How to Evaluate a Borrower’s Industry and Management
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Speaker : DEV STRISCHEK
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When : Thursday, January 15, 2026
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Time : 01 : 00 PM EST
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A frequent speaker, instructor, advisor and writer on credit risk and commercial banking topics and issues, Dev is principal of Devon Risk Advisory Group and engages in consulting, speaking and training on a wide range of risk, credit, and lending topics. As former SVP and senior credit policy officer at SunTrust Bank, Atlanta, he was responsible for developing, implementing, and administering credit policies for SunTrust's wholesale lines of business--commercial, commercial real estate, corporate investment banking, capital markets, business banking and private wealth management. He also spent three years as managing director and credit approver in SunTrust's Florida commercial lending and corporate investment banking areas, respectively. Prior to SunTrust, Dev was chief credit officer for Barnett Bank's Palm Beach market. Besides stints at other banks in Florida, Kansas City, and Ohio, Dev's experiences outside of banking include CFO of a Honolulu construction company, combat engineer officer in the U.S. Army, and college economics instructor in Hawaii, Missouri, and Florida. A graduate of Ohio State University and the ABA Stonier Graduate School of Banking, he earned his M.B.A. from the University of Hawaii.
Dev serves as an instructor in the ABA’s Stonier Graduate School of Banking and the American Bankers Association's (ABA) Commercial Lending. He has also taught at the Florida RMA Chapter Commercial Lending School, the Southwest Graduate School of Banking in Texas, and the Wisconsin School of Banking. His school, conference, and workshop audiences have included participants drawn from the ABA, RMA, OCC, Federal Reserve, FDIC, FFIEC, SBA, the Institute of Management Accountants (IMA) and the AICPA.
Dev has written about credit risk management, financial analysis and related subjects for the ABA's Commercial Insights, the Risk Management Association's RMA Journal, and other business professional journals. He is the author of Analyzing Construction Contractors and its related RMA workshop. A past national chair of RMA and former Florida Chapter president, Dev served as a member of the RMA Journal's advisory board and he has consulted on credit risk issues with banks in Morocco, Egypt, and Angola through the US State Department's Financial Service Volunteer Corps (FSVC). He represented the banking industry on the Private Company Council of the Financial Accounting Standards Board where the PCC reviews proposed and existing generally accepted accounting principles and recommends changes to GAAP that accommodate the needs of privately held companies.
Learn how industry factors influence borrower’s ability to repay from cash flow, collateral and guarantees
- Supply and demand
- Relative costs of capital and labor inputs
- Investment expectations
- Analyze industry structure, competitiveness, and the company’s resources and capabilities to operate in its industry - Financial characteristics of manufacturers, wholesalers, and retailers
- Porter’s 5 Forces to determine industry competitiveness—product value, product diversity, competitive advantage
- Discretionary vs. non-discretionary goods and services
- durable vs. non-durable goods - Value chain analysis of borrower’s primary (Inbound logistics, outbound logistics, marketing and sales, service) and support activities (firm infrastructure, human resources, technology, and procurement)
- Evaluate how industries respond to business cycles - Four phases of the business cycle and how industry clients and borrowers respond
- Industries most vulnerable to recession and pandemic
- Management Evaluation
- Generally, management success depends on this combination of factors:
1. Performance
2. Experience
3. Education & training
4. Skills
5. Organization
6. Compensation
7. Board of directors - Management depth and succession
1. Grid for evaluating management by function
2. Red flags to detect management problems
3. Character and fraud detection
4. Character assessment questions
5. Demographics of fraud
6. Tips on mitigating fraud
Who Should Attend
commercial lenders and business bankers, credit analysts and credit approvers, commercial banking managers, chief credit officers, loan review officers, senior lenders, commercial underwriters, loan committee members, bank directors, executive management, loan documentation preparers and loan booking support staff
Why Should You Attend
This session will explain how a borrower’s industry can impact its ability to repay over the business cycle as well as the borrower’s life cycle. Further, you will be shown how to evaluate the borrower’s resources to operate and compete successfully within its industry. You will learn which industries are most vulnerable to and which industries are less sensitive to recession in general and this pandemic recession in particular.
Next is how to evaluate management, especially its ability and willingness to repay its debts. We will examine the skills of successful management and review red flags and warning signs of potential management weaknesses.
Topic Background
Lenders and creditors tend to look at a borrower’s management and its industry separately, but, in fact, it is management’s ability to operate within a given industry’s environment that spells success or failure. Evaluating the industry is key to management success, and evaluating the management is also critical to assessing the borrower’s ability to meet its obligations.
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$160.00
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