2005 CFO Outlook: Bullish On Economy, Less Optimistic About Manufacturing Sector
By Jeffrey Wilson, Senior Vice President, Bank of America Business Capital While chief financial officers of U.S. manufacturing companies are optimistic that the economy will continue to expand over the next year, their outlook for the U.S. manufacturing sector is less upbeat. So says the seventh annual “Survey of Manufacturing Company CFOs,” commissioned by Bank of America Business Capital. (Ref # IND058)

Basel II & You: Perfect Together? Perhaps Not If You're an Institutional ABL
By Michael J. Bedore, Vice President & Head of ABL, PB Capital Corp
Once the domain of cerebral risk management departments in far away cities, the Basel II capital rules will soon come home to roost. And, the impact of Basel II will be particularly hard felt by the asset-based lending community, which typically caters to perceived “high risk” stressed and distressed borrowers. (Ref # IND059)

Asset-Based Lending to Retailers:
Looking Back at 2004, Forward to 2005
By Ward Mooney, President, Bank of America Retail Finance Group
By the end of last year, asset-based lending to retailers had evolved into the world of capital markets, and the structure was being explored by a widerange of sophisticated borrowers. In 2005, the product that began as a struggle for lenders, and clients, is now a preferred alternative to cash flow unsecured structure in many new retail financings. (Ref # RETAIL008)

Integrity & Unselfishness… Imperative Traits for Developing True Leadership
By Jay Holmes, Managing Director, Overlord School of Leadership
From Napoleon Bonaparte to Harry Truman, leaders throughout the ages have had a great deal to say on the topic of leadership. And certainly, in the commercial finance industry, we’ve seen managers who are persuasive, make decisions, display optimism and initiative, but are they real leaders? The following article explores the importance of integrity and unselfishness as two imperative traits in developing leadership in oneself and others. (Ref # CARM005)

Speaking of Dilution… A Guide to Dilution Analysis & Receivable Statistics (Part II)
By Joseph R. Caplan, President, Clear Choice Seminars
One of the most hotly debated areas of asset-based lending field exams is dilution and the related data stemming from the calculation of receivable roll-forward data, often called AR Stats. Bar-room level fights? Perhaps not, but business development officers and borrowers have pounded their fists in protest of the results and have been humbled by the findings. (Ref # CRD019, GEN007)

Columns

FINE TUNING
Making the Room Hum With Anticipation… Conversational Style Translates Into Powerful Presentations
By John Miers, Chairman, Black Isle Consultants
You already know what it takes to have a great conversation.Transfer those skills to your negotiations, and you’ll have clients, creditors and finance partners eagerly anticipating your next presentation. (Ref # CARM004)

TURNAROUND CORNER
Without the Right Amount of Human Capital - You'll Never Have Enough Working Capital
By Michael Semanco, President & COO, Hennessey Capital
Finding, developing and managing valuable characteristics in existing and new personnel is one of the most rewarding initiatives a turnaround manager will undertake. Accomplishing this lays the groundwork for success. Doing it unsuccessfully usually will be the precursor to failure.
(Ref # TM032)

A PROFILE OF SUCCESS
Delivering "One CIT" Through a Vertical Industry Strategy
A Profile of Rick Wolfert, Vice Chairman, CIT Group / Commercial Finance
When Rick Wolfert was presented with the chance to assume the role of vice chairman for CIT’s Commercial Finance division, he recognized it as a unique opportunity to join CIT at an exciting time in its history. In the following profile, Rick enthusiastically shares the possibilities for CIT’s future growth and his vision for taking the nearly century-old finance company to the next level.
(Ref # EXEC021)

SURVIVING SCRUTINY
The "Frauditor"… Providing Peace of Mind, Addressing Fraud Reporting Risks
By William Fischer, Partner, GRASSI & Co.
The next time a field examination is required for a new loan or a troubled loan needs additional monitoring, consider your auditor’s experience as it relates to fraud detection. The additional cost of hiring a seasoned frauditor can substantially reduce the loan risk and give the financial institution peace of mind that fraud reporting risks are being properly addressed. (Ref # FRD011)

LEGAL EYES
Don't Give Up: Getting Claims Paid in Mid-Market Bankruptcy
By Patrick M. Jones, Esquire, Lord Bissell & Brook LLP
Creditors with significant claims against a bankrupt company give up too often, too early.The generally accepted view is that client bankruptcies are the price of doing business and that bankruptcy is a dead end for creditors.When a mid-market firm files for bankruptcy protection, however, there are often opportunities to recoup a significant percentage of a claim... if you know where to look. (Ref # LGL041)