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SO YOU WANT TO BE A. COMMERCIAL LENDER?. LaSalle Bank. LaSalle Bank is one of the Midwest’s largest banks Over $52 billion in assets Over 7,500 employees 2001earnings marked the 18 th consecutive year of earnings growth Full product lines for commercial and retail clients. LaSalle Bank.

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So you want to be a

SO YOU WANT TO BE A

COMMERCIAL LENDER?

.


Lasalle bank

LaSalle Bank

  • LaSalle Bank is one of the Midwest’s largest banks

  • Over $52 billion in assets

  • Over 7,500 employees

  • 2001earnings marked the 18th consecutive year of earnings growth

  • Full product lines for commercial and retail clients


Lasalle bank1

LaSalle Bank

  • A member of the ABN AMRO Group

    • ABN AMRO is a Dutch-based global bank

      • Nearly $600 billion in worldwide assets

      • Locations in 60 countries and territories

      • ABN AMRO North America C&CC headquartered in Chicago

  • Working in conjunction with ABN AMRO gives LaSalle Bank global capabilities


Abn amro structure three global strategic business units

ABN AMRO StructureThree Global Strategic Business Units

  • Wholesale Client Services

    • Provides Corporate Loans, Financial Markets / Sales & Trading, and Investment Banking to Global Fortune-1000 clients

  • Private Clients & Asset Management

    • In the US, growing business unit

    • Global fund management, privately funded pensions, etc

  • Consumer and Commercial Clients (CCC)

    • Retail Services

    • Commercial Banking to Small to Medium-sized firms

    • 2 Primary Subsidiaries in the US with over 19,000 employees


Consumer commercial clients

Consumer & Commercial Clients

  • LaSalle Bank

    • One of the Midwest’s largest banks

    • Premier middle market Lender

    • Based in Chicago with satellite offices in St. Louis, Cleveland, Indianapolis, Rockford, Miami, Des Moines, Minneapolis

  • Standard Federal Bank

    • Premier mortgage lender

    • Growing middle market lender

    • Based in Troy, Michigan


Lasalle bank2

LaSalle Bank

  • Commercial Banking Group

    • Provide banking services to entrepreneurial and privately-held businesses, primarily in the midwest

    • Focus on middle-market companies with annual sales between $25 - $500 million

    • Located downtown Chicago in the financial district

    • Generalist and specialty departments


Lasalle middle market customers

LaSalle Middle Market Customers

LaSalle serves customers in a wide variety of industries. Industry & Product specific lending groups including:

  • Real estate Health care

  • Insurance Asset-based lending

  • Specialty Leasing Private banking

  • Correspondent Banking Corporate Finance

  • Surface Transport Metropolitan Lending

  • Construction & Engineering


Commercial lender training program

Commercial Lender Training Program

  • Committed to recruiting, retaining, and rewarding the best employees

  • Training programs designed for new college graduates

  • Approximately 40-50 hires to start in 2003

    Commercial Lender Training Program is

    located in Chicago


So you want to be a

Commercial Lender Training Program

  • 18-24 months in length

  • Will build a solid understanding of credit analysis

  • Intended to prepare analysts for a career as a LaSalle Commercial Lender


Commercial lender training program1

Commercial Lender Training Program

  • Training

    • 1 week orientation (AIP)

    • 11 week formal Credit Training

    • Up to 9 months in the “Credit Pool”

    • Ongoing product training


Commercial lender training program2

Commercial Lender Training Program

  • Rotations

    • Three 3-month rotations

    • Rotations are jointly determined by analyst, program manager, and lending area need

    • Rotate through downtown Chicago divisions

    • Possibilities include:

      • General lending divisions

      • Specialty divisions such as Real Estate, Surface Transport, Healthcare, Insurance, Financial Institutions (bank or non-bank), etc.


Commercial lender training program3

Commercial Lender Training Program

  • Placement

    • Analysts usually accept a position within an area of rotation.

    • Placement is based on analyst’s interest and staffing needs of the lending areas.


Commercial lender career path

COMMERCIAL LENDER CAREER PATH

Credit Analyst

2 years

Assistant Vice

President

2 years

Vice

President

2+ years

1st Vice

President

3+ years

Senior Vice

President

?


Commercial lender training program4

Commercial Lender Training Program

  • Qualifications

    • 3.0/4.0 GPA

    • Business-related major

    • 2 college level accounting courses

    • Currently possess unrestricted authorization to accept permanent employment in the United States

  • Skills

    • Analytical skills

    • Sales & communication skills

    • Attention to detail

    • Proactive / problem solving


  • Commercial lenders wear many hats

    Commercial Lenders wear many hats

    • Lender

    • Relationship Manager

    • Financial Consultant


    What does a middle market relationship manager do

    What does a Middle-Market Relationship Manager Do?

    Credit/Risk Analysis

    Cash Management

    Foreign Exchange

    Hedging Products

    Corporate Finance

    Leasing

    Corporate Trust

    Funds Management

    Trade Services

    Commercial Client

    Commercial Banker


    Commercial lenders build relationships

    Commercial Lenders Build Relationships

    • Commercial Lenders build relationships with clients, attorney’s, accountants, consultants, & other financial services professionals

    • This takes time to establish trust, evaluate needs, and provide solutions

    • Juggling many projects at once is essential to your success


    Juggling analysis and marketing

    Juggling Analysis and Marketing

    • Commercial Lenders build relationships with clients, attorney’s, accountants, consultants, & other financial services professionals

    • This takes time to establish trust, evaluate needs, and provide solutions

    • Juggling many projects at once is essential to your success


    So you want to be a

    • Marketing and client entertainment is an increasing part of the responsibility as you climb the Commercial Lending ladder

    • Takes more of your time, but can be a lot of fun!!


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