finance & leadership - ceo message · 2018. 8. 4. · bank bahrain, before which she occupied...

CEO Message 3

About us 5

Our Facilitators 7

Our Programs - Banking & Finance

Accounting 20

Banking Induction Courses 29

Compliance 37

Credit 39

Islamic Banking 47

Risk Management 52

Trade Finance 59

Treasury, Capital Markets and Asset Management 62

Our Programs - Leadership & Management

Executive and Leadership 77

Human Resources 80

Marketing & Sales 85

Management Development 91

Personal Development 102

Our clients 108

Contact us 109

Contents

Nafeesa Al Balushi Chief Executive Officer

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Over the year, we have developed a reputation for providing up-to-date and relevant contents in our courses, which are delivered by professional and experienced facilitators. Our commitment to excellence has been a key driver to our success and we are devoted to continue to exceed our clients' expectations.

As you are aware, SKILLS aims to provide focused training in critical business areas, to update our clients' employees about changing regulations, and to provide our clients' employees with the knowledge they need to advance in their careers.

CEO MESSAGEWe also appreciate that the expertise, knowledge, and reputation of our facilitators are key drivers of our success. In this regard, we are proud of the strategic partnerships we have established with some of the most influential figures in academia and industry. My sincere gratitude goes out to them.

At SKILLS, we believe that empowering your workforce means empowering your organization and hence creating a catalyst for success. Looking towards the future, we will continue to work with the training managers to fill any skill gaps which exist in their organization. By addressing the gaps, we will reduce the obstacles towards success.

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SKILLS was established in 2006. It provides comprehensive consultancy and training services dedicated to human capital development in your organization. We work on identifying gaps and then design and execute tailor-made consultancy and training solutions to upscale your human capital and provide them the knowledge and expertise to deal with the current market.

SKILLS also works on developing and delivering bespoke training solutions for organizations that already have a set of training objectives.

Our qualified team of providers and specialist facilitators have consistently demonstrated that they have knowledge and experience to adapt seamlessly to our clients’ style of working.

We have a distinguished history of working with a variety of banks, other financial institutions, and government organization in the MENA region.

VisionTo enhance our current offerings and expand our market reach while maintaining the strategic partnerships we have with our professional providers and current elite clients.

MissionTo deliver value added quality consultancy and training services to empower professionals working in public and private sector enterprises in the MENA region and enabling them to become leaders in their fields.

Core ValuesEnabling the success of our clients by constantly seeking to drive value within their business through our expert consultancy services

Customizing tailor-made and cost effective in-house training programs that address each client’s unique needs and requirements

Providing up to date information conveyed using high transfer solutions in all our customized short intensive programs, seminars and workshops

Maintaining high levels of customer satisfaction by ensuring exceptional quality and excellence

Ensuring that all our providers are highly qualified with ample experience and knowledge in their chosen field

About us

Our Facilitators

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Mr. Sohail Tohami is currently working for Seera Investment Bank as Vice President, Head of Treasury and Placement department. Mr. Tohami has more than 16 years of experience in the Banking industry and other diversified business. Prior to joining Seera, Mr. Tohami was Head of the Money Market Desk in the Treasury Department at BBK where he worked in various Treasury functions including fixed income portfolio manager, FX trading and currency options and the corporate desk, and finally heading the Money Market function within Treasury.

He holds a Certified Public Accountant (CPA) designation from the University of Illinois and is a member of the American Institute of Certified Public Accountants (AICPA). Mr. Tohami is also a member of the CFA Institute where he is designated as a Chartered Financial Analyst (CFA) charter-holder. He also holds an executive MBA with first-class honors distinction from the University of Bahrain.

Sohail TohamiMr. Abdul Razak is a highly experienced banking professional with more than 35 years of banking experience in various capacities. He has worked for Standard Chartered Bank in Bahrain for over five years and has been working with Bahrain Islamic Bank for the last 29 years and demonstrates experience in commercial banking, branch management, marketing, and internal audit.

He is currently an Assistant General Manager for Central Operations and oversees many departments including International Trade Finance. He specializes in accounting and investment banking and possesses extensive knowledge of Islamic Trade Finance techniques.

Mr. Abdul Razak has various internationally recognized accounting qualifications to his credit and has undergone Gulf Executive program University of Virginia U.S.A. Darden Business School. Apart from being a member of various committees constituted by Bahrain Islamic Bank, he is a Board member of Benefit Company. He also represents Bahrain Islamic Bank to the ICC National Committee in the Kingdom of Bahrain and is the Co–Vice Chair of the ICC Bahrain Trade Finance Forum.

Abdul Razak Abdulla

Through its up-to-date workshops and professional facilitators, SKILLS has been always able to grant our newly graduates of the yearly KSE Graduates Training and Development program with the required competencies to embark on their career.

Heba Al-Zamel,Head of Planning &Admin Development Division,

Kuwait Stock Exchange, Kuwait

As a certified Investor in People organization, we strive to continuously provide our employees with unique learning and development solutions and opportunities. In our partnership with SKILLS , they were able to deliver custom made learning sessions and workshops that have challenged and inspired our employees.

Shaikh Faisal Bin A. Rahman Al KhalifaDirector of Quality Systems & Internal Audit

Court of the Crown Prince, Kingdom of Bahrain

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Mr. Abdulrahman has over 13 years of experience in Investments and Treasury. He is currently Head of Investments & Treasury at Securities and Investment Company (SICO). Prior to joining SICO, he was part of the Asset Management team at The Arab Investment Bank (TAIB). He has also worked for Gulf International Bank (GIB) and Arab Banking Corporation (ABC) in Treasury Departments. Given his experience, Abdulrahman specializes in courses related to Capital Markets and Portfolio Management, Derivatives, and Banking Treasury Operations. Since 2010 he did several courses for SKILLS for finance and leadership consultancy and training in treasury and investments areas for financial institutions in Bahrain and Kuwait. Abdulrahman holds a Master of Science in Finance from DePaul University, U.S.A and a BSc in Accounting from the University of Bahrain, Kingdom of Bahrain and a Treasury & Capital Markets Diploma from the Bahrain Institute of Banking & Finance. He has also undertaken specialized training at INSEAD, France.

Abdulrahman SaifMrs. Naeema Taheri has more than 21 years of Banking experience. Her latest post was at Capinnova Investment Bank B.S.C. as Director and Head of Compliance & MLRO. Prior to joining Capinnova Investment Bank, she worked as a Senior Vice President – Head of Compliance & MLRO for Al Salam Bank Bahrain, before which she occupied the position of the Compliance Officer and MLRO at Gulf Finance House. She spent a year at the Bahrain Institute for Banking & Finance (BIBF) as a lecturer, responsible for developing and delivering various courses and training programs for several banks and financial institutions inside and outside of the Kingdom of Bahrain. Naeema started her banking career with Citibank N.A. managing various responsibilities over a period of 11 years in Operations, Quality Assurance as well as Compliance. She is a Certified Compliance Officer, Master Compliance Professional, Certified Basel II Compliance Professional, and a Certified Anti-Money Laundering Specialist. She has a professional certificate in Capital Markets, Regulation and Compliance and is also a fellow of the International Academy of Financial Management. Mrs. Taheri is a member of the Association of Certified Anti-Money Laundering Specialists and holds a BSc. in Business Administration from the University of Bahrain and an International Diploma in Compliance (with Distinction) from the International Compliance Association, U.K.

Naeema Taheri

We are immensely pleased to be associated with ‘SKILLS’. Their courses have been of the highest quality covering the subjects’ matters and dealing with practical approaches covering related jobs functions areas which most of our clients’ delegates would be applying in their work environment. SKILLS trainers are professional, knowledgeable, personable and enthusiastic and demonstrated the ability to meet the expectation of the delegates.

Hussain IsmailHead of Product Development

Qatar Finance and Business Academy- QFBA, Qatar

In our efforts at constantly upgrading the skills of our staff and providing them with relevant learning and developmental opportunities, we have on several occasions partnered with SKILLS whose training courses/workshops have been highly informative, challenging and very effective. They have offered us custom made courses which have always been of great value and have been greatly appreciated by the participants.

Ravi Mohanty, ManagerTraining & Development

BBK, Kingdom of Bahrain

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Mohammed Moamen

Bahrain before being assigned the role of Head of Relationship Management at Oasis Capital Bank where he was responsible for fund raising and Investor Relations. He was a member of the Assets and Liability Committee, Management Committee, and Investment Committee. Prior to this role he was Head of Corporate Treasury and Forex Sales in BNP Paribas Kuwait and was part of the original team who launched BNP Paribas Kuwait. Mr. Mohamed previously held several positions in the Money Market and FX Desks at the Arab Investment Company, Bank of Bahrain and Kuwait, and TAIB Bank in the Kingdom of Bahrain. He holds a BSc in Accounting and Treasury & Capital Market Diploma.

Mr Mohamed Moamen has 12 years of conventional Treasury and Investment Banking experience. He had held several senior positions within Treasury and Capital markets in various banks. He also conducted several international seminars in Treasury department activities, structure and role. Recently he was the Treasurer for Asset & Liability Management (ALM) and Fixed Income portfolios at Oasis Capital Bank in the Kingdom of

Jaffar HussainMr. Jaffar Hussain is currently the Vice President, Quantitative Analyst at Market Risk at Arab Banking Corporation (B.S.C.). He has expert knowledge in Corporate Valuation, Leveraged Buyouts, Financial Engineering, Portfolio Management, and Financial Software Development through his extensive work with Structured Finance, Hedge Funds, and Structured Products. He has held several senior positions in Private

Wendy Maddison

and some of the organizations she has conducted training programs and executive coaching on leadership skills and management topics around the region for many years. Her expertise is focused on how leaders build transnational organizational capacity and lead transformational change through double-loop learning, which is the focus of the Doctorate in Higher Education she is currently pursing with the University of Liverpool, UK. Some of the organizations which she has conducted training include: Bahrain Airport Services, RUMCO, Gulf Insurance Institute, BIBF, Ministry of Labor, Regency Intercontinental hotel, Unitag group, Kanoo, Bahrain Defence Force hospital, Jawad Habib CCP, Berlitz, BBK, Takaful International, and HH the Crown Prince’s Court.

Mrs. Wendy Maddison has a Masters degree in Social Sciences, a BSc in Management, and has been involved in professional training and human resources development around the region for many years. She is a qualified and experienced lecturer and workshop leader, teacher of Business English, and she is certified as a Cognitive Behavioral Therapist. Wendy is a professional training and development consultant,

Equity, Portfolio Management, and Credit Risk. Mr. Hussain obtained his MBA degree from The Crummer Graduate School of Business, Florida. He also holds a BSc in Accounting from the University of Iowa and he has obtained the Financial Risk Manager "FRM" designation. Mr. Hussain's papers have been published in international journals including the reputable U.S.-based Journal of Structured Finance. Mr. Hussain has also contributed to a recent book titled "Bank Asset and Liability Management: Strategy, Trading, Analysis", John Wiley & Sons 2007.

Christine Chemerinski

in private and public business environments. Her major strength lies in having worked in the fast paced, highly competitive and challenging environment of commercial (BMMI, DHL, Sabre Group) industrial (Alba - Aluminium Bahrain), Sohar Aluminium L.L.C., Dawani Group Holdings B. S.C. (C.), Octal Petrochemicals (SFZ) and financial (BBK, AMEX, GIB, Trust Re) and government (Pension Fund) business. Christine received her Professional Certificate in HRD/Business Management from the University of Alberta, Canada; Masters in TESOL from USIU-San Diego State University, USA; BEd in Education and Graduate Diploma in ESL from the University of Alberta, Canada.

Mrs. Chemerinski is a Senior Consulting Partner for B-H-R Integrated Solutions in the GCC with 25 years of international experience and specifically 17 years of those in the Middle East. Her background has allowed her to become seasoned in company start-ups with designing Human Resource Development (HRD) and Management (HRM); and improving organizational productivity, specializing in Strategic HRM,

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Mohammed Al Bin Ali

Capital, Assistant Manager- Internal Audit Department at Khaleeji Commercial Bank- Bahrain, as Senior Analyst at the Central Bank of Bahrain and as a Senior Clerk at the National Bank of Bahrain, which had given him a hands on experience in Operations, Regulatory, Internal Audit, Risk Management and Compliance. Mohammed has over the years, gained rich knowledge and invaluable experience in the nuances of working in both the banking and regulatory field. Mohammed has a Bachelors in Banking and Finance from University of Bahrain. He also is a certified Associate Professional Risk Manager (APRM) and holds Islamic Finance Qualification (IFQ).

Mohammed Al Bin Ali is the Director of Market and Competition at the Telecommunications Regulatory Authority, of Bahrain, responsible for the development of TRA’s position and approach on economic and regulatory matters. Prior to taking up office at the Authority, Mohammed had served for over 10 years in the Banking and Financial Sector as Head of Risk Management and Compliance at Tadhamon

Fadhel MakhlooqMr. Fadhel Makhlooq has over 25 years of Investment, Treasury and Banking experience. He is currently heading the GCC Brokerage Business at Securities and Investment Company (SICO). Prior to current position of Head of Brokerage, he was also in charge of the Investment & Treasury at SICO from 2008 to 2010. Prior to joining SICO, Fadhel held several senior positions in treasury departments of a number of major financial institutions such as BMB, Investcorp, and Chemical Bank (currently known as JP Morgan).Fadhel holds an MBA from University of Glamorgan, U.K. and Business Diploma from Gulf Polytechnic, Kingdom of Bahrain. He has also undertaken specialized training of Global Management at INSEAD, France.

Amir Merchant

Altium Middle East (a European investment bank), Managing Director, Credit Agricole Middle East and Head of Capital Markets, Structured Finance and Treasury for Bank Al Khair, an Islamic Bank based in Bahrain. He has also served as Head of Structured Finance Derivatives (within Capital Markets) for Royal Bank of Scotland in London. He has led many innovative transactions globally in capital markets, securitisation, export and project finance, private equity and corporate finance advisory in both Islamic and conventional finance. His sector experience spans across financial services, real estate, energy, utilities, shipping and other transportation. Since 2007 he is a part–time lecturer at SKILLS responsible for developing and delivering various courses and training programs for several banks and financial institutions in the Gulf region.

Mr Amir Merchant, has 25 years of conventional and Islamic investment banking experience in the Middle East and London. He was previously the founder and Head of Capital Markets and Structured Finance for HSBC in the Middle East and held a senior position within Capital Markets and Structured Finance for HSBC in London. In total he was with HSBC for almost 10 years. In addition he was CEO

The trainings conducted by SKILLS (previously BFST) has always been a huge success among BIsB's employees! The employees have been able to obtain a new sense of confidence and have been able to communicate their ideas & concerns. Their input has given us the opportunity to implement new strategies and procedures to improve our banking services. Thank you SKILLS for your professionalism and commitment to excellence. I unequivocally recommend SKILLS to those interested in improving their employees' skills.

Reem Al MutawajManager - Training & Development

Bahrain Islamic BankKingdom of Bahrain

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Our ProgramsBanking & Finance

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Risk ManagementRisk Management 52Basel III Credit, Operations and Market Risk 53Operational Risk Management 54Counterparty Credit Risk in Derivatives 55Intensive Bank Analysis 56

Trade Finance International Trade Finance 57Documentary Letters of Credit 58Uniform Rules for Demand Guarantees (URDG) 758 59

Treasury, Capital Markets and Asset Management

How Financial Markets Work 60Foreign Exchange Markets 61Money Market & Interest Rate Calculations 62Derivatives - Level 1 63Derivatives - Level 2 64Foundations of Investment Analysis 65Asset Valuation 66Portfolio Management 67Asset Liability Management 68Technical Analysis 69Life Cycle of a Trade for Securities 70Trading & Investing in Financial Markets 71Treasury Operations – Level 1 72Treasury Operations – Level 2 73

AccountingFinancial Accounting 20Financial Mathematics 21Understanding Financial Statements 22Valuation of Companies 23Evaluating Company Performance 24Corporate Finance 25Finance for the Non-Financial Manager 26

Banking Induction CoursesElements of Banking 27Introduction and Functions of Central Banks 28Negotiable Instruments 29 Introduction to Bankcard Industry 30 Introduction to Custody Management 31Banking Law and Practice 32Introduction to Conventional Banking 33Introduction to Islamic Banking and Finance 34Introduction to Capital Markets 35Risk Management and Value at Risk (VaR) 36

ComplianceBrief AML/CFT (yearly Refresher Training) 37AML/CFT Awareness Program 38Corporate Governance and Business Ethics 39Crime Prevention in Banks 40Regulatory Compliance Program 41

CreditConsumer Loan Collection Techniques 42Project Finance 43Project Appraisal and Financing 44

Islamic BankingAccounting Standards on Financial Reporting 45Governance Standards on Shari'a Compliance 46Islamic Trade Finance 47Islamic Leasing (Ijarah) 48Murabaha and its Applications 49Structuring Sukuk 50Shari'a Standards on Islamic Finance Products and Practices 51

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OverviewThis course introduces mathematical methods that are common in finance. The course provides a rigorous understanding of standard financial models and then illustrates their implementation using EXCEL. The philosophy behind this course is that the best way to understand theory is to apply it. The focus throughout the course is on understanding theoretical principles and then applying it using Excel.

Content Highlights Present Values and Future Values Annuities and Perpetuities Fixed Income Valuation Valuing Money Market Instruments Interpreting Bond Quotes and Dividend Discount Models Zero Growth, Constant Growth and Non-Constant Growth Models Project Valuation Methods The Goals of Portfolio Management Return Maximization & Risk Minimization Standard Deviation, Correlation & Covariance Capital Asset Pricing Model (CAPM) Portfolio Return & Risk for N-asset portfolios Unconstrained & Constrained Optimization Forwards and Futures Contracts Options and Option Strategies

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: Introduction to valuation Bond Risks: reinvestment rate risk & price risk Pricing bonds, determining ytm’s on excel, modeling duration on Excel Equity valuation & project valuation Basics of portfolio theory Modeling two asset portfolio models and calculating Beta on Excel Advanced optimization Introduction to risk management Implementing matrix multiplication & matrix transposition on Excel

Course Facts5 days; 30 hours

ACCOUNTING <<

Financial MathematicsOverviewThis course is designed to introduce the participants to accounting concepts and enable them to prepare the final accounts (financial statements). It describes the basic objectives of financial reporting and discusses the qualitative characteristics of accounting information and elements of financial statements, taking into consideration the basic assumptions used by accountants.

Content Highlights Describe the basic objectives of financial reporting, qualitative characteristics of accounting information and elements of financial statements Explain the meaning of GAAP and identify the key items of the conceptual framework Prepare the entries for purchases and sales of inventory under periodic and perpetual systems Explain the process of closing the books, approaches to correcting entries and preparing the final accounts Identify the basic assumptions and principles of accounting Explain how to account for the disposal of a plant asset through retirement, sale, or exchange Describe the accounting for notes payable and other current liabilities i.e. contingent liabilities and their disclosure requirements Distinguish between revenue and capital expenditures, and recording entries for these expenditures Prepare the entries for the issuance of bonds, interest expense, and redemption / conversion of bonds Indicate the statement presentation of material items not typical of regular operations

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: The meaning of generally accepted accounting principles and identify the key items of the conceptual framework Illustration and interpretation of the components of the balance sheet and discuss the uses of the balance sheet in financial accounting The appropriate classifications and related accounting treatments for marketable and non marketable financial instruments held as assets or owed by the company as liabilities The components of the income statement and earnings per share Comparison and contrast of cash flows from operating, investing, and financing Why corporations invest in debt and equity securities Current liability and major types of current liabilities The acquisition and valuation accounting applicable to plant assets


ACCOUNTING <<

Financial Accounting

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OverviewThis course is designed to introduce the participants to the concept of company valuation and the different methods by which such valuation is carried out. Participants will learn to evaluate and decide which valuation techniques can be used to the maximum advantage of the organization.

Content Highlights What is a company valuation? Valuation methods Book value Break-up/liquidation Replacement cost Price earnings ratio (PER) Earnings capacity Dividend yield valuation Problems and cases

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: Identify what you are valuing and from whose perspective Apply a number of techniques to valuing companies Understand technical issues of company valuation Explain why some valuation methods are more suitable for some situations and other methods for other situations.


ACCOUNTING <<

Valuation of Companies

OverviewThis course provides participants with the knowledge to read and understand published Financial Statements and the notes. The course will also provide an opportunity to appreciate the use of some of the important International Financial Reporting Standards (IFRS).

Content Highlights A better understanding in terms of reading financial statements and going beyond the numbers Trend Analysis Comprehensive Ratio Analysis Interpreting Cash Flow Statements and Forecasting Sensitivity Analysis Forecasting Financial Statements Preparation of Financial Reports

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: Explain the terminology used in published financial statements Read any financial statements and other information published in the annual report Link the various parts that make up the published financial statements Prepare Financial Statements Gain a basic understanding of the major IFRS and their impact


ACCOUNTING <<

Understanding Financial Statements

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OverviewThe program will equip the candidates with the knowledge and skills needed by finance professionals in addressing practical problems in corporate financial management, the capital markets and funding. Participants will also encounter the latest techniques in the corporate finance arena, combining flotation, company valuation, mergers, acquisitions and takeovers and the particulars of each of these areas.

Content Highlights An introduction and overview of the financial world Time value of money and discounted cash flows Net present value and internal rate of return Applications of project appraisal techniques The investment process Risk and project appraisal Introduction to the valuation of firms Risk, Return and Capital Structure Capital Structure and Dividend Policy Value Based Management Measuring value using cash flow Mergers and Acquisitions Shareholders' funds, debt and hybrid instruments

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: Identify what you are valuing and from whose perspective Apply a number of techniques to valuing companies Understand technical issues of company valuation Explain why some valuation methods are more suitable for some situations and other methods for other situations.


ACCOUNTING <<

Corporate FinanceOverviewThis course is designed to provide participants with the necessary tools to permit them to effectively evaluate corporate performance. Participants will be provided with “live” cases to analyze and interpret using the statistical tools discussed.

Content Highlights Evaluating corporate performance The economic value added The market value added Tools of analysis Format of performance report Internal performance measures Case studies

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: Explain statistical tools required for the evaluation of corporate performance Assess earnings quality Project future performance Apply internal performance measures to given situations


ACCOUNTING <<

Evaluating Company Performance

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OverviewThis course introduces participants to the basics of banking (conventional & Islamic) operations and financial services, in particular the general principles of banking operations, introduction to the financial sector and banking systems. An overview of the nature and operations of International Trade, Foreign Exchange transactions would be discussed as well. The standard application of Know Your Customer and Customer Due Diligence in Banking Operations would be emphasized while participants would have the opportunity of having introduction to the concept and overview of Islamic Banking products/ operations and Money Laundering processes and Anti-Money Laundering regulations.

Content Highlights Development and control of the banking system Central bank – definition and roles Conventional banking products, various types of accounts and categories of customers Payment methods and funds transfer system Introduction to foreign exchange operations –spot and forward exchange rates Collections/ documentary letters of credit Islamic banking – instruments/products, roles and operations Introduction to anti-money laundering awareness Internal control policies and compliance in banking operations

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: An idea of the concept and overview of domestic banking operations A clear knowledge on the process of operations in domestic banking An introduction to the central banking operations, roles and responsibilities in the nation’s economy Understanding of the various types of conventional banking products and customers Basic understanding of the composition and content of the bank’s balance sheet Understanding of international trade and foreign exchange operations Understand the development, concepts and principles of Islamic banking products and services Anti-money laundering overview and awareness Comprehension of the internal control policies and compliance culture in our operations environment Risks confronted by banks in their operation and the need for regulation of banking sector


BANkING INDUCTION COURSES <<

Elements of BankingOverviewThis program is designed to introduce participants to the basic accounting concepts and to enable them to interpret the content contained in the financial statements. This course is aimed to enable managers who are not finance professionals but are required to interact and liaise with the finance department to benefit from an understanding of the financial function and terminology.

Content Highlights Read published financial statements Understanding financial statements Explain accounting concepts and the accounting equation Explain how the various components of the financial statements link together to tell a story of the business being reported upon Interpret financial statements Briefly explain various costing techniques Apply basic budgeting techniques Correctly use costs for decision making

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: Explain statistical tools required for the evaluation of corporate performance Assess earnings quality Project future performance Apply internal performance measures to given situations


ACCOUNTING <<

Finance for the Non-Financial Manager

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OverviewThis program introduces participants to the legal aspects of commercial paper used in bank’s day-to-day transactions. The course will focus on the practical side of negotiable instruments as well as the legal procedures in case of dishonor or any forgery regarding the instruments.

Content Highlights Attribute of negotiable instruments Types of negotiable instruments The legal requirements of an instrument (Cheque) Endorsements and crossings Rights and duties of each party to an instrument Risks facing the collecting bank Protections available for banks on third party instruments collection and conversions Risks facing the paying bank Protections available for banks on payment of third party instrument Protections against wrongful dishonor or incorrect clearance procedure Situation where the collecting bank is also the paying bank Clearing Mechanisms

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: The law and practices relating to negotiable instruments and their relevance to the banking practice The meaning of negotiable instruments (banknotes, cheques, bills of exchange, promissory notes, etc.) Main features and comparison between different types of negotiable instruments Responsibilities of the paying bank, correspondent bank, confirming bank Indemnities and deferred payment guarantees



Negotiable InstrumentsOverviewThe aim of the program is to provide a comprehensive overview of the Financial Sector and Banking in general, and roles and functions of Central Banks, in particular. It is targeted to recently hired employees lacking prior exposure and knowledge of the financial services industry. The program further gives a deep understanding of the Monetary System as well as the main objectives and critical tasks and functions of Central Banks and the respective Corporate Governance Guidelines, AML/CFT Regulation and other supervision instructions and directives addressed to banks and financial institutions. The course also highlights the various types and nature of financial institutions and banks licensed and regulated by the Central Bank.

Content Highlights Legal framework for regulation of banks The Central Banks – definition and roles Bank Regulators / Central Banks Registered Banks and other Financial Institutions The Monetary and Exchange Rate Policy Clearing-House, Payment Systems and Money in circulation Affairs Currency and Payment System The Central Banks’ Instructions of Supervision and Control Banks' Relation and Correspondence with the Central Bank Corporate Governance Guidelines for Banks and Financial Institutions Board of Directors’ Qualifications and Responsibilities Conflict of Interest Executive Management Functions and Duties Transparency and Disclosure Central Banks’ Regulation on Anti-Money Laundering (AML) & Combating Financing of Terrorism (CFT)and Key AML/CFT Principles and general responsibilities

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: The evolution of the Monetary System The central banking operations, roles and responsibilities in the nation’s economy Development and control of the banking system The concept and overview of banking operations Regulatory Fines and Financial Penalties Central Banks’ Corporate Governance Guidelines AML/CFT Regulations and Directives



Introduction and Functions of Central Banks

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OverviewBanks provide custody services to a variety of customers. This course introduces participants to the basics of Custody Management. It highlights the services provided by a bank custodian and types of custody services. Also, it explains the types of risks associated with the custody services, which entail the need for banks to have adequate systems in place to identify, measure, monitor, and control risks in the custody services area.

Content Highlights Services Provided by a Custodian Core Custody Services Global Custody Services Securities Lending and other Value-Added Services Handling Corporate Actions Risks Associated with Custody Services Risk Management under custody service

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: Types of Custody Services Operational Controls Separation of Duties Dual Control Accounting Controls Customer Account Acceptance and Monitoring Applicable Procedures Assessment of New Business Legal Agreements Management Information Systems



Introduction to Custody ManagementOverviewThe course gives an overview of the Bank card business, the transactions process, charge backs and disputes, the bank card issuer and the acquirer.

Content Highlights Identify the players in bankcard transactions and responsibilities Identify terms associated with transactions process Learn how different POS devices affect the authorization process Clearing and settlements Learn about posting and fees Understand charge-back, arbitration and compliance cases Learn about bankcard products and services List elements of the credit card review process Explain fraud, finance and legal issues related to issuer Understand merchant sales and investigative procedures Identify procedures for setting merchant discounts and setting up new merchants Explain how sales transactions are processed Identify merchant’s fraud Payments through Web Portals

ObjectivesUpon completion of this course, the participants will be able to gain knowledge of: The fundamentals of the Bank card industry The different type of Bank cards in the market Diverse cards products and various programs Cards customer services Sales and marketing of Bank cards Acquisition of cards Bank cards collection Cards credit scoring Bank cards Fraud and Risk



Introduction to Bankcard Industry

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OverviewThis is an introductory course which is divided into different sections addressing the banking sector. It introduces participants to the basics of banking operations and financial services, in particular the general principles of banking operations, introduction to the financial sector, banking systems and the main financial institutions. The roles and the nature of various financial services, products and diverse customers would be intensively discussed. Also, participants will be introduced to the nature and operations of International Trade Finance as well as understanding some of the important issues, products, services and documentation associated with international trade. Participants will learn how to identify customer needs and recommend appropriate product solutions; assess various risks to both bank and customers. An overview of, Foreign Exchange markets and transactions, Corporate Governance requirements and Anti-Money Laundering & Terrorist Financing laws and regulations would be discussed as well.

Content Highlights Central Bank – definition and roles Introduction to the Financial Markets Development and control of the banking system Wholesale, Retail and Corporate Banking Operations Bank Customers, accounts and services International trade finance – letters of Credit / Documentary Collections and various risks involved Overview of Conventional Bank Treasury instruments and foreign exchange Introduction to Anti-Money Laundering and Corporate Governance laws and regulations

ObjectivesUpon completion of this course, the participants will be able to understand: The central banking operations, roles and responsibilities in the nation’s economy The concept and overview of domestic banking operations and key participants in the financial markets The development and various types of conventional banking products and customers The importance and characteristics of international trade finance The main documentation used in international trade transactions and its risk perceptions Foreign Exchange and Conventional Banks' Treasury instruments The anti-money laundering & terrorist financing awareness overview and introduction to Corporate Governance



Introduction to Conventional BankingOverviewThis course is specifically designed to develop professionally qualified and competent bankers and financial professionals on the legal framework that protects and supports their operations, products and the end users of their products.

Content Highlights Legal framework for regulation of banks Control over organization of banks Regulation of banking business The Negotiable Instruments and the law Case laws on responsibilities of paying banker and of collecting banker Indemnities; Bank guarantees; Letters of credit and deferred payment guarantee Laws relating to bill finance Various types of securities Law relating to securities and modes of charging Laws relating to obligations of revocable and irrevocable commitments

ObjectivesUpon completion of this course, the participants will have the opportunity to: Understand how to read the laws that bind the contractual agreements between the banker and the client Describe the legal framework for the regulation of banks List the different types of regulatory and supervisory principles that govern every transaction in a bank State how regulation and internal policy as well as international standards support and monitor the banking business Demonstrate knowledge of the laws pertaining to different banking products Illustrate how the law applies to various types of securities and modes of charging



Banking Law and Practice

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OverviewThis introductory course offers an overview of Capital Markets and how they work as a substitute for a company’s capital resources and public investment. Capital Market is the market in which long term financial instruments, such as bonds, equities, mutual funds and derivative instruments are traded. It also facilitates the infrastructures needed for the selling and buying process and other related activities.

Content Highlights The meaning of Capital markets: equities, bonds Using industry, fundamental and technical analysis to identify stocks for investment decisions Derivatives products and markets Regulators and the Future of Capital markets

ObjectivesUpon completion of this course, the participants will be able to understand: The meaning and importance of Capital markets What is equity? Exchanges and their structures Trading systems What is a bond? The process of bond issues and terminology Basic derivative products – Forwards, Futures, Options & Swaps Regulators of Capital markets The Future of Capital markets Structural changes in major capital markets of the world



Introduction to Capital MarketsOverviewThe Introduction to Islamic Banking and Finance course gives a thorough explanation on the fundamental principles of various key aspects in Islamic banking and finance. This includes a discussion on the major contracts applied in the industry, the current Islamic banking landscape, the authorities of interpretation, and a review of some of the widely used products in Islamic banking. This course is necessary for any individual who would like to delve deeper into the area of Islamic banking and finance and in most cases is made as an ideal pre-requisite before taking any other Islamic finance related specialised course.

Content Highlights The evolution of Islamic banking and finance: Past, Present, and Future A recap on Islamic economics and its fundamental principle The context of Shariah and economic contracts in Islam Defining the principles and prohibitions of Islamic Finance Appointment and role of Shariah board Principles of Islamic Finance The Islamic contracts: Basic principles and application of Murabahah, Tawarruq, Salam, Istisna’, Ijarah, and Musharaka Overview of Islamic investments: Application of Sukuks, Mutual funds and other products Islamic Treasury Products

ObjectivesOn successful completion of this course, participants will be able to: Explain the history of Islamic banking and finance and its current situation today, and identify key growth drivers that will mold the future Discuss the various sources of the Shariah and its authorities of interpretation; explaining its foundational relationship to Islamic economics, banking and finance Analyze the key features of Islamic economics, banking and finance in comparison to their conventional equivalents Identify various contemporary commercial Islamic nominate contracts: their definition, philosophy, types, legal foundations, and application Compare and contrast a selection of modern Islamic banking products with conventional banking products and Analyze which of those that are more in line with the spirits of Shariah



Introduction to Islamic Banking and Finance

35

OverviewAs a refresher training, the course will focus on the important aspects and updates under the Central Bank›s Regulation on Anti-Money Laundering (AML) and Combating Financing of Terrorism (CFT) and supervision instructions issued to financial institutions. Additionally, employees will be reminded of their responsibilities with respect to adhering to AML/CFT guidelines and requirements, especially those relating to proper implementation of Customer Due Diligence (CDD) control measures and risk based approach requirements, including Know Your Customer (KYC) documentation as well as efficient client profiling.

Content Highlights Brief introduction to Money Laundering (Definition, Cycle and Techniques) The FATF Forty + 9 Recommendations and the Role of MENAFATF Identification of High Risk Customers, High Risk Businesses and High Risk Transactions Politically Exposed Persons (PEPs), Charity and Non-Profit Organizations The Central Bank's Regulations on Anti-Money Laundering and Combating the Financing of Terrorism Know Your Customer (KYC) Principles and Customer Due Diligence (CDD) requirements Consequences of tipping-off Customer/Account behavior and Potential suspicious activities Identification and Internal Reporting of Suspicious Transactions/Activities Procedure to report suspicious transactions to Regulatory Authorities Record Keeping Requirements Money Laundering Reporting Officer (MLRO) and his/her Deputy Money Laundering Offenses and Punishments in accordance with AML/CFT Law Red Flags / Suspicious transactions Major Fines and Penalties and Money Laundering Case Studies

ObjectivesUpon completion of this course, the participants will be able to understand: Brief introduction on Money Laundering and Terrorist Financing and risks exposed by financial institutions Requirements for Know Your Customer (KYC) and Enhanced Due Diligence (EDD) The Potential Consequences, both individual and corporate, of any breach of the AML Law, Central Bank›s Regulation on Anti-Money Laundering (AML) and Combating Financing of Terrorism (CFT) and other relevant AML/CFT laws and regulations Money Laundering and Terrorist Financing Typologies and Trends Analysis, reporting and management of suspicious activity


COMPLIANCE <<

Brief AML/CFT (yearly Refresher Training) OverviewThis course introduces the concept of risk in business and discusses in depth the meaning of financial risk and how this risk is quantified. It touches upon different types of financial risks faced by a business and main statistical tools used to measure these risks. It discusses in depth the concept of Value at risk (VaR) method of measuring market risk. The course also covers ways to manage market risk.

Content Highlights What is market risk? What are standardized and VaR models to calculate market risk? Analyze VaR model Variance –covariance, historical and Monte Carlo simulation to calculate VaR Delta, Gamma and Vega hedging to manage market risks.

ObjectivesUpon completion of this course, participants will be able to: Understand the general meaning of risk in business Understand and analyze the concept of financial risks in business Different types of financial risks faced by a business How to use statistical tools to measure risk Understand what market risk is Different types of market risks Analyze and interpret standardized and VaR models of market risk Calculate VaR Analyze the three different methods to calculate VaR How are these risks managed?



Risk Management and Value at Risk (VaR)

37

OverviewCorporate Governance is a relatively recent concept. Two decades ago, the term Corporate Governance meant little to all, but a handful of scholars and shareholders. Today, it is a mainstream concern – a staple of discussion in corporate boardrooms, academic roundtables, and policy think tanks worldwide. Over the past decade, the concept has evolved to address the rise of Corporate Social Responsibility (CRS) and the more active participation of both shareholders and stakeholders in corporate decision making. Business ethics deals with ethical rules and principles necessary for a successful business. It explains the various moral or ethical problems that can arise in a business setting and the responsibilities of persons who are engaged in an organization. It provides us with perspectives about what is right or wrong. Ethics can be reasonably seen as an intangible, yet powerful, catalyst and supporter of compliance.

Content Highlights Corporate Constitution and Governance Structure Why has Corporate Governance Received more Attention Lately? International Best Practices and Standards Motivations to Invest in Corporate Governance Main Characteristics of Corporate Governance Corporate Governance Framework Roles & Responsibilities of Board of Directors and its Sub-Committees Disclosure and Transparency Business Practices and Ethics Corporate Social Responsibility (CSR) Code of Business Ethics/Conduct

ObjectivesUpon completion of this course, the participants will be able to understand: Historical Overview of Corporate Governance Sound Corporate Governance Principles Internal & External Corporate Governance The Roles and Responsibilities of the Board of Directors and Senior Management Corporate Governance Disclosure and Transparency The Importance of Business Ethics Triple Bottom Line: People, Planet, and Profit Areas of Business Ethics Corporate Social Responsibility (CSR) Understand the Conflict of Interest and Duty Development of a Company’s Codes of Ethics and Conduct


COMPLIANCE <<

Corporate Governance and Business EthicsOverviewThe aim of this awareness program is to introduce participants to the definition and concept of anti-money laundering (AML) and combating financing of terrorism (CFT), the various stages of Money Laundering, and the legal and regulatory requirements and initiatives by the international, regional and local communities against ML/FT. Special emphasis will be placed on the Financial Action Task Force (FATF) forty plus special nine (40+9) recommendations, which are the principal sources of AML legislation as well as ML preventive measures unveiled.

Content Highlights Introduction on money laundering and terrorist financing The legal, regulatory and operational framework relating to AML/CFT policies The consequences, trends and stages involved in Money Laundering process Requirements for Know Your Customer (KYC) measures and controls Identification of high risk relationships / accounts and the requirements for Enhanced Due Diligence (EDD) Politically Exposed Persons (PEPs) Charitable Organizations and Correspondence Banking relationships The techniques to identify and handle suspicious transactions and how to make suspicious transactions reports (STRs) Preventive measures for the protection of businesses and the general economy against the menaces of ML The Central Bank Regulations on AML/CFT requirements Red Flags and indicators

ObjectivesUpon completion of this course, the participants will be able to understand: The importance of ensuring thorough client profiling The important KYC documents that must be readily available in all client files When and how to update client profiles How to approach clients when updating KYC or inquiring on unusual transactions without being offensive Detecting high risk customers and transactions Reporting suspicious transactions to the MLRO and regulatory authorities Consequences for non-compliance


COMPLIANCE <<

AML/CFT Awareness Program

39

OverviewThe program is intended to keep the compliance officers (COs), internal control officers (ICOs) and money laundering reporting officers (MLROs) abreast of their responsibilities, duties, limits, and liabilities and to update them on all new changes in regulations imposed by the Central Bank and other relevant supervisory authorities. The forum will prepare the MLROs further towards tackling different issues and trends and techniques of operation by the money launderers and criminal individuals and groups that might be unprecedented. Further opportunities will be explored on the assessment and evaluation of the industry, organizations and individuals (MLRO) regarding the level of compliance achieved and setting a realistic target for the future. This workshop is introduced to position the Banking and financial institutions on compliance and matters pertaining to regulations and policies in these institutions’ operations.

Content Highlights Compliance culture: Why it is important, and how to communicate the obligations A thorough knowledge on the requirements regarding legal, regulatory and operational framework relating to anti-money laundering policies internationally Design and implement an effective system of controls within a financial services business Risk profile clients Communicate confidently with regulatory bodies and law enforcement agencies Generate essential management information for use in the evaluation and risk profiling of financial services, products and client types Positively influence the compliance culture of an organization Increase and achieve the targeted compliance level of an organization Adopt the appropriate preventive strategies against the dangers of ML/ FT

ObjectivesUpon completion of this course, the participants will be able to: Gain a deep understanding of and appreciation for the necessity of a strong and well equipped compliance function within any financial services institution Get introduced to best approaches to compliance with regulatory requirements and structuring an effective compliance framework Maintain a well-functioning compliance department, and the skills required to succeed as a compliance officer Gain a better understanding of the compliance responsibilities, and the specific requirements that apply to this function Expand knowledge of Central Bank's regulations and directives and the difference between a best practice and a regulatory obligation The role of the board of directors, the supervisors, the internal and external auditors


COMPLIANCE <<

Regulatory Compliance ProgramOverviewFraud and various irregularities cause major losses for banks and other organizations. In addition, non-compliance with crimes like anti-money laundering (AML)/anti- bribery legislation can result in imprisonment, for the relevant employees and managers concerned, however unwittingly. This course is designed for those who either need a comprehensive introduction to, the latest financial crime prevention and anti-money laundering techniques. The course covers the background and nature of financial crime, predicate offences, money laundering, terrorist financing, corruption, combating financial crime, bribery and the role of the financial sector.

Content Highlights The definition under law and scope of financial crimes Principles of Crime Prevention Main Types of Financial Crimes Identity Theft Prevention Types of Fraud (Internal and External) Early indicators and Red Flags of Fraud While Collar Crimes Ponzi Schemes (Investment Fraud) Attempts of Fraud / Case Studies Money laundering and terrorist financing awareness Basic internal controls, systems and documentation The legislation against crimes like market abuse, insider trading and market manipulation Identifying and monitoring “Red Flags” and indicators

ObjectivesUpon completion of this course, participants will be able to: Understand international best practice in the prevention of fraud, corruption and money laundering Review latest legislation and case law Examples of successful crime prevention, detection and recovery Learn the requirements of the regulators Understand the implications of the regulator’s Money Laundering Directive Reviewing the expectations of law enforcement agencies Implement crucial internal controls, systems and documentation Prevent and detect market abuse and anti-competitive practices Identify «red flags» for new, rapidly changing forms of financial crime and formulate appropriate responses to them


COMPLIANCE <<

Crime Prevention in Banks

41

OverviewThe overall aim of this workshop is to equip participants with a comprehensive overview of project financing by taking them through all stages of a project finance transaction.

Content Highlights Introduction to Project Finance and main characteristic The stages/ process in developing project finance deals Types of project finance The project finance investment decision making process Building a project finance cash flow model Valuation mathematics in project finance The process of putting together a project finance deal Project finance documentation Structure and sources of financing Controlling project finance risk Financing/ credit considerations for the project Lessons learnt from times of crisis

ObjectivesUpon completion of this course, the participants will be able to: Apply a structured and systematic approach to assessing project finance transactions Observe Similarities and Differences to other forms of financing Recognize the key characteristics of a robust project and identify the weakest links in the transaction Use qualitative and quantitative tools and measures to distinguish the key risks Interpret each of the risks to determine their severity and potential impact on the transaction structure Appreciate how the mechanisms in the transaction documents operate to protect the creditors and evaluate the protection provided Build a credit rationale in order to make and substantiate investment decisions


CREDIT <<

Project FinanceOverviewThis course is designed for bank’s collectors and concisely covers all aspects of effective loan collections. The course serves a dual purpose. First, it guides the participant through the course and encourages ample note-taking and active participation. Second, once the participants have completed the course, they can use the material as a useful reference guide on the job.

Content Highlights Understanding company credit and debt The importance of making the right ‘first impression’ Analysing your debtors Understanding debt recovery and the law Debt collection as a vital financial activity Planning and preparing for effective debt collection Ensuring the success of your debt collection correspondence Essential collection techniques

ObjectivesUpon completion of this course, participants will be able to: Recognize the role of the collections department and the tools available Demonstrate the skills of a successful telephone collections call Integrate effective collections letters into overall collections strategy Demonstrate the skills of effective face-to-face collections visit Determine the appropriate actions to conduct repossession Be aware of skip tracing techniques that enhance collection efforts


CREDIT <<

Consumer Loan Collection Techniques

43

OverviewAccounting Standards for financial reporting by Islamic financial institutions have to be developed because in some cases Islamic financial institutions encounter accounting problems due to the fact that existing accounting standards such as IFRSs or local GAAP are being developed based on conventional institutions, conventional product structures or practices, and may be perceived to be insufficient to account for and report Islamic financial transactions. Shari'a compliant transactions that observe the prohibition on charging interest may not have parallels in conventional financing and therefore, there may be significant accounting implications. Likewise, the Islamic finance industry is under considerable pressure to enhance practice and improve risk management systems and protect investors. In 1991, the Bahrain-based Accounting and Auditing Organization for Islamic Financial Institutions (AAOIFI) was established by Islamic financial institutions and other interested parties to set international accounting and (recently) auditing standards for Islamic financial institutions based on Shari’a precepts. AAOIFI’s pronouncements are intended to serve Islamic financial institutions in the various countries in which they operate.

Content Highlights General Presentation and Disclosure in the Financial Statements of Islamic Banks and Financial Institutions Murabaha, Mudaraba and Musharaka Financing Disclosure of Bases for Profit Allocation Between Owners’ Equity and Investment Account Holders Equity of Investment Account Holders and Their Equivalent Salam and Parallel Salam Ijara and Ijara Muntahia Bittamleek Istisna’ and Parallel Istisna’ Financial Reporting Issues relating to Islamic Finance Issues in applying IFRS to Islamic Financial Transactions

ObjectivesUpon completion of this course, the participants will be able to understand: The objective of Financial Accounting of Islamic Banks and Financial Institutions Concepts of Financial Accounting for Islamic Banks and Financial Institutions Financial Accounting Statements Financial Accounting Standards Financial Reporting Issues relating to Islamic Finance Issues in applying IFRS to Islamic Financial Transactions


ISLAMIC BANkING <<

Accounting Standards on Financial ReportingOverviewCorporate and commercial borrowers of banks approach banks to fund long term capital projects like setting up new businesses, expansion, renovation, diversification of existing business. Government agencies approach banks for financing infrastructure projects such as building electricity generation, transmission and distribution projects, roads, bridges, etc. These projects require large sums of money. The payback period of such projects is invariably long. This course introduces to appraising and financing long term capital projects undertaken by bank borrowers.

Content Highlights Introduction to Project Appraisal and Financing Nature of Capital Projects Time Value of Money Net present Value (NPV), Internal Rate of Return (IRR) Elements of successful project financing Evaluation of a project Evaluation of project risks and project risk mitigation Project financing structures Actual Case study to illustrate risk and reward in project financing Public Private Partnerships in Project Financing, the newest trend

ObjectivesUpon completion of this course, participants will be able to: List the various types of risks peculiar to project financing Distinguish capital projects from conventional working investment funding Compare between assets as security in conventional and project financing Analyze the key elements in loan decision making for project financing Appraise loan cost, loan income and loan pricing using a real case study Differentiate between corporate lending and project lending


CREDIT <<

Project Appraisal and Financing

45

OverviewThe course aims at introducing participants to the traditional Import and Export letters of credit process, and compares the same with the Islamic trade finance structure and process. It also includes discussion of important terms such as confirmed irrevocable; revolving; red clause; standby LC/Guarantees; Back to Back, etc.

Content Highlights Review of the traditional Import and Export letters of credit process Common issues and defects in letters of credit/Bills for collection and related potential Risk How do the traditional concepts and problems square with Islamic rules? Comparison between Islamic vs. Conventional Letters of Guarantee Letters of Credit and Kafalah Pure Murabaha Import, Agency Murabaha, Murabaha Purchase order and other Islamic instruments (Salam, Istisnaa and Tawarroq) Bills for collection and related Shari'a Fatwa to mitigate the risk

ObjectivesUpon completion of this course, the participants will have knowledge of the: Principles of Islamic Finance Role of Shari'a Supervisory Board Islamic Financing structures Review of the UCP600 Export/Import letters of Credit & Collection Cycle Confirmation & Advices of Letters of Credit Islamic Products Shifting into Credit Instruments Shari'a Standards (AAOIFI) in relation to trade finance


ISLAMIC BANkING <<

Islamic Trade FinanceOverviewThe Corporate Governance for Islamic Financial Institutions is assuming a growing significance with the steep growth in Islamic Finance system both regionally and now globally. This industry has become a major source of wealth creation and financing of investment projects worldwide. Islamic Financial Institutions provide a viable option to savers and investors who are inclined to deal with exclusively Islamic financial system given their religious and ideological stance. Governance includes the way financial institutions’ affairs are managed, through the role of the Board of Directors and senior management, which in turn affects the organizations’ objectives, taking into account the rights of shareholders and stakeholders, as well as protect the rights of its depositors.

Content Highlights General and Special Features of Islamic Banks Islamic vs. Conventional Banks How does an Islamic Bank source and mobilize its funds? Islamic Finance Infrastructure The Source of Shari’a and Authorities on interpretation Accounting and Auditing Organization for Islamic Financial Institutions (AAOIFI) Shari’a Supervisory Boards (SSB) What is Corporate Governance? Do Islamic Banks require different Governance? Different theories and models of Corporate Governance Accountability of an Islamic Bank: Governance from an Islamic perspective Principles of Corporate Governance Poor Governance and Good Governance Principles for Enhancing Corporate Governance

ObjectivesUpon completion of this course, participants will be able to: Definition and concept of Corporate Governance The different views of Corporate Governance The various theories in the Corporate Governance framework The main Corporate Governance models The Corporate Governance in the banking sector and how it differs from other sectors The meaning of Governance form Islamic perspective The objectives of the AAOIFI standards on Corporate Governance and the various aspects of the standards.


ISLAMIC BANkING <<

Governance Standards on Shari'a Compliance

47

OverviewThe Murabaha and its Applications course provides an in-depth understanding on the contract of Murabaha. The course makes use of cases that utilize sample contracts to further explain to participants the concepts of Murabaha.

Content Highlights Introduction to the original Murabaha contracts Principles of Murabaha contracts Legal foundations and variations relating to Murabaha contracts The essential rules of Murabaha and its application to the modern products of Islamic banking Types of financing products used in conventional vs. Islamic banking

ObjectivesUpon completion of this course, participants will be able to: Review the history of Islamic banking and the current Islamic banking and finance landscape Discuss the key principles of Islamic banking, referencing the sources of Islamic law, and then specifically relating it with the contract of Murabaha Distinguish and evaluate the key differences between Murabaha based financing and other types of financing products used in both conventional banking and Islamic banking Discuss and argue the contemporary issues related to the current practice of Murabaha financing


ISLAMIC BANkING <<

Murabaha and its ApplicationsOverviewThe Islamic leasing course gives a detailed explanation on the many aspects of Ijarah; covering its principles, legal foundations, and more specifically, how it is applied in the current Islamic banking practice. The course makes use of cases that utilize sample contracts to further explain to participants the concepts of Ijarah.

Content Highlights Explain the background of traditional leasing and list the types of leasing that exist Review the history of Islamic banking and the current Islamic banking and finance landscape Discuss the key principles of Islamic banking, referencing the sources of Shari’a, and then specifically relating it with Islamic leasing Describe the essential rules of Islamic leasing and explain how Islamic leasing is applied to the modern products of Islamic banking Identify and evaluate the key differences between Islamic leasing and traditional leasing Explain the key points of AAOIFI Shari’a standards and FAS on Ijarah and apply the latter in solving accounting related questions

ObjectivesUpon completion of this course, participants will be able to: Gain a more in-depth understanding of the specific contract of Ijarah Understand the application of Ijarah contracts in the current Islamic banking products Get knowledge of the applicable AAOIFI standards with respect to Islamic leasing/Ijarah


ISLAMIC BANkING <<

Islamic Leasing (Ijarah)

49

OverviewModern Islamic finance emerged from a belief that conventional forms of financing may contain elements prohibited by Shari’a. As an alternative, a myriad of Islamic financial transactions have been innovated based on a combination of classical trade-based contracts and other accompanying arrangements. These products are deemed to be in compliance with Shari’a precepts, yet provide some level of economic parity with comparable forms of conventional financing.

The Accounting and Auditing Organization for Islamic Financial Institutions (AAOIFI) is an Islamic international autonomous non-for-profit corporate body that prepares accounting, auditing, governance, ethics and Shari›a standards for Islamic financial institutions and the industry. It was founded in 1991 and has issued standards covering the areas of accounting, auditing, ethics, and governance for Islamic financial institutions.

Content Highlights Shari’a Compliant Financing Shari’a compliance issues that particularly affect financing (Riba, Prohibited business activities, Joint ventures and Leasing) The Application of Real Estate Finance Structures in Sukuk Asset-based versus asset-backed structures Asset-backed structures: Securitization Negotiability of instruments Combining conventional and Shari’a compliant finance Combination achieved by separation (Asset and Structural separation)

ObjectivesUpon completion of this course, the participants will be able understand: Concept and Definition of Shari’a Compliant Financing Various Shari’a Compliance Issues affecting finance Real Estate Finance Structure and its application in Sukuk Negotiability of Islamic Instruments Implications of Combining Conventional and Shari’a Compliant Finance


ISLAMIC BANkING <<

Shari'a Standards on Islamic Finance ProductsOverviewThe workshop will include hands-on case studies of actual deals, as well as generic exercises and will give participants the opportunity to demonstrate their understanding of deals through group workings and general discussions.

Content Highlights Practical application of Islamic finance contracts as a basis for Sukuk activities Sukuk, current market overview Sukuk and their roles Legal issues in Sukuk Sukuk in financing choices Tax and regulatory aspects and tradability Role of Sukuk in the development of capital markets in the Islamic world

ObjectivesUpon completion of this course, participants will be able to: Gain a comprehensive understanding of the burgeoning Sukuk product as it continues to unfold within the parameters promulgated by the AAOIFI Shari’a standards Make a complete coverage of the salient legal and credit aspects relating to varying Sukuk structures possible under different Shari’a contracts Evaluate the trends in the Sukuk market with a focus on the benefits, costs and risks from the issuer’s as well as the investor’s viewpoints Discuss the potential of Sukuk in the restructuring and / or management of the balance sheets of Islamic banks


ISLAMIC BANkING <<

Structuring Sukuk

51

OverviewThis program details the Basel III regulations and requirements. It interprets how it could affect the bank’s operating and financial performance. The program is aimed at middle to senior management bank professionals, who are familiar with the Basel II guidelines, and basic accounting terminology. The workshop is proposed to be conducted over a four day time period and delivered through interactive sessions, case studies and exercises.

Content Highlights Banking Regulation and Evolution of Basel III Strengthening the global capital framework and enhancing risk coverage Capital Structure of Banks and main Building Blocks of Basel III Raising the quality, consistency and transparency of the capital base Supplementing the risk-based capital requirement with a leverage ratio Reducing pro-cyclicality and promoting countercyclical buffers Cyclicality of the minimum requirement, provisioning and capital conservation Capital requirements relating to Minority Interests, subsidiaries and parent Addressing systemic risk and interconnectedness Risk Management in Banks in terms of Credit, Market, Liquidity and Operational Risks Disclosure requirements Collateralised counterparties and margin period of risk Rationale and objective of Leverage ratio Enhanced Governance Standards and principles

ObjectivesUpon completion of this course, the participants will be able: Have detailed knowledge on Basel III regulations, the implementation procedures and timelines. Distinguish between capital requirements for various risks such as Credit, Market, Liquidity and Operational that affects banks and its performance. Define the Countercyclical Capital Measures and Mechanisms proposed by the Basel Committee on Banking Supervision in managing these risks. Analyze the shortcomings in Basel II and define how Basel III attempts to address these issues. Discuss the Global Liquidity Standards proposed in the new structure. Analyze the impact of Basel III on the consolidation of subsidiaries, affiliates and overseas branches. Evaluate how economic cycles affect capital and list the Basel III guidelines Appreciate the enhanced Governance standards


RISk MANAGEMENT <<

Basel III Credit, Operations and Market RiskOverviewThe main objective of this course is to provide the participants with a basic understanding of the meaning of risks in finance. This course discusses risks faced by different financial instruments and methods to quantify these risks. It also views the implementation of the Basel Committee on Bank Supervision in relation to Capital Adequacy and Risk Management through Basel III. The course will help financial analysts, risk managers and strategic decision makers comprehend the impact of the revised and additional regulations on the bank earnings and capital and to adopt best practices in risk management in conformity with international standards.

Content Highlights Understanding financial risks Review of investment products including derivatives (forwards, futures and options) Measuring, monitoring and controlling risks on investment products Understanding and implementing Value at Risk(VaR) Value-at-Risk Methods (Parametric, historical and montecarlo simulation) Calculating market risk capital under Basel Accord Understanding Credit Risk and Operational Risk Monitoring and controlling Treatment of Credit risk mitigates under Basel III The treatment of credit risk and operational risk under Basel Basel III key principles, impact and implementation Basel II vs. Basel III

ObjectivesUpon completion of this course, participants will be able to: Have detailed knowledge on Basel III regulations, the implementation procedures and timelines. Distinguish between capital requirements for various risks such as Credit, Market, Liquidity and Operational that affects banks and its performance. Define the Countercyclical Capital Measures and Mechanisms proposed by the Basel Committee on Banking Supervision in managing these risks. Analyze the shortcomings in Basel II and define how Basel III attempts to address these issues. Discuss the Global Liquidity Standards proposed in the new structure. Analyze the impact of Basel III on the consolidation of subsidiaries, affiliates and overseas branches. Evaluate how economic cycles affect capital and list the Basel III guidelines Appreciate the enhanced Governance standards


RISk MANAGEMENT <<

Risk Management

53

OverviewThe aim of this three-day course is to enable attendees to identify the key categories and drivers of transaction credit risk in the main derivative products, and to apply a consistent approach to the quantification of these risks.

Content Highlights Currency derivatives Interest rate derivatives Credit derivatives Equity derivatives Documentation Credit mitigation Combining exposures Unbundling basics and complex transactions

ObjectivesUpon completion of this course, the participants will be able to: Understand the various types of counterparty credit risk occurring in derivative products Assess in detail the counterparty credit risks in interest rate, foreign exchange, credit derivative, equity, and repo products Apply lessons learned from the current crisis to structure and reduce counterparty risk Calculate the counterparty credit risk of a portfolio of transactions Analyze and reverse engineer complex derivative transactions to determine counterparty risk.


RISk MANAGEMENT <<

Counterparty Credit Risk in DerivativesOverviewBanks are influenced by the developments of the external environment in which it is called to operate, as well as by its internal organization, procedures and processes. A bank faces mainly three types of risk: credit risk, market risk and operational risk. Operational risk is defined as the risk of loss resulting from inadequate or failed internal processes, people and systems or from external events. The definition includes legal risk but excludes strategic and reputational risk. Operational risk differs from other banking risks in that it is typically not directly taken in return for an expected reward, but exists in the natural course of corporate activity, which affects the risk management process.

Content Highlights What Risk Management Really Means The process of managing risks Overview and Importance of Operational Risk Management Types of Operational Risk Relevant Integration of Risk Management Responsibilities of the Board of Directors and Senior Management Principles of identification, assessment, monitoring, and controlling/mitigating Operational Risk Basel II Loss Event Categorization for Operational Risk Calculation of Aggregate Loss Distributions and Capital Requirements for Operational Risk Insuring against Operational Risk Succession Planning, Outsourcing and Business Continuity Planning

ObjectivesUpon completion of this course, participants will be able to understand: The concept of “Risk” and its different types The evolving role of Risk Managers Why risk management is important The process of managing risks What is Operational Risk? Developing an effective Risk Management Plan Basel Committee Principles for The Sound Management of Operational Risk Basel II Loss Event Categorization for Operational Risk Operational Risk Management Framework


RISk MANAGEMENT <<

Operational Risk Management

55

OverviewThis course is designed to assist the participants in understanding some of the important issues, products, services and documentation associated with international trade. Participants will learn how to identify customer needs and recommend appropriate product solutions, assess various risks to both bank and customer in international trade transactions and explain and identify ways of mitigating that risk. Participants will also be able to explain and carry out the processes involved in documentary collections, documentary letters of credit and contract guarantees, as well as understand the purpose and application of the various International Chamber of Commerce rules and practices.

Content Highlights International trade finance and various risks involved The importance and characteristics of international trade finance The main documentation used in international trade transactions Establishing the most appropriate methods and terms of payment Risk perceptions in international trade transactions Letters of Credit, Guarantees, and Collections International Commercial Terms (INCOTERMS) Instruments of trade finance Types of letters of credit and its documentation Uniform customs and practices for documentary credits – UCP 600 Sanctions and Political Factors

ObjectivesUpon completion of this course, the participants will be able to understand: The aspects of the global business trade process Common payment terms and instruments used in international trade Trade Finance Payment and Settlement methods Documentation Supporting International Trade Transactions and their associated requirements INCOTERMS Basics of Letters of Credit, Guarantees and Collections and their relevant documentation Types and forms of letters of credit Common Letter of Credit Discrepancies Synopsis of ICC›s Uniform Customs and Practices for documentary credits – UCP 600


TRADE FINANCE <<

International Trade FinanceOverviewA three-day case study based workshop for credit risk, fixed income, origination and regulatory professionals. This course offers an in-depth analytic approach to the credit analysis of both local and international commercial banks. The overall goal of this interactive three day workshop is to provide participants with structured approach to analyzing the credit risk of banks and the skills to make an independent assessment of the strengths and weaknesses of a bank.

Content Highlights Review of core analysis using basic ratios; identifying the need to drill down further behind the numbers Assessing lending, contingent and structured credit risk in large complex banks. Assessing market risk and counterparty risk in derivatives Assessing the risk in structured finance on and off balance sheet Analyzing liquidity risks and assessing quality of capital

ObjectivesUpon completion of this course, the participants will be able to: Use a structured approach to the analysis of banks, incorporating the CAMELS framework within the wider context of the operating environment and support Identify strong and weak performers using a detailed analysis of financial statements within the context of local and international accounting and business norms Identify financial, qualitative and market early warning signals of credit migration Stress test bank capital and ability to withstand credit, market and liquidity risk Evaluate strategy and risk management capabilities within the context of the current and future economic climate and changing competitive, political and regulatory conditions, including Basel III capital and liquidity requirements


RISk MANAGEMENT <<

Intensive Bank Analysis

57

OverviewThis course is designed to develop an understanding of the important types of demand guarantees that are used in the international trade financing. This course will enable the participants to gain applied knowledge on Uniform rules for demand guarantees 758 introduced by ICC.

Content Highlights Understand the role and importance of international trade finance Define the roles and responsibilities of various parties in international trade Discuss the various types of guarantees Analyze the characteristics of guarantees Interpret the risks involved in guarantees

ObjectivesUpon completion of this course, the participants will be able to understand: The important types of demand guarantees that are used in the international trade financing Rationale for the use of Bid Bonds, Performance Bonds and Advance Payment Guarantees Consequences of default under an international trade contract and how to mitigate such risks How does a transaction involving a Guarantee work The Rules and provisions of governing Guarantees


TRADE FINANCE <<

Uniform Rules for Demand Guarantees (URDG) 758OverviewThis program is designed for practitioners involved in back office operations in the International divisions of banks. The course deals extensively with the structure and interpretation of the Uniform Customs and Practices for Documentary Credits and Uniform Rules for Collections as published by the International Chamber of Commerce from time to time.

Content Highlights Documentary Collections and its operation Common Types and Forms of Letters of Credit Settlement of Letters of Credit Notification of credits Liabilities and responsibilities of parties Documentation Supporting International Trade Transactions Transferable credits Expiry date or presentation period Rights and duties of the parties Protection Offered by Letters of Credit UCP 600 in detail

ObjectivesUpon completion of this course, participants will be familiar with the following: Documents used in the Collection process Documents against Payment and Documents against Acceptance Commercial vs. Standby Letter of Credit Standby Letter of Credit and Counter Standby Guarantees Parties to a Letter of Credit Revocable vs. Irrevocable Letters of Credit Confirmed Letters of Credit Transferable Letters of Credit Back-to-Back Letters of Credit Advance Payment (Red Clause) Letters of Credit Revolving Letters of Credit Limitations of Letters of Credit Examination of documents presented under Letter of Credit transactions Common Letter of Credit Discrepancies Amendments to a Letter of Credit The Rules Governing Letters of Credit Fraudulent Documents and Fraudulent Issuance


TRADE FINANCE <<

Documentary Letters of Credit

59

OverviewThis course introduces the participants to foreign exchange in line with the current ACI (The Financial Markets association) syllabus. It deals with what is foreign exchange, terminology, spot and forward rates and developing a basic understanding of the trading in foreign exchange markets.

Content Highlights History and development of the foreign exchange markets and their participants Definition of foreign exchange Factors affecting Foreign Exchange Spot exchange rate and quotations and basic spot dealing terminology Calculating the profit and loss figure Forward FX transactions and its relationship with interest rates Outright forwards and FX swaps Use of Outright forwards in taking currency risk Use of FX swaps in rolling spot positions Hedging outright forwards Creating synthetic foreign currency assets and liabilities

ObjectivesUpon completion of this course, the participants will be able to: Have an understanding of the history and development of the foreign exchange market Calculate the profit and loss figure Calculate spot, cross and forward rates Have an understanding of the FX swaps


TREASURy, CAPITAL MARkETS AND ASSET MANAGEMENT <<

Foreign Exchange MarketsOverviewThis is an introductory course which allows participants to gain a fair knowledge and understanding of financial markets, how they work and how they are linked from an economic point of view. The course also highlights key features of macro and micro economics of financial markets.

Content Highlights Introduction and overview of Financial Markets Types of Financial Markets Participants in the Markets Types of Assets Traded Fundamentals of Assets OTC Markets Overview Foreign Exchange Market Overview Trade simulation and position management Money Market instruments Overview Derivatives Markets Overview Liquidity Management Equity and Bond markets Overview Exchange Traded Instruments Overview

ObjectivesUpon completion of this course, participants will be familiar with the following: The main types of Financial Markets Recent developments in the Financial Markets Assets traded in the Financial markets Fundamentals of the assets traded and their economic impact Introduction to Fixed Income and Derivatives Trading simulation and portfolio management Overview of Exchange Traded Instruments



How Financial Markets Work

61

OverviewThe course introduces the history and development of the derivatives markets, workings of the futures, forward rate agreements, interest rate swaps and options markets, basic option strategies.

Content Highlights Historical development of derivatives Futures markets Forward rate agreements (FRAs) Interest rate Swaps (IRS) The options market: calls & puts Basic option strategies

ObjectivesUpon completion of this course, the participants will be able to understand: Futures, FRAs, IRS and Options and their trading practices. Types of Derivatives Forward markets: meaning, types of forwards with special emphasis on FRAs Futures markets: meaning, types of futures, difference between forward and futures Swaps: Plain vanilla interest rate swaps and currency swaps calculate and interpret payments on each Options market: Calls & Puts and pay-offs diagrams Basic option strategies



Derivatives - Level 1OverviewThis course provides participants with an understanding of the principles of the time value of money, the functions of interest rates with regard to money market instruments and use of interest rates and yield for investment decisions.

Content Highlights Explain the time value of money Describe the relationship between the forward rates and interest rates Recognize the main features of the basic types of cash money market Illustrate the principal advantages of short-term instruments Calculate the value of a discount-paying money market instruments and between Money Market (MM) basis and Bond basis Calculate the discount/yield rate on Treasury Bills, Certificates of Deposits and Commercial Papers Interest rate swaps and option pricing

ObjectivesUpon completion of this course, participants will be familiar with the following: History and features of money market The principles of time value of money The calculation of interest rate and money market instruments Use of interest rates and yield for investment decisions Fundamental concepts and yield curves Interest rate swaps and option pricing



Money Market & Interest Rate Calculations

63

OverviewThe course introduces the participants to trading rules, regulations and practices under the Securities Exchange Commission of basic derivative products; fixed income securities; fundamental and technical analysis.

Content Highlights Financial markets and instruments Securities trading and market implications Security analysis - macro economic factors, industry analysis, financial statement analysis, fundamental and technical Analyzes Derivatives - options, calls and puts, option strategies, hedging, mechanics of futures trading and hedging with futures

ObjectivesUpon completion of this course, the participants will: Have an understanding of the investment environment Be able to use industry, fundamental and technical Analyzes to identify stocks for investment decision Have an understanding of the macroeconomic phenomena for investment decisions Have an understanding of derivatives products and markets



Foundations of Investment AnalysisOverviewThe course offers an in-depth analysis of Interest Rate Swaps, Swap Derivatives, Exotic Options and Valuation of Derivatives. It introduces techniques to design and structure option strategies using options or volatility. This course also introduces the ‘Greeks’ and its analysis and interpretation.

Content Highlights Futures markets and contract Forward markets and contracts Swap markets and contracts Option markets and contracts

ObjectivesUpon completion of this course, the participants will: Have covered interest rate swaps and swap derivatives Know management of interest and currency risk management Have received in-depth coverage of the concept of volatility Have understood the various types of swaps used in the market Know market conventions and practice Have attained a better understanding of valuing derivatives



Derivatives - Level 2

65

OverviewThe course compares the types of pooled investment management products that are available investors. The following two readings cover portfolio risk and return measures and introduce modern portfolio theory and a quantitative framework for portfolio selection and asset pricing. The last subject focuses on the portfolio planning and construction process, including the development of an investment policy. This course begins with the basics of portfolio management process and gradually builds up into comprehensive topics like multi factor models and macroeconomic models. The course also discusses the practical application of portfolio models.

Content Highlights Introduction to the concept of a portfolio approach to investments The investment needs of various types of individual and institutional investors Organization and Functioning of Securities Markets Instruments: Understand ADRs, its various types and ETFs The concept of efficient capital markets and three forms of the efficient market hypothesis Security Valuation Bonds and Derivatives

ObjectivesUpon completion of this course, the participants will be able to: Understand Portfolio management process Observe the differences between active and passive portfolio management List key elements of the capital asset pricing model identify the major theories of portfolio management, including the efficient markets hypothesis, diversification and correlation, the efficient frontier, capital asset pricing model, and arbitrage pricing theory Discuss how diversifying a portfolio can reduce its risk. Explain how risk and return vary for different combinations of assets, leading to the development of the efficient frontier Explain how specific risk differs from market risk, as postulated by the capital asset pricing model Use various risk measures to build a portfolio balancing risk and return Identify the advantages, benefits, and risks of global investing and investing in emerging markets Recognize key alternative investments



Portfolio ManagementOverviewThis course discusses the various types of securities traded in the market, its features and terminology associated with the securities. The course also discusses the various types of valuation methods to ascertain the value of the securities.

Content Highlights Introduction Instruments Traded in Capital Markets Bond Valuation Stock Valuation Portfolio Analysis Introduction to Private Equity, Venture Capital and Hedge Funds Introduction to Asset Pricing Models

ObjectivesUpon completion of this course, the participants will be able to: To understand differentiating characteristics of basic financial assets: Stocks, bonds and preferred stock Understand the features of different types of bonds and their relevance in today’s markets Apply and interpret commonly used valuation tools for stocks Apply and interpret bond valuation techniques Understand the differences between straight bonds and bonds with embedded options Apply Binomial model for valuing bonds with embedded options



Asset Valuation

67

OverviewThe aim is to provide participants with knowledge of Asset Liability Management (ALM) process in banks. This course explains the process of ALM in banks and its importance, and gives the participants an overview of the risks faced by a bank in the context of day-to-day’s business environment and how ALM can be used by banks as a risk management tool.

Content Highlights Analyzing a bank’s balance sheet Various risks faced by a bank The concept of ALM in banks Risk management through ALM The Central Bank and the interest rate risk Term structure of interest rates The re-pricing model Maturity model Duration model Liquidity risk Liability-side liquidity risk Asset-side liquidity risk ALCO

ObjectivesOn successful completion of this course, participants will be able to: Learn to analyze management of both sides of balance sheet of a financial institution facing different risks Understand the relationship between central banks and interest rate fluctuations Identify different risks faced by a bank and know the different models used to measure risks in the ALM context Understand the different types of interest rates and their relationship to yield curve Solve re-pricing and maturity gaps



Asset Liability ManagementTREASURy, CAPITAL MARkETS AND ASSET MANAGEMENT <<

Technical Analysis

69

OverviewThis is an introductory course into technical analysis and its uses in the financial world. It aims to provide attendees with the basic tools used to read trends in the market. A good part of the course material will be used to look at the regional equity markets which are cash based and which are more difficult to read technically in the view of some market participants.

Content Highlights Introduction to technical analysis Instruments Traded in Capital Markets Aspects of market behavior and pattern analysis Speculative market behavior at support and resistance Bond Valuation Stock Valuation

ObjectivesUpon completion of this course, the participants will be able to: Read how markets function and the driving forces behind price moves Understand the various types of trends, how they develop, and how to project potential future price moves Apply the above on real time examples Understand some of the various technical tools used by chartists, moving averages, RSI, Momentum Indicators, and MACD Test the conventional and non-conventional uses of some of these technical indicators


OverviewThis course introduces participants to the basic concept and role of securities market including the trade life cycle and dynamics of the securities environment. It highlights the key features of market structure and trade execution in addition to trade Settlement and inventory management.

Content Highlights Introduction to the securities market Market participants and the drivers of trading activity Current themes and trends Exchanges vs. OTC Order vs. Quote-Driven Internalization & Intelligent Routing Order Types & Pricing Trading Systems The Importance of Trade Confirmation Communicating a Confirmation Communicating a Trade Instruction Settlement Agents Settlement Terminology & Types Position Management and Reporting Types of Position, Position Report Types & Communication of Reports

ObjectivesUpon completion of this course, the participants will be able to understand: Dynamics of the Securities Trading Environment Market Structure and Trade Execution Trade Confirmation, Instruction and Matching The Role of the Central Counterparty Statutory Regulatory Reporting Trade Settlement and Inventory Management What is a ‹Position›? The Importance of Position Management Trade Position and Accounting



Life Cycle of a Trade in Securities

71

OverviewInvestment and trading decisions are dominated by fundamental and technical analysis. As a result of the global crisis, the global economy is going through a major structural changes, international and regional, political relationships are not only changing but also is currently forming new base. Therefore, it is important to understand these changes that will continue to impact our investment and trading decisions. This important training course will enable delegates to understand these new relationships, analyze the new forming structure and seize the new concepts in investment and trading.

Content HighlightsFinancial Market & Instruments What are financial markets and why? What are these financial Instruments? Features, pricing, value under the new trends in financial markets. - Money market instrument - Capital market instruments How to invest in each type and why?

Combining technical & fundamental analysis to make Investment and trading decisions When, or at what conditions fundamental analysis dominate our decisions. When or at what conditions technical analysis play major role in investment and trading decisions. The extreme cases which violated the general concepts. How do we know if the good or bad news already have been discounted into the market price. How day trader would evaluate fundamental analysis and how trend follower would follow trends patterns. What is the best solution and why?

ObjectivesUpon completion of this course, the participants will be able to understand: Financial markets instruments Combining technical & fundamental analysis to make Investment and trading decisions



Trading & Investing in Financial Markets

OverviewThe main objective of the course is to highlight the importance of treasury operations department, its role and functions. It focuses on the understanding of how the transaction process management can be optimized and how to ensure that all funds flow in a timely and correct manner with all necessary documentation.

Content Highlights Functions of Treasury Department Treasury Funds Flow Front office structure Simple interest calculation Functions of Treasury Operations Dept Nostro/Vostro Accounts Life Cycle of a deal, Swift Messages, Payment Netting, Novation Netting, Close-Out Netting, Multi- Lateral Netting, CLS, Accounts Reconciliation, Functions of the Middle Office

ObjectivesUpon completion of this course, the participants will be able to: Describe the roles of dealers, brokers, operations officers, and middle office personnel Define SWIFT (Society for Worldwide Interbank Financial Telecommunication) messages types and the role of each message type Recognize the features of Netting Agreements and the reconciliation system Calculate settlement / close-out amounts of any financial instrument, the brokerage payment, reset/fixing rates and margins of Interest rate Swap



Treasury Operations - Level 1OverviewThis course goes in-depth about the back-office of a business and deals in all aspects of the settlements process. The proper documentation process for money market, derivatives and foreign exchange instruments are dealt with.

Content Highlights Risk management and controls Life cycle of a deal Payments and confirmations Derivatives and Money market instruments –settling process Foreign exchange – settlement process Market conventions Settlement and accounts, reconciliation procedures Documentation – key documentation issues and major types of agreements

ObjectivesUpon completion of this course, the participants will have knowledge of: The various settlement processes The concept of SWIFT, RTGS The concept of brokerage, outstanding nostro reconciliation The difference between bilateral and multilateral netting procedures



Treasury Operations - Level 2

73

Our ProgramsLeadership & Management

75

Executive & LeadershipExecutive Coaching 77Leadership for Tomorrow 78Transformational Leadership 79

Human ResourcesInterview Techniques 80Performance Evaluation 81Staff personal and professional development 82Effective Recruitment 83Developing a Competency Framework 84

Marketing & Sales Customer Relationship Management 85Developing a Marketing Strategy 86Delivering Customer Service Excellence 87Business Writing for Excellent Customer Communications 88Professional Telephone Techniques 89Business English Conversation 90

Management DevelopmentManagement Development Program 91Building a Dream Team 92Problem Solving & Decision Making 93Powerful Presentations 94Managing Meetings 95Effective Supervision 96Leading Change Management 97Managing Conflict 98Performance Management 99Measuring Goal Achievement (kPIs) 100Business Writing with Impact for Managers 101

Personal Development Setting and Achieving Successful Goals 102Creative and Critical Thinking 103Effective Communication Skills 104Time Management 105Stress Management 106Workplace Ethics: Professional Development 107

OverviewCoaching is an essential skill for leaders to develop in order to grow and expand the skills base, competencies and abilities of others so that organizational, departmental and individual performance can be improved. As a leader, one of your most important roles is to coach your people to do their best and achieve more. Effective coaching results in dynamic management processes and successful Management of strategic vision, as well as instilling in others a proactive response to overcoming challenges as they arise.

Content HighlightsThis course will enable leaders to develop their role in motivating and energizing people in order to achieve organizational and individual goals. Solution-focused coaching will facilitate the leader to drive change positively, and successfully engage others in the process.

Objectives Understanding the difference between coaching, mentoring and training Identifying the role of a coach as a facilitator of possibilities Choosing the best coaching approach The importance of maintaining motivation Building rapport and setting objectives with your coachees Establishing trust and respect Giving constructive and objective feedback to improve performance Driving change through coaching The Leader as a high performance coach


ExECUTIVE AND LEADERSHIP <<

Executive Coaching

77

OverviewThe importance of effective and agile leadership for organizational success in the fast paced and rapidly changing world of business cannot be underestimated. The leaders of tomorrow must have a wider range of skills, knowledge, competencies and awareness as never before, and must inspire a vision that others will want to follow.

Content HighlightsThis course facilitates leaders to craft and develop key skills and leadership attributes that will be required by organizations to set strategy and compete successfully in tomorrow’s global market places. There is no one particular leadership style which is suitable for all the different situations that tomorrow’s leader will have to deal with, and this course will demonstrate the importance of adopting and adapting positive leadership styles and techniques that leaders can apply in various contexts to drive their organization onwards.

Objectives Understanding leadership in context Developing your leadership profile Creating and communicating an inspiring vision for the future Building strong relationships with your people Leading through transnational boundaries and cross-cultural dynamics Driving delivery of the vision through troubled waters The importance of emotional intelligence Authentic and transformational leadership Becoming an Agile Leader for tomorrow’s world



Leadership for TomorrowOverviewModern organizations require more than a general leader : to compete in a global marketplace, leaders need to develop qualities of a transformational leader. A transformational leader is a model of integrity and sets clear goals with high expectations. He/she encourages others, provides support and recognition and inspires loyalty.

Content HighlightsParticipants will discover how transformational leaders create an inspiring vision of the future that others embrace and follow. To do this, a transformational leader has to build strong relationships with people, based on trust. Transformational leaders have to work with people of different cultural backgrounds, beliefs and values, negotiating different contexts and operating in multiple environments. Participants will develop knowledge of the characteristics of a transformational leader and how this model of leadership sets high expectations yet inspires great loyalty, motivating people to buy into the vision and achieve their goals.

Objectives Reviewing leadership theories Examining traits and behaviors of transformational leaders Empowering others Understanding the role of values and ethics Analysing ethical dilemmas and their solutions Using tools for setting transformational strategy Setting standards Visibility and self-discipline Leading across cultural diversity Delivering the vision of a transformational leader



Transformational Leadership

79

OverviewAn interview only offers you a short space of time in which to learn about candidates, evaluate their skills and competencies and reflect on whether they are the right person for a particular position or role. Every minute spent interviewing therefore needs to tell you something important about the person in front of you, and all the information you gather needs to be specific and relevant so that decisions can be made about the possibility of recruitment.

Content HighlightsParticipants will develop skills to conduct a professional and successful interview in a time effective and respectful manner. A good interview will leave the candidate feeling that he/she has presented him/herself in the best way possible and given the most appropriate information. An interview is also an opportunity to present the organization to potential new and valuable employees, therefore the interviewer has a role of representing and marketing the organization attractively to new candidates as a great place to work.

Objectives Preparing for the interview Establishing a fair and transparent interview process Success profiling Making the candidate feel at ease Developing professional interpersonal skills; verbal and non-verbal communication Asking different types of open questions to elicit specific information Probing, challenging, leading, defining and explaining during an interview Listening for clues and gathering information Requesting a response to hypothetical and controversial work situations Reflecting organizational values and answering questions Clarifying next steps in the interview process Giving interview feedback Writing your interview report


HUMAN RESOURCES <<

Interview TechniquesOverviewConducting a performance evaluation is often one of the most dreaded tasks of an HR professional or manager. A successful performance review is about giving and receiving feedback – not just criticizing some random areas of performance by a member of staff and is also an opportunity for the staff member concerned to talk about his/her professional development, setting goals for the future, and giving suggestions. When done in the right way and with good intentions, performance feedback can lead to performance greatness. Employees need to know what they are doing well, and not so well. What they are doing not so well, however, may in reality be a result of lack of resources or training, rather than poor performance, and this will be picked up by the performance evaluation process. In this way, HR professionals or Management can address the real issue and improve the employee’s performance as well as job satisfaction.

Content HighlightsPerformance evaluation requires an objective and honest examination of an individual’s performance and the degree to which performance is meeting organizational goals and objectives. Giving effective feedback is a skill and takes practice to build effectively. Feedback from a performance evaluation needs to be delivered back to the employee carefully and frequently to have an effective and long lasting positive result. Participants will examine how feedback should be given up, down and across the organization in order to successfully improve individual, as well as organizational, performance.

Objectives Giving feedback effectively as a positive constructive process and experience Being timely in your feedback Preparing comments and using ‘I’ statements Limiting your focus Questioning techniques Changing employee behaviors Providing specific suggestions PDP Planning for employees Motivating and rewarding performance Expanding the performance review process Establishing future expectations Diagnosing poor performance Dealing with poor performance Creating a Performance Improvement Plan Following up and following through


HUMAN RESOURCES <<

Performance Evaluation

81

OverviewLearning is a lifelong process of being ahead of change. One of the most challenging roles of an HR professional is teaching people how to learn. Developing the knowledge of others increases their value for the organization and also for their own future careers. Making time for professional development is essential for the success and competitiveness of an organization.

Content HighlightsParticipants will learn the importance of providing for continued professional development for staff within the organization. This starts by setting learning goals and objectives which are aligned to the organizational vision, and drawing up a training needs analysis which is incorporated into a personal and organization professional development plan.

Objectives The learning organization Setting learning goals Alignment of organizational strategy to learning goals Identifying obstacles Encouraging staff to make learning a habit Promoting self-directed learning Understanding learning styles Creating enthusiasm for learning Training needs analysis Scoping training Developing personal and professional development plans Keeping people happy and motivated


HUMAN RESOURCES <<

Staff personal and professional developmentOverviewIt can be challenging to find the best people to ‘fit’ your organization. In theory, recruitment should be simple – managers expect CVs to arrive and then sift through what they have received to find the best person. However, there is more to the process than simply picking out the best CV. It is difficult to know whether people who look wonderful on paper can really perform or work well within a team. The role of the HR professional is to ensure that the best people apply for the position; the right people in the right roles will be more productive and you will save time and resources by getting the hiring decision right the first time.

Content HighlightsParticipants will learn that recruiting effectively is a smart move for managers and that the more effort put into this process at the beginning through a structured recruitment process will result in greater organizational harmony and avoid wasted resources. This program will take participants through the complete recruitment process.

Objectives Taking action prior to recruitment Examining the types of roles to be filled Creating a complete job description Determining performance criteria Understanding your organizational values, goals and objectives Examining methods of recruitment Developing a ‘talent’ mindset Evaluating CVs Profiling an ‘ideal’ candidate Benchmarking CVs against desired qualities and qualifications Developing a short list


HUMAN RESOURCES <<

Effective Recruitment

83

OverviewA competency framework links company objectives and personal performance. Defining and measuring effectiveness is a critical part of a role as an HR professional. The challenge is knowing what to measure to give you accurate information. Some people think that qualifications are a good measurement, others think that personal characteristics and attitude are important, and some think that experience is key; however there is no model that can adequately describe what is an ideal set of behaviors and traits to successfully fill a particular role. Furthermore, there is no guarantee even if individuals possess all the skills, qualifications and attributes mentioned that they will perform effectively.

Content HighlightsParticipants will examine how to use ‘competencies’ to measure performance which are linked to organizational goals. Competencies are integrated knowledge, skills, judgment and attributes that people need in order to perform a job effectively and efficiently. Developing a framework of competencies for your organization will ensure that staff has sufficient expertise, that new staff will be recruited more effectively, performance can be evaluated more accurately, and skills gaps can be more easily addressed. Participants will design a competency framework which outlines specifically what people need to do to be effective in their roles, and clearly establish how roles relate to organizational goals and success.

Objectives Designing the principles of a competency framework Developing the framework Building the framework Identifying and naming competencies Implementing the framework Communicating the framework


HUMAN RESOURCES <<

Developing a Competency FrameworkOverviewEveryone is a customer to some extent. However, to build an excellent customer relationship and deliver outstanding customer service up, down, across and out of the organization requires more than a set of rules. It requires an attitude and mindset to place the customer as goal number one. Truly excellent customer service and managing a long term customer relationship is built on a real desire to exceed customer expectations, with great effort and energy involved in developing a long term mutually beneficial relationship which results in customer loyalty and total satisfaction.

Content HighlightsParticipants will evaluate different models of developing excellent customer relationships and will learn to map the customer experience of their organization or department: what it looks like from the outside, through the eyes of a customer. This will enable participants to reflect on and improve the current level of the provision of service through the development of an innovative value proposition to boost and develop an excellent and long term customer relationship.

Objectives Knowing and really understanding your customers' needs and wants Highlighting the role of feelings and behavior in building customer relationships Understanding your real idea, product or service : Your USP Analysis Identifying your customer expectations Mapping your Customer Experience Creating a great Value Proposition Working through the Buy-Sell Hierarchy Communicating the Benefits of Your Product, Service or Idea, Simply and Clearly Benchmarking your CRM model against competition and staying ahead Interacting with different customer profiles Handling customer complaints and feedback positively, politely and efficiently Measuring Customer Satisfaction and the Delivery of Quality Service Maintaining the relationships; how to keep customers coming back


MARkETING & SALES <<

Customer Relationship Management

85

OverviewThere is more to marketing than promoting the right product, in the right place, at the right time. It takes great effort, thought, understanding and planning to successfully market a product and service – and this is achieved through developing an effective marketing strategy.

Content HighlightsParticipants will review core questions that need to be answered in order to start developing a marketing strategy. There are many different approaches that can be taken to develop a marketing strategy, and these will be evaluated by participations. Various options will be examined and tools, frameworks and concepts that you can use to develop an effective marketing strategy will be examined.

Objectives Core questions to be answered The key elements of a marketing strategy The marketing mix and the 4 P’s of marketing Planning your strategy Knowing your product or service, identifying your customer Gathering objective knowledge & facts The Brand Pyramid Estimating Product Potential : Market Sizing, Market Segmentation Controlling the length of lifecycle phases Rolling out the marketing strategy Monitoring strategic direction Measuring the success of your strategy



Developing a Marketing StrategyOverviewFundamentals of customer service are essential to employees working on the ‘front line’ and dealing with clients or customers face-to-face on a daily basis. Delivering a positive customer experience results in happy customers who will return in the near future and who will recommend your services and products to others.

Content HighlightsParticipants will gain confidence in their customer service skills and improve their customer service delivery, understand the needs and behaviors of their customers, and provide a fast and efficient response. The customer care delivered by your company should reflect a positive and professional image of the organization, and ultimately add value by resulting in a competitive edge to your products and services.

Objectives Understanding your customer Benefits of delivering excellent customer service Knowing your product or service Creating Winning First Impressions Proactive customer service skills Verbal & Non-verbal communications Building trust and goodwill Exceeding customer expectations Managing difficult situations



Delivering Customer Service Excellence

87

OverviewIt is essential for organizations to project a positive and professional image of their product, goods or services they are marketing in order to effectively and powerfully promote them to customers – and also to attract new customers. This is achieved by selecting the appropriate communication channel for the message, and crafting the language and contents of your message in order to target and attract particular customer profiles who will remember your message.

Content HighlightsParticipants will discover how to craft messages and communications that customers will want to read and which inspire action. Business communication skills will be sharpened and principles of successful business writing applied in practice.

Objectives Understanding the principles of business communications Selecting the appropriate communication channel to get your message across Focusing on style, tone, format Crafting Powerful language Choosing the right language for Negotiating, Persuading, Influencing Theming your message; preparing and organizing Making your message unforgettable Addressing common errors Marketing and Advertising language: notices, customer letters, promotional offers Responding to complaints and apologizing Ensuring total quality customer satisfaction through your written communications



Business Writing for Excellent Customer Communications OverviewThe first contact that customers and clients most probably have with your organization is through the telephone – and there is never a second chance to make a first impression on callers who could be potential customers! The telephone is therefore an important marketing tool for business development and should reflect a professional image of your organization. During this workshop, participants will build essential communication skills for dealing with callers, and develop efficient and effective telephone techniques that will enhance your company’s reputation for excellence and lead to better business.

Content HighlightsParticipants will learn how to respond with confidence on the telephone when dealing with callers and understand the importance of developing excellent communication skills in order to effectively manage the telephone and successfully promote the organization. Participants will develop skills to efficiently handle all types of callers and enquiries by improving telephone techniques to create a professional image of both themselves and their company in the process. Emphasis will be made that the telephone is a critical marketing tool for a company’s success, and depends on your voice, words and excellent rapport established with the caller to achieve this.

Objectives Developing a Super-User Checklist Making an impression through your voice Actioning effective verbal communications; watch your words Putting a smile into your voice Making, receiving, transferring calls Taking messages Questioning techniques Telephone tips Handling upset callers Negotiating over the telephone Introducing a ‘My Company Way’ of managing the telephone



Professional Telephone Techniques

89

OverviewEnglish is the language of international business; unfortunately, many customers are lost and many deals are cancelled because of poor language skills which result in miscommunications and misunderstandings. This is frustrating and demotivating for the person communicating, it results in the organization losing marketing and sales opportunities, and creates a poor impression, as well as being time wasting and disappointing for the person trying to understand what is being said. However, effectively communicating verbally in English for business is a skill for non-native English language speakers that can be easily improved with practice, and is essential for communicating effectively in the work place.

Content HighlightsParticipants will gain confidence when communicating in English at work and develop specific language skills to manage different situations that will arise. Participants will improve overall fluency, pronunciation and focus, and practice giving accurate information in a professional manner. Interactive discussions will encourage participant expression and contribution. Communication skills will be honed so that the message can always be effectively understood by the receiver.

Objectives Comparing everyday language and the language of business Making ‘small talk’ Using common phrases that make a powerful impact Identifying the right vocabulary to use – and not use Choosing perfect phrases for different scenarios Influencing through your words Interacting with Business English : different styles for different situations Building confidence in fluency Common misunderstandings : how to avoid being ‘lost’ in translation Asking effective questions and being tactful Apologizing and managing complaints Making a good impression Practice makes perfect !



Business English ConversationOverviewGood management is the foundation of organizational success. To become a great manager who inspires teams to achieve, technical skills are not enough : an extensive range of management skill sets needs to be continuously developed. An effective manager’s goal should be to continuously improve these skills so that organizational objectives are achieved efficiently and effectively, performance is successfully directed and managed, and new challenges confidently, comfortably and knowledgeably confronted.

Content HighlightsParticipants will review the principles of management and an examination will be made of the traits of successful and proactive managers. Participants’ own management approaches will be reflected upon, and skills sets developed to achieve a balance of winning core competencies for organizational, departmental and individual success.

ObjectivesUpon completion of this course, the participants will be able to: Reviewing core principles of management in organizations Examining the profile of a successful Manager Thinking on your feet; being creative Understanding the Manager as a strategist Avoiding pitfalls of planning Making the right decisions Identifying and managing Resources Managing and motivating people Building a winning team Monitoring and measuring performance Communicating effectively Delegating the task, not the responsibility Dealing with conflict and problem solving Avoiding management mistakes Packing the Management toolbox Thinking about What’s Next?


MANAGEMENT DEVELOPMENT <<

Management Development Program

91

OverviewIt’s not easy to establish a high level of effectiveness when you’re putting together a new team or developing an existing one. Every member of a team brings unique strengths and skills to the group. Recognizing these skills and how they can contribute and complement each other so that everyone pulls in the same direction to achieve the team’s goals is a complex challenge for managers and team leaders. Managers need to focus in particular on selecting the right person for the right role, communicating clear team goals and tasks, and energizing the performance of the team as a whole to succeed.

Content HighlightsParticipants will learn how to create, develop, and motivate a cohesive, positive and productive team. The course will review key aspects of a dynamic team, and define what managers need to do to ensure that their team thrives and is successful. Some individuals are highly self-motivated as team members, while others need direction to perform: participants will gain an understanding of different individual needs to take into consideration when organizing and managing team players in a Dream Team.

ObjectivesUpon completion of this course, the participants will be able to: Identifying the components of a winning team Understanding the importance of different team roles Defining the principles of successful teamwork Examining the stages and processes of building a Dream Team Achieving team synergies Learning about ways to motivate the team for top team performance Communicating effectively with team members Improving group dynamics and solving common team problems Assigning and delegating tasks amongst team members Maximizing team happiness and productivity Being aware of the dangers of dysfunctional teams



Building a Dream TeamOverviewSuccessful organizations recognize that applying critical thinking and creative solutions to problems significantly enhance business potential. Problems are a part of everyday life, and being able to use creative problem solving skills is an important step in taking the right decision and selecting the right strategy for the way forward.

Content HighlightsIn this course, you will develop your skills as a critical ‘out of the box’ thinker and problem solver. You will be introduced to various tools and techniques to help you make successful decisions.

ObjectivesUpon completion of this course, the participants will be able to: Reviewing problem solving approaches Investigating the Root Cause of a problem Applying problem solving tools and techniques Conducting a Means-Ends Analysis Understanding Appreciative Inquiry and Productive Thinking Investigating different decision making models Choosing an option and making the ‘Go/No Go’ decision Examining different methods of improving decision making Avoiding bad decisions



Problem Solving & Decision Making

93

OverviewExcellent presenters are not born – they learn skills and techniques to increase their confidence and maximize their impact when presenting. Although some people are comfortable speaking to large audiences, most of us are not always well prepared to present or relaxed when on stage. This results in our message not always making an impact nor being understood and – worse – quickly forgotten : our voice is not ‘heard’. Making effective presentations in one form or another is an essential part of doing business and being able to make a difference. It is a key skill to develop in order to gain an influential role and is an essential competency in a leader.

Content HighlightsParticipants will learn the importance of all the elements that go into the mixture of a powerful presentation and gain confidence in presenting in a way that will ensure maximum impact.

ObjectivesUpon completion of this course, the participants will be able to understand: Understanding what your audience wants Preparing powerful content : Your Key Message Structuring your presentation Using resources and tools: tips and tricks for a Powerful Presentation Practicing presentation techniques Controlling nerves and overcoming performance anxiety Gaining confidence Using different communication styles for presentations ‘Hooking’ your audience : Be Remembered! Controlling your environment Developing your own unique presenting style Managing Q&A sessions and other challenging moments Perfecting your presentation style



Powerful PresentationsOverviewEffective meetings move objectives forward, information can be discussed by all members of the meeting in a transparent manner, decisions are taken which involve a consideration of everyone’s points of views, and all participants are left with a sense of accomplishment. Successful meetings prioritize time and points of importance, focus on the agenda of objectives and include all participants in the process. An unsuccessful meeting, however, leaves everyone feeling frustrated, thinking that it was a waste of time, unproductive, and that nothing was achieved. Managing a well-organized and efficient meeting will therefore gain you a reputation as a skillful and professional manager.

Content HighlightsParticipants will learn how to plan, structure, prepare, organize, order, execute and follow up an effective meeting. The importance of preparing a carefully mapped out agenda and the roles required of the members participating in a meeting will be examined. Essential communication skills necessary to manage a successful meeting will be examined.

ObjectivesUpon completion of this course, the participants will be able to: Determining the real objective of the meeting Setting the agenda Identifying participants to attend Organizing the meeting preparation Structuring and prioritizing time Controlling the flow of the meeting Satisfying participants Managing unhelpful participants Summarizing decisions and action points Recording Minutes of Meetings



Managing Meetings

95

OverviewDevelopment of supervisory skills is essential for aspiring managers. Supervisors need to multi-task on the move and fully understand corporate objectives, lead, delegate, communicate, motivate and build successful teams in order to achieve organizational goals through people and resources. Understanding and managing people is a core competency for an effective supervisor who can inspire, persuade and influence those around him/her to perform at their best.

Content HighlightsParticipants will develop a range of professional skills required to become effective and efficient supervisors who can successfully manage teams and individuals, as well as confidently deal with challenges and conflict that may occasionally arise.

Objectives Understanding organizational strategies, goals and expectations of performance Planning and managing resources to get the job done Improving interpersonal communications Driving a winning team : Form the team, tackle the task Motivating others to achieve goals Developing the art of emotional intelligence Effectively delegating tasks and setting deadlines Managing time and stress Leading the concept of Total Quality Service Making decisions and solving problems Managing meetings Developing Others : Mentoring and Training



Effective SupervisionOverviewModern organizations are constantly evolving and needing to adapt to national, regional, international and global forces. This requires a corporate culture which is flexible and adaptable in order to compete globally and succeed. Change Management is a structured approach for ensuring that transition so that change is implemented in a planned, thoroughly organized and smooth manner which results in a positive experience for all concerned. Change can take many forms, ranging from a simple process to a major overhaul of organizational strategy if an organization is to move ahead and succeed. Managers need to be able to confidently lead and implement many different types of change. This can be a challenging process for many managers, who are responsible for dismantling existing processes and then reconstructing in a different form.

Content HighlightsManagers have to be aware of how to successfully prepare and carry forward the stages of change management. Change does not happen in a vacuum; people are needed to make change happen, and the impact of effective change management will be examined from an organizational and an individual perspective. Change will mean introducing new ways of doing things, establishing new working relationships and redefining existing processes and procedures. Managers often encounter resistance and other responses to change when trying to disengage people from embedded behaviors, routines and processes: this course will facilitate change management so that managers can confidently deal with resistance to change and implement a smooth and successful transition.

Objectives Understanding the drivers of change Becoming a Change Agent Investigating change Evaluating models of change Planning Change Establishing a new culture towards change Gaining buy-in to change Overcoming resistance to change Communicating change Implementing Change – change models Unpacking a Change Management toolkit



Leading Change Management

97

OverviewDifferent people with different perspectives, motives, goals and needs, who are facing various stressors in their lives and approaching things in various ways, may sometimes come into conflict. If conflict is not managed skillfully, the consequences can be disastrous for the people involved as well as the organization. However, as long as conflict is resolved effectively, it can result in personal and professional growth, and increased harmony within the organization. By successfully managing conflict, you can also solve unexpected underlying problems and issues, and gain benefits that you may not have thought possible.

Content HighlightsParticipants will learn that resolving conflict requires being respectful of all view points and exercising patient, diplomatic problem-solving skills. Participants will gain awareness and understanding of different situations of potential conflict, and of different people’s perspectives of those situations. Participants will gain insight into strategies of approaching, mediating and resolving conflict in the workplace. Options for conflict management will be examined, and the rationale behind each option analyzed carefully prior to action being taken. The consequences of successful – and unsuccessful – conflict management will be highlighted.

Objectives Examining sources of conflict Understanding consequences of unresolved conflict Studying conflict styles and situations Developing skills of empathy and projection Reviewing the process of Conflict Resolution Adopting strategies for conflict resolution Finding Middle Ground for negotiation space and compromise Undertaking Negotiation and Mediation : The Win-Win objective Dealing with Emotions: Feelings: Behavior Resolving team conflict



Managing ConflictOverviewHow people perform is critical to organizational success : goals and targets cannot be achieved without managing performance, in particular people performance. A core concern for managers is how to go about evaluating the skills of staff members and the extent to which desired outcomes or objectives are being achieved – or not. Often, managers look at the hard data to see how well an employee is performing his or her duties. However, sometimes what is missing from this evaluation is whether the employee is actually doing the right thing in the right way to progress organizational goals. Various tools, such as Key Performance Indicators (KPIs) can help a manager measure and improve performance so that effective motivational feedback can be given to staff, and also to ensure that everyone is contributing in the appropriate way towards organizational success.

Content HighlightsParticipants will review the importance of defining and setting KPIs to manage performance, and understand how KPIs cascade within the organization. In this way, people’s work is aligned with corporate strategy, and achievements can be measured. Goals and objectives need to be defined and set, this may occur within a formal appraisal process, or as part of the professional development planning process. Participants will gain confidence in conducting effective performance appraisals and giving constructive, objective criticism and motivational feedback to staff. Used in the correct way, performance appraisals can assist the manager to build an open, positive, collaborative and collegial relationship with individual staff members. Managers will also be able to identify and act on problems and dissatisfaction before these become critical issues and a barrier to performance achievement.

Objectives Analyzing how individual action aligns to organizational vision and strategy Identifying appropriate tools to monitor and measure performance Applying the principles of KPIs to employee goals and performance Conducting effective Performance Appraisals Examining principles of HRM and HRD Focusing efforts in the right direction Establishing benchmarks for performance Being transparent and fair Giving feedback Motivating and rewarding Helping your people reach their potential : Professional Development Planning Eliminating barriers to successful performance



Performance Management

99

OverviewMystery still surrounds what counts as a justifiable measure of success, even though we know it is important to measure performance progress. How do we know if we are near to achieving our goals? What if we are not progressing? What measures of success can we use to know how we are doing? How are we doing compared to competition? Although goals may be achieved, little is usually done to implement improvement along the way to further improve successful practice.

Content HighlightsParticipants will evaluate different methodologies and tools for goal monitoring and measurement. In particular, the importance of identifying effective and accurate Key Performance Indicators (KPIs) will be highlighted in order for managers to accurately evaluate the journey towards success. KPIs are an important management decision making tool, and participants will learn how to make effective decisions and take positive action based on information gathered from a range of KPIs.

Objectives Understanding why we need to measure goals Identifying the things that matter for success: Critical Success Factors Defining the meaning of Performance Measures Cascading your goals : measuring Goal Outcomes as Accomplishments Making sure that measures are meaningful Measuring by objectives Getting to grips with Key Performance Indicators Describing Levels of Performance Interpreting measurements : making decisions and taking action Setting effective KPI’s : tools to use Successfully measuring goals : How to avoid mistakes



Measuring Goal Achievement (kPIs)OverviewManagers are required to communicate in particular ways but developing accurate, clear and specific writing techniques is essential. Information overload is everywhere around us, it is therefore critical that managers communicate quickly, clearly, concisely and effectively. Emails that read like a book can make important points seem invisible, badly constructed letters can be ambiguous and lead to misunderstandings if not correctly worded. Poorly written communications will lose business for your organization. Furthermore, people just don’t have time to read and reread what is written to make sure they understand – therefore what is written must have an immediate and predicted impact on the reader, and be absolutely understood.

Content HighlightsParticipants will focus on improving their business writing skills and making a powerful impact through their written communications. Participants will be taken through steps to confidently build and define their professional writing ‘voice’ in order to construct impressive and high quality written communications.

Objectives Identifying your reader Creating an Outlining and Maintaining Focus Building content and organizing information Selecting a format and structure Writing to inspire action Developing Style and Tone Staying objective : ABC : Accurate, Brief, Concise Presenting your case ‘Hooking’ the reader’s attention Proofreading and Editing Phrases and vocabularly for impact Common grammatical errors that cause confusion Writing in practice : Reports, Proposals, Business Letters, Emails, Policies & Procedures, Press Releases, Notices, Meeting Notes.



Business Writing with Impact for Managers

101

OverviewGoal setting is the fastest, and most effective, way to achieve success. However, not many of us know how to go about setting successful goals. Your goals should inspire you to perform better, provide focus, and are measurable. Creating vision and setting goals is a continuous and evolving process. Setting goals allows you to choose how you want to approach your work and move through your life. Some achievements can take years to plan and attain, while others can be completed in the course of a day. Taking that first step on your way to achieving goals can be challenging for many of us, yet essential. Once you have mastered how to set and achieve goals, you will feel satisfied, proud of your accomplishments, motivated, and become a creative thinker. You are on your way towards greater success!

Content HighlightsThis course will lead participants through the steps of planning, setting and achieving successful goals and objectives. Participants will be introduced to a range of goal setting strategies and techniques in order to plan, set and achieve successful goal that move both the individual and their organization forward in an effective way.

Objectives Thinking about why we need goals in our life and at work Reviewing the five principles of goal setting Being SMART : Understanding the Big Picture Chopping It Up : Breaking It Down – short, medium and long term goals Action Planning Dealing with challenges and common goal setting mistakes Getting Going : The Goal and Action Planning Process Thinking Outside the Box : Creative Goal Setting Applying the 4 Ps of successful goal setting : Positive, Personal, Possible, Prioritized Developing your Personal Goal Setting Toolkit


PERSONAL DEVELOPMENT <<

Setting and Achieving Successful GoalsOverviewThis two-day workshop will develop participants’ skills to think laterally and will provoke analytical, objective and critical thinking ‘Outside the Box’. Skills such as initiative taking, critical thinking, applying innovation and implementing a new and creative approach to problem solving are necessary in order to enhance efficiency, effectiveness and overall performance at work, and are key abilities and attributes critical to both business success and personal development.

Content HighlightsParticipants will explore the benefits of developing creative and critical thinking strategies, and will practice 20 techniques to generate new ideas and innovative solutions to problems. By viewing problems as opportunities for improvement, participants will appreciate that an attitude shift and a change in perception can lead to positive results and action for improvement.

Objectives Understanding the need for creativity and new ideas in the workplace Applying a creative frame of mind Examining approaches to creativity Differentiating between when to use Programed and when to use Lateral Thinking Recognizing and overcoming barriers to effective and creative thinking Finding solutions through creative processes Practicing different mind tools and techniques to develop creative thinking and solve problems



Creative and Critical Thinking

103

OverviewBeing able to communicate effectively is more than just what you say. We need to be able to make an immediate positive impact if we are going to be listened to and taken notice of. If your communications are confident and make a great impression, it is easier to get the results you want in your work and life. Strong and clear communication strategies will improve your personal presentation, your image, your listening skills, your message formulation, your delivery, and your effectiveness.

Content HighlightsParticipants will develop and practice the communication skills essential to make a positive and powerful impact, gain confidence in their communication style and improve their interpersonal encounters with others.

Objectives Looking at communication models Developing empathy in your communication style Designing the content of your message Building trust Adapting your communication style to the needs of others Positively influencing feedback Improving verbal and non-verbal communications Listening to what's said, what's unsaid, and how it's said Developing confidence and presence Giving balanced feedback Overcoming anxiety Avoiding barriers to effective communications



Effective Communication SkillsOverviewThis workshop will develop participants’ time management skills in order to become more effective and efficient, resulting in increased organization and productivity at work, an improved work/life balance and reduced stress.

Content HighlightsParticipants will examine how their time is currently utilized, and realize how much time is wasted. Time can be prioritized into what is urgent, versus what is important, and participants will practice techniques to log time in this way. Delegating, planning and decision making are also important components of time management and participants will be taken through exercises to develop these skills. Various time management tools will also be introduced that participants can apply and use at work in order to focus on achieving results rather than on being ‘busy’.

Objectives Reflecting on the importance of time management in order to achieve objectives Setting realistic SMART goals, objectives, targets and deadlines Understanding how time is wasted : Creating a time and activity log Differentiating between time users and time abusers Improving efficiency, effectiveness and productivity : organizing action programs and avoiding procrastination Planning work in an organized way to avoid stress Prioritizing, scheduling and managing the best use of time Controlling work-flow Making use of time management tools Delegating effectively : Know who, when and what to delegate to save time



Time Management

105

OverviewThis course focuses on the nature and causes of stress, and how to reduce the effects of stress which can impact our health, work and relationships. We experience stress when we feel that things are ‘out of control’ and we feel threatened. Many of us experience stress in life, whether this is in the short term from specific issues or challenges we are facing in our lives, or long-term stress from a high-pressure career. Positive and negative stress affects our lives; negative stress needs to be managed to avoid damaging consequences.

Content HighlightsDifferent people will respond to and cope with stress in different ways and in different situations; this workshop will look at factors which cause symptoms of stress, and ways to recognize and manage stressors in our lives.

Objectives Understanding different types of stress Examining stressors and symptoms of stress Evaluating approaches to stress management : action approaches, emotion-oriented approaches and acceptance approaches Developing coping mechanisms and defenses against stress Managing boundaries Restructuring unhelpful thinking patterns and behaviors Avoiding burnout Implementing techniques and strategies to successfully manage stress Achieving balance



Stress ManagementOverviewNew entrants to the workplace are required to demonstrate an appropriate ethos towards work on which they can build their career and their future. Understanding work ethics and the adapting to the culture of the workplace needs to be achieved in order to develop professional skills and become an effective and responsible employee. Employees exhibiting characteristics of good work ethics are more likely to be selected for promotion, given more responsibility and build a rewarding professional career.

Content HighlightsParticipants will learn about the skills, competencies and positive behaviors that will make them stand out and be noticed in the workplace. Protocol at work will be examined, and participants will examine the workplace values that need to be demonstrated for successful performance at work.

Objectives Understanding the vision and mission of an organization Knowing where you are in the organizational hierarchy Clarifying expectations of performance Being accountable, responsible and reliable Managing your time and meeting deadlines Interacting with others at work Becoming a dependable team member Demonstrating respect and a positive attitude Preparing for your performance appraisal Complying with rules, regulations, policies and procedures Making decisions and solving workplace problems Thinking about career planning : Your personal and professional development plan



Workplace Ethics: Professional Development

107

Court of Crown Prince ........................ BahrainMinistry of Finance ........................ BahrainBahrain Bourse ........................ BahrainAhli United Bank ........................ BahrainBahrain Development Bank ........................ BahrainBahrain Islamic Bank ........................ BahrainBBK ........................ BahrainBMI Bank ........................ BahrainCrediMax ........................ BahrainGulf International Bank ........................ BahrainIthmaar Bank ........................ BahrainKhaleeji Commercial Bank ........................ BahrainLiquidity Management Centre ........................ BahrainOsool Asset Management ........................ BahrainTadhamon Capital ........................ BahrainT’azur Islamic Insurance Company ........................ BahrainThe Arab Investment Company ........................ BahrainThe Family Office ........................ BahrainVenture Capital Bank ........................ BahrainKuwait Investment Authority ........................ KuwaitKuwait Stock Exchange ........................ KuwaitInternational Turnkey Systems ........................ KuwaitBankMuscat ........................ OmanQatar Finance and Business Academy ........................ QatarQatar Financial Center Authority ........................ QatarQatar Central Bank ........................ QatarQatar Investment Authority ........................ QatarMinistry of Finance ........................ QatarAlKhaliji Commercial Bank ........................ QatarQatar International Islamic Bank ........................ QatarQatar Islamic Bank ........................ QatarQatar National Bank ........................ QatarQatar Exchange ........................ QatarIslamic Development Bank ........................ K.S.A National Bank of Abu Dhabi ........................ U.A.E

Our Clients include a list of respective organizations in the GCC countries from government organizations, financial institutions, and other international companies. A sample of them is listed below:

Address: Business Bay Tower , 19th floor, Building 3232, Road 4654, Al Seef area / Sea Front 346, Manama

P.O.Box 13411 | Tel +973 36 777 186 | [email protected] | www.skills-me.com

Kingdom of Bahrain

Our regional clients:

109

Contact us

Sheikh Khalifa bin Salman Highway

City Center Mall

to Seef MallSkills O�ce

Our clients

Manama

Kuwait

Doha Dubai

Abu Dhabi

Jeddah

Muscat

,

Tel +973 36 777 186 | P.O.Box 13411 | Kingdom of Bahrain

[email protected]