SO YOU WANT TO BE A
COMMERCIAL LENDER?
.
LaSalle Bank
 LaSalle Bank is one of the Midwest’s largest
banks
 Over $110 billion in assets
 Over 9,500 employees
 2004 earnings marked the 21st consecutive year of
earnings growth
 Full product lines for commercial and retail clients
LaSalle Bank
 A member of the ABN AMRO Group
– ABN AMRO is a Dutch-based global bank
• Nearly $600 billion in worldwide assets
• 3000 locations in 60 countries and territories
• ABN AMRO North America C&CC headquartered
in Chicago
 Working in conjunction with ABN AMRO gives
LaSalle Bank global capabilities
ABN AMRO Structure
Three Global Strategic Business Units
Wholesale Client Services
– Provides Corporate Loans, Financial Markets / Sales &
Trading, and Investment Banking to Global Fortune-1000
clients
Private Clients & Asset Management
– In the US, growing business unit
– Global fund management, privately funded pensions, etc
Consumer and Commercial Clients (CCC)
– Retail Services
– Commercial Banking to Small to Medium-sized firms
– 2 Primary Subsidiaries in the US with over 19,000
employees
Consumer & Commercial Clients
LaSalle Bank
– One of the Midwest’s largest banks
– Premier middle market Lender
– Based in Chicago with satellite offices in
Detroit, St. Louis, Cleveland, Indianapolis,
Rockford, Miami, Des Moines, Minneapolis,
Cincinnati, Tampa, Milwaukee, Stamford,
Miami, Dallas, Orange County and Denver.
LaSalle Bank
 Commercial Banking Group
– Provide banking services to entrepreneurial and privatelyheld businesses, primarily in the Midwest
– Focus on middle-market companies with annual sales
between $25 - $500 million
– Located downtown Chicago in the financial district
– Generalist and specialty departments
LaSalle Middle Market Customers
LaSalle serves customers in a wide variety of
industries. Industry & Product specific lending
groups including:
 Real estate
 Health care
 Insurance
 Asset-based lending
 Specialty Leasing
 Private banking
 Correspondent Banking
 Corporate Finance
 Surface Transport
 Metropolitan Lending
 Construction & Engineering
Commercial Lender Training
Program
 Committed to recruiting, retaining, and rewarding
the best employees
 Training programs designed for new college
graduates
 Approximately 30-40 hires to start in 2005 with
same projected for 2006.
Commercial Lender Training Program is
located in Chicago
Commercial Lender Training Program
 18-30 months in length
 Will build a solid understanding of credit analysis
 Intended to prepare analysts for a career as a LaSalle
Commercial Lender
Commercial Lender Training
Program
 Training
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–
–
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1 week orientation (AIP)
11 week formal Credit Training
Up to 9 months in the “Credit Pool”
Ongoing product training
Commercial Lender Training
Program
 Rotations
– Four 4-month rotations
– Rotations are jointly determined by analyst, program
manager, and lending area need
– Rotate through downtown Chicago divisions
– Possibilities include:
• General lending divisions
• Specialty divisions such as Real Estate, Surface Transport,
Healthcare, Insurance, Financial Institutions (bank or non-bank), etc.
Commercial Lender Training
Program
 Placement
– Analysts usually accept a position within an area of
rotation.
– Placement is based on analyst’s interest and staffing
needs of the lending areas.
COMMERCIAL LENDER
CAREER PATH
Credit Analyst
2 years
Commercial
Loan
Officer
2 years
Assistant Vice
President
2 years
Vice
President
2+ years
1st Vice
President
3+ years
Senior
Vice President
??
Commercial Lender Training
Program
 Qualifications
•
•
•
•
3.0/4.0 GPA
Business-related major
2 college level accounting courses
Currently possess unrestricted authorization to accept
permanent employment in the United States
 Skills
•
•
•
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Analytical skills
Sales & communication skills
Attention to detail
Proactive / problem solving
Commercial Lenders
wear many hats
 Lender
 Relationship Manager
 Financial Consultant
What does a Middle-Market
Relationship Manager Do?
Commercial Client
Commercial Banker
Credit/Risk Analysis
Cash Management
Foreign Exchange
Hedging Products
Corporate Finance
Leasing
Corporate Trust
Funds Management
Trade Services
Commercial Lenders Build
Relationships
 Commercial Lenders build
relationships with clients,
attorney’s, accountants,
consultants, & other financial
services professionals
 This takes time to establish
trust, evaluate needs, and
provide solutions
 Juggling many projects at once
is essential to your success
Juggling Analysis and Marketing
 Commercial Lenders build
relationships with clients,
attorney’s, accountants,
consultants, & other financial
services professionals
 This takes time to establish
trust, evaluate needs, and
provide solutions
 Juggling many projects at once
is essential to your success
Marketing and client
entertainment is an
increasing part of the
responsibility as you
climb the Commercial
Lending ladder
Takes more of your
time, but can be a lot of
fun!!