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  1. SO YOU WANT TO BE A COMMERCIAL LENDER? .

  2. LaSalle Bank • LaSalle Bank is one of the Midwest’s largest banks • Over $52 billion in assets • Over 7,500 employees • 2001earnings marked the 18th consecutive year of earnings growth • Full product lines for commercial and retail clients

  3. LaSalle Bank • A member of the ABN AMRO Group • ABN AMRO is a Dutch-based global bank • Nearly $600 billion in worldwide assets • Locations in 60 countries and territories • ABN AMRO North America C&CC headquartered in Chicago • Working in conjunction with ABN AMRO gives LaSalle Bank global capabilities

  4. ABN AMRO StructureThree Global Strategic Business Units • Wholesale Client Services • Provides Corporate Loans, Financial Markets / Sales & Trading, and Investment Banking to Global Fortune-1000 clients • Private Clients & Asset Management • In the US, growing business unit • Global fund management, privately funded pensions, etc • Consumer and Commercial Clients (CCC) • Retail Services • Commercial Banking to Small to Medium-sized firms • 2 Primary Subsidiaries in the US with over 19,000 employees

  5. Consumer & Commercial Clients • LaSalle Bank • One of the Midwest’s largest banks • Premier middle market Lender • Based in Chicago with satellite offices in St. Louis, Cleveland, Indianapolis, Rockford, Miami, Des Moines, Minneapolis • Standard Federal Bank • Premier mortgage lender • Growing middle market lender • Based in Troy, Michigan

  6. LaSalle Bank • Commercial Banking Group • Provide banking services to entrepreneurial and privately-held businesses, primarily in the midwest • Focus on middle-market companies with annual sales between $25 - $500 million • Located downtown Chicago in the financial district • Generalist and specialty departments

  7. LaSalle Middle Market Customers LaSalle serves customers in a wide variety of industries. Industry & Product specific lending groups including: • Real estate  Health care • Insurance  Asset-based lending • Specialty Leasing  Private banking • Correspondent Banking  Corporate Finance • Surface Transport  Metropolitan Lending • Construction & Engineering

  8. Commercial Lender Training Program • Committed to recruiting, retaining, and rewarding the best employees • Training programs designed for new college graduates • Approximately 40-50 hires to start in 2003 Commercial Lender Training Program is located in Chicago

  9. Commercial Lender Training Program • 18-24 months in length • Will build a solid understanding of credit analysis • Intended to prepare analysts for a career as a LaSalle Commercial Lender

  10. Commercial Lender Training Program • Training • 1 week orientation (AIP) • 11 week formal Credit Training • Up to 9 months in the “Credit Pool” • Ongoing product training

  11. Commercial Lender Training Program • Rotations • Three 3-month rotations • Rotations are jointly determined by analyst, program manager, and lending area need • Rotate through downtown Chicago divisions • Possibilities include: • General lending divisions • Specialty divisions such as Real Estate, Surface Transport, Healthcare, Insurance, Financial Institutions (bank or non-bank), etc.

  12. Commercial Lender Training Program • Placement • Analysts usually accept a position within an area of rotation. • Placement is based on analyst’s interest and staffing needs of the lending areas.

  13. COMMERCIAL LENDER CAREER PATH Credit Analyst 2 years Assistant Vice President 2 years Vice President 2+ years 1st Vice President 3+ years Senior Vice President ?

  14. Commercial Lender Training Program • Qualifications • 3.0/4.0 GPA • Business-related major • 2 college level accounting courses • Currently possess unrestricted authorization to accept permanent employment in the United States • Skills • Analytical skills • Sales & communication skills • Attention to detail • Proactive / problem solving

  15. Commercial Lenders wear many hats • Lender • Relationship Manager • Financial Consultant

  16. What does a Middle-Market Relationship Manager Do? Credit/Risk Analysis Cash Management Foreign Exchange Hedging Products Corporate Finance Leasing Corporate Trust Funds Management Trade Services Commercial Client Commercial Banker

  17. Commercial Lenders Build Relationships • Commercial Lenders build relationships with clients, attorney’s, accountants, consultants, & other financial services professionals • This takes time to establish trust, evaluate needs, and provide solutions • Juggling many projects at once is essential to your success

  18. Juggling Analysis and Marketing • Commercial Lenders build relationships with clients, attorney’s, accountants, consultants, & other financial services professionals • This takes time to establish trust, evaluate needs, and provide solutions • Juggling many projects at once is essential to your success

  19. Marketing and client entertainment is an increasing part of the responsibility as you climb the Commercial Lending ladder • Takes more of your time, but can be a lot of fun!!