9 Class Hours

Instructor: Mike Milan

Small business banking is changing fast. Business owners expect more than a loan offer—they want clarity, confidence, and a banker who understands their numbers and can help them make better decisions.

This course equips bankers with a modern approach to relationship banking by teaching how to use financial statements to build trust, uncover the real issues behind client stress, and guide stronger borrower conversations. Participants will learn a structured, repeatable process to quickly assess financial health, spot early warning signs, and translate financial data into language business owners understand.

Through real-world case studies, interactive exercises, and role-play conversations, bankers will develop practical tools for leading high-impact client discussions, strengthening bankability, and becoming the go-to advisor for their market.

Key takeaways of this course:

• Learn how to quickly interpret financial statements and identify the story behind the numbers
• Uncover the real concerns driving business owner decisions (cash flow, profit, debt, growth, and risk)
• Spot early warning signs before they become credit problems
• Improve relationship conversations by translating financial data into simple, actionable insights
• Guide clients toward stronger bankability through structured, repeatable financial discussion techniques

By the end of the course, participants will have a clear framework for improving borrower relationships, strengthening portfolio performance, and delivering the kind of advisory value that defines the future of small business banking.

Annual School Session

Second Year Elective Course

Competency: Financial Management & Strategy