Lending To Local Government Units
Most banks don't specialize in lending to municipalities and other governmental units.

When the opportunity presents itself, those banks struggle to perform proper credit analysis to determine creditworthiness.

Learn the major credit factors to examine to predict the repayment capability of a municipality or other governmental unit.

Some credit opportunities in this area can lead to lucrative fee-based business, such as cash management and investment management. Also, financial institutions with a relationship with local municipalities can create significant goodwill in the community, which can translate into more business.

Learn the major differences between credit analysis on local governments and commercial real estate / commercial & industrial type borrowers. Learn appropriate information to request and how to use financial data and other information to effectively underwrite this type of borrower. Also, learn how to identify opportunities to market the proper type of credit facilities to local governments.

Covered Topics

  • Different types of local government structures in the U.S. in order to determine potential credit-worthy government structures
  • How to complete a review and financial analysis of a municipality’s financial statement
  • Common credit requirements of municipalities
  • The best credit structure based upon credit needs of municipalities
  • Locating and using publicly available information to assist in analysis of municipal borrowers


Lending and credit personnel such as Senior Loan Officers, Senior Credit Officers, Commercial Loan Officers, Branch Managers, Credit Analysts, Loan Review Officers, Internal Auditors, and Consumer Lenders.


“The presentation was illuminating. It stimulated thoughts about how to respond to municipality inquiries, and offered a few tools for the tool bag.” -David W., Northrim Bank

“Very ‘to the point!!” -Kenda H., Bank of the Cascades


Jeffery W. Johnson started his career with SunTrust Bank in Atlanta as a Management Trainee and progressed to Vice President and Senior Lender of SouthTrust Bank and Senior Vice President and Commercial Banking Division Manager for Citizens Trust Bank of Atlanta.

Most of his career has been spent in Credit Administration, Lending, Business Development, Loan Review, Management and Training & Development. He has managed loan portfolios representing a cross section of loan types including: Large Corporate, High Net Worth Individual, Middle Market Companies, Small Business, Real Estate and Non-Profit Organizations.

Mr. Johnson is now a training professional in the financial industry by leading various seminars covering important topics relating to issues in financial institutions. He teaches actively for fifteen state banking associations in the United States, Risk Management Association (RMA) and individual financial institutions nationwide. He co-authored a training course entitled “Lending to Service and Other Professional Organizations” for RMA in 2001.

Mr. Johnson earned a B.A. Degree in Accounting from Morehouse College in Atlanta; a MBA in Finance from John Carroll University in University Heights, Ohio; Banking diploma from Prochnow School of Banking at the University of Wisconsin and a Graduate Certificate in Bank Management from the Wharton School of Business at the University of Pennsylvania.

Credit Information

Institute of Certified Bankers: Visit http://www.icbmembers.org/login.aspx for instructions regarding self-reporting. Estimated credits: 2.5 CE Credits


  • Live Webinar which includes 5 Day On-Demand  - $265
  • Six Month On-Demand – $295
  • Live plus Six Month On-Demand – $365
  • CD-ROM (Includes Six Month On-Demand) – $325
  • Premier (Includes all options) – $395
  • Additional Locations – $75               


Online: Click here.

Phone: Call Total Training Solutions at (800) 831-0678

Register online up to day of event. Earlier registration allows time to check your computer for an optimal experience.