Training Modules

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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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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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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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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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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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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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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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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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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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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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
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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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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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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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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Allman-Ward Associates, Inc.

Global Strategic Planning

Views from the offices of Allman-Ward Associates, Inc.

FOUNDATION BANKING

FOUNDATION BANKING

FOUNDATION BANKING

FOUNDATION BANKING

CASH MANAGEMENT

CASH MANAGEMENT

CASH MANAGEMENT

CASH MANAGEMENT

CASH MANAGEMENT

SALES SKILLS

SALES SKILLS

SALES SKILLS

PRODUCT AND PROJECT MANAGEMENT

PRODUCT AND PROJECT MANAGEMENT

STUDENTS AND FRIENDS FROM AROUND THE GLOBE

NORTHAMPTON, UK

SHANGHAI

CHARLOTTE, USA

HONG KONG

MELBOURNE, AUSTRALIA

SINGAPORE

DUBAI, UAE

NEW YORK, USA

NORTHAMPTON, UK

Allman-Ward Associates, Inc.

email: maw@allmanward.com
www.allmanward.com
Tel: +1 213 680 7742

Allman-Ward Associates, Inc.

Global Strategic Planning

Views from the offices of Allman-Ward Associates, Inc.

TRAINING MODULES

FOUNDATION BANKING

FOUNDATION BANKING

FOUNDATION BANKING

FOUNDATION BANKING

CASH MANAGEMENT

CASH MANAGEMENT

CASH MANAGEMENT

CASH MANAGEMENT

CASH MANAGEMENT

SALES SKILLS

SALES SKILLS

SALES SKILLS

PRODUCT AND PROJECT MANAGEMENT

PRODUCT AND PROJECT MANAGEMENT

STUDENTS AND FRIENDS FROM AROUND THE GLOBE

NORTHAMPTON, UK

SHANGHAI

CHARLOTTE, USA

HONG KONG

MELBOURNE, AUSTRALIA

SINGAPORE

DUBAI, UAE

NEW YORK, USA

NORTHAMPTON, UK

Allman-Ward Associates, Inc.

email: maw@allmanward.comwww.allmanward.comTel: +1 213 680 7742

email: maw@allmanward.com
www.allmanward.com
Tel: +1 213 680 7742