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I I I I I I I I I I I I I I I I I I I THAI FARMERS BANK PROGRAM: CREDIT MANAGEMENT Statement of Work A. BACKGROUND Due to the economic crisis in Thailand since 1997, all financial institutions have been strongly hit including Thai Farmers Bank. Non- Performing Loans (NPLs) have piled up in some banks to a level that some private- banks have to be nationalized or taken over by international financial institutions. Thai Farmers Bank is among few Thai-owned banks left in the industry. Besides the macro economic problem, the fundamental problem arose from the quality of credit. In the past, most Thai banks considered collateral as an integral part of the lending decision. In fact, the source of loan repayment should have been from the cashfJow of the borrowers' operation. In order to prevent these circumstances from happening again in the future, the bank needs to revise its credit management process as well as train our credit officers at the branches and the head office in new credit practice. B. PROJECT DESCRIPTION The consultation between the contractor and the bank to agree with the work plan shall be processed. This Statement of Work requests support for a world standard credit practice training program. The service providers will develop a custom-made training program for TFS's credit staff in related departments: Credit Policy Department, Corporate Client Relationship Department, and Domestic Branch Network. The service providers shall provide a course that will fit the bank's environment and also lead the bank to the global standard. The training may be divided into 2 modules: Module 1: Credit Management 1 1. Financial Statement Analysis 1.1 cash Row Analysis 1.2 Sources and Uses of Fund 1.3 Sales and Marketing 2. Financial forecasting e.g. CashfJow etc. 3. Credit Facility Structuring Module 2: Credit Management 2 1. Financial Analysis for project finance, loan syndication 2. Risk analysis 3. Customer Risk Rating 4. Operational Risk 5. Risk-based Pricing 6. Risk Mitigation 7. Credit Risk Derivatives 8. Portfolio Management 9. Recovery and Workout
I I I I I I I I I I I I I I I I I I I For the two modules of the credit management programs, the applicable target groups are 1.1 200 Credit Analysts from the Corporate Client Relationship department and Credit Policy department for 5 days for each module which may be conducted in English. Each class size will be approximate 40 attendees. 1.2 50 key Credit Trainers for 7 days for each "train the trainers" module which should be in Thai. These trainers will train 1,500 Credit Officers from all domestic branches. Each class will be for17 attendees. The criteria for being trainers are: 1. Having experience in credit function at least 5 years. 2. passing the particular pre-test 3. having potential skills for trainer e.g. communicating effectively, facilitating class, coaching and motivating participants The trainers will be tested at the end of the training. c. Language Issue The course, which is designed for the "trainers", may be conducted in English. D. Tangible Results 1. All trainees shall successfully complete the course. 2. All trainees shall actively participate in group work on assigned topics. 3. All trainees shall train or transfer the knowledge to their subordinate effectively. 4. The selected trainees shall present the results of their group's work. 5. The selected trainees shall participate in designing and making presentation on various topics. 6. All trainees from ''Train - the - trainers" course shall train or transfer the knowledge to their subordinates effectively. E. SUSTAINABILITY OF ACTIVITIES The continuous activities will be sustained in the bank through rolling out of the program to all prospective trainees and implementing the new credit management process. It will create a significant impact to the credit operations and culture in TFB as a whole. F. TIMEUNE The program will start within one month after approval. The program shall begin in March 2000 and be completed on June 23, 2000. [continued on next page] If'S
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