Top notch international credit education, available whenever you want them, 24/7. FCIB's Global On Demand webinars are a convenient, affordable, high-quality way to enhance competency and skills. FCIB delivers information on the latest developments in global commercial credit challenges. You choose where and when. No need to worry about the original broadcast time and no need to leave your workplace to expand your knowledge!

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Our On Demand webinar library offers an extensive collection of offerings, but in our quest to best serve the needs of international credit and risk management professionals, we are continually searching for timely and relevant topics to keep YOU aware of the latest developments in global commercial credit.

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Debt Collection in Italy

The eurozone’s third-largest economy has been among the hardest hit countries by the coronavirus. News agencies have reported that Italy’s industrial production fell nearly 30% in March and provisional figures indicate the country’s GDP has contracted 4.7% in first-quarter 2020. According to the website of trade credit insurer, Euler Hermes, the payment behavior for domestic Italian companies is poor despite regulations on late payments that are more constraining than applicable EU rules.

Join Bierens attorneys Enrica Bigazzi and Daniela Pizzuto as they discuss debt collection in Italy. They will present steps that credit professionals can take to collect on debt in the country. The presentation will also include:

  • An overview of Italian law
  • Mediation
  • Their experience with disputed debt collection court cases
  • Their experience with non-disputed debt collection court case

 

Speakers:
Enrica Bigazzi and Daniela Pizzuto, Bierens

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Understanding Culture: Concept of culture, insights into the dynamics familiar vs. foreign, iceberg model of culture

Intercultural Competence Makes for Successful Global Business Interactions

In a global world, credit professionals need to know how to interact with others beyond their front door. This series of four webinars will provide you with deeper insight into understanding the concept of culture and the dynamics of intercultural interactions. By understanding different communication styles and the influence of culture on communication, you can develop awareness and sensitivity towards intercultural differences and learn how to adapt to them.

 

Speaker:
Jeyanthi Srinivasan, Learning & Development Manager, Intercultural Trainer & Expert

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Debt Collections in Spain

Following a brief overview on Spain, Bieren’s Belén Lopez Morata will share information about the payment behavior of Spanish companies as well as where and how to find information on them. This webinar will also include real case examples and cover:

  • How to prevent payment problems
  • How to strengthen your position as a creditor
  • Spanish law concerning late payment interest, collection costs and statutory limits
  • The amicable phase of debt collection: official summoning letters, debtors lists and payment plans.
  • The legal phase of debt collection: an overview of the Spanish legal system and which legal procedures are suitable for collection claims.
  • Insolvency and what to do

Speaker:
Belen Lopez, Bierens

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Commercial Collections Best Practices and Global Considerations

This webinar will focus on setting up an internal collections process along with the steps that creditors can take once an account has become past due.

Additionally, the presenter will discuss best practices that credit and collection professionals can implement to positively impact their debt collection efforts in the U.S. and around the world.

  • Establishing an Internal Collections Process
  • Steps to Take Before the Due Date
  • Collections Best Practices
  • Global Considerations in Commercial Debt Collection
  • Global Sensitivity
  • Tips for Collecting in The Americas, Europe and Asia

This webinar will benefit members of a company’s internal credit and collections team at all levels and will close with an interactive Q&A session.

Speaker:
Jeff Tharnish, International Collection Manager, ABC-Amega, Inc.

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Understanding Culture: Concept of culture, insights into the dynamics familiar vs. foreign, iceberg model of culture

Intercultural Competence Makes for Successful Global Business Interactions

In a global world, credit professionals need to know how to interact with others beyond their front door. This series of four webinars will provide you with deeper insight into understanding the concept of culture and the dynamics of intercultural interactions. By understanding different communication styles and the influence of culture on communication, you can develop awareness and sensitivity towards intercultural differences and learn how to adapt to them.

 

Speaker:
Jeyanthi Srinivasan, Learning & Development Manager, Intercultural Trainer & Expert

ORDER NOW


Commercial Collections Best Practices and Global Considerations

This webinar will focus on setting up an internal collections process along with the steps that creditors can take once an account has become past due.

Additionally, the presenter will discuss best practices that credit and collection professionals can implement to positively impact their debt collection efforts in the U.S. and around the world.

  • Establishing an Internal Collections Process
  • Steps to Take Before the Due Date
  • Collections Best Practices
  • Global Considerations in Commercial Debt Collection
  • Global Sensitivity
  • Tips for Collecting in The Americas, Europe and Asia

This webinar will benefit members of a company’s internal credit and collections team at all levels and will close with an interactive Q&A session.

Speaker:
Jeff Tharnish, International Collection Manager, ABC-Amega, Inc.

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LC Series—Understanding the Letter of Credit Process: What Every Exporter Needs to Know

Collectively, this four-part webinar series provides a comprehensive view on export letters of credit and the best practices that support using them. Join veteran international banker, Chip Thomas, who will provide practical tools, techniques and insight that credit professionals can immediately apply when using letters of credit. Sign up for all four and save 10% on the registration fee.

Topics that will be addressed during this webinar:

  • Review the role of Letters of Credit
    • Security, payment, financing
  • Major problems with Letters of Credit
  • Why these problems occur and what actions to take
  • The 5-step Letter of Credit “process” explained
    • Logistics
    • Documentation
    • Correspondent banking
    • Payment structure
    • LC structure
  • Why exporters must negotiate LC terms and conditions with buyers
  • Dangers of not embracing the LC process and negotiating from strength

Speaker:
Richard “Chip” Thomas
, General Manager, American Export Training Institute, West Chester, PA

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A Good Translation Helps Minimize Collection Issues

Well-translated commercial and legal documents support the business-to-business collection process. Contractual documents must not only be translated into the language of a customer, they must ensure that all of the terms and conditions are legally binding in the customer’s country. Join translator Célia Korn, who has more than 20 years of experience translating documents, and collections attorney Octávio Aronis as they share their expertise, tips and techniques for minimizing collection issues.

Speakers:
Célia Korn, General Manager, Korn Traducoes; and Octavio Aronis, Esq., Attorney, Aronis Advogados

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Developing An International Credit Policy (2 Part Webinar)

Writing a company credit policy can be a daunting task, especially when starting from scratch. A company’s credit policy covers a lot of territory and is influenced by a long list of factors: company size, industry, customer markets and segmentation, company strategies and philosophy, and so much more.

Speakers:
Michael Andreasen, ICCE, Senior Credit Analyst WE
Gianfranco Vassallo, Credit Manager EMEA, Booking.com B.V.

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Commercial Collections Best Practices and Global Considerations

Learn about the practices that credit and collection professionals can implement to positively impact their debt collection efforts in the U.S. and around the world. In addition, this webinar will focus on the steps to take once an account has become past due.

Speakers:
Jeff Tharnish, International Account Manager, ABC-Amega, Inc.; Jennifer Tirre-Daniels, Director of Global Business Services, ABC-Amega, Inc.

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FX Part 2: Foreign Exchange Risk Mitigation

Take a deeper dive into the market and liquidity risk associated with foreign currency. Learn about the mechanics around using hedges to reduce the risk in future FX payable and receivables.

Speaker:
Amy Sahm, Senior Vice President and Manager, Fulton International Group, Fulton Financial Corporation

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FX Part 1: Foreign Exchange Basics

Learn how to increase profits and reduce the risks in overseas payments and receipts by using foreign exchange. Highlights of this webinar include an overview of the foreign exchange market and trends, economic drivers of volatility and the impact on trade.

Speaker:
Amy Sahm, Senior Vice President and Manager, Fulton International Group, Fulton Financial Corporation

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Credit Management 2020: Exception Management and the Evolving Role of a Credit Manager

Although key performance indicators will vary from company to company, this webinar will discuss how to use technology and KPIs beyond DSO to become more proactive within the order to cash cycle. Using these techniques can help credit professionals move from just managing the OTC process to reacting faster and minimizing problems.

Speaker: Linda van Kampen, Vice President Sales, Anachron

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Export Compliance & Regulations Series: Trade-Based Money Laundering

Trade-based money laundering (TBML) continues to cross into the credit function, and credit professionals who ignore the warning signs run a major risk of exposing their companies to inadvertent wrongdoing, which carries ever escalating fines for those involved, even if accidentally.

Speaker: Fred Dons

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Export Compliance & Regulations Series: Dual-Use Goods

Most countries have export controls on certain types of designated dual-use technologies, which can be used for either peaceful or military aims. These controls restrict the export of certain commodities and technologies without the permission of the government.

Speaker: Fred Dons

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How To Assess Country and Customer Risks

When doing business with companies or individuals in other companies, it is important to assess both country and customer risk. From a risk perspective, a rogue customer in a good country is not a much better risk than a good customer in a rogue country. Join Professor Roberto Bergami as he outlines best practices and other factors credit professionals should consider when assessing risk for both customers and the countries in which they reside.

Speaker: Roberto Bergami

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How Technology Could Change Credit Management Practices

The rapid pace of IT development and the fast expansion of the internet-of-things offers the opportunity to drive changes in credit management practices. Instant global access to ever increasing volumes of data provides a greater capacity to evaluate credit risk, and anticipate buyer demand and credit limit needs as well as business failures

Speaker: Antje Seiffert-Murphy, CFA, Equinox Global

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Export Compliance & Regulations Series: OFAC, UN & EU Embargoes/Bank Policies

Keeping pace with export compliance requirements is an ongoing and time consuming challenge; regulations and restricted or denied party lists constantly change as do export documentation rules and formats in every country. Corporate compliance is a critical aspect of credit management, and the failure to strictly comply with rules and regulations leads to major difficulties in collecting accounts receivable, which increase DSO and place a strain on working capital. Credit departments must have the knowledge and tools to successfully navigate the choppy international waters of export compliance.

Speaker: Fred Dons; Director, Head CTF Flow Netherlands; Deutsche Bank

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Export Compliance: End Users, Due Diligence, Documentation & Best Practices

Learn about the authority of the Office of Foreign Asset Controls (OFAC), as well as authority granted by specific legislation, to impose controls on transactions and freeze foreign assets under U.S. jurisdiction. Many sanctions are based on United Nations and other international mandates, are multilateral in scope and involve close cooperation with allied governments. Learn about the best practices of maintaining documentation in the event of an audit or an enforcement action that may involve a supplier or a customer.

Speaker: Lizbeth Rodriguez-Johnson, Esq., Holland & Hart LLP

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Export Compliance: Sanctions, Embargos, Denied Parties

U.S. persons must comply with Office of Foreign Asset Controls (OFAC) regulations. The U.S. Department of the Treasury, through OFAC, administers and enforces economic and trade sanctions based on U.S. foreign policy and national security goals. Enforcement actions are taken against foreign countries and regimes, terrorists, international narcotics traffickers and those engaged in activities that threaten the national security, foreign policy or the economy of the United States. Learn how sanctions and embargos are imposed and enforced based on specific U.S. foreign policy and national security goals. Get guidance and learn about the due diligence steps necessary to avoid costly violations and/or imprisonment.

Speaker: Lizbeth Rodriguez-Johnson, Esq., Holland & Hart LLP

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Making Intelligent International Credit Decisions

Making sound international credit decisions requires a different set of tips and techniques than when doing business domestically. Join Gary Mendell, president of Meridian Finance Group, as he shares best practices for evaluating foreign customers, especially amid trends toward larger credit limits, longer payment terms and other demands from international buyers and sales reps.
The webinar will also include updates on credit conditions in key international markets in Europe, Asia and Latin America—many of which face rising political and economic turmoil, while at the same time representing some of the greatest opportunities for overseas growth.

Speaker: Gary Mendell

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Order to Cash Metrics: Current and Future Models

This session will focus on the few, absolutely essential metrics your organization should track. It will also explore a couple of case studies where the metrics requirement changed as the business evolved.

Instructor: John Salek

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Credit Risk Models and Solutions

Almost half a century later, the Altman Z-score remains a widely used and accurate predictor for corporate bankruptcies. Join bankruptcy guru Edward Altman, Ph.D., who devised the indicator model, as he takes a look at the Altman Z-Score models after 50 years, credit scoring systems, the credit cycle outlook and major risks going forward.

Speaker:
Ed Altman, Ph.D., Professor Emeritus of Leonard N. Stern School of Business, New York University

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Assessing Key Financial Information – The Balance Sheet and Beyond

This webinar provides practical guidance on Risk Assessment in an international environment. It will provide an overview of concepts in relation to carrying out an analysis of the key financial statements and interpreting information from a credit manager's perspective.

Speakers: Pam Thomas

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International Credit Scoring Systems

This webinar provides practical guidance on the use of credit scoring tools in an international environment.

Instructor: Rita Mocquet

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Financial Statements, Trends, Payment Terms and Red Flags in International Credit Risk Management

This webinar will provide the attendees facts related to international financial statements including the difference between GAAP and IFRS, how these differences in accounting principles can affect financial ratios, and will review Red Flags related to financial statements.

Instructor: Craig Simpkins

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Debt Collection in Italy

The eurozone’s third-largest economy has been among the hardest hit countries by the coronavirus. News agencies have reported that Italy’s industrial production fell nearly 30% in March and provisional figures indicate the country’s GDP has contracted 4.7% in first-quarter 2020. According to the website of trade credit insurer, Euler Hermes, the payment behavior for domestic Italian companies is poor despite regulations on late payments that are more constraining than applicable EU rules.

Join Bierens attorneys Enrica Bigazzi and Daniela Pizzuto as they discuss debt collection in Italy. They will present steps that credit professionals can take to collect on debt in the country. The presentation will also include:

  • An overview of Italian law
  • Mediation
  • Their experience with disputed debt collection court cases
  • Their experience with non-disputed debt collection court case

 

Speakers:
Enrica Bigazzi and Daniela Pizzuto, Bierens

ORDER NOW


Debt Collections in Spain

Following a brief overview on Spain, Bieren’s Belén Lopez Morata will share information about the payment behavior of Spanish companies as well as where and how to find information on them. This webinar will also include real case examples and cover:

  • How to prevent payment problems
  • How to strengthen your position as a creditor
  • Spanish law concerning late payment interest, collection costs and statutory limits
  • The amicable phase of debt collection: official summoning letters, debtors lists and payment plans.
  • The legal phase of debt collection: an overview of the Spanish legal system and which legal procedures are suitable for collection claims.
  • Insolvency and what to do

Speaker:
Belen Lopez, Bierens

ORDER NOW


Debt Collection in France

In this webinar, Bierens’ attorney Yassin Jarmouni will share firsthand knowledge and experience about how to collect debts in France. Yassin will present a brief overview of the country and its legal system, including cultural aspects that are important to know for debt collection. The webinar will include tips, best practices and case studies. Learn about the three most common types of judicial procedures, precautional measures, what to do to prove a claim in a French court, and more.

Speaker:
Yassin Jarmouni
, Attorney, Bierens Incasso Advocaten, Amsterdam, The Netherlands

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Cross Border Debt Collection in Germany

Hear from in-country attorney, Thomas Voller, as he reviews how to enforce judgements in Germany. The webinar will cover both creditors who seek judgements within Germany as well as creditors who have a judgement from outside the country.

Speaker:
Thomas Voller
studied in Tübingen, Göttingen and Geneva before receiving his doctorate at the University of Tübingen. His legal training included time in the United States and England.

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Insolvency Proceedings in Germany

For the first time in nearly a decade, insolvencies are expected to rise in Germany. Meanwhile, significant changes to German insolvency law are taking place over the next two years.

Are you now or are you planning to do business in the country? Get the information you need to help protect your company better.

Hear from an in-country attorney about the ins and outs of what occurs before, during and after an insolvency occurs in Germany. In addition to upcoming legal changes, this webinar will include a basic run through of German insolvency procedures for different types of insolvency. It will provide helpful hints and tips for filling out claim forms and how to make a claim in the case of insolvency of a limited company or sole trader.

Topics include:

  • The responsibilities of creditors when debtors file.
  • How assets of an insolvent company are distributed.
  • What, if any, options outside of insolvency offer relief to debtors similar to Chapter 11 in the United States.
  • Whether creditors can force an involuntary insolvency on a debtor.

Join Lutz Paschen, of Paschen Rechtsanwälte PartGmbB, as he provides a step-by-step look at what happens and gain a basic understanding of what to expect.

RA Lutz Paschen, Paschen Rechtsanwälte, Berlin

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Insolvency Proceedings in France

After declines of 8% in 2016 and 6% in 2017, corporate insolvencies in France decreased only 1% last year and this year a small increase is expected, according to trade credit insurer, Atradius. However, with about 55,000 insolvencies forecasted for 2019, Atradius says the number of business insolvencies will still be as high as in 2008.

Hear from two in-country attorneys about the ins and outs of what occurs before, during and after an insolvency occurs in France.

  • What responsibilities do creditors have when debtors file?
  • How are the assets of an insolvent company are distributed?
  • Are there other options outside of insolvency that offer some relief to debtors similar to Chapter 11 in the United States?
  • Can creditors force an involuntary insolvency on a debtor?

These are just some of the questions Céline Lustin-Le Core and Anke Sprengel of Endrös-Baum Associés, Paris, will answer about insolvency procedures in France. Join him as he provides a step-by-step look at what happens and gain a basic understanding of what to expect.

Speakers:
Céline Lustin-Le Core, Partner, Endrös-Baum Associés, Paris
Jessika Da Ponte, Avocat, Endrös-Baum Associés, Paris

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Insolvency Proceedings in the UK

According to several forecasts for 2019, corporate insolvencies are expected to grow this year. Western Europe is projected to lead the increase with the U.K. one of two countries experiencing the most difficult business conditions, according to trade credit insurer, Atradius. And the most recent Insolvency Services figures for England and Wales were 2.6% higher than in the first quarter of 2019 and 11.9% higher than the same quarter last year.

Hear from an in-country attorney about the ins and outs of what occurs before, during and after an insolvency occurs in the U.K.

  • What responsibilities do creditors have when debtors file?
  • How are the assets of an insolvent company are distributed?
  • Are there other options outside of insolvency that offer some relief to debtors similar to Chapter 11 in the United States?
  • Can creditors force an involuntary insolvency on a debtor?

These are just some of the questions Larry Coltman, a partner in the Birmingham office of Fieldfisher, will answer about insolvency procedures in the U.K. Join him as he provides a step-by-step look at what happens and gain a basic understanding of what to expect.

Speaker:
Larry Coltman, Partner, Dispute Resolution, Fieldfisher, Birmingham, England

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Insolvency Proceedings in Italy

Italy, one of Europe’s most important markets, consists of a massive number of small- and medium-sized companies. Although these businesses represent great opportunities for foreign sellers, they also present challenges for credit professionals.

In this webinar, attorneys Eva Knickenberg-Giardina and Irene Grassi, of CLG Italia, Studio Legale e Tributario, share their expertise in assisting foreign companies operating in Italy. Their presentation will cover the issues that may require special attention when doing business with Italian companies including:

  • Insolvency Procedures
  • Securities, Reservation of Title, Guarantees
  • Judicial collection procedures and strategies
  • Recognition of foreign judgments
  • Enforcemen

Speakers:
Eva Knickenberg-Giardina, CLG Italia—Studio Legale e Tributario
Irene Grassi, CLG Italia—Studio Legale e Tributario

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Corporate Credit Management in China: Bankers’ On-the-Ground View

China’s economy is changing as the government tries to deleverage, manage U.S.-China trade relations and address multiple other issues.  Therefore, the credit management process with China counterparties should also evolve. This event will offer a practical perspective by looking at the following issues:

  • Outlook of China’s Economy, U.S.-China trade, RMB-USD FX rate
  • Financial and banking system developments
  • Use of China bankers’ acceptance drafts (BAD) and risk considerations

Speakers:
Han Lin, Senior Vice President, Deputy GM Shanghai Branch, Global Advisory Specialty Division—China, Middle Market Banking, Wells Fargo Bank, NA Shanghai Branch
William Wang, CTP, Senior Vice President, Head of Greater China Desk, Global Advisory, Well Fargo Commercial Banking, Radnor, PA
Sean Corrigan, Senior Vice President, Head of International Trade Programs & Solutions, Asia Pacific, Wells Fargo Bank, Tokyo

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Doing Business in Canada

The academic theory that has influenced and developed the different types of insolvency legal regimes: • The law of receiverships and reorganizations with a focus on the influence of the U.S. Chapter 11 on other jurisdictions, including Canada. • The practical differences between receiverships and reorganization. • Canada’s legal system including the different Canadian insolvency statutes under both provincial and federal law, such as the Bankruptcy and Insolvency Act (the "BIA"), Companies' Creditors Arrangement Act (the "CCAA"), various provincial property and civil rights. • The academic and legal theory behind the approach to cross border bankruptcies, including territoriality and universalism. • Cross border cases, including the importance of the recognition of a case as the main proceeding; the role of the foreign representative, stay relief, notice and preferences; and what happens if there is no formal recognition or enabling statute to facilitate a cross border bankruptcy where assets are in multiple jurisdictions.

Speaker:
Rafael X. Zahralddin-Aravena, Director, Shareholder, Chair of the National Commercial Bankruptcy and Restructuring Practice

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Trade Credit in Brazil and Mexico, Navigating Creditor's Rights and Insolvency

Join business attorney Rafael X. Zahralddin-Aravena as he reviews the enforceability of invoices, security interests and creditors’ rights in insolvencies in Brazil and Mexico.

Speaker:
Rafael X. Zahralddin-Aravena, Director, Shareholder, Chair of the National Commercial Bankruptcy and Restructuring Practice

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Doing Business in Argentina

Doing business in Argentina’s ever changing market and political climate is fast pace and challenging. A business can exhibit no problems one month, and then the next month the business climate or government policies change, putting the company in jeopardy. Credit professionals who do business there must be prepared to stay on top of their customers and never take what was true yesterday as being true today.

The best way to enforce debts and contracts as well as the legal process and remedies for collecting debts in Argentina are some of the topics Buenos Aires-based attorney Juan Pablo Bonfico will cover in this webinar. Credit director, Darrell Horton, CICP, will share some of his experiences and challenges when doing business in South America’s second largest country.

Speakers:
Darrell Horton, ICCE, Aristocrat Technologies and Juan Pablo Bonfico

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Doing Business in Africa: Algeria and Egypt

Who knows better about how to do business in a country than credit professionals who do business there? Join Juniper Networks’ Auro Das and Kevin Tucceri as they share firsthand experience about doing business in Egypt and Algeria. In addition to sharing some key facts and an economic overview of the countries, they will share some of their tips and techniques for mitigating risk as well as provide case studies to gain some practical experience. Take advantage of this opportunity to ask questions to benefit further from their personal experience.

Speakers:
Kevin Tucceri, CICP, credit manager, Juniper Networks, Inc.
Aurojyoti Das, CICP, credit and collections manager for Africa, Europe and the Middle East, Juniper Networks India Pvt Ltd

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Doing Business in France

Whether you are currently doing business in France or thinking about it, it is important to understand more about it and how companies are structured in the country. During this webinar, Vladimir Malenic of Equinox Global will discuss:

  • France’s economic overview and outlook
  • Insolvency statistics and average payment behavior
  • Where to find financial information
  • Typical corporate structures and group structures

Speaker: Vladimir Malenic, Equinox Global

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Doing Business in Germany

Before you do business in a country it important to know more about it and company structures. During this webinar, Antje Seiffert-Murphy, of Equinox Global, will review:

  • Germany’s economy and outlook
  • Insolvency statistics and average payment experience
  • Where to find financial information
  • Types of corporate structures, including GmbH, AG, KG, GmbH & Co KG
  • Typical group structures

Speaker: Antje Seiffert-Murphy; CFA, Equinox Global

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Doing Business in Italy

Italy, one of Europe’s most important markets, consists of a massive number of small- and medium-sized dynamic undertakings. Although these businesses represent great opportunities for foreign companies, they also present challenges, which credit professionals must navigate.

In this webinar, two attorneys, with extensive experience in assisting foreign companies operate in Italy, will focus on some of the issues that may require special attention when entering into contractual relations with Italian companies.

Speakers: Eva Knickenberg-Giardina and Irene Grassi, of CLG Italia, Studio Legale e Tributario

ORDER NOW


 

Leadership Webinar Series: Managing Upward: Selling your Ideas & Building Your Business Case

Managing upwardly has often been misunderstood by many people who confuse this practice with controlling your boss. Contrarily, managing upwardly is about partnering with senior stakeholders, leadership teams and, yes, your boss, to strategically align performance, process and targeted business outcomes.

Learn how to communicate effectively through preparation, diligence and by creating a business story that paints a local and global picture around a change, an improvement or innovation others can respond to.  

During this webinar, you will increase your ability to:

  • Sell your ideas with credibility 
  • Create a business case to engage your audiences 
  • Build confidence
  • Manage your career by communicating performance value, growth and business contribution

Speaker:
Rick Hernandez, Executive Coach, Author and International Speaker, Principal, Syntesis Global LLC

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Leadership Webinar Series: Developing Your Team

Critical to anyone's business and career success is the ability to build and sustain a team. This impactful webinar will teach you how to balance the pragmatism of business with the psycho-emotional considerations that drive behavior and performance.

Based on the book Creating a Culture of Excellence— the 3 Awareness, you will learn how to drive define and drive change, while motivating your team with clarity of direction, S.M.A.R.T. goals and metrics to objectively assess productivity and progress. 

During this webinar, you will increase your ability to:

  • C.A.P.T.U.R.E the essence of effective communication 
  • Learn how Conscious Leadership principles can effectively impact performance, business growth and your bottom line
  • Create a collaborative, high-performing team that is agile, supportive and builds trust.

Speaker:
Rick Hernandez, Executive Coach, Author and International Speaker, Principal, Syntesis Global LLC

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Leadership Webinar Series: Building Credibility

Your ability to influence your audiences with confidence is predicated on what you say, what you do and how people know you.  In essence, your personal brand. In this webinar, you will learn the fundamentals of how to positively impact your team, management and customers with confidence, composure and credibility.  Whether leading a team, working independently or managing upwardly, how well you communicate and know your audience is a career imperative for future growth, customer impact and promotion to greater responsibility.

During this webinar, you will strengthen your ability to:

  • Increase self-awareness
  • Identify the three dimensions to communicating effectively
  • Improve your ability to network and build internal advocacy
  • Improve business presence and present with confidence

Speaker:
Rick Hernandez, Executive Coach, Author and International Speaker, Principal, Syntesis Global LLC

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Leadership Webinar Series: Conducting Effective Meetings

Have you ever been in meetings where productivity, distraction and lack of focus drove the agenda?  A meeting that made you ask yourself why you were there or think that it was a waste of time. Or meetings without an agenda? In this powerful webinar, you will learn the fundamentals for conducting effective meetings to increase value, efficiencies and not waste time. 

During this webinar, you will learn how to:

  • Conduct an effective agenda-driven meeting 
  • Define roles and responsibilities
  • Garner agreements and commitments
  • Create best practices around how to drive performance, accountability and follow up
  • Improve presentation skills and lead with confidence

Speaker:
Rick Hernandez, Executive Coach, Author and International Speaker, Principal, Syntesis Global LLC

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Leadership Webinar Series: Conducting Difficult Conversations

Difficult conversations are inevitable in any workplace. Those conversations can create confusion, stress and departmental tension. They can also impair and even destroy business relationships. When handled poorly, they are likely to result in serious problems that produce communication silos, interfere with productivity and leave everyone involved feeling frustrated and dissatisfied.

Speaker:
Rick Hernandez, Executive Coach, Author and International Speaker, Principal, Syntesis Global LLC

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Leadership Webinar Series: Tier Networking: Call-Send-Call

Professional networking is about making contacts and building relationships that can increase one’s business leadership, credibility and/or serve to advance job prospecting, or other work-related opportunities. Thoughtful networking provides a focused way to talk to people about relevant topics. Done right, it can help you meet new professionals, close deals and obtain leads, referrals, advice, information and support. It is an essential component of any successful business environment, particularly, around growth, customer relationships and job search—but it requires calculated planning. Key to your success in how to build and sustain a network to ensure these evolve into solid business relationships is approach and timing.

Speaker:
Rick Hernandez, Principal, Syntesis Global LLC

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Leadership Webinar Series: Your Personal Brand

In this hands-on webinar, you will learn how to make a better, more enduring impression within your industry.  Critical communication skills that define your personal brand are essential. We will also highlight how these principles can be leveraged broadly across your organization to create effective advocates for your company brand.

This personal branding workshop is designed for managers and C-suite executives, who want their expertise and influence to be more credible, authentic and effective.

Speaker:
Rick Hernandez, Principal, Syntesis Global LLC

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Leadership Webinar Series: Delegating in a New Economy

Most people know that delegating is a good idea. True delegation means giving up a little of what you would like to hold onto (some measure of control) while keeping what you might prefer to give up (accountability).

As a leader, effective delegation not only will improve your own productivity and focus your efforts on high value work, you will empower your employees, improve their confidence and grow their competence. You will also build collaboration, cooperation and responsibility through your organization. On top of that, you will groom successors and aid in succession planning.

Speakers:
Rick Hernandez, Principal, Syntesis Global LLC

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Leadership Webinar Series: Networking & Relationship Building

Whether you love networking or the thought of networking makes going to the dentist seem like a pleasure cruise, what happens after you attend a networking or social mixer can make the difference between a productive evening and a complete waste of time.

Although most people understand the important role networking and socializing can play in a career or a business, very few people put in place a methodic system for following up with the people they meet during an evening of networking and socializing. In fact, many just drop the ball entirely and never follow up at all.

Those who hate networking the most are usually the worst at following up. If you get sweaty palms just thinking about entering a room full of people you don’t know, you might avoid following through entirely. That’s actually the worst thing you can do. Not following up just means you’ll have to haul yourself back out on the cocktail circuit again and again and again.

Speaker:
Rick Hernandez, Principal, Syntesis Global LLC

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C.A.P.T.U.R.E. the Excellence in Communication

C.A.P.T.U.R.E. communication (Syntesis Global’s Effective Communications Model: Clarity, Audience, Purpose, Time, Understanding, Respect, Empowerment) is a vital tool for any professional and begins with understanding your audience. Managing conflict and difficult conversations require critical listening, understanding and influencing skills, as a foundation to communicating succinctly—while focusing on a positive resolution that serves the whole.

Speakers:
Rick Hernandez, Principal, Syntesis Global LLC

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The Link Between Emotional Intelligence and Success

According to Forbes, of all the people they've studied at work, they found that 90% of top leaders and performers are also high in emotional intelligence.

On the flip side, just 20% of bottom performers are high in emotional intelligence. You can be a top performer without emotional intelligence, but the chances are slim.

Speakers:
Rick Hernandez, Principal, Syntesis Global LLC

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Conflict Resolution

Conflict is a normal part of any organizational relationship. Learning how to deal with conflict—rather than avoiding it—is crucial. When conflict is mismanaged, it can cause great harm to business goals, strategy and credible relationships.

Speaker:
Rick Hernandez

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Driving Change and Executive Plan

What’s the cost of falling short of a plan, collection quotas or profitability metrics? Learn how to master the elements that underscore the successful implementation of key initiatives, while driving change.

To optimize your strategic plan, align with targeted growth objectives and ensure greatest organizational impact, learn how to blend your core vision with outcomes that reflect the impact of your successful execution toward positive results.

This results-oriented webinar provides you with practical techniques to shape your leadership message, drive collaboration and embrace change during times of organizational growth, merger and acquisition activity, or when undergoing periods of uncertainty.

Speaker:
Rick Hernandez

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Executive Decision-Making

Behind every great leader is the ability to make executive decisions that embrace time, audience and value. In a global economy, how does one measure scope, culture and financial impact?

In today’s world, balancing business, markets and organizational culture is not only a science, but an art form. Having the ability to discern and evaluate economies of scale, while under the pressures of short-term performance, time and consequences, places critical decisions in your capable hands.

Effective executive decision-making is an absolute and essential skill all senior executives must possess. Whether narrow or broad in scope, one’s ability to assess with accuracy and precision is crucial in global decision-making to ensure performance and financial optimization. Credibility is power, and poise while under the weight of critical transactions lies on your shoulders.

How do you make critical executive decisions?
Developing decision-making skills can help you gain respect, dignity and closure. It is your reputation and ability to influence your audience with the finesse and leverage necessary to increase one’s ability to accelerate time and secure successful outcomes.

Speaker:
Rick Hernandez

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Building Relationships with Key Stakeholders

“Consider how hard it is to change yourself and you'll understand what little chance you have in trying to change others.” - Benjamin Franklin

Professional success is important to everyone, but success in business and in life means different things to different people—as well it should. Regardless, however, real success, the kind that exists on multiple levels (personal, business and professional), is impossible without building great relationships. Real success is impossible unless you treat other people with kindness, regard and respect.

Trust, it is said, is essential to building solid personal and work relationships, but how do you build trust? Everyone has an opinion. Sometimes, no matter how hard we try, relationship building eludes us. Beyond “tools and techniques,” this results-oriented seminar provides you with practical and sincere “best practices” for building genuine work relationships that serve your business objectives, affiliation and trust. Yes, performance accountability, too!

How does one build ‘effective’ and genuine relationships?
Developing your relationship-building skills can help you gain commitment from people at all levels—direct reports, peers and bosses. Learn how to effectively earn trust, commitment and respect by learning what serves others and what motivates them. See how quickly you generate “real success”—the kind that will ultimately produce organizational results.

Speaker:
Rick Hernandez

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Thinking Strategically

Differentiate your executive contribution by mastering the ability to increase your organizational impact and by thinking strategically and “around the corner.”

Setting goals and making plans are not enough. Understanding your business and your markets are not enough. To set the pace for innovation and separation from the crowd is about one’s ability to anticipate the unseen.

No matter how compelling the vision—or how brilliant the plan—without strategic visioning, its execution is no guarantee for success, nor sustainability. This results-oriented seminar provides you with practical techniques to shape your ability to optimize growth and profitability by strategically merging your vision, plan and goal execution.

Thinking strategically is an essential component of leadership. Your position in an organization and the power it gives you aren't always enough to motivate people to do what you ask—unless, your vision and “business alignment” is compelling and strategic.

Speaker:
Rick Hernandez

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Successful Change Management

In today’s globally connected economy, many corporations are in a continuing cycle of change as a result of mergers, acquisitions, outsourcing and offshoring. Some corporations have moved to a Shared Service Center Model (centralization), while others have reversed the process (decentralization).

Speaker:
André Kolkman

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Adapting to New & Demanding Roles

What worked in the past may not serve your future.

Relying on the knowledge and skills that made you successful at one level in an organization won’t necessarily help you succeed at the next. In fact, if you rely too heavily on them, they can work against you. The successful journey up the food chain involves letting go of some things that have facilitated your progress so far. It is imperative to re-invent yourself, learn new skills and adopt new perspectives. Ensuring you allocate your time appropriately is essential. Here, your credibility begins.

In this webinar, you will learn to ask the right questions and partner with others to help you understand what business you’re really in and its executive demands, as well as assessing what is important to its short-term and long-term strategic plan. These are critical aspects of the “on-boarding” process.

Speaker:
Rick Hernandez

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Effective Communications

Effective communication is a vital tool for any professional and begins with understanding your audience. An executive who can make a compelling presentation, communicate succinctly, sound persuasive and motivate a team to action - is someone who will succeed in a 21st century workplace. After all, your success at “selling” ideas and getting your point across, can be the difference between business success and a missed opportunity!

Effective Communication is critical for Conscious Leadership.™ It drives efficiencies, defines culture and leads to business results. Additionally, Effective Communication helps to foster healthy inter-personal, working relationships between team members, which in turn can improve morale and performance. Good communication is essential for a sense of wellbeing, autonomy and mastery over our work and personal lives. As an executive, it is imperative to convey one’s directive clearly, specifically and succinctly, to avoid conflict, resentment, misunderstandings and that “lost deal,” due to lack of clarity.

Speaker:
Rick Hernandez

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The Power of Influence & Purpose

Master the purpose behind crucial leadership influence for maximum organizational impact.

No matter how compelling the vision or how brilliant the strategy, without leadership influence, there is no execution. This results-oriented seminar provides you with practical techniques to shape your leadership messages, hone an authentic leadership voice, and engage in powerful conversations that achieve results.

Influence is an essential component of leadership. Your position in an organization and the power it gives you, aren't always enough to motivate people to do what you ask.

Speaker:
Rick Hernandez

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Supply Chain Financing

With access to credit becoming increasingly more difficult for non-investment grade corporates, Supply Chain Financing is another tool to potentially help finance your supply base. Learn best practices for designing a Supply Chain Finance program, best practices when addressing internal organizational issues and key barriers to supplier adoption and how to address them.

Instructor:
David Gustin

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INCOTERMS 2020: What Changes are being Made, Why You Should Care and What Every Exporter Must Know

New INCOTERMS rules were implemented on January 1, 2020.  This webinar will review all of the important changes from INCOTERMS 2010. There are still 11 INCOTERMS: seven under the heading of Any Mode of Transport and four under the heading of Sea and Inland Waterway. There is only one change to the prior 11 terms; DAT is no longer being used.  It is being replaced by the term DPU, which will be explained in the webinar.

 Most of the key changes in the new INCOTERMS involve clarification of what each INCOTERM means and the importance of incorporating the terms consistently in all contracts that may be involved in a transaction.  Specific changes are being made to the FCA term which should improve its use by exporters.  The new INCOTERMS are designed to help users select the most appropriate term for their transactions.

Speaker:
Richard “Chip” Thomas, General Manager, American Export Training Institute, West Chester, PA

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Credit Management 2020: Exception Management and the Evolving Role of a Credit Manager

Although key performance indicators will vary from company to company, this webinar will discuss how to use technology and KPIs beyond DSO to become more proactive within the order to cash cycle. Using these techniques can help credit professionals move from just managing the OTC process to reacting faster and minimizing problems.

Speaker:
Linda van Kampen, Vice President Sales, Anachron

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Forfaiting to For-Factoring: Increases International sales, Mitigates Risk and Improves Cash Flow

Forfaiting offers exporters a variety of benefits and opportunities for increased sales, while reducing risks. This webinar will cover those benefits as well as the transformation and modernization of forfaiting to for-factoring.

Topics will also include the following:

  • How forfaiting is used
  • The differences between forfaiting and for-factoring
  • Similarities to factoring
  • Building the hybrid
  • How forfaiting and for-factoring are used

Speaker:
Greg Bernardi, President, London Forfaiting Americas Inc. (LFA)

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LC Series—Roles and Responsibilities of Banks in the Payment Process

Collectively, this four-part webinar series provides a comprehensive view on export letters of credit and the best practices that support using them. Join veteran international banker, Chip Thomas, who will provide practical tools, techniques and insight that credit professionals can immediately apply when using letters of credit. Sign up for all four and save 10% on the registration fee.

      Topics that will be addressed during this webinar:

  • How many banks should be involved in a transaction?
  • Are all banks the same?
  • Does it matter what bank you use?
  • What are the banks most concerned about?
  • What are the responsibilities of banks in a Letter of Credit?
  • Why do banks charge Letter of Credit fees?
  • Are bank fees excessive?
  • Can you negotiate fees with banks?
  • Will banks help you with your Letters of Credit?
  • Banks aren’t your enemy—understand why!
  • Learn to talk to a bank to get what you want!
  • Understand how to set up the banks for efficient payment

Speaker:
Richard “Chip” Thomas, General Manager, American Export Training Institute, West Chester, PA

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LC Series—Letter of Credit Documentation: How to Avoid Discrepancies

Collectively, this four-part webinar series provides a comprehensive view on export letters of credit and the best practices that support using them. Join veteran international banker, Chip Thomas, who will provide practical tools, techniques and insight that credit professionals can immediately apply when using letters of credit. Sign up for all four and save 10% on the registration fee.

Topics that will be addressed during the webinar:

  • Why documentation is necessary
    • They are required for payment!
  • What documentation should be required?
    • Only documents legally required by customs in buyer’s country
  • Documentation rule: Keep it simple, i.e., minimal documents please!
  • What is a discrepancy?
  • Why do banks always seem to find them?
  • The common causes of discrepancies.
  • How to avoid discrepancies
  • What to do when discrepancies occur
  • Why you should control the number of documents
  • How to control what documents are permissible
  • Never consign Bills of Lading / shipping documents to the buyer
  • Why you should never send documents “on approval”

Speaker:
Richard “Chip” Thomas, General Manager, American Export Training Institute, West Chester, PA

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LC Series—Choosing the Right INCOTERMS for Letters of Credit: Why International Commercial Terms Matter and the Role They Play

Join veteran international banker Chip Thomas, who will discuss how INCOTERMS impact the financial side of export transactions and common misconceptions as well as define the 11 INCOTERMS, explain which INCOTERMS benefit exporters and which benefit importers, and Identify which INCOTERMS are best to use in letters of credit.

Speaker:
Richard “Chip” Thomas, General Manager, American Export Training Institute, West Chester, PA

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Actionable Fintech Innovations in SME Lending and Trade Finance

Innovations in trade finance are making headlines. Transaction analytics, platform-based communities, data technologies, artificial intelligence, machine learning and blockchain infrastructures are upgrading global trade finance practices and contributing to financial inclusion.

How can all of the players in the trade ecosystem benefit from those innovations today? Will current trade finance practices be rendered obsolete in the future digital era, or will technology enable an incremental upgrade of established practices? How can banks and corporates develop their own ROI-driven fintech adoption plan?

Speaker:
André Casterman, Chair, Fintech Committee, International Trade and Forfaiting Association

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LC Series—Understanding the Letter of Credit Process: What Every Exporter Needs to Know

Collectively, this four-part webinar series provides a comprehensive view on export letters of credit and the best practices that support using them. Join veteran international banker, Chip Thomas, who will provide practical tools, techniques and insight that credit professionals can immediately apply when using letters of credit. Sign up for all four and save 10% on the registration fee.

Speaker:
Richard “Chip” Thomas, General Manager, American Export Training Institute, West Chester, PA

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Understanding the ISBP

Learn about the difficulties corporates face today within trade finance (letters of credit, guarantees, documentary collections) in relation to compliance and how to deal with these issues. Fred Dons, of Deutsche Bank, will show credit professionals how to make fewer mistakes under letters of credit via a discussion about the International Standard Banking Practice (ISBP), a comprehensive guide for handling and examining trade documents under documentary credits, and the Uniform Customs and Practice (UCP) for Documentary Credits, a set of rules on the issuance and use of letters of credit.

The UCP 600 states that a presentation must comply with the terms of the letter of credit, the UCP and ISBP so it’s important to understand the ISBP and how to use it properly. Understanding these practices will help improve presentations under letters of credit and will ensure you will be able to manage your cashflow in a much more controlled way.

Speaker:
Fred Dons; Director, Head CTF Flow Netherlands; Deutsche Bank

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Effects of Regulatory Compliance on Trade Finance

Regulatory compliance continues to reshape how companies do business. It’s important for credit professionals to understand the effects of ever-tightening rules on trade finance, from know-your-customer issues to working with a shrinking trade finance banking community. Fred Dons, of Deutsche Bank, will discuss the additional checks banks must do within trade, how they affect company business and how credit managers can mitigate some of the negative effects to ensure their payments are processed as smoothly as possible.

Speaker:
Fred Dons; Director, Head CTF Flow Netherlands; Deutsche Bank

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Documentary Collections

This webinar will provide a practical overview of the trade financing instrument, documentary collection, based on shipping documents and bank intermediation. You will learn to describe the two types of documentary collections, portray the cycle in its entirety and understand the role and perspective of a relationship manager in this cycle as well as obtain insight into the risks and documents involved in a documentary collection.

Speaker:
Aysegul Budak; Vice President, Eastern Europe & Euroasia; WorldBusiness Capital, Inc.

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Correspondent Banking: Best Practices

As banks come under increasing regulatory scrutiny, it’s important for credit professionals to have a deeper understanding of correspondent banking relationships, which can help facility cross-border trade.

Take a deeper dive into the regulatory governance around correspondent banking, risk management steps, key benefits of specific correspondents, typical revenue sharing arrangements and the evolution of the industry with Amy Sahm, senior vice president and manager of Fulton Financial Corporation's International Group.

Speaker:
Amy Sahm

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Correspondent Banking: The Basics

Correspondent banking relationships perform an important role in economic development and trade. The bank-to-bank relationships, however, are being tested due to compliance regulations.

Despite the challenging global regulatory compliance environment, banks continue to partner together to deliver international trade services. Learn the basics of how banks collaborate and build strategic relationships to execute letter of credit transactions, provide credit support and facilitate global payments from Amy Sahm, senior vice president and manager of Fulton Financial Corporation's International Group.

Speaker:
Amy Sahm

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Early Pay Financing

Middle market companies’ OEM and large customers use a variety of techniques to accelerate payment of invoices, i.e., supply chain finance, dynamic discounting and single or multiple invoice finance options, etc. Join David Gustin of Global Business Intelligence as he shares the results of his recent survey and research into middle market companies use of “early pay” finance techniques.

Speaker:
David Gustin

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Trade Credit Financing

Trading internationally involves risk - the time between the start and completion of a transaction is often longer than trading within your own country. Trade credit financing may be used to extend credit to your customer which fuels growth while helping to manage your working capital flows. Read More...

Speakers:
Ed Bell, CBA, ICCE, Gent Culver, Bruce T. Miller

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Credit Liquidity Solutions: Receivable Put Overview & Expansion

This 1-hour webinar will provide an overview of the receivable put option and its expansion both in the US and abroad. Explore both the benefits and challenges of utilizing this financing vehicle. Mr. Barone will address the FAQs regarding the uniqueness of this product and the differentiations effecting credit managers both in the US and in Europe.

Instructor:
JC Barone

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Funding of A/R Portfolios – Transactional Trade Finance

Transactional Trade Finance: A look at cross-border finance, L/Cs and documentary collections, and various receivable and payable finance products for open accounts.

Speakers:
Farhad Subjally and Jim Leonard

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Funding of A/R Portfolios – Factoring

This four-day webinar series examines a wide variety of issues surrounding the funding of a corporate’s principal current asset – its Accounts Receivables. The series will look at most effective receivables funding solutions for addressing the specific working capital needs of companies doing business in today’s global environment. Consideration is given to global credit market conditions and the dynamics of individual business sectors. The webinar series focuses on Securitization, Asset-Backed Lending, Factoring and Transactional Trade Finance as changes to global credit markets and legislation continue to impact on these services.

Speakers:
Patrick Wilkins, Jim Leonard and Jonathan Parfitt

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Funding of A/R portfolios – Asset Backed Lending

The series will look at most effective receivables funding solutions for addressing the specific working capital needs of companies doing business in today’s global environment.

Speakers:
Steven Chait and Jim Leonard

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Funding of A/R portfolios – Securitization

The primary objective of securitization is to obtain financing for a company's ongoing business needs. However, a properly structured financial asset securitization can also enable lower cost of financing compared to secured or even unsecured debt. Examine the advantages and disadvantages of using this method by joining our webinar delivered by Charles Nahum Head of Business Development, Finacity Corporation, London, U.K.

Speaker:
Charles Nahum

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Credit Insurance 101

Default, insolvent buyers and political uncertainty are just some of the risks associated with international trade. Unfamiliarity with new buyers also can deter sellers from extending credit. Trade credit insurance can help companies circumvent these types of risks and concerns. Learn how credit insurance can help credit professionals offer buyers attractive terms, while protecting receivables.

Speakers: Jim Dezell, John Molli

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How to Read a Credit Insurance Policy

Gain practical advice from a broker’s point of view, learn what underwriters are looking for to grant policy approval, in addition to hearing live case studies from both sides and claim experiences with real examples and success stories.

Speakers: Tom Corbett, Vice President of Trade Credit Practice, Marsh

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Demystifying Trade Credit Insurance – A Guide to Understanding and Negotiating Your Credit Insurance Policy

A company’s largest asset is often its accounts receivable. Credit insurance is a tool that protects the collectability of a company’s accounts receivable and is similar to insuring that company’s inventory, equipment and real estate. A company uses credit insurance to protect against the risk of customer default, improve its existing credit management practices, and increase the likelihood of obtaining favorable financing terms. However, achieving those benefits requires a company to be a proactive policyholder by understanding its credit policy’s terms and negotiating with the insurer to obtain the best and broadest coverage. This program is an overview of credit insurance; the risks it is intended to cover; its benefits, uses and costs; and the strategy for obtaining a policy best suited to a company’s needs. The speakers will explain the mechanics of credit insurance and the key issues policyholders need to be aware of when purchasing or renewing their policies as well as their ability to negotiate terms that will protect against risks unique to them and enhance the scope of their coverage and recovery.

Speakers: Bruce S. Nathan and Jay Stewart, Partners, Lowenstein Sandler LLP

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