Managing Credit Approval Packages

職業

カテゴリ

営業・マーケティング

Workflow

1. Build the borrower profile

   • Summarize entity history, ownership structure, and management experience
   • Identify the borrower's primary revenue drivers and customer/supplier concentration risks
   • Note any related-entity transactions or affiliate lending considerations

2. Analyze financial performance

   • Spread financial statements into a standardized template (common-size and trend analysis)
   • Calculate key credit metrics: debt service coverage ratio (DSCR), leverage ratio (Debt/EBITDA), current ratio, fixed charge coverage, tangible net worth
   • Compare metrics against the institution's internal risk rating thresholds and industry medians
   • Identify trends — improving, stable, or deteriorating — and flag anomalies (one-time gains, unusual adjustments)

3. Structure the deal

   • State the requested facility type, amount, rate, tenor, and repayment terms
   • Define proposed covenants: financial (minimum DSCR, maximum leverage), reporting (frequency and type of financial deliverables), and negative covenants (restrictions on additional debt, dividends, asset sales)
   • Specify collateral package with advance rates and margining methodology (e.g., 80% on eligible A/R < 90 days, 50% on inventory at NLV)
   • Address guaranty structure — limited vs. unlimited, joint and several, guarantor net worth thresholds

4. Assess and mitigate risk

   • Assign a proposed internal risk rating with supporting rationale
   • Identify primary risks: credit/default risk, collateral risk, industry/market risk, concentration risk, regulatory risk
   • For each risk, document the specific mitigant (e.g., "Customer concentration mitigated by credit insurance on top-3 accounts and diversified backlog")
   • For trade finance facilities, address country risk, documentary compliance risk, and counterparty bank risk [VERIFY against institution's country risk matrix]
   • Note any policy exceptions required and the justification for each

5. Compile the approval package

   • Assemble the CAM with standard sections: Executive Summary, Borrower Overview, Financial Analysis, Deal Structure, Risk Assessment, Recommendation
   • Attach supporting exhibits: financial spreads, collateral schedules, organizational charts, covenant compliance calculations, third-party reports
   • Include a clear recommendation (Approve / Approve with Conditions / Decline) with the specific approval authority level required [VERIFY delegated lending authority limits]

Output

The completed credit approval package should contain:

• Executive Summary (1 page): Borrower name, facility summary, recommendation, key risks, and mitigants
• Borrower Overview (1–2 pages): Entity background, management, industry positioning
• Financial Analysis (2–4 pages): Spread summaries, ratio analysis, trend commentary, projections if applicable
• Deal Structure (1–2 pages): Terms, covenants, collateral, guaranty details
• Risk Assessment (1–2 pages): Risk rating rationale, identified risks with mitigants, policy exceptions
• Recommendation: Clear approve/decline with conditions and authority level
• Exhibits: Financial spreads, collateral schedules, org charts, third-party reports, covenant compliance worksheets

Quality Checks

• All financial ratios tie back to the spread and source financial statements — no orphaned calculations
• Proposed risk rating is consistent with the ratio analysis and qualitative factors presented
• Covenant levels are calibrated to actual borrower performance (not so tight they trigger immediately, not so loose they provide no protection)
• Collateral advance rates conform to institutional policy [VERIFY policy manual for current advance rate limits]
• Aggregate exposure (including contingent facilities like LCs) is calculated correctly for determining approval authority
• Any policy exceptions are explicitly identified with compensating factors — never buried in narrative
• Trade finance-specific packages include confirmation of approved bank/country lines [VERIFY country and bank line availability]
• The recommendation section contains no ambiguity — the ask and the answer must be unmistakable