Open Account Trade Products

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A 3-day course giving a practical insight into the financing of open account trade. The course will cover the key receivables and payables financing products, their use and operation and the latest innovation and market developments.
The risks encountered by sellers, buyers and banks in open account transactions will be discussed together with the key corporate drivers which underpin the need for financing and risk mitigation on open account trade transactions. The course will also demonstrate how open account trade financing solutions optimise the working capital requirements of corporates.
The course focuses on the identification, evaluation and mitigation of risk, and the structuring of open account trade finance transactions to establish and secure the means of repayment.
Emphasis is placed upon risk assessment, problem solving techniques and deal structuring, through a clear understanding of the trade cycle. Great attention is paid to the effective and appropriate use of open account financing techniques in meeting the customer’s needs, whilst satisfying a bank’s requirement for controlled lending and credit support
The delegates will practice the structuring of receivable and payable financing solutions mitigating risk for the bank, seller and buyer and facilitating the optimum working capital solution for the corporate
The course uses extensive case studies and exercises to develop the understanding of delegates in a structured, practical and engaging way across a range of scenarios on the identification of risk, risk mitigation, structuring techniques and providing optimal solution framing for the corporate.

Course objectives
By the end of this course the delegates will be able to:
  • Identify key corporate drivers and satisfy these through the use of receivables and payables finance
  • Appreciate the importance of the underlying commercial contract and Incoterms® when financing open account trade
  • Gather information to thoroughly assess and evaluate an open account trade proposition
  • Undertake effective risk analysis of open account trade transactions
  • Construct a trade cycle time line to evaluate type, amount and duration of trade finance
  • Describe the key receivables and payables solutions and when they should be used
  • Structure open account financing transactions to mitigate risk for the corporate and the bank and optimise working capital
  • Be aware of the latest market trends and developments in open account trade financing

Training methodology:
Trade and risk; the risks associated with open account trade will be highlighted and how these risks can be mitigated. The fundamental importance of the terms of the commercial contract and the relevance of the Incoterms® rules will be discussed.

Trade solutions; a detailed examination of receivables and payables finance will be provided. Each will be described in terms of its use, operation, risk profile and working capital optimisation through presentational slides, diagrams and examples. Key aspects of structuring and risk mitigation will be highlighted.

Case studies; these will provide an opportunity for the delegates to identify and consider the key working capital needs of the corporate, identify risk and structure the transaction in order to mitigate risk, optimise working capital for the corporate and establish an identifiable and reliable source of repayment for a bank.

Each delegate will receive a workbook containing the presentational slides and supporting material

Who should attend

  • Trade Finance professionals
  • Trade, import and export executives
  • Trade operations personnel
  • Risk Managers
  • Staff within credit management functions
  • Commercial lawyers
  • Commercial and Merchant Bankers
  • Corporate bank relationship managers
  • Relationship managers within Financial Institutions

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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.

To find out more about running this course in-house:

Our Tailored Learning Offering

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 can offer any of our public courses delivered at your office or we can devise completely tailored solutions:

Read more about our offering or complete a call back request to speak to a learning specialist.


Why us

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 – we have delivered training solutions for 95% of worlds’ top 100 banks and have trained over 250,000 professionals.
  • Knowledge – our 150 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 20,000 events both in person and online, using simultaneous translation to delegates from over 180 countries.
  • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 96% on service and 95% on product