Lending to Municipalities: Florida 2018 | Risk Management Association (RMA) | 6 August 2018 | 201 S Orange Ave 8th floor, Orlando, FL 32801, USA

Financial institutions have identified local governments as an important target market for credit opportunities which can lead to lucrative fee-based business, such as cash management, investment management, and custody. Additionally, financial institutions find that being selected by local municipalities can create significant goodwill in the community, which can be beneficial in marketing to consumers and businesses in the area.

This course explores the significant differences between selling credit products and performing credit analysis on local governments versus lending to commercial institutions and other nonprofits. Participants will learn to identify opportunities for marketing credit to local governments, to discuss potential credit offerings and financial performance with prospects, and to ask for the appropriate information necessary to seek credit approval. At the completion of this course, participants will understand how to use financial statements and other information to effectively underwrite or approve municipal credits.

Who will benefit?
This course is designed for financial professionals who want to take a more solutions-oriented approach to client management, while ensuring profitability for the bank. Participants could include bankers with various backgrounds, experience, and areas of expertise including:
• Community bankers
• Corporate bankers
• Commercial bankers
• Specialized lenders, including government and nonprofit
• Credit officers
• Credit analysts
• Loan review
• Branch bankers
• Trust officers
• Relationship managers
• Cash management personnel
• Anyone who deals with government clients