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Financial analysis for everyone's understanding, volume II. Bank fraud attempts, Sales and risk team performance management - Cosmin Baiu

Financial analysis for everyone's understanding, volume II. Bank fraud attempts, Sales and risk team performance management - Cosmin Baiu

Name: Financial analysis for everyone/'s understanding, volume II. Bank fraud attempts, Sales and risk team performance management - Cosmin Baiu
Brand: Editura Evrika
SKU: 9786069457276
Price: 35.70 RON
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Publisher: Evrika

Author: Cosmin Baiu

Publisher year: 2019

Pages: 220

ISBN: 978-606-94572-7-6

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What is financial analysis and what is the philosophy behind this profession?
What are the techniques for early detection of bank fraud attempts?
What are the 10 qualities of an ideal manager and, especially, what are the consequences of practicing a rudimentary or psychopathic management?
What are the steps that a Sales Director must follow in order to achieve performance in only 6 months from taking the position?
How to effectively manage a team in the Back-Office area (Operations, Risk, Financial-Accounting)?

This volume aims to address and answer all these questions, as well as many others, using a direct, pragmatic, result-oriented approach:

• 10 complex case studies on bank fraud, written in the form of "hard boiled" police stories, in which there are many upheavals and black humor
• Dozens of examples and case studies on commercial, risk and executive management, resulting directly from the author's experience
• Effective managerial techniques and approaches, which guarantee obtaining performance in the first months after application

COSMIN BAIU, MBA, has over 20 years of experience in the financial-banking field, working exclusively in top banking companies in Europe. He has held and holds multiple executive management positions (Credit Director, Corporate & Retail Sales Director, Executive Director), being a member of several Credit Committees. His multiple experiences in different areas, which combine the activity of credit risk analysis with the activity of selling retail and corporate financial products, leading with exceptional results of large teams, allow him an overview, unique, of the financial world. banking.
The first volume, entitled "Financial Analysis for EVERYONE", Evrika Publishing House, 2018, recorded record sales, both nationally and internationally, being read primarily by business people who want to better understand the intimate springs of the financial statements, as well as the dramatic improvement of the communication in the relationship with the Financiers.

This volume made by Cosmin Baiu continues the bestseller "Financial analysis for everyone", being a real introductory guide for all those who work in the financial-banking field and especially for those who work in the area of risk analysis or pursue careers managerial.
Dedicated to capturing the mechanisms involved and the complex forms that banking fraud attempts can take, as well as the challenges posed by risk analysis and sales and risk team performance management, this book is a sample of erudition and professional experience. and, at the same time, of altruism and pedagogical talent that can be used only by an author with a rich practical experience and an excellent theoretical knowledge, but also with a high degree of understanding of the world, and of the human condition in particular, springing from his own cultivation. appetizing for mastering the values of universal culture, as it turns out to be Cosmin Baiu.

In this sense, the book is written in a way that pleases the reader and also encourages him to think, to participate in discovering the action and details, the author using a dynamic style, but familiar, friendly and, we could say, even generous sharing information, seeking to complicate the reader of the volume, to approach the model established by the great masters of the detective novel such as Conan Doyle, Agatha Christie or Raymond Chandler, who share the reader in the detective approach of elucidating the mystery and revealing the murderer. Thus, the book abounds in practical examples detached and adapted, in order to be easily accessible to the reader, from the vast professional experience of the author, acquired in the over 20 years of activity in the field of reference, in each case presented the author inviting the one who reads to accompany him in the analytical approach, to team up with him, sharing the dilemmas and questions that arise, the way of noticing significant details, but also the feelings and feelings that try him along the way, in the interaction with others.

Beyond all these exceptional features, this volume is characterized by a special logical-structural coherence, which culminates with an Epilogue designed to open the reader's eyes and mind on what matters, what is really important in life and, especially, the fact that time flows, does not stand still, and what is not done in time or remains lost forever. Using reverse psychology, on the "not so" model, to be as suggestive as possible, the author comes to capture at the end of the book the importance of achieving harmony and balance between professional and private life to preserve human mental and physical health, but and for development The appearance of a harmonious character, emphasizing the overwhelming and destructive power that the mirage of competition and the irrational development of a professional career can have on the individual where the man and the relationship with others end up not mattering, and personal life practically does not exist. Through this unique way of "assembling" the book, the author transcends the professional field that consecrated him and the specialized public, offering a deep and useful reading to any reader, any young person at the beginning of the road, any man passionate and concerned with life and purpose. to this, revealing as if from the perspective of the past through many the fact that “desires deceive us, time betrays us, and death laughs at our worries. Life means torment! ”, If you lose your way, we would add, in the spirit of the message sent by the author, to this butade with universal value, dating from the medieval period.
Mihai-Bogdan MARIAN

Financial analysis for everyone's understanding, volume II. Bank fraud attempts, Sales and risk team performance management - Cosmin Baiu
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Cosmin BAIU has extensive experience in the economic field. He has been working for over 20 years in top banking companies in Europe, occupying multiple executive management positions, including that of a member of several credit committees. He has an experience that combines the activity of credit risk analysis with the activity of selling retail and corporate products, which allows him an overview, unique, of the financial-banking world.

DISCLAIMER / 7
Instead of Introduction / 9

PART I. ATTEMPTES OF BANKING FRAUD: 10 COMPLEX CASE STUDIES / 17
Case study 1. In the spotted pig / 23
Case study 2. An ingenious real estate developer / 30
Case study 3. The carousel of horror / 41
Case Study 4. The Imposter Always Lies Twice / 50
Case study 5. From nothing, nothing… from sea to sea! / 59
Case study 6. Financing nothing / 73
Case study 7. The online monster / 80
Case study 8. With eyes wide closed / 92
Case study 9. High class fashion / 103
Case study 10. The two hospitals / 111

PART II. PERFORMANCE MANAGEMENT / 124
The qualities of the ideal manager / 130
Calm and ability to delegate / 132
Ability to make decisions / 141
Firmness and consistency / 145
Short, medium and long term vision and strategy / 149
Proven, accepted and respected experience / 154
Diverse general culture, knowledge from eclectic fields / 156
Support given to the team, especially in difficult moments / 161
Sustained work, at least At the level provided by each individual member of the team / 164
Permanent improvement of the working environment, of the operational processes, digitization / 166
Care for every successful member of the team, lack of empathy for any weak and frivolous element / 169

Sales team performance management / 175
Affirming the role of leader in front of the team / 183
Defining a competitive range of products and services / 187
Organization of the sales team / 191
Personalized training and consulting offered to each team member / 192
Adoption of the mechanism of delegation and sub-delegation of competencies / 195

Performance management of support teams / 198
Affirming the role of leader in front of the team / 200
Defining technical / operational constraints and identifying solutions / 204
Organizing the operational team. Delegation and sub-delegation of own competences / 206
Personalized training and consulting offered to each member of the team / 208
AXIOMES OF THE CORPORATE WORLD / 212
EPILOG / 214

DISCLAIMER

The case studies, figures and examples presented in this volume are fictitious, created especially to highlight, to simulate situations that can be encountered in real life.

This book has a purely educational role, that of preparing analysts, sales people and managers - regardless of their field of activity - to successfully deal with the complex economic situations that may be encountered in practice.

The volume follows the work "Financial Analysis on the Understanding of EVERYONE", EVRIKA Publishing House, 2018. There we presented the basics of financial analysis, with over 50 case studies of moderate complexity, here we approach the topics at a completely different level. That is why I recommend the reader to read both books, which were intended to be read together, from conception.

I remained consistent with my initial idea, namely to make it possible to read these two volumes for anyone interested in the philosophy of finance and management, regardless of the level of training, experience or field of activity. Financial analysis and management are two sciences in which instinct has a primary role, and this quality, this "6th sense", develops, sharpens and refines only through practical experience.

Figures, formulas and calculations should never go beyond instinct, critical thinking and experience, because they alone can blind you! Beginner or non-vocational analysts and managers worship formulas, worship them, because they have nothing else to help them make the right decision, they are simply lost in front of the unknown. On the contrary, for the experienced, the formulas are the support of decisions and nothing more, just as for a surgeon the patient's blood tests are only the premise of a diagnosis, not the solution or cure!

Thus, a project can be rejected or declared fraudulent without putting the pen on paper or making a simple calculation, based only on instinct and experience - and I set out to talk about these things in this book.

Abbreviations used KEUR - thousand EURO
MEUR - million EURO

Instead of Introduction

The sun's rays penetrate the half-open window and caress your face. You open your eyes for a moment and smile, because you know it's a beautiful late spring morning. You may remember the last vacation, the sea breeze on the beach at 09:00, the clear sound of the waves lazily breaking from the shore, the shells thrown at random on the sand, but forming exactly the model that your rested mind and he wants.

A bad thought creeps into your mind: this is not a pillow in a hotel room or a villa on the beach, but it is your own pillow at home. and as one bad idea leads to another, you suddenly realize that you are actually in your bed, in your bedroom, in your normal life… and it is not even a Friday or Saturday, but it is even Monday, and the suit is waiting for you suspended in which, swaying slowly, inexplicably, like the legs of a hanged man in the wind, at the entrance to a medieval port.

The phone on the bedside table starts vibrating continuously, as the emails enter one after the other. You remember with regret that it is almost the end of the month and you failed to finance more than 500,000 EUR, well below the monthly target, somewhere at 40%! Your heart beats hard in your chest and you feel the tension increase. How to proceed, what to do, to be able to give at least EUR 500,000 by Friday! You remember in your mind the files with some chances of success: two files blocked at the Analysis, where all kinds of questions come that never seem to end, three files at work at Operations, for drafting contracts and a lot of prospective clients that you have to call them daily to get them to borrow faster. Everyone - from colleagues to clients - speaks condescendingly or ugly: you are missing a piece of paper from the file, you have not read a document properly, you have not arrived on time for a meeting! Everyone is unhappy, and in the meantime you have received the gift of constantly asking for "thousands of apologies!".

"Okay, let's calm down, let's see: meeting at 10 with client A, right at the other end of town." The guy is frivolous, he keeps sending me offers from the competition, with lower and lower costs, I think he uses me as bait, but I can't help but go, I don't have a better one in the pipeline now. At the 12th meeting with that construction company, on the belt, there is a dust there that you rarely meet! The 15… ”

You are interrupted by daydreaming by the insistence with which the phone continues to vibrate. Even if you don't want to, you can't resist the temptation and turn on its screen: twenty-five emails! New and new risk questions, which you will read later, on the way to the prospects, some two messages from angry clients, who send you that they regret the fact that they ever knew you, you and the institution you represent. : „… And I will have gray let me tell all my friends about the systematic way you make fun of customers! I answered all your possible and impossible questions and here, after 2 months, I don't see the much promised loan! ”.

Sales meeting at 9:00! From the title of the email and the anger of the message, you understand that it will be a stormy meeting, in which you will burst into tears again or you will reach the threshold of resignation! Yes, you have motivated so far that it is a weak market, that customers are much more reluctant to owe more, given that the media is bombarding them with the imminence of a new crisis. For a while, you escaped by providing concrete evidence that competing banks were dumping prices far below what your institution can offer, but the boss no longer seems willing to accept any motivation for poor sales results. He is bad with the budget and knows that it is very possible that next spring he will not be caught in the company, he will be fired. and, although he is not necessarily a bad man, he feels cornered and bites his subordinates, he is probably already thinking "either they leave, or I… but better them…".

Wear the expensive suit, which cost you half your salary, because, well, you can't go to customers in a T-shirt, and focus on a few ideas that can be an apology speech at the meeting. After all, you work 10 hours a day continuously, you give up your personal life, you have dark circles on your eyes, high blood pressure, and your hair has fallen from your head on a nervous background. You don't even sleep well, because every night you remember, in the dark, every single file, in the hope that - even in one of the 12 months - you will be able to achieve your allocated budget. Yes, you know that there are colleagues who have smaller budgets, an easier life, because they are the lovers of some of the company, but you never wanted to follow this path. In the meantime you forgot even why you chose the hard way, even the morality disappeared under the commercial pressure coming from above.

You look in the mirror for a moment and quickly look back. The image of a panicked, defeated person, with the corners of his mouth pulled down, dark circles and sparse, sweaty hair. A premature old man, burdened with worries and without any joy in life.

You try to get rid of these thoughts and you finally succeed, in front of a cup of coffee that you stare at without seeing it, in fact without realizing that you are in the kitchen, in your new home, taken on credit or in the life that flows parsively, next to you.

An hour later, the meeting began, in the faint rumble of coffee cups and paper pens:
This is no longer possible, dear ones, the boss starts in a calm tone.

The employees look up for a moment, slightly surprised by his calm tone, but seeing his eyes injected with hatred, they immediately look away.

Due to incompetents and lazy people like you, this company fails to reach its potential. Incompetent and lazy, that is, people who do not have a work ethic or are not intellectually capable of delivering what they have promised and assumed!

The boss looks at everyone's face, waiting for a reaction to the avalanche of insults he has just poured. He claps contentedly when he sees only heads bowed. His mistress leaps into her chair and tries a pale smile. He looks at his nails with varnish on the weekend with a strange intensity, as if now he sees them for the first time. She blushes more than her nails and coughs a few times, attracting the boss's attention.

You can retire, he apologizes with a serious but firm hand. I know, you told me you weren't feeling well…
The others cast venomous glances at her, laden with helpless hatred. Everyone knows that the boss just passed a big transaction, which solved his budget for the whole quarter.

Let's get back to our problems now… tell me the pipeline, what we have on the pipe, the completed transactions and the visits scheduled for the current week. In detail, together with explanations regarding the pathetic way we find ourselves with the budget…

Two hours later, with tears in your eyes, you apologize and run to the car. He let you leave with difficulty, motivated by participating in the scheduled meeting. On the way you call the client with the meeting at 10, which you have already missed and you start to apologize in a trembling voice, trying to mask the tears that flow down your cheeks and enter your mouth.

"You are weak and incompetent!", Declares the sententious client. "I was waiting for you, I was about to decide to finally go with you, to take the financing… you are a big disappointment, what more can I say…". "I apologize a thousand times," you say, but you understand that you're talking on the phone alone.

You drive like crazy through traffic, with a ravaged mind, trying to understand how you got into this damn situation, this perfect trap, and especially what is the solution to get out IF there is a way out!

* * *

This was a possible morning in the life of a salesman, the man most analysts say And financiers hate him and despise him, because he doesn't seem to know anything about the file he is proposing or approving. He doesn't know anything more than his turnover and profit, he seems to be running crazy on the phone with his phone hanging around his neck, looking extremely stressed and aging for his age.
Let's see another morning in the life of a financial analyst, just for the sake of comparison ...

* * *