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Description

Bank Financing: Selecting Facilities, Building the Case and Negotiating Terms

Approach the bank negotiation table with the same reading grid as the credit analyst

  • 1 day — 7 h
  • In-person or virtual
  • Intermediate
  • Up to 6 participants

A financing request is often decided before the meeting takes place. The business owner presents a project, the banker reads ratios, and the discussion narrows down to the interest rate when guarantees and contractual clauses weigh far more heavily on the company's freedom of action.

This one-day programme teaches you to match each requirement with the appropriate facility, to build a credit file that answers the criteria applied in credit analysis, and to negotiate the full set of conditions rather than the headline rate alone. The seven hours are built around the preparation of a complete credit file and a simulated negotiation meeting.

Learning objectives

  • Match each financing requirement with the appropriate banking product
  • Assess the company's repayment capacity using the indicators monitored by the bank
  • Build a documented and well-argued credit application file
  • Break down the true cost of a facility beyond the nominal rate
  • Negotiate the guarantees and clauses attached to the loan agreement

What makes this programme different

The financing file is built during the session on a complete company case study
The relationship manager's credit analysis grid is reconstructed and discussed
A filmed negotiation meeting provides the basis for a group debrief

Programme

1Overview of Bank Financing Facilities

Matching each requirement with the right facility

  • Distinction between working capital financing and investment financing
  • Medium-term loans
  • finance leases and operating leases
  • Committed lines and signature-based commitments such as guarantees and letters of credit
  • Selection criteria linked to the useful life of the asset being financed

2How the Bank Reads Your File

Understanding the analysis on the other side of the table

  • Indicators used by the credit analyst
  • Repayment capacity and debt service coverage
  • Weight of personal guarantees and security over assets
  • Building a documented and well-argued financing file

3Negotiating the Conditions

Discussing the rate and everything else

  • Breaking down the true cost between rate
  • fees and borrower insurance
  • Negotiating guarantees and covenant clauses
  • Running a competitive process across several banks
  • Managing the banking relationship over the long term

Who is it for

SME owners and managing directors · finance directors · treasury managers · audit and accounting professionals · entrepreneurs seeking financing for a new venture.

Prerequisites

Familiarity with the main line items of the balance sheet and the income statement.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.