Questa Corporation: Small Business Banking

Printable (PDF) Trilogy Training Solution

Comprehensive training for bankers who work with small business

Many in the banking industry consider small-business banking to be the most profitable segment and one that offers significant growth potential. However, small business is challenging and complex.

Questa knows that small-business owners want more than checking accounts and loans from their bankers; they want bankers who understand their business.

Questa can provide your bankers the same time-tested skills we’ve given thousands of bankers nationwide. These are skills that provide your bankers the ability to capture, and keep, a small-business owner’s loyalty and business. Questa’s training courses provide a solid knowledge foundation for any banker who works with small business.

The Trilogy of Training

In Credit Essentials, we begin by providing the fundamental accounting principles bankers need to understand their client’s financial statements and tax returns. We offer in-depth training on credit requests, repayment and recourse.

In Uncovering Cash, bankers realize how bank products can improve a company’s cash position and bottom line. This one-day class provides experienced business bankers with the training they need to develop a real competitive advantage in today's market. It gives bankers the knowledge and confidence to solve problems, improve their client's financial well-being, and expand customer relationships.

Identifying Credit Risk is the third course in Questa’s Trilogy of Training for bankers who work with small business. In this one and one-half day course, bankers learn skills to conduct a quality interview with a prospect/client. This helps bankers verify a request for credit and uncover potential risks that might prevent the business owner from repaying debt.

In day one, bankers already grounded in small business credit, will receive hands-on opportunities using real-world case studies to demonstrate, and clarify, challenging financial and credit concepts. Performance and activity ratios are explored, as well as techniques to effectively communicate the findings of the business interview to the underwriter.

Day two (the half-day workshop) uses another case-study to give bankers additional practice analyzing financials, asking the right questions and presenting memos for credit underwriters. Bankers will apply the interviewing and quick analysis tools introduced in day one to discover significant potential credit risks that would not be obvious from the other documents included in a credit package.

The Sales Solution

Selling to Small Business is Questa’s dynamic interactive sales training course. Your bankers will acquire the skills needed to really understand small businesses, while learning to uncover multiple opportunities and offer a variety of sales solutions.