The fundamentals of export finance

Training outcomes

Assess the main risks involved in structuring an export finance project.
Identify the main sources of finance and the key market players, including Export Credit Agencies, Development banks as well as investment funds active in the export finance sector.
Grasp how banks and rating agencies assess risks on your industry, the countries of your clients or corporate risks.
Learn about the key instruments to cover these risks and how an optimal deal structuring can help.
Assess the debt capacity of a project
Maximize practical learning with real – life case studies and interactivity with other members of the group in either engineering, commercial, financial or legal positions in your group.

Benefits for you

Case studies, role plays, quizzes to test your assimilation halfway through, exchange of experiences and practices between participants and with your coach, role plays of negotiating term sheets: everything is done to put you in situation and allow you to assimilate quickly and sustainably during these two intense days.

The training can be conducted in English or French.

Duration

Two days
Dates to be confirmed based on your schedule pre-requisites

For whom?

Trade Finance
Treasurers
CFO’s
Credit analysts
Bank Relationship Managers
Legal advisors

Course program

Intro:

Market overview: how geopolitical issues and interest rates trends impact international trade finance activities today?

1st session Reviewing the main export partner players and their role in setting up operations and sharing risk

Trading partners: importer and exporter in a risk – return perspective

Commercial banks through their different functions: underwriter, lender, agent, guarantor, lessor, Hedging bank etc

Export Credit Agencies (ACE), the regulatory framework of the Consensus and buyer credit arrangements and what it means for exporters and their clients

Multilateral development banks: What is their toolkit to support trade?

New players: debt funds Insurers, pension funds, Private Equity etc.

2nd session: Identifying and mitigating your export risks Export Finance: which associated risks and how to manage them as a lender?

Political risk and its main components. How to optimise your cooperation with DFI, ECA’s and private risk insurance

Performance risk on the exporter: market guarantees & SBLC

Commercial risk (default of the importer): about credit risk insurance schemes

Transportation and transfer of ownership risk. Reviewing Incoterms

Foreign exchange and interest rate risk. Derivatives as mitigants

Commodity risk.

Counterparty risks (banking ones in particular) How to organise your Due Diligence and risk mitigation?

Environmental & Societal risk About SDG’s, Equator Principles etc

Compliance risk: dealing with embargos, KYC’s ALM (etc) regulations

3rd session: Which Export financing instruments? Review of their key features, benefits and transaction structuring methods

« Supply Chain Finance » credits: Export Factoring: Direct and reverse modes. Structures, Risks and market applications. Case study

Video on Reverse factoring and debriefing on the main structures and their advantages internationally

Pre-export financing (PXF) solutions

Case study: setting up pre-financing (prior to goods shipment) on exports between Central Africa and a European country

Buyer credits – ECA loans: Getting started and applying the financing scheme. Security packages for lenders. Case study

Quiz to test your knowledge assimilation. Debriefing.

Conclusion: Financial market perspectives

Conclusion and evaluation

Your seminar coach:

The seminar will be conducted by Sylvaine Chubert*, Executive Trainer and consultant in International Finance, France – the Netherlands

Ms Chubert has a twenty – year experience in International Banking, specifically in Structured Finance applied to export transactions as well as large project (Real estate) financing.
She has worked for BNP Paribas (Paris and Amsterdam) in Commercial corporate lending, Rabobank International as Area Manager structuring international trade finance deals on Central and Eastern Europe and lately at Bouwfonds Property Finance and ING Real Estate as Senior Loan adviser, structuring, financing and advising on risk management of large (USD 50 to 500M) commercial R.E. projects.
Sylvaine is Managing Director of SC Training & Consulting Sarl, a practice coaching banks, insurance companies and corporates on Financing and Risk management issues.
Also, Sylvaine Chubert is Professor of Finance at Dauphine University in Paris and has lectured in Structured Finance for Coface and Agence Française de Developpement. She holds a Master degree from Sciences Po in Paris and a Certificate of Management from the E.U.A University in San Francisco, USA.

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