Agenda

The relationship between assertive selling and aggressive risk management

• Importance of strong credit and risk management skills
• Importance of strong relationship-building selling skills
• Difficulties of managing risk within the African culture

Credit risk strategies for sales

• The Decision Strategyâ„¢ – integrating risk and sales activities throughout the organisation

Morning refreshments

• Opportunity assessment and pre-call planning
• Preliminary analysis
• Repayment source analysis

Networking lunch

Identifying customers’ risk-based needs – first steps and key skills

• The Questioning Strategy

Afternoon refreshments

Identifying and presenting risk-based solutions – second steps and key skills

• Creating Options, Setting Next Steps, Resolving Objections

Putting it All Together

• Summary and Wrap-Up

About your masterclass presenter

Cindy Hedgepath
Senior Sales, Credit and Risk Management Consultant
DeLand, Florida, United States of America

Cindy Hedgepeth has demonstrated a proven, successful track record, in sales and credit risk management, for over two decades, for both the retail and commercial sides of banking. This real-life experience includes superior performance early on in her career as a teller to expanded responsibilities as a commercial lender, credit analyst, and executive responsible for commercial banking training.

Cindy has worked with Omega Performance clients since 1993. Prior to that, she was a vice president with SunTrust bank for five years. That followed positions in corporate finance and marketing support with Electronic Data Systems. This depth of background has positioned Cindy to deliver strategic technical sales support and
training facilitation for financial institutions ranging from community banks to those with an international footprint. She has worked throughout the United States and Canada, and has served clients in the UK as well.

Clients consistently applaud Cindy for her high energy and participative style in the classroom. Her hallmark is motivating people to learn by making workshops fun and exciting. Among her specialties is assisting clients to improve sales performance in the SME marketplace-an increasingly important target group for commercial bankers.
She serves on the Geneva Academy Board of Governors. She is a graduate of the Greater Orlando Leadership Foundation.

Babatunde Lemo
Deputy Governor
Central Bank of Nigeria, Nigeria

Joana Jacinto David, Executive Director and Board Member
Central Bank of Mozambique

Neil Nyirongo
Executive Director: Treasury
Reserve Bank of Malawi, Malawi

• Financial reform for competitive advantage on the continent
• Effect of mergers and acquisitions on banking performance
• Enhancing existing infrastructure for increased growth
• Cross border information flows
• Set of rules for the African region

Peter Hinton
Chief Executive Officer
Enterprise Banking Group, Botswana

• Risk management: profitability, credit, market and currency risk
• Banking regulations across borders
• Foreign exchange rates
• Transacting international payments

Neil Nyirongo
Executive Director: Treasury
Reserve Bank of Malawi, Malawi

• Current appetite for acquisition in Africa
• How is technology proliferating in the different regions?
• What has changed in the last couple of years?
• What does this mean for banking tomorrow?

Peter Hinton
Chief Executive Officer
Enterprise Banking Group, Botswana

Richard Wilde
Chairman
Commercial Bank of Zimbabwe, Zimbabwe

David Ndwega Wachira
Chief Executive Officer
Consolidated Bank of Kenya, Kenya

Moses Opio Ogal
Executive Director
Uganda Institute of Bankers, Uganda

• The rationale for M&A growth in South Africa and Africa
• Opportunities and challenges for M&A’s in Africa
• Standard Bank’s endeavours into Nigeria and Kenya: A case study on a recent M&A deal

Kevin Wingfield
Director International Retail Development
Standard Bank Africa

• Requirements for the preparation of a bank’s liquidity contingency plan
• Dealing with various types of bank specific and systematic liquidity crises
• Engaging with the appropriate levels of management within a bank
• Engaging with regulatory agencies

Patrick Jodas
Associate Director: Advisory
PricewaterhouseCoopers

Charles van der Walt
Senior Manager: Financial Risk Services
PricewaterhouseCoopers

• Commercial potential of microfinance
• Profits, social image and access to stable lines of credit
• Infrastructure, information technology and human resource constraints
• Appropriate regulatory framework e.g. minimum capital requirements, capital adequacy and operational restrictions

Richard Wilde
Chairman
Commercial Bank of Zimbabwe, Zimbabwe

• Delivery of a subsidised banking product’
• What has been achieved so far?
• Lessons to be learnt
• What are the threats and the opportunities?

David Ndwega Wachira
Chief Executive Officer
Consolidated Bank of Kenya, Kenya

• International levels of technology
• Working with existing technology
• Developing innovation and future strategies
• Satisfying your customers e-banking demands
• Utilising technology to deliver the results your customers expect

Peter Lloyd Chisholm
General Manager: Financial Services
Systems Applications Products (Africa)

Len Pienaar
Chief Executive Officer
FNB Mobile & Transact Solutions

• The major forces driving the development of mobile commerce in Africa
• What has changed in the last year?
• What does this mean for customers today?
• What does this mean for banking tomorrow?

Brian Richardson
Chief Executive Officer - WIZZIT
WIZZIT is a Division of the South African Bank of Athens Limited

• Growing fast across regions
• Dealing with mostly government debt and corporate equity
• The role of exchanges and regulators
• South Africa – competitor or partner
• Making money in the debt capital markets

Quinton Zunga
Head: Debt Capital Markets (corporate)
ABSA Capital

• What are the benefits?
• Mitigating risks and maximizing opportunities
• Practical steps for implementation
• Current limitations

Justin Smith
Manager Sustainbility and governance,
Nedbank, Chair, United Nations Environment Programme Finance Initiative (UNEP FI) African Task Force (ATF)

Elsa Kruger Cloete
Research Unit
Development Bank of Southern Africa (DBSA)

Derick de Jongh
Director Centre for Corporate Citizenship
University of South Africa (UNISA)

• Credit bureaus in Africa and around the world
• Legal and regulatory issues
• Value added services: maximising the benefits of information sharing
• Online access to accurate and reliable standardised credit information
• Security issues

Nataliya Mylenko
Program Manager
International Finance Corporation (World Bank Group)

•  Identity theft and impersonation
•  Fraud data sharing
•  Performance management in credit fraud prevention
•  Identifying fraud in bad debt
•  Identifying fraud risks
•  Developing fraud policy guidelines

Joana Jacinto David, Executive Director and Board Member
Central Bank of Mozambique

• Understanding the latest trends in online risks
• How to mitigate those risks
• Finding the balance between delivering effective online banking services and mitigating risk

Stephen Ssendikaddiwa-Mwebe, Business Continuity and Risk Management Officer
Central Bank of Uganda

• The difference between anti-terrorist funding and money laundering
• Understanding the latest trends in money laundering risks
• How to mitigate those risks
• Financial havens and banking secrecy: are we making headway?

Dawn Pretorius
Member
The Compliance Institute of South Africa

Gilford Kadzakumanja
Deputy Chief Executive Officer
NBS Bank Limited, Malawi

Charles Goredema
Senior Researcher
Institute for Security Studies

• The new imperative
• Developments in corporate banking
• Developments in investment banking
• Developments in retail banking
• The affect on banking in Africa – now and in the future

Colyn Gardner
Managing Director
Omega Performance, Middle East

• Unlocking the potential of your financial brand
• Utilising branding to separate you from your customer
• Measuring the profitability of your brand

Zandile Shaba
Managing Director
African Banking Corporation, Zambia

• What are and who uses credit ratings?
• What do ratings mean?
• What ratings DO NOT include
• Rating scales
• Sovereign risk components of rating
• Benefits of rating
• Growth of ratings in Sub Sahara Africa and reasons
• Challenges of rating banks in emerging markets
• Different types of rating products

Nivan Bijou
Director – Capital Markets
Fitch Ratings

• Perspectives on the progress by African countries on Basel II
• The extent to which emerging economies are planning to adopt Basel II
• The sensible option within the menu of choices for an economy like South Africa
• The preparations that banks need to make
• The preparations that supervisory have to make
• How cross-border issues are being addressed
• What the future may hold
• Effects of Basel II on the emerging small bank sectors?

Jean-Charles Pirlet
Independent

Charles Ilako
Global Regulatory Leader
PricewaterhouseCoopers

• Issues around reckless lending
• Penalty for non-compliance
• Credit from non-bank lenders
• What is driving growth? Market forces or pending regulation?
• Sharing valuable knowledge with clients
• Control of interest rate charges and its impact on the banks and the economy

Bev Pirrie
Credit Compliance
First National Bank

Agenda

Preventing fraud through effective governance 

• Examination of governance requirements and specifically the GBS Codex of the Harvard Business School

Morning refreshments

The risk management process in fraud prevention

• Focusing on fraud identification and evaluation procedures utilising scenario planning as a platform

Networking lunch

Ethics in fraud prevention

• Clearly identifying the need for ethical standards and behaviour from top to bottom of the organisation

Afternoon refreshments

A case study and discussion forum completes the day’s masterclass

About your masterclass presenter

Pat Cunningham
Executive Director
South African Fraud Prevention Service

Pat is currently the Executive Director of the South African Fraud Prevention Service. He has held this position since September 2000 when he was appointed to start the service by the major banking and retail credit grantors in South Africa.

Pat holds a degree in law, an associate degree in Risk Management and is a Fellow of The Institute of Risk Management(South Africa). He has also attended Senior Management programmes at Stellenbosch University Business School. He has been involved in risk management, crime and fraud prevention for more than 40 years.

Pat was born in the UK, and went to Zimbabwe in 1963 where he spent 17 years before coming to South Africa in 1979 to take up an appointment with the Sentrachem Group.

In 1984 Pat joined the Boumat Group of companies and spent 12 years as Group Risk Manager before joining South African Breweries as Divisional Risk Management Consultant in SAB’s South African Beer Division. He left SAB to start the South African Fraud Prevention Service.

He has been a guest lecturer on Corporate Governance at the UNISA Department of Business Management Summer School on several occasions and has presented and chaired numerous seminars and conferences on Fraud Prevention, Risk Management and Corporate Governance.

He is the author of a book on security for small business which was published in 1988. He is the recipient of the Spirit Award Certificate from Bank of America. He is listed in the publication Who’s Who in Southern Africa.

Agenda

• Introduction
• Initial perspectives on banking in Africa: action points for management and the CEO
• IFRS benchmarking
• Private banking perspective
• IFRS – practical lessons learned from an international
• IFRS 7 & Basel II – The Gaps
• Banana Skins Survey
• Basel II developments and relevance in Africa
• A bank’s liquidity contingency plan: Part 2 – follow on from the Africa Banking Congress presentation on practical lessons and implementation of corporate governance matters

Masterclass presenters

Tom Winterboer, Director: Banking and Capital Markets Leader
PricewaterhouseCoopers

Charles Ilako, Partner: Global FS Regulatory Practice,
PricewaterhouseCoopers

Francois Prinsloo, Director: Banking and Capital Markets
PricewaterhouseCoopers

Keith Ackerman, Senior Manager: Banking
PricewaterhouseCoopers

Johannes Grosskopf, Banking and Capital Markets Partner
PricewaterhouseCoopers

Funeka Ntombela, Partner
PricewaterhouseCoopers

Patrick Jodas, Associate Director: Advisory
PricewaterhouseCoopers

Charles van der Walt, Senior Manager: Financial Risk Services
PricewaterhouseCoopers

         Agenda

• Strategic banking advantages to the new Basel II dispensation
• The problems of measuring risk:
  -creating discriminatory and predictive models

Morning refreshments

• Complexities and oddities in national discretion
• How to approach the Basel II problem:
  -the business perspective
  -the risk management perspective
  -the IT systems perspective
• International case studies:
  -successes and failures

Networking lunch

• An integrated approach:
  -the data-centric solution design approach 
• Part 1:
  Modelling risk in retail exposures 

Afternoon refreshments

• Part 2:
  Modelling risk in corporate and specialized lending portfolios

Questions and answer session

About your masterclass presenter

David Buckham
Managing Director
Monocle

David Buckham has been involved in the financial markets, banking, corporate and debt financial modeling and risk management environment for several years. His university background included a degree in mathematics, with particular focus on Group Theory, and a Honours and Masters degree in English Literature. David runs his own business, Monocle Solutions. He provides services, products and training to financial market participants. Since founding Monocle Solutions he has been contracted on many corporate and institutional risk management and performance management projects, including retail credit risk projects, treasury system reviews and architecture design as well as within a Corporate Lending environment. He has delivered presentations on credit and market risk principles and delivers training and consulting in areas ranging from credit scoring to structured financial modeling.