Seminars

In addition to those courses offered as part of the Credit Skills Curriculum, Edge's current offering of seminars and workshops includes:
	Effective Negotiations Clinic for Bankers
	Selling and Marketing Skills for the Staff Professional
	Accounting for Not-for-Profit Entities
	Foundations of Instructional Design

"Effective Negotiations Clinic for Bankers"

Edge Development Group's Effective Negotiations Clinic for Bankers is a fast paced, highly interactive session that presents key issues and tactical best practices that can be considered and employed in day to day negotiations with clients.

Recognizing the time constraints of most calling officers, the clinic is structured as a half-day workshop that presents and discusses a wide variety of fundamental negotiating concepts and practices. Accordingly, it is appropriate for the less experienced banker who needs an introduction to these topics, as well as more experienced bankers who can benefit from a refresher on the critical tenets of effective negotiations.

While the session employs a "present and discuss" format with several short exercises (no role-plays), an important learning element is the ability for the participants to share ideas and best practices with each other. In addition, all examples, exercises and discussions are presented in a commercial lending context.

The overall goal of the session is to provide the participants with knowledge and tactics that they can begin to use immediately on the job. The content for the session includes:
	The Issue of Value and Parity in Negotiations
	Recognizing Negotiating Styles and Strategies
	Using Basic Selling Skills to Your Advantage in a Negotiation
	Twelve Key Negotiating Imperatives
	Dealing With the Combative Client
	Actions to Avoid When Negotiating
	Preparing for a Negotiation

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"Selling and Marketing Skills for the Staff Professional"

An often overlooked but essential set of skills for today's staff professional is the ability to effectively sell ideas, market capabilities and build value added relationships with the internal client. This workshop presents a model that recognizes the interdependencies of these skills and provides a practical and tactical approach to using them effectively.

In this highly interactive two-day workshop, participants learn how to employ the fundamental selling skills necessary to be successful in day-to-day interactions. They also explore the roles that marketing and relationship building play in interacting with the internal client and discuss best practices and tactics that can be applied immediately on the job.

It is specifically designed for staff professionals and is especially important for those individuals who have frequent interaction with internal management. Audience data gathered prior to the workshop is used to customize the course agenda as necessary to meet the needs of the learners.

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"Accounting for Not-for-Profit Entities"

Some small business lenders and credit analysts occasionally receive financial statements for not-for-profit entities, such as churches, social agencies, schools and municipalities. Because these entities typically use fund accounting systems rather than traditional accounting, their financial statements can be somewhat confusing.

This half-day workshop is designed to introduce bankers to these specialized financial statements, and to contrast the accounting methods used by not-for-profits with those used in a commercial environment. Discussions include the basic principles of fund accounting, how governmental accounting rules differ from non-governmental not-for-profits, and the key things to look for when reviewing the financial statements.

The participant workbook includes discussions of the key concepts, examples, exercises and a glossary of terms, and can also serve as a reference source for those bankers who may encounter these statements in the future.

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"Foundations of Instructional Design"

Sound instructional design is the cornerstone of effective and impactful training. In some cases, however, employees are asked to develop internal training materials based primarily on their knowledge of the subject matter. They may be unfamiliar with the traditional instructional design process, or may find it too complex or too time-consuming to apply given the realities of a large corporate setting.

This three-day workshop presents the core concepts and techniques of instructional design and is intended to provide useful skills that can be applied immediately on the job. It is appropriate for individuals who are relatively new to the instructional design process, as well as individuals who have some experience in developing training materials and wish to enhance their effectiveness.

The approach used in both the workshop and the accompanying workbook is to present traditional design concepts in a simplified, application-oriented manner. With each step, participants learn practical ways to use these skills to improve the quality of their training materials.

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