA CH I N G A N D M EN T OR I N G
As your organization’s learners progress through self-paced e-learning courses, your trained
coaches can offer proactive support to deepen skill understanding and promote a strong credit
culture. This program includes a two-hour credit coaching and mentoring e-learning course, downloadable planning sheets and conversation guides, and a supplementary coaching toolkit tailored
to one of six core credit e-learning courses:
• Business Lending Fundamentals
• Commercial Real Estate Lending
• Commercial Loans to Business
• Financial Accounting for Lenders
• Commercial Loans to Small Business
• Understanding Personal Cash Flow
Credit Coaching and Mentoring Program ...................................................................................................................
7
SKILLS APPLICATION LABS AND WORKSHOPS
Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn
from each other’s backgrounds, knowledge, and experiences and become partners in learning.
Built around real-world case studies that describe complicated business scenarios, attendees must
make a number of critical business decisions—at times without 100% of the information available.
Consumer Lending.................................................................................................................................................................
18
Effective Credit Write-Ups ................................................................................................................................................
19
Understanding Personal Cash Flow ...............................................................................................................................
21
SIMUSTA R TM CR ED I T SI M U L A T I ON S
Through immersive simulations, the online SimuStar program bridges the gap between theory
and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases,
SimuStar provides lenders with a self-paced, controlled, online environment to enhance
judgment skills and upgrade decisions in the real world.
Manufacturing, Service, Wholesale, Owner-Occupied Real Estate .................................................................
FUNCTIONAL AREAS | OMEGA PERFORMANCE COURSE CATALOG
22
9
Small Business Lending
The small business credit curriculum builds small business acumen and credit analysis skills while enhancing
communication and relationship-building skills. The solutions in this track are designed for professionals responsible
for developing, supporting, analyzing, decisioning, and managing small business loan opportunities. Omega
Performance’s small business credit training solutions ensure that lending organizations can identify bankable loan
opportunities, analyze critical information, identify and mitigate risks, develop sound recommendations, make
informed credit decisions, and structure loans.
SELF-P A CED E -L EA R N I N G C OU R SES
Omega Performance e-learning courses, accessible online at any time, are highly interactive,
maintaining high learner interest that enhances understanding and application of the material.
Concepts are presented along with definitions, explanations, formulas, and real-world examples to
ensure that individuals of all learning styles find the subject matter accessible and user-friendly.
Business Lending Fundamentals ......................................................................................................................................
15
Commercial Loans to Small Business .............................................................................................................................
17
Financial Accounting for Lenders ....................................................................................................................................
19
Understanding Personal Cash Flow ................................................................................................................................
21
CREDIT COA CH I N G A N D M EN T OR I N G
As your organization’s learners progress through self-paced e-learning courses, your trained
coaches can offer proactive support to deepen skill understanding and promote a strong credit
culture. This program includes a two-hour credit coaching and mentoring e-learning course,
downloadable planning sheets and conversation guides, and a supplementary coaching toolkit
tailored to one of six core credit e-learning courses:
• Business Lending Fundamentals
• Commercial Real Estate Lending
• Commercial Loans to Business
• Financial Accounting for Lenders
• Commercial Loans to Small Business
• Understanding Personal Cash Flow
Credit Coaching and Mentoring Program ....................................................................................................................
7
SKILLS APPLICATION LABS AND WORKSHOPS
Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn
from each other’s backgrounds, knowledge, and experiences and become partners in learning. Built
around real-world case studies that describe complicated business scenarios, attendees must make
a number of critical business decisions—at times without 100% of the information available.
Building Small Business Acumen .....................................................................................................................................
14
Business Lending Fundamentals ......................................................................................................................................
Commercial Loans to Small Business .............................................................................................................................
15
17
Effective Credit Write-Ups .................................................................................................................................................
19
Financial Accounting for Lenders ....................................................................................................................................
19
Understanding Personal Cash Flow ................................................................................................................................
21
SIMUSTA R TM CR ED I T SI M U L A T I ON S
Through immersive simulations, the online SimuStar program bridges the gap between theory
and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases,
SimuStar provides lenders with a self-paced, controlled, online environment to enhance judgment
skills and upgrade decisions in the real world.
Manufacturing, Service, Wholesale, Owner-Occupied Real Estate ..................................................................
10
OMEGA PERFORMANCE COURSE CATALOG | FUNCTIONAL AREAS
22
Commercial Lending
Omega Performance’s commercial credit curriculum is the state-of-the-art training suite used by thousands of
lending organizations worldwide. This curriculum develops high-performing commercial lenders, credit analysts,
underwriters, and loan reviewers equipped to identify and evaluate commercial lending opportunities, analyze
and mitigate risks, and structure and manage commercial loans. From building a strong financial accounting
foundation to raising risk management awareness, this track helps lending organizations embed a strong credit
culture throughout the organization.
SELF-P A CED E -L EA R N I N G C OU R SES
Omega Performance e-learning courses, accessible online at any time, are highly interactive,
maintaining high learner interest that enhances understanding and application of the material.
Concepts are often presented along with definitions, explanations, formulas, and real-world
examples to ensure that individuals of all learning styles find the subject matter accessible and
user-friendly.
Business Lending Fundamentals .....................................................................................................................................
15
Commercial Loans to Business ........................................................................................................................................
17
Corporate Financial Accounting for Lenders ............................................................................................................
20
Financial Accounting for Lenders ...................................................................................................................................
19
CREDIT COA CH I N G A N D M EN T OR I N G
As your organization’s learners progress through self-paced e-learning courses, your trained
coaches can offer proactive support to deepen skill understanding and promote a strong credit
culture. This program includes a two-hour credit coaching and mentoring e-learning course, downloadable planning sheets and conversation guides, and a supplementary coaching toolkit tailored
to one of six core credit e-learning courses:
• Business Lending Fundamentals
• Commercial Real Estate Lending
• Commercial Loans to Business
• Financial Accounting for Lenders
• Commercial Loans to Small Business
• Understanding Personal Cash Flow
Credit Coaching and Mentoring Program ...................................................................................................................
7
SKILLS APPLICATION LABS AND WORKSHOPS
Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn
from each other’s backgrounds, knowledge and experiences and become partners in learning.
Built around real-world case studies that describe complicated business scenarios, attendees must
make a number of critical business decisions – at times without 100% of the information available.
Advanced Cash Flow ............................................................................................................................................................
14
Business Lending Fundamentals .....................................................................................................................................
15
Commercial Loans to Business ........................................................................................................................................
17
Corporate Financial Accounting for Lenders ............................................................................................................
20
Effective Credit Write-Ups ................................................................................................................................................
19
Financial Accounting for Lenders ...................................................................................................................................
19
Minimizing Problem Loans .................................................................................................................................................
21
SIMUSTA R TM CR ED I T SI M U L A T I ON S
Through immersive simulations, the online SimuStar program bridges the gap between theory
and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases,
SimuStar provides lenders with a self-paced, controlled, online environment to enhance judgment
skills and upgrade decisions in the real world.
Manufacturing, Service, Wholesale, Owner-Occupied Real Estate .................................................................
FUNCTIONAL AREAS | OMEGA PERFORMANCE COURSE CATALOG
22
11
Commercial Real Estate Lending
Specifically tailored for lending professionals who evaluate or specialize in commercial real estate loans, Omega
Performance’s commercial real estate (CRE) curriculum provides your organization with a comprehensive suite of
engaging, interactive courses that cover the foundation skills in accounting and commercial lending as well
as the unique, advanced credit skills required during the CRE loan process.
SELF-P A CED E -L EA R N I N G C OU R SES
Omega Performance e-learning courses, accessible online at any time, are highly interactive,
maintaining high learner interest that enhances understanding and application of the material.
Concepts are presented along with definitions, explanations, formulas, and real-world examples to
ensure that individuals of all learning styles find the subject matter accessible and user-friendly.
Business Lending Fundamentals .....................................................................................................................................
15
Commercial Loans to Business ........................................................................................................................................
17
Commercial Real Estate Lending ....................................................................................................................................
Corporate Financial Accounting for Lenders ............................................................................................................
18
20
Financial Accounting for Lenders ...................................................................................................................................
19
Understanding Personal Cash Flow ...............................................................................................................................
21
CREDIT COA CH I N G A N D M EN T OR I N G
As your organization’s learners progress through self-paced e-learning courses, your trained
coaches can offer proactive support to deepen skill understanding and promote a strong credit
culture. This program includes a two-hour credit coaching and mentoring e-learning course, downloadable planning sheets and conversation guides, and a supplementary coaching toolkit tailored
to one of six core credit e-learning courses:
• Business Lending Fundamentals
• Commercial Real Estate Lending
• Commercial Loans to Business
• Financial Accounting for Lenders
• Commercial Loans to Small Business
• Understanding Personal Cash Flow
Credit Coaching and Mentoring Program ...................................................................................................................
7
SKILLS APPLICATION LABS AND WORKSHOPS
Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn
from each other’s backgrounds, knowledge, and experiences and become partners in learning.
Built around real-world case studies that describe complicated business scenarios, attendees must
make a number of critical business decisions—at times without 100% of the information available.
Business Lending Fundamentals .....................................................................................................................................
15
Commercial Loans to Business ........................................................................................................................................
17
Commercial Real Estate Lending ....................................................................................................................................
18
Corporate Financial Accounting for Lenders ............................................................................................................
20
Effective Credit Write-Ups ................................................................................................................................................
19
Financial Accounting for Lenders ...................................................................................................................................
19
Understanding Personal Cash Flow ...............................................................................................................................
21
SIMUSTA R TM CR ED I T SI M U L A T I ON S
Through immersive simulations, the online SimuStar program bridges the gap between theory
and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases,
SimuStar provides lenders with a self-paced, controlled, online environment to enhance
judgment skills and upgrade decisions in the real world.
Manufacturing, Service, Wholesale, Owner-Occupied Real Estate .................................................................
12
OMEGA PERFORMANCE COURSE CATALOG | FUNCTIONAL AREAS
22
Credit Sales Skills
Loan acquisition, retention, and growth
The Credit Sales Skills curriculum includes five new e-learning courses and five companion Skills Application Labs
(SALs). Your bank’s sales, service, and relationship management team is the key to providing high-caliber service
that satisfies customer needs, nurturing long-term profitable relationships, and establishing credibility as trusted
financial partners. These blended learning solutions equip your associates and their managers with the skills they
need to engage in collaborative conversations and deliver exceptional customer experiences.
SELF-P A CED E -L EA R N I N G C OU R SES
Omega Performance e-learning courses, accessible online at any time, are highly interactive,
maintaining high learner interest that enhances understanding and application of the material.
Concepts are often presented along with definitions, explanations, formulas, and real-world
examples to ensure that individuals of all learning styles find the subject matter accessible and
user-friendly.
Building Small Business Acumen ....................................................................................................................................
14
Collaborative Business Conversations..........................................................................................................................
15
Collaborative Retail Conversations ...............................................................................................................................
16
Collaborative Small Business Conversations .............................................................................................................
16
High-Impact Prospecting and Networking .................................................................................................................
20
SKILLS APPLICATION LABS
Skills Application Labs (SALs) are dynamic, instructor-led training events where students learn
from each other’s backgrounds, knowledge, and experiences and become partners in learning.
Built around real-world case studies that describe complicated business scenarios, attendees must
make a number of critical business decisions—at times without 100% of the information available.
Building Small Business Acumen ....................................................................................................................................
14
Collaborative Business Conversations..........................................................................................................................
15
Collaborative Retail Conversations ...............................................................................................................................
16
Collaborative Small Business Conversations .............................................................................................................
16
High-Impact Prospecting and Networking .................................................................................................................
20
SIMUSTA R TM CR ED I T SI M U L A T I ON S
Through immersive simulations, the online SimuStar program bridges the gap between theory
and real-world application. With over 12 simulation scenarios, spanning 4 distinct loan cases,
SimuStar provides lenders with a self-paced, controlled, online environment to enhance
judgment skills and upgrade decisions in the real world.
Manufacturing, Service, Wholesale, Owner-Occupied Real Estate .................................................................
FUNCTIONAL AREAS | OMEGA PERFORMANCE COURSE CATALOG
22
13
Advanced Cash Flow
OVERVIEW
INS TRUCTOR-L E D
WORK S H OP
Commercial lenders are often challenged by complex borrowing situations that require
in-depth analysis of cash flow. In this workshop, your lending team will gain the analytical
insight needed to apply more rigorous cash flow techniques.
1
DAY
L EA RN I N G T O PI CS
1
2
3
The Decision
Strategy
The Role of Cash
Flow in Risk
Assessment
Case Study
Analysis
RESULTS & B U S INE S S B E NE FIT S
WHO SHO U LD A T T END
Upon completion, participants will be able to:
•
•
•
•
•
Anyone responsible for cash flow analysis or credit recommendations, including
commercial lenders, commercial
relationship managers, commercial
credit managers, and credit analysts.
Improve analysis of credit risk
Evaluate a company’s cash flow and ongoing viability
Identify the impact of changes in sales levels on cash flow
Connect underlying industry characteristics and business strategies
with cash flow results
Detect early warning signals from analysis of cash flow and debt
service coverage
Building Small Business Acumen
OVERVIEW
SE LF -PACE D
E -LE ARNING
This program teaches participants how to communicate effectively with small business
owners. Participants learn the skills needed to confidently discuss goals, operations,
challenges, and opportunities in meaningful ways, and recommend solutions aligned with
clients’ needs. Upon passing the e-learning course, participants may attend the SAL.
SKILLS
A PP L I C A T I O N
LAB
1-2
1
H O U RS
DAY
L EA RN I N G T O PI CS
1
2
3
4
The Small
Business Owner’s
Perspective
Understanding
Business Cash
Flow
Forms of
Business
Organization
Business Growth
Stages
RESULTS & B U S INE S S B E NE FIT S
Upon completion, participants will be able to:
•
•
•
•
•
14
Recognize a small business owner’s needs and ask meaningful, productive
questions about the business
Identify cross-selling opportunities presented by the business owner’s
everyday challenges
Understand the fundamental information to be gained from financial
statements and income tax returns
Effectively position your products to address the unique needs of
small businesses
Communicate the benefits of your financial solutions small business terminology
OMEGA PERFORMANCE COURSE CATALOG | COURSES
5
Discussing Financial
Statements and
Personal Tax
Returns with Clients
WHO SHO U LD A T T END
Anyone who interacts with small business owners, including business bankers, branch managers, and relationship
managers.
Business Lending Fundamentals
OVERVIEW
SE LF -PACE D
E -LE ARNING
This program helps your organization tap into the lucrative small business market by
providing your staff with the skills they need to successfully evaluate the credit needs
of small businesses and establish credibility with their owners. Upon completion of the
e-learning course, participants may attend the workshop to reinforce and practice the
skills and concepts through case studies and discussion.
SKILLS
A PP L I C A T I O N
LAB
10-12
2
H O U RS
DAY S
L E ARN I N G MO DULES
1
2
3
4
Learning about
the Business
Understanding
Business Needs
Assessing the
Business and
Management
Fundamentals
of Financial
Statements &
Tax Returns
RESULTS & B U S INE S S B E NE FIT S
WHO SHO ULD A T T END
Upon completion, participants will be able to:
•
•
•
•
•
5
Understanding
Needs and
Communicating
Credit Solutions
Anyone who needs to understand
businesses and their borrowing needs,
including branch managers, assistant
branch managers, small business
relationship managers, and business
bankers.
Conduct meaningful discussions with business owners about operations and
borrowing needs
Assess the industry position, business growth stage, and management
Evaluate business loan requests to determine whether they represent bankable
opportunities
Understand the various components of a borrower’s financial statements and
tax returns
Improve communication and productivity between origination and underwriting
Collaborative Business Conversations
OVERVIEW
SE LF -PA CE D
E -LE ARNING
This program empowers participants to increase sales and decrease cycle times by
equipping them with a targeted sales process specifically designed to address a
commercial business’s banking needs. By learning how to integrate their knowledge of
credit risk with an understanding of a business’s strategies and operations, participants
can have well-planned, focused conversations that establish lasting relationships. Upon
passing the e-learning course, participants may attend the SAL.
SKILLS
A PP L I C A T I O N
LAB
2.5
2
H O U RS
DAY
L EA RN I N G T O PI CS
1
2
3
4
Positioning the
Meeting
Identifying
Needs &
Opportunities
within the Asset
Conversion Cycle
Creating Options
& Presenting
Targeted
Solutions
Obtaining
Commitment
RESULTS & B U S INE S S B E NE FIT S
WHO SHO U LD A T T END
Upon completion, participants will be able to:
•
•
•
•
•
5
Establishing Next
Steps
Use a proven relationship-building process to plan and execute
results-oriented sales calls
Increase sales and reduce cycle times
Achieve greater product penetration per customer
Differentiate your financial institution from the competition
Build collaborative relationships with key managers
Anyone who interacts with commercial
clients, including relationship managers,
portfolio managers, risk managers, risk
underwriters, branch managers, and
credit officers.
COURSES | OMEGA PERFORMANCE COURSE CATALOG
15
Collaborative Retail Conversations
OVERVIEW
SE LF -PA CE D
E -LE A RNING
This program equips participants to interact with customers in a way that satisfies needs,
strengthens relationships, and results in increased lending and money management
opportunities. Participants prepare for and practice customer conversations in groups
led by certified skill practice coaches, and receive comprehensive feedback on what they
do well and where they can improve. Participants also learn how to handle customer
objections. Upon passing the e-learning course, participants may attend the SAL.
SKILLS
A PP L I C A T I O N
LAB
2.5
2
H O U RS
DAY S
L EA RN I N G T O PI CS
1
2
3
4
Connecting with
the Customer
Gathering
the Right
Information
Asking the Right
Questions
Matching
Customer Needs
to Products and
Benefits
5
WHO SHO U LD A T T END
Upon completion, participants will be able to:
•
•
•
Handling
Objections
Explaining
Solutions
RESULTS & B U S INE S S B E NE FIT S
•
6
Anyone who interacts with retail clients,
including personal bankers, branch
managers, sales and service associates,
and tellers.
Engage in customer interactions that differentiate your organization
in the marketplace
Increase customer satisfaction, retention, and loyalty
Improve sales and lending results at the individual and team levels
Increase products per customer/business, cross-sell ratios, and sales growth
Collaborative Small Business Conversations
OVERVIEW
SE LF -PACE D
E -LE ARNING
This program empowers participants to increase sales by equipping them with a proven
sales process specifically designed to address a small business’s goals and challenges.
As a result, participants know how to have well-planned, focused conversations that
explore the customer’s asset conversion cycle, uncover the customer’s needs, and result in
targeted solutions. Upon passing the e-learning course, participants may attend the SAL.
SKILLS
A PP L I C A T I O N
LAB
2.5
2
H O U RS
DAY S
L EA RN I N G T O PI CS
1
2
3
4
Positioning the
Meeting
Engaging the
Business Owner
Qualifying Needs
Presenting
Targeted
Solutions
RESULTS & B U S INE S S B E NE FIT S
Upon completion, participants will be able to:
•
•
•
•
•
16
Use a proven sales process to plan results-oriented calls with business owners
Increase sales by consistently converting leads into new business
Become a de facto financial advisor for small business customers
Ask effective questions to better understand the customer and the business
when the need for a loan is uncovered
Differentiate your financial institution from the competition
OMEGA PERFORMANCE COURSE CATALOG | COURSES
5
Gaining Commitment
to Advance
WHO SHO U LD A T T END
Anyone who interacts with small
business owners, including personal
bankers, small business relationship
managers, and branch managers.
Commercial Loans to Business
OVERVIEW
SKILLS
A PP L I C A T I O N
LAB
SE LF -PACE D
E -LE ARNING
This program is the industry standard for providing lenders with the skills and knowledge
they need to make sound business loan decisions. The e-learning course focuses on highvalue competencies by emphasizing interpretation and analysis using real-world examples.
Upon passing the e-learning course, participants may attend the SAL, where they analyze
two case studies, evaluate risks and opportunities, structure the credits, and present their
group’s findings to a credit committee.
2
25-30
H O U RS
DAY S
L E ARN I N G MO DULES
1
2
3
4
Opportunity
Assessment
Borrowing
Causes
Industry and
Business Risk
Analysis
Financial
Statement
Analysis
5
Cash Flow
Analysis
RESULTS & B U S INE S S B E NE FIT S
•
•
•
Projections
Loan Structure
WHO SHO U LD A T T END
Upon completion, participants will be able to:
•
•
7
6
Anyone with commercial lending
responsibilities, including relationship
managers, commercial lenders, credit
analysts, and loan review staff.
Increase lending efficiency by applying the Decision StrategyTM
Pose insightful questions that reveal valuable information about the strength of
management and business operations
Analyze financial statement trends and ratios, cash flow, and projections to
evaluate risks
Assess the strength of repayment sources
Apply comprehensive risk analysis to determine appropriate loan structure
Commercial Loans to Small Business
OVERVIEW
SKILLS
A PP L I C A T I O N
LAB
SE LF -PACE D
E -LE ARNING
In this highly interactive program, participants use the Decision StrategyTM to perform
an in-depth analysis of small business credit requests. The e-learning course emphasizes
interpretation and analysis using real-world lending examples that include personal
guarantees. Upon passing the e-learning course, participants may attend the SAL, where
they analyze two case studies, evaluate risks and opportunities, and present their group’s
findings to a credit committee.
2
25-30
H O U RS
DAY S
L E A RN I N G MO DU LES
1
2
3
4
Assessing the
Opportunity
Identifying
Borrowing
Causes
Assessing
Business, Industry,
and Management
Risk
Analyzing
Business
Financial
Statements
5
Analyzing
Personal
Financial
Statements
RESULTS & B U S INE S S B E NE FIT S
•
•
Analyzing Cash
Flow and
Projections
7
Structuring
the Loan
WHO SHO U LD A T T END
Upon completion, participants will be able to:
•
•
•
6
Increase lending efficiency by applying the Decision StrategyTM
Assess industry risk, management, and the effectiveness of company strategies
Analyze financial statement trends and other factors to evaluate repayment
capacity
Determine the strength of the global cash flow of the borrower and guarantors
Apply comprehensive risk analysis to determine appropriate loan structure
Anyone with small business lending
responsibilities, including lenders, credit
underwriters, loan reviewers, and branch
managers.
COURSES | OMEGA PERFORMANCE COURSE CATALOG
17
Commercial Real Estate Lending
OVERVIEW
This program focuses on the high value competencies needed to evaluate commercial real
estate loans to investors and developers. Participants gain the unique skills and knowledge
required to effectively, assess and manage commercial real estate loan opportunities
using The Real Estate Decision StrategyTM framework. Upon passing the e-learning course,
participants may attend the SAL.
SKILLS
A PP L I C A T I O N
LAB
SE LF -PACE D
E -LE ARNING
15-20
2
H O U RS
DAY S
L E A RN I N G MO DU LES
1
2
3
4
Opportunity
Assessment
Borrower and
Management
Assessment
Market and
Property
Assessment
Repayment
Assessment
5
Global Financial
Assessment
RESULTS & B U S INE S S B E NE FIT S
•
•
8
Loan
Documentation
and Management
Construction
Lending
WHO SHO ULD A T T END
Upon completion, participants will be able to:
•
•
•
7
6
Real Estate
Valuation
Anyone with commercial real estate
lending responsibilities, including
commercial real estate lenders,
commercial lenders, credit managers,
credit underwriters, and loan review staff.
Evaluate a commercial real estate opportunity
Calculate and evaluate cash flow, NOI, debt service coverage
Determine the value of a commercial real estate property as a secondary
source of repayment
Identify the right loan documentation for various real estate transactions
Recognize the steps necessary to properly monitor a construction loan
Consumer Lending
OVERVIEW
In today’s stringent regulatory environment, a profitable consumer credit portfolio requires
skilled lenders who understand the nuances of consumer lending. This course ensures your
lenders are equipped with the skills they need to make sound consumer loan decisions by
effectively evaluating loan requests, identifying risks, and monitoring loans and consumer
lines of credit. Upon completion of the e-learning course, participants may attend the
workshop in which they discuss lending regulations and practice the Decision Strategy™
approach by analyzing consumer credit requests in several case studies.
SKILLS
APPLICATION
LAB
SE LF -PA CE D
E -LE A RNING
18-24
2
H O U RS
DAY S
L E A RN I N G MO DU LES
1
2
3
4
Introduction
to Consumer
Credit
Lending
Regulations,
Part 1
Lending
Regulations,
Part 2
Preliminary
Analysis
5
Repayment
Source Analysis,
Part 1
RESULTS & B U S INE S S B E NE FIT S
Upon completion, participants will be able to:
•
•
•
•
18
Ensure compliance with lending regulations when evaluating consumer
credit requests and closing consumer loans
Evaluate a borrower’s credit history, repayment sources, collateral, and
financial capacity to handle additional debt
Select the best type of consumer credit for the request
Assess risks to repayment and evaluate home equity credit requests
OMEGA PERFORMANCE COURSE CATALOG | COURSES
7
6
Repayment
Source Analysis,
Part 2
Home Equity
Lending
8
Making the
Credit Decision
9
Documenting
and Managing
the Loan
WHO SHO ULD A T T END
Anyone responsible for making consumer
credit decisions, including consumer
lenders, personal bankers, consumer credit
underwriters, and branch managers.
Effective Credit Write-Ups
OVERVIEW
INSTRUCTOR-L E D
WORK S H OP
This customized workshop uses training materials developed from your organization’s
own case studies and best practices to teach participants how to develop high-quality
credit write-ups that ultimately expedite the approval process. Participants analyze
both exemplary and substandard write-ups to identify strengths and weaknesses.
Then, participants learn how to develop clear, effective write-ups, using your
organization’s preferred format, style, and content.
1
DAY
L EA RN I N G T O PI CS
1
2
3
Credit Write-Up
Basics
The Components
of an Effective
Credit Write-Up
Writing an
Effective
Recommendation
RESULTS & B U S INE S S B E NE FIT S
WHO SHO U LD A T T END
Upon completion, participants will be able to:
•
•
•
•
Anyone involved in the loan approval
process, including lenders, relationship
managers, portfolio managers, credit
analysts, underwriters, loan review staff,
and credit trainees.
Prepare professional, audience-focused credit write-ups that result in a more
efficient approval process
Clearly communicate the borrower’s strengths and weaknesses, strategies,
and operating performance
Convey the level of risk and mitigating factors
Deliver a meaningful analysis of the opportunity
Financial Accounting for Lenders
OVERVIEW
SKILLS
A PP L I C A T I O N
LAB
SE LF -PACE D
E -LE ARNING
This program presents accounting from the lender’s point of view, and empowers
participants with the skills needed to extract critical information from financial statements
that informs risk analysis and lending decisions. Upon completion of the e-learning course,
participants may attend the workshop to reinforce and practice skills and concepts
through case studies and discussion.
15-20
2
H O U RS
DAY S
L E ARN I N G MO DULES
1
2
3
4
Financial
Accounting
Framework
Accrual
Accounting
Basics
The Balance
Sheet: Assets
The Balance
Sheet: Liabilities
& Equity
5
The Income
Statement
RESULTS & B U S INE S S B E NE FIT S
•
•
•
Connecting
Statements &
Levels of
Assurance
7
Understanding
Business Cash
Flow
WHO SHO U LD A T T END
Upon completion, participants will be able to:
•
6
Identify the components of a complete set of financial statements and the links
between them
Understand accounting rules to identify risk in financial statements
Assess the appropriateness of the accounting rules applied in financial statements
Convert accrual basis financial statement data into information that can be used
to determine debt service capacity
Anyone who needs an understanding
of how to evaluate business financial
statements, including commercial lenders,
small business lenders, credit analysts, and
underwriters.
COURSES | OMEGA PERFORMANCE COURSE CATALOG
19
Corporate Financial Accounting for Lenders
OVERVIEW
This program presents accounting from the lender’s point of view, and empowers
participants with the skills needed to extract critical information from financial statements
that informs risk analysis and lending decisions. Participants also learn complex
accounting. Upon completion of the e-learning course, participants may attend the
workshop to reinforce and practice skills and concepts through case studies and discussion.
SE LF -PACE D
E -LE ARNING
SKILLS
A PP L I C A T I O N
LAB
18-25
2
H O U RS
DAY S
L EA RN I N G MO DULES
1
2
3
4
Financial
Accounting
Framework
Accrual
Accounting
Basics
The Balance
Sheet: Assets
The Balance
Sheet: Liabilities
& Equity
5
•
•
8
Complex
Accounting for
Corporations
WHO SHO ULD A T T END
Upon completion, participants will be able to:
•
Understanding
Business Cash
Flow
Connecting
Statements &
Levels of
Assurance
RESULTS & B U S INE S S B E NE FIT S
•
7
6
The Income
Statement
Anyone who needs an understanding
of how to evaluate business financial
statements, including commercial lenders,
business lenders, credit analysts, and
underwriters who encounter complex
financial statements.
Identify the components of a complete set of financial statements and the links
between them
Leverage an understanding of accounting rules to identify accounting risk in
financial statements
Evaluate the appropriateness of the accounting rules applied in financial
statements
Apply complex accounting concepts to the analysis of financial risk
High-Impact Prospecting and Networking
OVERVIEW
SE LF -PACE D
E -LE ARNING
This program is designed to make calling on business prospects more efficient and
productive. Participants learn how to use effective client acquisition strategies to build a
network, obtain leads, prioritize prospects, and maximize the effectiveness of sales calls.
Upon passing the e-learning course, participants may attend the SAL.
SKILLS
A PP L I C A T I O N
LAB
1-2
1
H O U RS
DAY
L EA RN I N G T O PI CS
1
2
3
4
Developing Value
Statements
Building Centers
of Influence
Prospecting
Making the Initial
Contact
RESULTS & B U S INE S S B E NE FIT S
Upon completion, participants will be able to:
•
•
•
•
•
Build a network of contacts to obtain qualified leads
Prioritize prospects to close the sales cycle more quickly
Effectively communicate the advantages and benefits of doing business
with your organization
Call with a compelling reason to capture the appointment
Maintain a strong pipeline through ongoing prospecting activities
20
OMEGA PERFORMANCE COURSE CATALOG | COURSES
5
Planning for
Success
WHO SHO ULD A T T END
Anyone who interacts with business
customers, including relationship
managers, branch managers, and
commercial lenders.
Minimizing Problem Loans
OVERVIEW
INS TRUCTOR-L E D
WORK S H OP
This course offers best-practice approaches for recognizing potential loan problems,
identifying appropriate solutions, and minimizing exposure to lender liability.
2
DAY S
L EA RN I N G T O PI CS
1
2
3
4
A Process for
Minimizing
Problem Loans
Monitoring
Borrower
Performance and
Recognizing
Warning Signals
Changes in
Credit Risk that
Require Action
by the Lender
Appropriate
Solutions to
Emerging Credit
Problems
RESULTS & B U S INE S S B E NE FIT S
•
•
•
Strategies that
Optimize the
Outcome for the
Lending
Institution
WHO SHO ULD A T T END
Upon completion, participants will be able to:
•
5
Identify potential credit risks related to loan structuring, underwriting,
and documentation
Gather information required to monitor borrower relationships for changes
in risk
Evaluate changes in credit risk that require action and solve emerging credit
problems
Recognize lending situations that entail legal risk or exposure to lender liability
Experienced commercial lenders
who manage credit relationships,
credit analysts and loan underwriters,
loan administrators, and loan review staff.
Understanding Personal Cash Flow
OVERVIEW
This highly interactive program builds advanced skills in analyzing personal financial
statements and tax returns. The e-learning course focuses on determining the financial
strength of a borrower or guarantor through an analysis of assets, liabilities, and cash
flow. Upon passing the e-learning course, participants may attend the SAL, in which they
analyze a complex case study to determine cash flow and collateral available to negotiate
and structure a loan.
SE LF -PA CE D
E -LE A RNING
SKILLS
A PP L I C A T I O N
LAB
16-20
1
H O U RS
DAY
L E ARN I N G MO DU LES
1
2
Personal Finance
Statement
Analysis
Personal Tax
Return Analysis
RESULTS & B U S INE S S B E NE FIT S
WHO SHO U LD A T T END
Upon completion, participants will be able to:
•
•
•
•
Assess personal financial statement components and identify assets that
could serve as collateral
Adjust the balance sheet to more accurately portray the client’s liquidity,
leverage, and net worth
Recognize cash, non-cash, and pass-through items on the personal tax
return and K-1s
Improve credit quality and reduce risks in transactions with high-net-worth
individuals and business owners
Anyone who needs to understand
the various components of complex
personal financial statements and tax
returns, including private bankers, wealth
managers, personal bankers, underwriters,
and any business lenders dealing with
high-net-worth guarantors.
COURSES | OMEGA PERFORMANCE COURSE CATALOG
21
SimuStarTM Credit
Training Simulations
Through immersive simulations, the online SimuStar program bridges the gap between theory and
real-world application. With over 12 simulation scenarios, spanning four distinct loan cases, SimuStar provides
lenders with a self-paced, controlled, online environment to enhance judgment skills and upgrade decisions
in the real world.
Our simulations take place in humanized virtual environments where lenders interact with a cast of
virtual customers, colleagues, managers, and mentors, mirroring the interactions of a typical banking environment.
These advanced simulations include comprehensive and efficient coverage of the loan process, incorporating
critical components of Omega Performance’s proven Decision Strategy—designed to ensure complete, high-quality
credit submissions in the real world.
Upon completing the simulation, lenders of all levels receive SimuStar’s signature, customized feedback that pinpoints
specific areas for improvement, providing both the lender and manager a baseline for focusing on future training.
Four Cases, 12 Scenarios
The four SimuStar loan cases provide a diverse range of skill sustainment and reinforcement opportunities by
exposing your staff to a variety of unique loan requests and industries.
Commercial Real Estate (Sun Food Distributors).........................................................................................................................
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Manufacturing (King’s Confections) ..................................................................................................................................................
23
Service and Manufacturing (Stability Engineering) .....................................................................................................................
24
Wholesale (G&D Furniture) .....................................................................................................................................................................
23
H O W S I M U S T A R TM W O R K S
SimuStar is available online in real time, so that your lenders can access the program when and where you
need it. Our global client base has deployed SimuStar successfully using a variety of implementation methods,
including independent lender participation, workshop-based group participation, and enterprise-level competitions.
SimuStar’s flexible deployment options allow your organization to enhance training while meeting other critical
business objectives, such as staff benchmarking enabled by SimuStar’s reliable, standardized metrics for measuring
lender preparedness.
SimuStar can be implemented at any phase of the training process, for lenders of all levels. Junior and senior lenders
alike are given the opportunity to work through a standardized loan process across a variety of industries and unique
business situations.
NEXT STEPS
SimuStar has been implemented at both the enterprise and individual level—by the world’s top banking institutions
as well as for individual professionals seeking to enhance their lending capabilities, hone judgment skills, and upgrade
real-world decision-making. We would like to share these success stories and help you figure out the best way to
leverage our advanced simulations.
WE’RE HERE TO HELP
Our training consultants and credit experts are ready to listen to your unique requirements and guide you
through our training solutions to develop a training plan that suits your unique business objectives.
Our training consultants are prepared to ensure that your next training engagement delivers stellar results.
To speak with an Omega training consultant, please contact us:
North America: +1 703-558-4440 // solutions@omega-performance.com // omega-performance.com
Asia-Pacific: +65 6505-2060 // apacsolutions@omega-performance.com // omega-performanceapac.com
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OMEGA PERFORMANCE COURSE CATALOG
Manufacturing
King’s Confections
S im uS tar T M
Credit Training
Sim ulations
OVERVIEW
King’s Confections is a manufacturer of chocolates and confections. The business is a
prospective customer that has been referred to the lender. King’s is seeking a new term
loan; the business also has a line of credit and various term loans, which it may be willing
to move over to the lender’s financial institution. In all three scenarios, King’s reports annual
sales of $57,000,000.
1.5-3
HOU R S
PRIMARY SIMULATION OBJECTIVES
This simulation is available in three distinct scenarios, each focused on slightly
varied objectives—including:
• Financial risk assessment: Review historical and projected financial information.
• Industry and business risk assessment: Meet with the management team and tour
the King’s Confections plant.
• Loan structuring and restructuring of subordinated debt: If the lender determines that
a new loan and refinancing of King’s debt is viable, the lender will propose a loan structure
for approval and restructure subordinated debt.
Wholesale
G&D Furniture
S im uS tar T M
Credit Training
Sim ulations
OVERVIEW
G&D Furniture Wholesalers, Ltd. is a value-added reseller of office furniture and call center
cubicle components to schools, non-profit organizations, and businesses
of various sizes. A current customer, G&D has a line of credit maturing within the next few months.
1.5-3
HOU R S
Depending on the selected scenario, G&D Furniture Wholesalers will:
• Report annual sales between $11,000,000 and $15,000,000.
• Request an increase in its existing line of credit to accommodate inventory additions, fund a new
line of business within the company, or restructure due to long-term assets on short-term credit.
• Maintain an exclusive arrangement with another firm that will need to be assessed for risk
and opportunity.
• Report that company ownership has changed.
PRIMARY SIMULATION OBJECTIVES
This simulation is available in three distinct scenarios, each focused on slightly
varied objectives—including:
• Financial risk assessment: Review of historical and projected financial information, including
guarantor analysis.
• Industry and business risk assessment: Meet with the management team and learn about the
wholesale furniture industry and G&D’s role in the market and competitive strategies.
• Loan structuring for the acquisition of new assets and the renewal of a line of credit: Focus on
effective covenants to preserve strengths and mitigate risks, and monitoring controls on the
relationship.
OMEGA PERFORMANCE COURSE CATALOG
23
Service and Manufacturing
Stability Engineering
OVERVIEW
Stability Engineering is a structural and seismic engineering services company with a division that
manufactures seismic dampening products. As it is currently experiencing growth in its international unit,
the business is seeking refinancing, an increase in an existing line of credit, and term loans. In all three
scenarios, Stability reports annual sales of $6,000,000.
Sim uS tar T M
Cr edit Training
Sim ulations
1.5-3
HOU R S
Depending on the selected scenario, Stability Engineering will:
• Report existing bank debt between $450,000 to $600,000.
• Request funds to purchase new equipment and expand its production capacity.
• Request support in minimizing tax obligations through financial operating strategies.
PRIMARY SIMULATION OBJECTIVES
This simulation is available in three distinct scenarios, each focused on slightly
varied objectives—including:
• Financial risk assessment: Obtain an understanding of the financial situation of the company and its
owners.
• Industry, business, and management risk assessment: Uncover relevant information about
industry and business risks that may impact the loan.
• Evaluating the sensitivity of projected performance, collateral, guarantee support and negotiations,
loan structuring, the cash impact of higher sales and substantial officer salaries, significant margin
deterioration, subordination of loans, and restructuring of existing debt to correct the capital structure.
Owner-Occupied Real Estate
Sun Food Distributors
OVERVIEW
This simulation introduces a unique owner-occupied commercial real estate case where the prospective
client, Diesel, is the company that owns the property, and Sun Food Distributors is the tenant company.
Both businesses are owned by a single person.
Sim uS tar T M
Cr edit Training
Sim ulations
1.5-3
HOU R S
Depending on the selected scenario, the property owner will:
• Report annual sales between $53,000,000 and $63,000,000 for Sun Foods and rental income of $148,000 for Diesel.
• Possess an existing, or maturing, mortgage on its truck repair facility valued between $620,000 and $820,000.
• Request refinancing or renewal of the mortgage loan with better, more competitive terms in order to leverage
equity to purchase equipment and retire unsecured debt.
• Report that real estate recently quit claimed in part to a trust.
PRIMARY SIMULATION OBJECTIVES
This simulation is available in three distinct scenarios, each focused on slightly varied objectives—including:
• Analysis of primary and secondary repayment sources, including net operating income.
• Environmental and financial risk assessment: Analyze financials, perform a site inspection, and review
appraisal and lease information.
• Renewal with an increased loan request: Calculate payment amount and debt service coverage, loan-to value,
and supervisory standards; supportable loan amount calculation; internal bank concentration limits; grantor and
guarantee negotiation.
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OMEGA PERFORMANCE COURSE CATALOG
The Decision StrategyTM
The Omega Performance Decision Strategy ensures a high-quality loan portfolio by providing a consistent and reliable approach to credit decision-making and risk management. This proven, five-step process ensures
comprehensive assessment, analysis, packaging, and management of the various factors of a loan case.
The process begins with an evaluation of the loan opportunity against the lending organization’s business model,
then moves on to in-depth business and industry-specific risk analysis. Once the lender has a solid understanding of
the borrower’s business environment, the analysis continues with detailed reviews of financial statements, cash flow,
and financial projections—allowing the lender to determine whether or not the borrower’s loan case is logical
and laying the groundwork for a well-documented, fact-based loan recommendation, loan structuring
and negotiation.
Regardless of the lender’s tenure, the step-by-step process laid out in the Decision Strategy ensures
a comprehensive review of all aspects of the loan case—to avoid unpleasant surprises down the road.
The Omega Performance Decision Strategy also reinforces your lending organization’s reputation for
providing sound, responsible loans—a quality admired by customers and regulators alike.
T H E D E C I S I O N S T R A T E G Y TM
Opportunity Assessment
Prospecting
Does the prospect match the lending institution’s profiles?
If the prospect is a current customer, can the relationship be expanded?
Identify opportunities
Review the prospect’s strategic objectives and financial structure.
What immediate and long-term needs exist for credit or noncredit services?
Preliminary Analysis
Preliminary assessment
What is the specific opportunity? Is the opportunity legal and within your institution’s policy?
Are the terms logically related? Do the risks appear to be acceptable?
Identify borrowing cause
What caused the need to borrow? How long will the borrowed funds be needed?
Repayment Source Analysis
Industry and business risk analysis
What trends and risks affect all companies in the borrower’s industry?
What risks must the borrower manage successfully in order to repay the loan?
Financial statement analysis
What do the financial statement trends show about the borrower’s management of the business?
What trends will influence the ability to repay?
Cash flow analysis and projections
Will the business have sufficient cash to repay the loan in the proposed manner?
Which risks will have the greatest impact on its ability to repay?
Loan Packaging
Summary and recommendation
What are the major strengths and weaknesses of the loan situation?
Should a loan be granted?
Loan structuring and negotiation
What are the appropriate facility, pricing, disbursement method, documentation,and covenants?
Loan Management
Loan monitoring
Is the borrower performing as expected? What caused variations?
What are the risks to repayment? How can you protect the institution’s position?
OMEGA PERFORMANCE COURSE CATALOG
25
THE
OMEGA PERFORMANCE
DIFFERENCE
We understand that your business operates in a highly
competitive marketplace where the skill level of your associates
correlates directly with enterprise success. We leverage the
expertise of our own credit, banking, and training experts to
ensure that our blended credit training solutions provide
your lending organization with targeted content in multiple
delivery formats that enable growth in the volume and quality
of your loan portfolios.
North America
+1 703-558-4440
solutions@omega-performance.com
Omega Performance Corporation
901 N Glebe Road, Suite 200
Arlington, VA 22203
www.omega-performance.com
Asia-Pacific
+65 6505-2060
apacsolutions@omega-performance.com