Allman-Ward Associates


Global Strategic Planning



TRAINING MODULES



Below is a sampling of the training programs that have been developed in recent years. We are happy to discuss developing customized programs or tailoring any of them to suit your exact requirements. Click on any topic below to see the detailed agenda for each training session.

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Students and Friends From Around the Globe

FOUNDATION BANKING



A - Z Basics of Banking and Banking Systems


Level: Fundamental


Audience: Banks and corporates


Description: A basic guide to cash management and banking for entry level or newly hired staff. This one-day course provides a quick overview of all basic concepts in a fun and interactive format.


Agenda:


1. The Banking Environment

  • Are all banks created equal?
  • Team exercise: What are your requirements from a bank if you are an Individual? Company? Broker/Dealer? Other Financial Institution?
  • The main duties of a bank
  • Types of bank account
  • Types of account holder
  • Class exercise: Examples of when and who might use these different accounts
  • Role of the Central Bank


2. Important concepts

  • Cash versus accrual accounting
  • Float
  • Value dating
  • Finality
  • Time value of money
  • Interest/discount rates
  • Cost of capital
  • Economic value added (EVA)
  • Banker’s Jeopardy: Give the name for the following banking definitions


3. Collection and Payment Instruments

  • Paper based payments
  • Team exercise: Name those parts!
  • Issues with paper
  • Check float
  • Class exercise: Which countries use them and why?
  • Issues with paper
  • Electronic payments
  • Issues with electronic payments
  • Plastic and other card payments
  • Team exercise: Map the values by payment type


4. Bank Charges and Statements

  • Why is the bank in business?
  • Sources of revenue
  • Account analyses
  • Types of charges


5. Settlement and Clearing

  • Net settlement versus real-time gross settlement
  • Faster payments
  • Mobile payments
  • Latest developments
  • International clearing and settlement systems
  • Correspondent banks
  • Nostros and vostros
  • Quiz

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FOUNDATION BANKING



Basics of US Banking and Cash Management


Level: Fundamental


Audience: Banks and corporates


Description: Originally designed as a three-day workshop this could be condensed into one or two days with a reduced agenda. The purpose of this workshop is to provide people with little or no cash management background with the basic concepts of the US banking system, collection, disbursement and concentration techniques, the fundamentals of liquidity management and bank relationship management. At the end of the workshop they will have a thorough understanding of the fundamentals of cash management, the cash manager's role, how it fits in to the finance function and why it is so important to companies.


Agenda:


1. US Banking Environment and Payment Systems

  • Historical perspective
  • Regulatory environment
  • The Federal Reserve
  • Regulation of the industry
  • Significant legislation
  • Reserve regulations
  • The Uniform Commercial Code (UCC)
  • The US banking structure
  • Types of financial institution


2. The Role of Cash Management

  • The operating cycle
  • The cash flow cycle
  • The importance of liquidity
  • Sources and uses of funds


3. What is Cash Management?

  • Short-term funding and investment
  • Day-to-day cash control
  • Receipts
  • Payments
  • Trade finance
  • Foreign exchange transactions and hedging
  • Working capital management
  • The US cash management model


4. Making Payments

  • The US culture
  • Paper-based
  • Electronic
  • Plastic


5. Managing Cash Inflows: Part 1 Collections

  • Objectives of a collection system
  • Collection float
  • Funds availability
  • Designing a collection system
  • Collection methods
  • Lockboxes
  • Electronic collections
  • Latest developments
  • Strategies for efficient collections


6. Managing Cash Inflows: Part 2 Concentration

  • Objectives of a concentration system
  • Concentration system design
  • One bank concentration
  • Multi-bank concentration
  • Lockbox networks
  • The future of concentration
  • Strategies for efficient concentration


7. Managing Cash Outflows – Disbursements

  • Objectives of a disbursement system
  • Disbursement float
  • Specialized disbursement vehicles
  • Fraud prevention and control
  • Reconciliation options
  • Purchasing cards
  • Future of disbursements
  • Strategies for efficient disbursement


8. Working Capital Management - Part 1 Forecasting

  • Importance of forecasting
  • Issues
  • Methods
  • Forecasting exercises


9. Working Capital Management - Part 2 Short-term Investing

  • Investment objectives
  • Short-term investment options
  • Calculating investment returns
  • Investment strategies


10. Working Capital Management - Part 3 Short-term Borrowing

  • Borrowing objectives
  • Short-term borrowing options
  • Calculating the all-in cost of borrowing
  • Restrictions and caveats


11. How to Organize the Treasury Function

  • Levels of treasury centralization
  • Typical banking structure
  • Considerations for treasury structure
  • Centralized treasury
  • Decentralized treasury
  • Partially centralized treasury
  • Managing the US cash position from overseas
  • Treasury structures of the future


12. Bank Relationship Management

  • Objectives of bank relationship management
  • How many and what type of bank?
  • Service provider selection
  • The RFI/RFP process
  • Standards for evaluating performance
  • The account analysis
  • Bank compensation practices
  • The future of bank relationship management

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FOUNDATION BANKING



Understanding Treasury and the Treasurer


Level: Fundamental


Audience: Banks


Description: This course is designed for sales, product and back-office staff who are new to the function of cash management. It is an introduction to what they can expect from their customers, their challenges and issues. The course is highly interactive and ends with a case study.


Agenda:


1. The Customer 101 - Important Concepts

  • Operating cycle
  • Cash flow time line
  • The concept of float
  • Characteristics of cash flows
  • Objectives of cash management
  • Liquidity - the most important function


2. The Role of the Treasurer

  • The key players
  • Difference between treasury and cash management functions
  • Interaction with the organization


3. A Day in the Life of a Treasurer

  • The treasury management process
  • Responsibilities
  • What does a treasurer want from a bank?
  • What does a bank want from the treasurer?


4. Modern Treasury Structures

  • Centralization
  • Shared Service Centers (SSC)
  • Outsourcing
  • Enterprise Resource Planning (ERP)
  • Application Service Providers/Business Service Providers (ASP/BSP)
  • Commissionaire structure
  • The Virtual Treasurer


5. What is Important to Your Customer?

  • Survey results


6. Buying Banking Services

  • Criteria for selecting bank services
  • Bank relationship strategy
  • Managing the RFP process
  • The bank selection process
  • Issues
  • Corporate examples


7. Case Study: Chocolate Cake Corp


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FOUNDATION BANKING



International Clearing and Settlement Systems


Level: Introductory/Intermediate


Audience: Banks and corporates


Description: This is a one-day course designed to provide participants with a more detailed knowledge of settlement and clearing systems. It can be customized to cover areas of the world that are not the home territory for participants.


Agenda:


1. Settlement and Clearing Systems

  • Net settlement
  • Real-time gross settlement
  • Real-time net settlement
  • Hybrid systems
  • Faster payments
  • Continuous Linked Settlement (CLS)
  • Class exercise


2. The UK Domestic Clearing System

  • APACS
  • BACS & FPS
  • CHAPS
  • FPS
  • Check clearing
  • Check truncation
  • Team exercise: Build the diagrams
  • UK currency clearing
  • Comparison of systems


3. The US Clearing System

  • US banking environment
  • Fedwire
  • CHIPS
  • ACH
  • Faster payments
  • Check collection
  • Class exercise: Human chain
  • Comparison of systems
  • Specialized vehicles
  • Lockboxes
  • Zero balance accounts
  • Controlled disbursement accounts


4. Characteristics of Banking Systems that Impact Cash Management

  • Banking system characteristics
  • Country-specific factors


5. International Banking Systems

  • Correspondent banking
  • Role of SWIFT
  • BICS and IBANs
  • How money moves across borders
    • Paper
    • Electronically
  • Network clearing
  • Direct clearing


6. European Clearing systems

  • Impact of SEPA
  • Team exercise: Implications for cash management
  • TARGET2
  • Team exercise: Build the diagram
  • Other European clearing systems

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CASH MANAGEMENT



Best Practices in US Cash Management


Level: Intermediate


Audience: Banks and corporates


Description: This is a one-day workshop for people who are already familiar with the basic concepts and principles of cash management but who want to hear the latest techniques and developments. This course provides the next level of detail and gives participants insights into the current trends and more advanced tools of treasury management. This course can also be expanded to two days.


Agenda:


1. The Current Environment and Expected Changes

  • The importance of liquidity
  • Significant regulatory changes
  • Changes in the US banking environment
  • Shift in the balance of power in Treasury


2. Best Practices in Collections and Concentration

  • Making field collections more efficient
  • Making lockboxes more efficient
  • Re-engineering collections
  • Using regional networks
  • Optimizing transaction balances and surpluses


3. Best Practices in Disbursements

  • Erosion of the benefits of paper disbursements
  • Growth of B2B
  • International "ACH" options
  • Purchasing cards
  • Fraud prevention measures
  • Integrated payables
  • Checking the account analysis


4. Efficient Treasury Structures

  • Netting
  • Shared service centers (SSC)
  • Enterprise resource planning (ERP)
  • Commissionaire structures
  • Outsourcing
  • Future role of the treasurer

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CASH MANAGEMENT



Introduction to International Cash and Treasury Management


Level: Intermediate/Advanced


Audience: Banks and corporates


Description: This two-day workshop introduces participants to the concepts and complexities of global business. Today globalization, in one way or another, affects all companies. After attending the workshop they will be better equipped to manage their international cash flows more efficiently, understand the tools and vehicles available to them and have strategies to manage their liquidity more effectively. Students will participate in interactive exercises throughout the course.


Agenda:


1. Role of the International Cash Manager


2. Why International Cash Management is Important to Companies

  • Multinationals
  • Middle market
  • Objectives of international cash management
  • Impact of globalization on cash management
  • Why international cash management is more complex


3. Regional Overview

  • Asia
  • Europe
  • Middle East
  • Latin America


4. International Banking Systems

  • Central banks
  • Payment systems
  • Banking conventions


5. International Funds Flows

  • How funds move across borders


6. Basics of Foreign Exchange

  • When to use a foreign exchange contact
  • Spot contracts
  • Forwards
  • Futures
  • Options
  • Swaps
  • Continuous Link Settlement (CLS)


7. Foreign Currency Accounts

  • The need for currency accounts
  • Multi-currency accounts
  • Where to hold currency accounts
  • Bank charges on foreign currency accounts


8. Basic Vehicles and Tools

  • Electronic banking
  • Lockboxes
  • Netting
  • Reinvoicing


9. Managing Risk

  • FX risk
  • Interest rate risk
  • Country risk
  • Commodity risk
  • Commercial risk


10. The Treasury Organization

  • International evolution
  • Treasury structures
  • Banking structures


11. Modern Treasury Structures

  • Centralization
  • Shared service centers
  • Outsourcing
  • Enterprise wide systems
  • Application service providers
  • Business service providers
  • Commissionaire structure
  • The virtual treasurer

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CASH MANAGEMENT



Advanced Cross-border Liquidity Management


Level: Advanced


Audience: Banks and corporates


Description: This is a one-day workshop for sales people to understand the tools and options available for liquidity management. It builds on the basic tools taught in the introductory session and provides more detail on the intricacies of cross-border cash flows. It can be customized to include the bank's own product offerings. Throughout the day, participants work on a case to craft a solution. At the end of the course participants will be able to better understand the issues in managing liquidity and equipped to assist their corporate clients in finding a solution.


Agenda:


1. Overview

  • Intercompany lending and why liquidity management is important


2. The Tools

  • Notional pooling/interest allocation
  • Cross-border concentration
  • FX matching
  • FX swaps
  • Leading and lagging
  • Factoring
  • Netting


3. Liquidity Management Models

  • Single currency
  • Cross-border
  • Multi-currency


4. Liquidity Management Issues

  • Tax issues
  • Residency and ownership issues
  • Internal issues


5. Summary of Liquidity Management Around the World

  • Asia
  • Europe
  • Latin America
  • North America
  • Middle East


6. Case Study

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CASH MANAGEMENT



The Vendor Selection Process


Level: Intermediate


Audience: Corporates


Description: Today, almost all major business is awarded through the Request for proposal (RFP) process. This one-day workshop is designed to help a corporate in the process of buying bank services for international cash management, although the techniques can be applied to buying any type of financial service. It takes a step-by-step approach and provides practical examples. The workshop includes several exercises. After attending the workshop, participants will have a template they can apply when sending out their next RFP.


Agenda:


1. Introduction


2. Plan the Project

  • Vendor selection process
  • Questions and issues
  • Construct the action plan
  • Team exercise
  • The Work Breakdown Structure (WBS)


3. Determine Selection Criteria

  • Team exercise
  • Criteria for selection
  • Individual exercise


4. Prepare the RFP

  • Service provider selection
  • RFI and RFP
  • Team exercise

5. Analyze the Responses

  • Analysis
  • Case study


6. Select the Right Partner

  • The beauty parade
  • Is the solution a good fit
  • Informing vendors of the decision
  • Vendor selection case studies


7. Issues and Considerations

  • Pricing
  • Standardized RFPs
  • Using consultants


8. Best Practices

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CASH MANAGEMENT



Certificate in International Cash Management (CertICM) - from

The Association of Corporate Treasurers (ACT)


Level: Advanced


Audience: Banks, service providers and corporates


Description: For those who have already achieved the AFP's Corporate Treasury Professional (CTP) or CCM credential the next level of achievement is the ACT's (the UK's professional treasury association) Certificate in International Cash Management (CertICM). The CertICM is one way of building a solid knowledge base of the international cash management environment.


What is the CertICM?


The CertICM is recognized throughout the world as the leading international cash management qualification. It is a very rigorous program from which the students will gain:

  • A detailed understanding of international cash management from both a corporate and a banking perspective
  • An understanding of the wider context in which cash management fits into corporate treasury and international banking
  • An extensive toolkit for practical international cash management, including the use of instruments and strategies for optimizing cash management efficiency
  • The ability to add real value in the negotiation of international cash management arrangements


The assessment can be taken from anywhere in the world, wherever there is a reliable internet connection.


Should You Consider the CertICM?


The CertICM is particularly useful if you are:

  • A cash manager in a company who wants to demonstrate your expertise and dedication with a globally recognized qualification
  • Have recently moved into a cash management role (or would like to), either within corporate treasury or as part of a general finance remit
  • Want to expand your understanding of how cash management works at an international level
  • Are a banker, relationship manager or a consultant who needs to understand international cash management from the perspective of the corporate in order to advise clients more effectively.


Syllabus:


The Certificate in International Cash Management is made up of the six units below. For full ACT accreditation you will need to complete all six units and sit (and pass) the assessment.

  • Unit 1: The International Cash Management (ICM) context and role of banks
  • Unit 2: Managing liquidity - visibility and availability
  • Unit 3: International cash management tools and techniques
  • Unit 4: Risk management of ICM
  • Unit 5: The impact of accounting, tax and regulation
  • Unit 6: Developments in ICM


The program is fully supported through an e-learning site on the web with interactive exercises, discussion forum and sources for further reading.


For more information go to: https://academy.treasurers.org/qualifications/certificate-international-cash-management

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SALES SKILLS



Responding Effectively to Requests for Proposal (RFP)


Level: Advanced


Audience: Banks and service providers


Description: This is a one-day intensive course for people who respond to Requests for Proposal (RFPs). It is very interactive with the participants practicing with live cases and samples of real RFPs.


Agenda:


1. It Begins with the Customer

  • Why customers issue RFPs
  • Types of RFPs
  • Objectives and motives
  • What do they want out of the process?


2. Preparing to Write the Proposal

  • Information you need before you start writing
  • Important questions to ask
  • What are the customer's priorities
  • What if your customer is using a consultant?
  • Using the proposal template


3. Elements of a Proposal

  • Executive summary
  • Current situation and objectives
  • Recommendations and proposed solutions
  • Technical details
  • Pricing and pro forma analysis
  • Service level guarantees
  • Relationship team
  • Implementation
  • References


4. It Ends with the Customer

  • What is the appropriate format?
  • Not all customers are the same
  • Not all proposals are the same
  • When to use Word, when to use PowerPoint
  • Group exercise​

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SALES SKILLS



Learning How to Win More Business


Level: Advanced


Audience: Banks and service providers


Description: This one-day workshop provides banks and service providers with some unique insights and tools to help them sell more effectively. Understanding the process and how companies award business helps avoid some of the pitfalls and is essential in order to be successful. This course also introduces the concept of the Product Portfolio© sales strategy, a breakthrough model developed by Allman-Ward Associates, Inc., and provides participants with a template for managing the RFP process.


Agenda:


1. The Vendor Selection Process

  • The players
  • The process
  • Case study: Students work through the sales process using a real-life case, where a company solicited and awarded a cash management bid.


2. Step 1: Sales Planning

  • Case study: Part 1
  • Due diligence
  • Understand your customer
  • Identify cash management needs
  • Understand your bank


3. Step 2: The Initial Call

  • Case study: Part II
  • What is an effective customer call?
  • Plan the call
  • Objectives of the call
  • Probing
  • Follow-up


4. Step 3: The Product Portfolio Sales Strategy

  • The model
  • Plotting the Product Portfolio© grid
  • How to use the grid


5. Step 4: Responding to the RFP/RFI

  • Understand customer buying behaviour and criteria
  • Build customized cash management solutions
  • Issues and hot buttons
  • Case study: Part III


6. Presenting the Proposal

  • What to expect at the meeting
  • How to prepare
  • Handling objections
  • Effective communication


7. The Post Mortem

  • What was learned from the experience?
  • If you lost the bid - what can be salvaged?

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SALES SKILLS



It's Your Call - Making the Most of Every Sales Call


Level: Introductory/Intermediate


Audience: Banks and service providers


Description: This is a one-day session designed to improve the calling efforts of sales people, making each call the most effective it can be. At each stage, participants develop the program through interactive exercises.


Agenda:


1. What is an effective customer call?


2. Pre-call homework


3. Day of the call process


4. Call follow-up


5. Handling problems on a customer call


6. Asking for the business


7. Effective communication


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PRODUCT AND PROJECT MANAGEMENT



Essential Project Management Skills


Level: Fundamental


Audience: Banks and corporates


Description: Many employees are asked to manage projects but are rarely given specific project management training, and yet the success of a project rests almost entirely on how well it has been managed. This highly interactive workshop covers the skills necessary to define, plan and complete any type of project, and provides useful tools for planning and managing future assignments.


This can be run as a full day workshop with many interactive exercises, or as a shorter 3 1/2 hour intensive training program or webinar. Participants end up with a practical tool and template for managing projects or being part of a project team.


Agenda:


1. Introduction to Project Management

  • What is a project?
  • Group exercise
  • What makes projects fail or succeed?


2. Planning the Work

  • Defining the project
  • Group exercise
  • Inventory the information
  • Recognizing the roadblocks
  • Eliminate the barriers
  • Class exercise


3. Construct the Action Plan

  • Class exercise
  • Timing and scheduling


4. The Project Action Plan

  • Class exercise


5. Working the Plan: Tips for Execution

  • Meetings
  • Status updates
  • Risk and contingencies
  • Typical errors
  • Post mortem


6. Essential Skills for Project Managers

  • Leadership
  • Negotiation
  • Team building
  • Communication


Exercises: Participants get to practice the skills they are learning on real-live projects. Students learn about the project workflow planning and receive a very practical tool, the Project Action Plan that they can use for planning future projects.


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PRODUCT AND PROJECT MANAGEMENT



Essential Skills for Product Managers


Level: Fundamental


Audience: Banks and corporates


Description: This intensive two-day workshop combines theory and practice, teaching participants the basics of managing a product from initial concept from product launch and management through the product life-cycle. The role of a product manager requires many skills. The objective of this training is for product managers to gain competency in market assessment, segmentation, competitive analysis and financial analytics. The role of a product manager is discussed in detail. The training emphasizes successful processes developed from best practices, plus provides tools and checklists.


Agenda – Day 1:


1. Introduction To The Course

  • Objectives
  • Review of agenda
  • What do participants want to get out of the course?


2. The Role Of The Product Manager

  • What is product management?
  • Definition
  • The product manager's job
  • Typical responsibilities
  • Role of the product manager


3. Essential Skills And Competencies

  • Communication - checking for comprehension
  • Exercise: The difficulty of communicating accurately
  • Negotiation – Getting to “Yes”
  • Time management
  • Exercise: What is on your “To Do” list


4. Strategic Planning - The Big Picture

  • The strategic planning process
  • The action plan
  • Exercise: Determining goals, strategies and tactics
  • Analyzing the market
  • Business context
  • Customer analysis
  • Competitive analysis
  • Market research – data gathering
  • Exercise: What type of research would you use


5. Product Development

  • Product development models
  • Product development cycle


6. Building The Business Case

  • Business case template
  • Exercise: Analyze examples of a business case


Agenda – Day 2:


7. Product Launch

  • Product launch template
  • Tips for managing projects
  • Marketing plan template


8. The Importance Of Analytics

  • Business analytics
  • Analyzing the product financials
  • Exercise: What are the questions to ask about variances?


9. Product Life Cycle Management

  • The Product Life Cycle (PLC)
  • Exercise: The PLC and Boston Matrix


10. Case Studies


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STUDENTS AND FRIENDS FROM AROUND THE GLOBE





NORTHAMPTON, UK



SHANGHAI



CHARLOTTE, USA



HONG KONG



MELBOURNE, AUSTRALIA



SINGAPORE



DUBAI, UAE


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NEW YORK, USA



NORTHAMPTON, UK



Allman-Ward Associates



email: maw@allmanward.com
www.allmanward.com