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VAT IT have spent two decades identifying, researching and perfecting the foreign VAT Reclaim process and built the best back end technology in the industry. By partnering with Euromoney Learning, we can provide you with a fast and effective way to reclaim your VAT which helps reduce the cost of your training.

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Masterclass in Trade Finance Solutions

Understand the role that Trade plays in helping clients grow business with our flexible and engaging Masterclass
  • Join a cohort of ambitious learners with our fully online, self-paced certificate programmes

    Led by industry experts in a modern, engaging and flexible format, these 4-6-week intensive programmes are design to develop real expertise, challenge your thinking, and build confidence. Built using our social learning platform, the Euromoney Masterclasses consist of weekly on-demand lessons with intermittent live interactive classes/Q&As with a Euromoney subject matter expert to discuss the latest modules and reinforce key takeaways.



    Learning Objectives


    The Masterclass in Trade Finance Solutions de-mystifies the Trade Finance market to give you a better understanding the role that Trade plays in helping clients do more business using traditional products. We will explain in a simple and logical manner the core documentary and open account Trade products, including their individual features and benefits.

    In this highly practical programme, you will learn how to identify intrinsic risks in potential transactions and explain how these might be mitigated using tools and practices supported by example market transactions and exercises. You will also become familiar with the sometimes-complex language and terminology surrounding Trade.

    After completing the Masterclass, you will be better equipped to spot opportunities to write well-structured, lower risk Trade Finance business. As a result, you should develop a deeper understanding of your customer’s requirements and elevate your position to that of trusted advisor.

    Target Audience

    This Masterclass is designed for participants of all levels from entry up to mid-management, and due to the broad nature of the course and the trainer’s experience will also be relevant for those in more senior roles looking to expand their product knowledge:

    • Those with 0-3yrs experience in Sales and/or Product Management in Trade
    • Corporate Relationship Officers/Managers/Directors
    • Credit officers/Managers
    • Compliance officers/Managers
    • Risk officers/Managers

    Case Studies


    The following example case studies and exercises will be employed through the programme to reinforce key learning points, although others may be substituted depending upon experience and requirements of the group:


    • How to construct a Trade Cycle Analysis to determine understanding and Facility requirements
    • Needle Pack International – simple import facility
    • Trader Limited an International import/export company
    • Understanding the appropriate Incoterm and why companies might have certain preferences
    • Expansion Company - Guarantee request from a Global corporate
    • Desk maker – simple CID facility
    • Airplane parts – to determine the most appropriate open account product
    • Hairy Haulier – complex open account facility
    • Liverpool Football company, purchase facility
    • Structured Trade and Commodity Finance structures
          o Energy Petroleum Limited, Import structure plus potential Receivables opportunity
          o Taipan Hong Kong Trading Company – multi faceted structure involving Tolling

    • Tastee Products – case study with multiple solution and product sale opportunities designed to demonstrate practical application of the learning



    The Masterclass Learning Experience
    • Introductory videos from Simon Enticknap and fellow participants
    • On-demand videos covering each module, pre-recorded by Simon Enticknap
    • Weekly live virtual training sessions with Simon Enticknap
    • Module slides available for download
    • Curated content and resources
    • Practical group and individual exercises during and outside of the live sessions
    • Group discussions moderated by Simon Enticknap via our social learning platform
    • Participant-generated content for peer-to-peer learning and networking
    • Real-life interactive case studies
    • Quizzes, polls, interactive flipcharts and collaboration tools
    • Ongoing coaching and feedback from Simon Enticknap
    • ‘Office Hours’ - Voluntary Q&A sessions with Simon Enticknap


    Note - A good level of spoken and written English is required to attend this course. Delegates should be of an intermediate standard in English at a minimum. Please refer to the Common European Framework of Reference for Languages - as a guide the level required is B2.


  • Start Date - 28th July 2020 

    Delegates wishing to take this course will receive their access from the date above.   Materials will be provided on Euromoney's Social Learning platform, and will be a mix of weekly on-demand lessons with intermittent live interactive classes/Q&As with Euromoney Faculty to discuss the latest modules and reinforce key takeaways.    

    The course is designed to be primarily self-paced, but allows participants to meet and collaborate with fellow participants, learn from and speak to expert faculty, and access a wealth of learning materials.   



    Module 1 – The Fundamentals of Trade

    By the end of this module, you will be able to confidently explain the basic drivers of trade and identify the key motivators and risks from an importer, exporter and financier’s perspective.

    Learning outcomes

    • Why do Countries/Companies Trade
    • What are the barriers to trade?
    • What are Exporters looking for?
    • What are Importers looking for?

    • Impact of International versus Domestic trade



    Module 2 – Trade Cycle Analysis and Basic Documentary Trade Products

    By the end of this module, you will understand the main questions to ask and elements that need to be understood to be able to successfully draw up a Trade Cycle analysis and demonstrate an in depth understanding of a client’s true trade Finance requirements. We will start to introduce some of the Trade Finance products that form the building blocks in any banks Trade armoury

    Learning outcomes

    • Trade Cycle Analysis
    • Documentary Collections
    • Basic Letters of Credit

    Module 3 – Documentation, Contracts, cross border settlements and additional risks to consider

    By the end of this module, you will be able to outline the key documents seen in trade transactions, their role and relative value to buyers, sellers, and financiers. We will also consider the role that Country risk plays in influencing payments.

    Learning outcomes

    • Commercial contract vs Documents used in International Trade
    • Fundamentals of cross border payments and correspondent relationships

    • Country risks – things to consider



    Module 4 – International Commercial Terms

    By the end of this topic, you will be able to confidently explain the role of Incoterms, identify differences between them and describe the most appropriate term depending upon the circumstances.

    Learning outcomes

    • International commercial terms (Incoterms)

    Module 5 – Hybrid Letters of Credit

    By the end of this module, you will have a deeper understanding of the various types of Letters of Credit that have been developed. We will examine how the basic Letter of Credit structure has been expanded to address more unusual circumstances, or to help obfuscate risks that might not otherwise be covered.

    Learning outcomes

    • Transferrable
    • Revolving/re-instatement
    • Red Clause
    • Green Clause
    • Deferred Payment
    • UPAS
    • Standby – also covered under Guarantees
    • Inactive
    • Re-finance agreements
    • Back to Back Letters of Credit
    • Synthetic Letters of Credit

    Module 6 – Silent Confirmations

    By the end of this module, you will understand how and why this product was developed, the risks involved, and what can be done to minimise those risks.

    Learning outcomes

    • Negotiation without recourse
    • Commitment to negotiate


    Module 7 – Rules and Regulations
    By the end of this module, you will understand the key external influences that can impact a client’s ability to do business. We will review the main documents that are generally available to all parties that, whilst not legally binding, nevertheless help set precedent and provide strong guidance to practitioners in the international stage.

    Learning outcomes

    • Sanctions and boycotts
    • Anti-boycott regulations
    • Anti-Money Laundering & Combating Financing of Terrorism regulations
    • Export licensing
    • Exchange Controls
    • Overarching international documentary support structure
    • The Uniform Rules for Collections (“URC522”)
    • The Uniform Customs & Practice for Documentary Credits (“UCP”)
    • International Standard Banking Practice for the Examination of Documents under Documentary Credits (“ISBP”)
    • The International Standby Practices (“ISP98”)

    • The Uniform Rules for Demand Guarantees (“URDG”) 



    Module 8 – Guarantees and Standby Letters of Credit

    By the end of this module, you will be able to outline the key types of Guarantee that are seen in International business and identify the key parties and risks that each one is taking. You will also be able to advise on the appropriateness of each type and use this knowledge to consider an example request.

    Learning outcomes

    • Demand
    • Bid/tender
    • Advance Payment
    • Retention
    • Maintenance/warranty
    • Customs/Duty deferment
    • Transit

    Module 9 – Bank Role in Guarantees and the associated liabilities

    By the end of this module, you will better understand the role that Financial institutions play in the Guarantees market, the risks that they are taking and typical structures that they utilise to deliver the product.

    Learning outcomes

    • Typical Structure – facility requirements
    • Extend or pay
    • Foreign laws and usage
    • Operative clauses
    • Local re-issuance
    • Counter Guarantees



    Module 10 – Open Account trading
    By far and away the largest amount of trade is undertaken on an “Open account” basis. In this module, we will explore the various ways that this is transacted and what products are available to financiers to enable them to consider participating and providing any related financing.

    Learning outcomes

    • Receivables Purchase
    o Individual v whole book (CID)
    o With/without recourse
    o Insurance backed
    • Inventory finance
    • Factoring
    • Trade loans v Overdrafts
    • Supply chain Finance
    o Origin

    o Why these are attractive



    Module 11 – Sharing of Risk

    By the end of this module, you will better understand the various was in which Financiers can consider transactions that might normally exceed their risk appetite. They will develop a broader knowledge of the distribution and participation markets that exist, both on a bilateral and syndicated basis.

    Learning outcomes

    • Syndications
    • Participations, funded & unfunded
    • Credit insurance for banks
    • Multilateral guarantees
    • Extra L/C confirming banks
    • Reimbursement undertakings
    • Forfaiting
    • Export Credit Agencies and Government backed facilities
    • IFC/World bank

    Module 12 – Structured Trade and Commodity Finance

    This module will look at the main structures traditionally employed in “Structured Trade” market. We will look at how the key risks are identified and potentially mitigated and then relate these structures back to specific examples of market transactions to help reinforce your understanding.

    Learning outcomes

    • Typical structures seen in the market
    • Example transactions
    • Applying the learning in a practical way

    Module 13 – Future Product Development - Blockchain

    In this penultimate module, we will spend some time looking at developments in the Trade Market with the introduction of new technology.

    Learning outcomes

    • What exactly is Blockchain?
    • Where did it come from?
    • What impact could it have?
    • Why are banks and Corporates getting excited?
    • Who are some of the key players?
    • Some example transactions.

    Module 14 – End of Masterclass Wrap-Up

  • Our Tailored Learning Offering

    Do you have five or more people interested in attending this course? Do you want to tailor it to meet your company’s exact requirements? If you’d like to do either of these, we can bring this course to your company’s office. You could even save up to 50% on the cost of sending delegates to a public course and dramatically increase your ROI.

    If you want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.

    We produce learning solutions that are completely unique to your business. We’ll guide you through the whole process, from the initial consultancy to evaluating the success of the full learning experience. Our learning specialists ensure you get the maximum return on your training investment.

  • We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.

    We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:

    • Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
    • Track record – 10/10 of the world’s largest banks have chosen us as there training provider and we have delivered training across the largest banks and have trained over 25,000 professionals.
    • Knowledge – our 100+ strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
    • Reliability – if we promise it, we deliver it. We have delivered over 25,000 events both in person and online, using simultaneous translation to delegates from over 99 countries.
    • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 4.2/5 on service and 4.7/5 on Coursecheck
This course can be run as an In-house or Tailored Learning programme


  • Simon Enticknap


    Simon Enticknap has over 40 years of Trade Finance experience, gathered through a long and distinguished career with Standard Chartered (where he was the Regional Executive responsible for Sub Saharan Africa), Lloyds and latterly as Director and Head of Trade Sales to Global Corporates at Barclays Bank. He has spent a significant part of his career looking at both Traditional and Structured Trade Solutions for his clients, particularly in Sub Saharan Africa, as well as heading the Aid and development business for Standard Chartered. Simon has led successful Trade sales teams covering Small, Medium, Large and Global Corporate companies as well as Financial Institutions. Apart from key front line sales positions, he has also spent time in Product management where he was Head of traditional Documentary Trade products in addition to Open account and Supplier Finance product.Following the 2008 banking crisis, Simon represented Lloyds on the government initiative looking at how banks could make Trade more accessible to corporates, and he has presented at International conferences across Europe on topics as diverse as the implications of de-risking as an approach to compliance strategies, working capital management in a Supplier Finance led world, and Trade in an African context.During his career Simon has run numerous courses covering Trade, Relationship management, Opportunity spotting, Financial Institutions and Product masterclasses to improve understanding. He brings his wealth of experience, to ensure that this course will be both informative and enjoyable using practical case studies to help ensure that the learning is relative understood and embedded.