New ABFA course – Professional Business Development
Date: 10th November 2015
Location: Baker Tilly, 25 Farringdon Street, London, EC4A 4AB
Registration: Registration will be at 9.15am for a 9.30 am start and will close at 5pm
Duration: One day
Cost: £360 Members per person
(Please note that VAT is applicable on the ABFA’s courses
Dress code: Smart Casual
Who should attend?
This course is aimed at Business Development staff working for invoice finance and asset based lending providers, with up to 2 years’ experience in their role.
The course will be suitable for anyone looking to gain a better understanding of the fundamental legal and technical aspects of invoice finance, gain a better understanding of the needs of prospects, as well as learning key skills in managing the sales process.
What students will learn
The focus of the day will be to help delegates understand the significance of their role in terms of ensuring their company, and the industry as a whole is represented in a professional manner. The course will highlight the importance of ensuring that the needs of prospects can be met, as well as managing expectations throughout the sales process.
Delegates will learn how to gain insight and understanding of the challenges and requirements of prospective clients, through effective questioning. In addition delegates will learn about the legal and technical aspects underpinning the products being offered, from a variety of highly experienced practitioners who have worked in and around the ABL industry.
The ABL marketplace
– Brief history
– The current landscape
– External threats and opportunities
– Underlying legal principles
– Legal documentation
– Types of clients (limited companies, LLP’s, sole traders)
– Insolvency regimes
Understanding the needs of prospects
– Financial / service / risks
– Internal / brokers / accountants
The selling process
– The art of a successful meeting
– Writing reports
– Managing expectations
Operational Aspects of the products
– Ongoing obligations
– Take on process
David Moran – Baker Tilly
David is a Partner, ABL Lender Services, and joined RSM Tenon (now Baker Tilly) in 2009. He has seven years’ consumer lending experience and 14 years’ commercial lending experience in the IF / ABL market.
David’s key activities include the placement of new business opportunities on a commission-free basis into the invoice finance and ABL marketplace, and manages relationships between this marketplace and Baker Tilly.
Chris Hardy – Close Brothers Invoice Finance
Chris is a Regional Director and heads up the London & SE sales team for Close Brothers Invoice Finance having worked in the industry for 15 years. As part of the Close Brothers Group, CBIF assists UK SME’s with working capital facilities ranging from start up to £200m T/O.
Noel Ruddy – PDT Solicitors
Noel is head of the Corporate Department at PDT Solicitors. He has been in practice for over 25 years and is an expert in the field of asset based lending. He is co-editor of Salinger on Factoring, the leading authority on the law as it relates to invoice finance.
Dawn Shadwell – PDT Solicitors
Dawn is a partner in the Corporate Department at PDT Solicitors. She has specialised in asset based finance for over 15 years and is an expert in insolvency law and its impact on factors and discounters.
Alan Couzins – Leumi ABL
Alan is Operations Director at Leumi ABL and has 30 years’ experience in every operational area of the factoring, invoice discounting and asset based lending industry. He is responsible for all operational aspects
of the asset based lending portfolio at Leumi ABL. Alan was previously at RBS Invoice Finance where he was responsible for structuring asset based lending and syndication transactions for RBS Invoice Finance. Prior to that Alan
was at Kroll in their Corporate Advisory and Restructuring Group.
To book click here or call Helen on +44 020 8334 0819 for more information