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Commercial Lending School

Commercial Lending School



September 26-27, 2018
VBA Training Center
4490 Cox Road
Glen Allen, VA 23060


The five C’s of credit are the foundation for this two-day commercial lending school. Beginning with an analysis of the commercial borrower’s character, the program will emphasize measures of repayment, the impact of financial leverage, market and industry conditions to be monitored, the bank’s collateral support, and the importance of timely and accurate risk ratings.  Topics of discussion will include:

  • Calculating the small business owner’s “character ratio”.
  • Recognizing the importance of business operating cycles.
  • Identifying specific keys to success for manufacturers, wholesalers, retailers and service companies.
  • Measuring a company’s repayment capacity.
  • Financing current working assets (accounts receivable and inventory) and calculating working capital requirements.
  • Understanding the relationship between balance sheet equity and financial leverage.
  • Knowing the “important” ratio calculations.
  • Analyzing the small business owner’s personal financial statement.
  • Determining the potential impact of “contingent liabilities”.
  • Evaluating the bank’s collateral position.
  • Underwriting the value of personal guarantees.
  • Assigning timely and accurate risk ratings.
Each of these concepts will be utilized in a case study designed to provide participants the opportunity to make essential underwriting determinations in order to reach a lending decision.

Who Should Attend

Any bank personnel desiring to learn the basics of commercial lending. 

About the Instructor

In his banking career which spans over 35 years, John Cochran has served in various lending and senior management positions including President and CEO of a community bank. John established Cochran Associates LLC in 2000 to provide bank training and consulting services. To date, he has presented lending seminars for many state bank associations and annually participates in ten commercial lending schools as a principal instructor or sole presenter. He has been the lead faculty member of the Missouri School of Lending since 1990. John serves on the faculty of the Pacific Coast Banking School where he presents a series of lectures on Credit Risk Management.

Registration Fees

VBA Members: Early Bird Registration (through August 29, 2018): $695
Regular Registration (August 30 - September 26, 2018): $725

Early Bird Registration (through August 29, 2018): $1,195
Regular Registration (August 30 - September 26, 2018): $1,225

Hotel Information

Hyatt Place Richmond-Innsbrook
4100 Cox Road | Glen Allen, VA 23060

Online: Click here to reserve your hotel room online.

By phone: Call 1-888-HyattHP and ask for the Virginia Bankers Association Commercial Lending School block or mention group code G-VB15. Room rate for this event is $122 per night, plus applicable taxes. This room rate is available until August 28, 2018. If you need assistance booking a room after this date, please contact Walt Lyons at [email protected] or (804) 819-4746.


VBA Contact

Walter L. Lyons - [email protected]  
Manager, Education & Training
Virginia Bankers Association

Special Needs

If you have special needs that mat affect your participation in this event, please contact Walt Lyons at (804) 819-4746 or [email protected] to discuss accommodations.

Americans with Disabilities Notice:

Please contact Walt Lyons at (804) 819-4746 or [email protected] with specific needs.

VBA Event Cancellation Policy

All cancellations will be charged a $25.00 administrative fee. Cancellations received less than 72 business hours before the program will be charged a $75.00 administrative fee plus any additional fees associated with the training. Substitutions are allowed prior to beginning of course.