SO YOU WANT TO BE A COMMERCIAL LENDER?.

LaSalle Bank LaSalle Bank is one of the Midwest’s largest banks nOver $52 billion in assets nOver 7,500 employees n2001earnings marked the 18 th consecutive year of earnings growth nFull product lines for commercial and retail clients

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

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

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

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

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

Commercial Lender Training Program nCommitted to recruiting, retaining, and rewarding the best employees nTraining programs designed for new college graduates nApproximately hires to start in 2003 Commercial Lender Training Program is located in Chicago

n18-24 months in length nWill build a solid understanding of credit analysis nIntended to prepare analysts for a career as a LaSalle Commercial Lender Commercial Lender Training Program

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

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

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

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

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

Commercial Lenders wear many hats nLender nRelationship Manager nFinancial Consultant

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

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

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

nMarketing and client entertainment is an increasing part of the responsibility as you climb the Commercial Lending ladder nTakes more of your time, but can be a lot of fun!!