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// THE IN-TRAY / CHAPTER 76 FILES · ONE MINUTE EACH

THE IN-TRAY · CHAPTER 7 OF HOW BANKERS THINK

6 files on The Walk-Away Framework

The question this chapter answers: How does a banker reach a no they can defend, rather than declining on discomfort or proceeding on momentum?

THE FRAMEWORK, NAMED · THE WALK-AWAY FRAMEWORK →

Make a call on any file and every option opens with how far it sits from the senior banker’s read. There is no score.

FILE 1 OF 6 · THE CALL

A sound manufacturer asks for a seven-year loan, interest-only for the first five, to buy equipment that will last five years.

Your move?

FILE 2 OF 6 · THE CALL

A strong property developer, ten years with the bank, asks for a new project loan. The bank's property book is at its internal limit this quarter, and the regional market is turning.

Your move?

FILE 3 OF 6 · THE CALL

During negotiation a borrower's owner twice reopens agreed terms at the last minute and goes over your head to your manager. The credit itself is strong.

Your move?

FILE 4 OF 6 · THE CALL

A well-run mining services company wants a US$60m facility. Your bank's limit for one borrower is US$25m and it has no mining specialists. The broker mentions that three banks have looked already.

Your move?

FILE 5 OF 6 · THE CALL

It is Thursday. A borrower needs an answer by Friday or will go elsewhere. Your notes say 'cash flow unclear'. Your manager says, 'We can't lose this one.'

What do you do?

FILE 6 OF 6 · THE CALL

A fast-growing borrower now needs export finance, currency hedging and a syndicated loan. You are a relationship manager at a regional bank that does none of them well.

What is the honest question?

6 FILES · PICK A CALL ON ANY OF THEM

// THE WHOLE TRAY

The placement draws three files from each of the eight chapters and ends in a card of where you read from.

START THE PLACEMENT →

// THE OTHER SEVEN