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Managing Problem Loans & Debt Recovery

2 Day Master Class

Date : 20th & 21st Jan 2011 Venue: Bogmallo Beach Resort, Goa

: 20th & 21st Jan 2011 Venue: Bogmallo Beach Resort, Goa Overview The credit market in


The credit market in Asia and the Middle East has been growing rapidly in recent years, and the field is becoming increasingly competitive and complicated. Credit processes and assessment standards have been evolving in the two regions, and problem loans and default rates in several countries have been excessive. Regardless of the size and complexity of the transaction which determines the method used in resolving the problem loans, there are common areas of strategy, law and business skills which must be considered. The experiences of the Asian currency crisis and the enormous volume of non-performing loans that emerged from it have provided important lessons in the early recognition, control and proactive management of non-performing loans.

This workshop will cover all aspects of the problem loan process, from recognising the problem, minimising legal risk, managing a portfolio of such loans and finally resolution of the problem. This interactive programme, based on real-life situations, will provide you with the opportunity to discuss and debate techniques and approaches to workouts, litigation and alternative approaches to handling problematic lending situations.

Benefits of attending

Individual who attend will

Be able to implement the necessary monitoring processes to enable early identification of possible default Know how to take control of identified problem loans & equities before or after default Have the understanding to devise the appropriate blend of strategies for each non-performing loan

Be able pro-actively to take control of and drive the strategy so as to minimize their bank’s losses on non-performing loans and equities.

Your Course Director:

Dr. Steven Liew

loans and equities. Your Course Director: Dr. Steven Liew Dr. Steven Liew is a fellow member

Dr. Steven Liew is a fellow member of the Chartered Institute of Management Accountants, UK and is a Chartered Accountant by profession. He has an Asia Pacific Executive MBA (for senior executives) from the National University of Singapore and a PhD in international finance with Rushmore University of USA.

Dr. Liew had worked in private sector companies, ranging from family-run businesses to multi-national corporations in South Asia and the ASEAN region. He has accumulated more than 23 years working experience in senior financial & operational management positions spearheading the profitability and growth of companies.

Dr. Liew had conducted various seminars for corporate clientele including Association of Credit Management Malaysia, CIMA, MIM, MIA, IBBM, Nestle, IQPC Worldwide Singapore, Proton Edar Malaysia, Brunei Investment Agency, SMIDEC, Ministry of Development Brunei, BICPA Asean Management Brunei, International Paint, RISDA, Managing Problem Loans & Debt Recovery Training Forum Sri Lanka and India.

He is currently providing management consultancy and training specializing in credit management & debt recovery. Dr Liew also teaches courses in strategy, both business and financial.

Managing Problem Loans & Debt Recovery

2 Day Master Class

Date : 20th & 21st Jan 2011 Venue: Bogmallo Beach Resort, Goa


By the end of this course, participants will:

Understand the normal process of corporate failure, and understand that failure is the last step in chain of events, not the first Appreciate the major causes of failure Be aware of the financial and non financial signals of impending failure; the ways in which borrowers attempt to disguise those signals, and how to structure their banks monitoring protocols to highlight the signals, so as to identify impending failure early, rather than late in the process Know what immediate steps to take on becoming aware of a possible corporate failure know, and be able to apply within their bank, the steps necessary to take control of a failing business; Obtain the information necessary to determine an appropriate strategy for each failing borrower Understand whether it is possible to restructure a defaulting business, or whether some form of liquidation

Who should attend?

This course is highly suitable for bank staff responsible for management of non-performing loans and equity investments. It is also appropriate for credit management and portfolio management staff concerned to minimize the onset of defaults and detect them early enough for appropriate remedial action to be taken before default.

Course Delivery



Participative case studies and

group discussions

scenario is appropriate; Determine and implement a strategy specific to each failing borrower. Decide how to maximize cooperation from uncooperative borrowers. Implement that strategy so as to maximize the recovery and/or minimize the institution’s loss. Work with other lenders – whether in a formal syndication or otherwise – to minimize conflict between lenders. Use of other modalities to strengthen lenders position, such as formal and informal mediation, aggressive collection action, etc. Understand the interaction between problem loan management and the legal environment in their country; and Be aware of a number of specific legal issues that either do complicate, or have the potential to complicate, the effective management of problem loans within their country.

Pre-Class Questionnaire (PCQ): To ensure that you gain maximum benefit from this event, a detailed
Pre-Class Questionnaire (PCQ):
To ensure that you gain maximum benefit from this
event, a detailed questionnaire will be sent to you to
establish exactly what your training needs are. The
completed forms will be analyzed by the course trainer.
As a result, we ensure the course is delivered at an
appropriate level and that relevant issues will be
addressed. The comprehensive course material will
enable you to digest the subject matter in your own
time. This training course is designed specifically for
participants to work through a dedicated strategic
planning process. It is a high-level, intensive and
vigorous programmed that will move rapidly. The
trainer will introduce the sessions and then
participants will have the opportunity to develop their
own plan. It is an extremely practical training course
where participants will spend considerable time
working on their own ideas that will enable them to
achieve superior performance within their personal
work domains. This training course will contain case
studies and learning principles from various
organizations, which will enable participants a frame of
reference from which they can then launch into their
own activity.

Managing Problem Loans & Debt Recovery

2 Day Master Class

Date : 20th & 21st Jan 2011 Venue: Bogmallo Beach Resort, Goa

2 Days Course Outline

Problematic Debt Experiences

Problematic Debt Experiences

Why Borrowers Are Not Paying You?

Why Borrowers Are Not Paying You?


Role play & reverse role play on current active problematic debt

Negotiation Techniques

Negotiation Techniques

Be Innovative In Collection

Be Innovative In Collection

- Soft Negotiation

- Hard Negotiation

- Principles Negotiation

- Successful Negotiation

Profiling Your Debtors/Customers

Win The Heart Of Your Borrowers

- Handling Complaints & Difficult Customers

- Focus on Large Customer

- Visit your Debtor

Credit Evaluation & Monitoring

- Importance of Credit Evaluation & Monitoring

- Criteria For Approval Or Rejection

- Setting the Credit Limit

- Monitoring Customer Account

- Group exercises

Legal Action

- What To Do Before Litigation

- Contents Of Letter Of Demand

- Factors To Consider Before Suing

- Preparation For Suing

- Preparation For Trial

- Enforcement Of Judgments

Outsourcing To Collection Agencies

- When & why Outsourced debts to collection agency

- Outsourcing Cost

Qualities of An Effective Collector

- Identify the qualities of an effective


& rank them

- Role play & reverse play on your attributes as effective Collector

Case Studies & Group Discussion - Case Study 1 (Negotiation Skill) - Case Study 2
Case Studies & Group Discussion
- Case Study 1 (Negotiation Skill)
- Case Study 2 (Credit Evaluation)
- Case Study 3 (Handling Difficulty Debtor)
- Case Study 4 (Effective Collector)
- Case Study 5 (Dealing with NPL borrower)
- Case Study 6 (Detecting Early Warning

Managing Problem Loans & Debt Recovery

Registration Contract

GC-FT190 Please writes in BLOCK Letters

For details, please contact Shailendra Dwiwedi : +91 22 67715353, Fax: 022-67715375

Standard Course Fees for Two Days

Super Savings Offer for Bookings & Payments received before 12th December, 2010

Single Delegate USD 1750 Two Delegates USD 3150 Three Delegates USD 4250

Single Delegate USD 1450 Two Delegates USD 2450 Three Delegates USD 3450

For Additional Delegate & Discount pls contact us.

All prices subject to Govt. Service Tax @ 10.30%

This is a residential course.

Participants Details Payment Options: Payment is required within 5 working days on date of invoice.
Participants Details
Payment Options:
Payment is required within 5 working
days on date of invoice.
Delegate Name:
Account Transfer/Cheque/
Demand Draft Cheque /
DD should be in Favour
of “Synergy Relationship Management
Services Pvt. Ltd.” payable at par in
Delegate Name:
Delegate Name:
20th & 21st Jan 2011
Venue: Bogmallo Beach Resort, Goa
Terms & Conditions:
1. Fees are inclusive of programmes materials and refreshments and the event is non-residential 2. Payment Terms: Following completion and return of the registration
form, full payment is required within 5 days from receipt of invoice PLEASE NOTE: Payment must be received prior to the conference date. 3. Cancellation /Substitution:
Provided the total fee has been paid, substitutions at no extra charge are allowed. Cancellations must be received in writing by mail or fax six (6) weeks before the conference
is to be held in order to obtain a full credit for any future Synergy RMS Pvt. Ltd. conference. Thereafter, the full conference fee is payable and is non refundable. The service
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case of dispute or cancellation of this contract that Synergy RMS Pvt. Ltd. will not be able to mitigate its losses for any less than 50% of the total contract value. If, for any
reason, Synergy RMS Pvt. Ltd. decides to cancel or postpone this conference, Synergy RMS Pvt. Ltd. is not responsible for covering airfare, hotel, or other travel costs incurred
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