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INTERNATIONAL BANK OF QATAR KEEP TRADE TEAM AT CUTTING EDGE

The full program comprised of three stand alone workshops which were held on 18 February 2012, 10 March 2012 and a final advanced training component on 31 March 2012.The training focused on the two dimensions of operational trade finance knowledge and also on business development skills for relationship managers.

Trade finance is a relationship business and to achieve trade sales the bank‟s staff must not only understand the key features and benefits of trade finance products but must learn how to understand their customers trade and business cycles.Mr Ramesh Nonavinkere said ‘the training was not only practical, full of content but also very enjoyable and helped develop the relationships between the operations staff and the business development staff”

Trade Finance Workshops Program Outline
The Trade Finance Workshops delivered for IBQ were structured with gaps between each session to ensure participants had adequate time to assimilate learnings and to formulate any queries for the next training.The schedule of Doha workshops was :
* Foundation Training – 18 February 2012
* Foundation Training – 10 March 2012
* Advanced Training – 31 March 3012 

Key elements of the training were:
* Risk Analysis of Trade Products
* Documentary Collection in Detail.
* Managing Export Collections
* Fundamentals of Documentary Credits
* Types of Letter of Credit
* Standby Letter of Credit
* Bonds and Guarantees
* Implications for Bank Customers
* ICC Rules for the Issuance of Bonds and Guarantees
* Receivables and Supply Chain Financing

Trade Finance Operations Summary Outline

The Trade Finance Operations dimension examined the practical operational areas in order to ensure first of all a proper understanding of the spectrum of trade finance products a bank can offer and how to manage them moving through to advanced technical training to meet the needs of IBQ‟s sophisticated trade customer base. Below is a summary of topics covered:

• General aspects of Trade Finance including various documentation (and legal)
• Letters of Credit
• Letters of Guarantee (URDG 758)
• Documentary Collection (URC 522)
• UCP600 (including latest trends) & ISBP
• Incoterms 2010
• Standby Letters of Credit

Trade Finance Business Development Summary Outline

The Trade Finance Business Development dimension focused on the following understanding the trade customers trade finance cycle, trade product knowledge and how to match the product offerings to satisfy the trade customer‟s needs. This business development dimension was driven by cases and simulation exercises.

• Understanding the trade cycle
• Trade Products – key features
• Trade Products – key benefits
• Basic structuring techniques for trade
• The value proposition for trade
• Product summaries
• Interactive case studies The trade finance quiz

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