Since 2004, DFTC has been extremely active in working with the Credit Union National Association (CUNA) and state Credit Union Leagues in various parts of the country.  In 2004, DFTC presented at CUNA’s business lending schools in Madison and San Francisco and at state credit union leagues in Alabama, New Jersey, and Maine.  In collaboration with CUNA in 2005, DFTC developed a Business Credit Analysis lending school curriculum for credit unions, which were interested in pursuing opportunities in the area of member business lending (MBL).  This week-long program includes training in various aspects of member business lending and is part of CUNA’s comprehensive MBL curriculum and certification program for its member credit unions. 

In 2006, DFTC designed and developed a weeklong Advanced Business Lending school, also in cooperation with and at the request of  CUNA.  This second school was designed with the more experienced business lender in mind as a customer.  CUNA and DFTC introduced this school in July of 2006 in Madison, Wisconsin.  As a result of the partnership created between DFTC and CUNA, hundreds of credit union business lenders throughout the nation have been able to enhance their lending skills to benefit their credit unions and members.

In addition to its relationship with CUNA, DFTC also contracts with credit union leagues and individual credit unions that require training and consulting services. 

DFTC has become recognized not only for the quality of its training programs, but also for its flexibility in customizing programs to the needs of specific clients.  This flexibility allows clients to receive better and more cost effective training to meet their specific needs. 

Although primarily recognized for its training expertise, DFTC also offers other services to financial service institutions.  These services include reviewing loan portfolios, consulting on the design and development of loan services, developing policies and procedures manuals, and providing underwriting and other on-site services.

Below is a listing of more specific capabilities that DFTC and its partners can deliver in a number of different program areas.         

Listing of MBL Capabilities

With its expertise and that of its network of partners, DFTC, Inc. has the capability to deliver a wide range of financial services.  Below is a listing of those specific capabilities by topic area and function.  

Credit Department Creation 

• Develop Policies and Procedures for new (or existing) business credit departments
• Establish underwriting guidelines as part of the overall strategy of the institution
• Create customized loan presentations and loan reports for senior management
• Design appropriate job descriptions for business lending function positions
• Identify and/or develop an efficient tracking system
• Implement a risk rating system using the standards of BASEL II
• Design protocols for underwriting compliance with NCUA

Compliance and Oversight

• Establish an independent member business loan oversight department
• Develop compliance and oversight policy and procedures
• Design appropriate Job Descriptions
• Create documentation checklists
• Review portfolio concentration
• Assure consistency of risk rating and downgrade, when appropriate
• Design loan approval and loan authorization procedures
• Analyze loans and potential losses

Loan Processing

• Develop Policy and Procedures for MBL processing
• Design Appropriate Job Descriptions
• Outline for File maintenance

Loan Origination

• Develop Policies and Procedures for Loan Origination
• Design Appropriate Job Descriptions
• Create and Implement Underwriting Protocols
• Create Origination documentation to include the following:
1. Application
2. Checklist of needed docs
3. ERAQ
4. Supplemental Environmental Questionnaires 
5. Collateral review sheet
6. PFS
7. ECOA and Reg B checklist
8. HMDA checklist
9. NCUA compliance checklist
10. Loan Presentation format

• Process Risk rating reports
• Evaluate collateral
• Analyze Cashflow, to include Permanent Working Capital (PWC) requirements 
• Develop cross selling methodologies and techniques
• Underwrite loan participations

Loan Administration (Senior Management)

• Manage and Mitigate Portfolio Risk
• Design Appropriate Job Descriptions
• Manage ALLL
• Monitor Loan officer performance
• Understand and structure loans properly
• Develop Loan Pricing models based on costs of funds analysis and other factors

Loan Recovery – Special Assets

• Identify and monitor all special assets
• Design Appropriate Job Descriptions
• Re-structure and negotiate new terms and conditions
• Propose legal remedies in conjunction with counsel
• Protect and collect collateral

On-site Work

• Serve on an interim basis, as needed and requested, at all levels of credit union management, including:

1. Loan Officers
2. Senior Lenders
3. CEO/President
4. Senior Credit Analysts
5. Portfolio Reviewers

Training Programs

All of the programs listed below are one-day programs except for those specifically noted otherwise.  DFTC is also willing to consider combining any of its one-day programs to offer a two-day or longer program.  Not included in these series of programs are DFTC’s two week-long lending schools that have been developed in cooperation with CUNA.

1.  CREDIT ANALYSIS SERIES

• Small Business Lending Essentials:  A Guide for Branch Managers 
• Introduction to Commercial Lending
• Analyzing Business Tax Returns 
• Analyzing Personal Tax Returns
• Understanding Cashflow 
• Advanced Cashflow
• Analyzing Financial Statements I
• Analyzing Financial Statements II
• Working with Non-traditional Lenders 
• Fundamentals of Business Credit Analysis (2 Days)
• Advanced Business Credit Analysis  (2 Days)
• Financial Projections 
• Structuring Commercial Loan Packages 
• Understanding and Analyzing Business Plans 
• How To Finance The Purchase of An Existing Businesses

2.  BORROWERS AT RISK SERIES

• How to Identify Small Businesses at Risk  
• Working with Small Businesses at Risk   
• Loan Workouts and Bankruptcy 

3.  LOAN ADMINISTRATION SERIES

• Construction Loan Administration
• Loan Documentation 
• Managing A Loan Portfolio

Credit Union Quotes:

“CUNA’s Business Lending Credit Analysis course contains a wealth of very practical information for attendees.  Excellent, highly qualified instructors lead you though the entire analysis process and even the most experienced lenders would benefit from the information provided” 

“This lending school was a great experience, a very intense program with great opportunities for networking” 

“This class was very informative. The instructor was a very inspirational speaker. Great knowledge on this subject. Was willing to share all info and places to go to get useful information.  Awesome- will come again!!” 

“This was one of the best classes I've ever been to because the instructors were able to keep the class interested in the subject matter. The open forum discussions were also very intriguing."