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Description

Financial Partners: Preparing Your Case, Comparing Terms and Negotiating

Defend your funding requirements before a bank with a fully costed file and evidence-based arguments

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

Business owners and finance managers often meet their bankers without a structured file: an approximate cash-flow forecast, a requirement expressed under pressure, and little visibility on the charges applied or their true cost. The outcome is usually an additional security requirement or a refusal, and the relationship narrows down to managing incidents.

This seven-hour programme prepares the financing negotiation: building the file and the supporting forecast, reading the terms applied to transaction flows and credit facilities, comparing working capital financing solutions, then conducting the meeting and managing the banking relationship over time.

Learning objectives

  • Build the financing file and the supporting cash-flow forecast
  • Identify the analysis criteria used by financial partners
  • Break down the true cost of the banking terms applied
  • Compare working capital financing solutions
  • Conduct the negotiation meeting and defend your requests
  • Organise relationship follow-up and communication during tight periods

What makes this programme different

Banking terms are examined line by line on anonymised statements
Each participant builds the financing file for their own company
Meetings are rehearsed with a banker who asks for additional security

Programme

1Preparing the financing file

Presenting figures that stand up to scrutiny

  • Formulating the funding requirement and its duration
  • Building the cash-flow forecast and its assumptions
  • Gathering the financial documents expected by the credit analyst
  • Anticipating the weak points of the file and preparing your answers
  • Identifying possible security arrangements and their consequences

2Banking terms and financing solutions

Understanding what you pay before discussing it

  • Reading the terms applied to transaction flows and account movements
  • Breaking down the cost of a short-term facility
  • Comparing overdraft
  • invoice discounting
  • factoring and receivables assignment
  • Positioning long-term financing and the relevant counterparties
  • Measuring the effect of negotiated terms on annual cash flow

3Conducting the meeting and managing the relationship

Negotiating, then sustaining the relationship over time

  • Structuring the meeting and prioritising your requests
  • Responding to requests for security and reciprocal commitments
  • Using competitive tension without damaging the relationship
  • Formalising the agreements obtained in writing
  • Informing your financial partners ahead of tight periods

Who is it for

Owners and directors of small and medium-sized companies · administrative and finance managers · treasurers and sole accountants.

Prerequisites

Ability to read a balance sheet | an income statement and a cash-flow plan

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.