The Successful Lender's Field Guide: Commercial Lending Strategies That Maximize Value For Both Bank and Borrower

by Chris Nichols, Ed Kofman, Rick Ruso

The commercial lending environment is more competitive than ever With interest rates at challenging levels, loan assets provide the most effective way to bolster shareholder value for a bank. As a result, the margin for error in structuring is extremely narrow. While lenders are taught credit fundamentals, little information is provided that quantifies the structural drivers of performance and the finer points of commercial lending business development. This Field Guide targets commercial lenders and bank business development officers seeking new and innovative lending techniques, with the intent of maximizing value for both the bank and borrower.

Genres: Finance

178 pages, Paperback

Published May 22, 2017

Reviews

[Isaac Chan]

Clearly written by experienced bankers, and most of this book was very easy to read yet full of important career insight, so it functioned like the book that I was searching for, i.e. Jim Valentine’s equity research guidebook, but for commercial banking. I didn’t understand some of the more technical bits in Chapter 6 (Advanced lending techniques), partly because I haven’t personally worked on these deals involving derivatives and synthetic rates yet, but that is fine. The final section of Chapter 8 (Commercial loan documentation) was also out of my direct job scope.

The authors repeatedly make claims to their own empirical research which draw several out-of-consensus conclusions which I’m highly skeptical of, since they never cite their sources, not to mention that these 3 nobs are great bankers, but not researchers. I haven’t been in banking for long, but I’ve seen my fair share of people in the industry to know that there are people who are probably highly skilled in their own field, but then commit the fallacy of assuming expertise in adjacent fields.

[Michael Bruno]

Not a typical private credit investor handbook. Geared more for regional bankers. A bit dated but has solid techniques in developing sourcing engines, approaches to closing, and details in handling lender relationships.

[Callan]

This book was so much better than the “corporate training” I have received thus far in my career.