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 two 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 role plays and a real-world case study to demonstrate, and clarify, challenging financial and credit concepts. Performance and activity ratios and statement spreadsheets are explored, so bankers can make a quick financial analysis to identify potential credit risks.

In day two, bankers learn how to analyze risks to the business credit presented by the guarantors. They also learn the techniques to effectively communicate the findings of the business interview to the underwriter. The rest of the day is a practical application workshop. Through role-play and another real-world case study, bankers apply the interviewing and quick analysis tools introduced in the course to discover significant potential credit risks that would not be obvious from the typical 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.