Commercial  Lending 

April 22, 2026 (9:00 am – 4:00 pm)

Commercial banking can be intimidating because of its complexity and the risk-oriented nature of the work. This course is a clear and thorough introduction to the key concepts, terminology, and processes involved in credit and lending. It doesn’t assume much prior knowledge of the topic, so it’s ideal for those in their first year in the industry. Learners will walk away with a clear understanding of their job and how their specific role fits into the bank’s overall profitability goals.

Target Audience

New credit analysts, lenders, and underwriters, as well as bankers who don’t do credit analysis but need a working knowledge of the process. This may include statement spreaders, loan processors and closers, treasury management associates, administrative support for credit or lending officers, branch managers, and interns. 

Course Description – Fundamentals of Commercial Banking

The Business of Banking

• Why customer relationships matter
• Identifying and managing risk
• Net interest income vs. fee income

Why Businesses Borrow Money

• Working capital financing
• Real estate and capital expenditures
• Start-ups, buyouts, bridge loans, and losses

The Art of Underwriting – Part I

• Industry considerations
• Life cycle stage of your borrower
• Analyzing quality of management

The Art of Underwriting – Part II

• Four levels of quantitative analysis
• Balance sheet: liquidity and leverage
• Income statement: margins and coverage

Loan Structuring – Part I

• Types of loan facilities
• How loan pricing really works
• Tenor and amortization

Loan Structuring – Part II

• Analyzing your collateral
• What loan covenants do for you
• The value of guarantees

The Credit Approval Process

• Courtship and the “life of a loan”
• Selling the deal twice – bank and customer
• Loan documentation

Loan and Portfolio Monitoring

• Understanding “Expected loss”
• Loan grading – regulatory definitions
• Asset performance and loan loss provisions

The Complex Lending Machine

• Internal relationships
• Introduction to twelve key banking groups
• Critical partnership: Credit and Lending

Test Drive Your Job

• A day in the life of a credit analyst
• Prerequisite traits for success
• Career advice and how to love your job

Advanced Commercial Lending

April 23, 2026 (9:00 am – 4:00 pm)

This 9-module course is a nice “sequel” to the Commercial Lending School and is best
taken after completion of that course, though CLS is not a prerequisite. ACLS dives
deeper into topics covered in modules 4, 6, and 8 of the Commercial Lending School:
analyzing a borrower’s balance sheet, income statement, collateral, and risk ratings.

Target Audience

This course is most appropriate for credit analysts, lenders, portfolio managers, and
others who want to deepen their skills in financial statement analysis and writing
credit documents.

Course Description – Analyzing Repayment Sources

Introduction and Overview

• Outline of course objectives and topics
• Understanding primary and secondary repayment sources
• Why banks need accurate loan data to estimate credit losses

Balance Sheet Analysis, Part 1: Analyzing Liquidity

• Better definitions of assets, liabilities, and equity
• Measuring liquidity: beyond formulas and ratios
• Quality of current assets

Balance Sheet Analysis, Part 1: Analyzing Leverage

• The difference between debt and equity
• How to measure leverage
• Highly leveraged lending

Income Statement Analysis, Part 1: Revenues and Profit Margins

• Analyzing revenues: growth and drivers
• Keys to analyzing gross margin and operating margin
• Why Return on Assets (ROA) matters

Income Statement Analysis, Part 2: Coverage Ratios

• Explanation of fixed charges
• EBITDA as a proxy for cash flow
• Measuring debt service coverage and fixed charge coverage

Collateral Analysis, Part 1: Non-current Assets

• Why bankers need a back-up plan
• Commercial real estate as collateral
• How to evaluate fixed assets

Collateral Analysis, Part 2: Trading Assets

• Understanding self-liquidating collateral
• How to assess the value of inventory
• Analyzing a borrower’s Accounts Receivable

Collateral Analysis, Part 3: Solving the Problems

• Understanding Accounts Receivable Aging reports
• Borrowing base formulas and certificates
• Unsecured and under-secured loans

Risk Ratings, Expected Loss, and Provision for Credit Losses

• Assessing an obligor’s likelihood of repayment
• Dual risk ratings and expected loss
• Provision for Credit Losses and why it matters

Speaker Information

Andy Keusal is the Founder and President of Keusal Learning. Andy is passionate about using his teaching gift to help others reach their God-given potential. After earning his B.A. in Psychology from the University of Notre Dame, he spent eighteen years in commercial banking, during which he interviewed, hired, and trained hundreds of new bankers. He also helped build and run one of the nation’s premier credit training programs at a large Midwest regional bank. He left his corporate career in 2015 to found Keusal Learning, where he now helps people master the basics of banking. Many of his trainees have moved on to prosperous careers in banking, private equity, and even business ownership.

As a husband and father of ten children, Andy devotes much of his time and energy to helping his wife Andrea educate their nine children still living at home. Whether at home or in the workplace, Andy has a knack for making complex things simple, using humor and a comfortable presentation style to communicate with his audience. He is the author of the popular book, “Breaking into Banking: Cracking the Code on Launching a Successful Career in Commercial Banking,” and the creator and facilitator of the video courses by the same name.

Registration Information

Commercial Lending + ADV Commercial Lending
MBA & VBA Member	$1,125
MBA & VBA Non-Member	$1,625

Commercial Lending Only
MBA & VBA Member	$625
MBA & VBA Non-Member	$1,125

ADV Commercial Lending Only
MBA & VBA Member	$625
MBA & VBA Non-Member	$1,125

Register Now!

Location

Virginia Bankers Association
4490 Cox Road
Glen Allen, VA 23060

MBA/VBA Event Policies

By registering for this event, you are agreeing to the MBA/VBA Event Policies and the Privacy Policy.

Special Needs & Americans with Disabilities Notice

Please share any specific needs that should be considered as we plan for the event (i.e. hearing impaired, sight impaired, etc.). Please contact Michele Dunn with any details.

Cancellation Policy

Cancellations prior to April 15, 2026 will be refunded less a $25 cancellation fee. After April 15, 2026, cancellation fee will increase to $75.

Hotel Information

Hilton Garden Inn
4050 Cox Road
Glen Allen, VA 23060

The association has reserved a block of rooms at the Hilton Garden Inn at the rate of $119/night, plus applicable taxes and fees. Click here to make your reservation by the cut-off date, March 31, 2026.

Sponsorship Opportunities

Contact Amy Binns for more information.