BANKER TRAINING IN BULGARIA

Contract PCE-1-00-99-00006-00 Task Order # 81 1

Final Report

Prepared by Richard J. Lewis

Senior Advisor BearingPoinl, Inc.

Project under the anspices of the United States Agency for International Development

b

1 March 30,2004

Table o f Contents

I. Executive Summary

11. Deliverables

111. Accomplishment o f Deliverables

I . Early Steps

V. Fulfillment o f the Plan

M. Sustainability

MI. Appendix

A. B. C. D. E. F. C . H. 1. J. K. L. hl. Pi. 0. P. Q-

Task Order W o r k Plans Rlonthly Reports L ist o f US.4U)ABI Courses 2000-2003 Course Announcements Course Attendance October 2000 - November 2003 Gender Report Alumni Data Base USAID Instructors' Curriculum Vitae IBI Bulgarian Faculty Sample Needs Assessment Surveys IBI Newsletters - Navigator IBI Learning Resource Center inventory L is t o f Assets Transferred to IBI USA Study Tour Agenda IBI International Conference Announcements Sample Class Photos

Executive Summary

The USAIDIBearingPoint banker training activities in Bulgaria span a period from April 14,2000 to March 30, 2004. This report will detail the fundamental tasks of the project; in particular the requirement to strengthen the institutional capacity of the International Banking Institute (IBI) in Bulgaria. The report will further portray the manner in which these tasks (deliverables) were accomplished, along with the impacts on IBI and the overall reform efforts of the financial sector in Bulgaria.

The progress over the project term can best be broken down into three stages.

The first stage to be reviewed is the activity in the f rst ten months, during which the foundation for strengthening the institute was established. This ~e r iod also witnessed a change in the leadership of l ~ i

The second stage was a period of more rapid development. While the focus was on the delivery of a wide variety of banking related topics by BeanngPoint instructors, a significant effort was also made in the improvement of the IBI management and marketing skills.

The third stage was an extension and refinement of initiatives developed earlier. This phase can best be identified from January 2003 to March 2004.

The outcome was indeed a sbonger IB1. This was recognized by the USAlD recognition of IBI as a USAlD Legacy program in Bulgaria.

As in all development work, there remain ongoing institutional challenges. The report will attempt to identify those tests and comment on the IR1's capact!). to aggressively manage diose confronlatlons while sustalntng 11s strong position in the marketplace.

11. Deliverables

The principal objectives of the project were the following as prescribed in the original task order:

Strengthen the International Banking Institute (IB1) as a financially self-sustainable institution and increase the standards of activities IBI pro\+des to the banking community in Bulgaria. Key capacities requiring development at the IBI include the following:

- Develop and implement market research methodology for training needs analysis;

- Develop and implement a strategy for bank professional qualification in Bulgaria;

- Develop a business plan and cost accountrng model in order to price products on a profitable basis:

- Elaborate an annual program of courses and seminars, and a marketing strategy for their promotion:

- Create a computer-based training program, and train a core team of 1BI staff to manage and update it.

Assist the Association of Commercial banks (ACE) to address priority issues (e.g. internal corporate governance, new productkrvice development, outreach programs, etc.) as requested by the 4CB. and as approved by USAID, in order to become a strong organization that i s responsive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB management and members.

The details of the deliverables are available in the task order included as (Appendix A) of this report.

111. Acrornplishment of Deliverables

The primary objective of strengthening the 1BI w a s accomplished in many ways, but mostly through the development of the management and marketing skills of the staff. The end results were manifested in several positive ways. Perhaps, the most significant was the USAlD mission recognition of the Banker Training project as a Legacy project for the Economic Development of Bulgaria.

The financial sustainability of the IBI is assured and was greatly enhanced, as reflected in the following indicators:

First - tuition received by IBI from USAlD classes was in excess of $90,000. Second - ofice furniture, audiohisual equipment.

computers, printers and associated sofrware was donated to IBI. The replacement cost of these assets is in excess of $38,000. (See Appendix Pi) Third - a complete inventory of training materials for over twenty-four (24) individual topics was provided to the IBI. This material was translated into Bulgarian, convened into electronic format and in several cases, formatted for a future e-learning program. Fourth, a library of over 265 book titles, along with an assortment of audiocassettes, CD's, videos and team building accessories were turned over to the IBI Learning Resource Center. (See Appendix M) The library has an active dues paying membership, which is providing a supplemental financial contribution. Fifth - A large inventory of IBI promotional items; ranging from course catalogs, newsletters, library tote bags, book markers, coffee mugs were acquired with USAID project funding. Sixth - the complete cost of design. installation and upgrade of the IBI website. wv\ \~. ib i -h2.m was paid for \viih USAID project support.

The development of the IBI managerial and marketing skills was equally substantial.

Through a combination of ongoing informal discussions and more structured team sessions. the IBI staff has developed a deep understandmg of thew strategy and hos to employ it. Particular emphas~s was placed on marketing skills and the ability to respond to rapidly changing market conditions.

Tasks (1.0) and (7.0) were the major deliverable5 related to marketing activities.

Task (1.0) required the development of market research skills, in particular the assessment of training needs.

Based on USAlD contractor efforts, the 1B1 staff now has a detailed database of all stakeholders in the "usere decision making matrix. This includes all participants in three main categories; users of IBI services, influencers (primarily bank human resource and training managers), plus executive level managers who approve bank expenditures. Contact with these stakeholders has been expanded to include personal visits gd'or contact via post. phone, fax, e-mail, newsletters or group workshops. Formal training needs assessment questionnaires have been developed and used extensively. Several have been tailored to individual bank requirements. (See Appendix K) A complete alumni data base (See Appendix H) was developed and is used h-equently in maintaining contact with program users as their own learning needs change.

w A team retreat was held in June 2002 for the express purpose of examinwg critical marketing questions. One major theme addressed by IB1 s t a f f was thc ability to " Ways to l~sten lo clients and prospects more effectiwly".

- Competitor analysis is ongoing. This includes attention to issues relating to competitor product development, pricing, process, delivery matters, promotional approaches and key personnel. A formal S.W.O.T. (strengths, weaknesses, opportunities, threats) discussion was held in August 2000. Infonnal S.W.O.T. analysis since became an ingrained part of the IBI thinking. "New product opportunities" w& another theme explored at the June 2002 retreat.

A key element in the strengthening of the IBI was the attention paid to building a strong team atmosphere. The Outward Bound retreat in April 200 1 was a vital first step in that direction. The effort took root and now all members of IBI, while assigned defined responsibil~ties. communicate openly in a clear, complete and consistent manner to promote the overall well being of the Institute.

During the development of the IBI organizational structure, particular emphasis was placed on attempting to align strategy, structure, systems, staff, style, skills and shared values. The current outcome is an IBI with a strong marketing bias. This is demonstrated by the expansion of new delivery methods (e-learning), expansion beyond the banking sector to include other financial service providers and geographic expansion to include the entire Balkan region and EU accession states.

The 1Bl remains an active member of the European Bank Training Network. This association also provides a vieu to new market developments.

As Bulgaria moves to full membership in the European Union, IBI is already working with other member states in Italy and Ireland to introduce attractive training opportunities for Bulgarian bankers.

Task (7.0) focused on the development of a communication strategy and collateral issues, i.e; newsletter, web page. roundtable discussions, etc. The accomplishment of this deliverable was demonstrated through:

The publication of five editions of the IBI Newsletter "Navigator". Copies of those editions are seen in (See Appendix L). The newsletter is available on line at the IBI web site www.ibi- bg.com. The newsletter highlights hture events, promotes the IBI library and directs users of the web site to useful links. Each edition includes a column from a guest writer as well as a guest review of a selected publication in the IBI library. The IBI web site w . i b i - b ~ . c o m has been successful beyond expectations. As of this writing, there have been over 8300 site visits in the 2 K years of its launch. In addition to the course calendar, the web site contains archived editions of the Navigaror, inventory of all materials available at the IBI library, valuable links to banks, training institutes and other financial related issues. The site will continue to be modified and is presently being adapted for an interactive e-learning ProkTam Human Resource manger roundtable discussions were held on five different occasions throughout Bulgaria. Several social events, sponsored by USAIDi'IBI, also provided an opportunity for informal exchanges of information.

Essentially, IS1 now has a developed communication strategy which encompasses all of the above mentioned approaches plus an ongoing informal dialog with their client/prospect base. The alumni association database is another d u e d communtcnlion resource.

Task (2.0) The requirement of this deliverable was to develop a strategy for long-term banker certification. This certification has been a matter of debate within the banking community. As a result there has been no consensus on the standard for such certification in Bulgaria. The same can be said for the European Union, which should be the standard to be adopted eventually by Bulgarian banks. USA certification models were reviewed and discussed at length during the December 2002 study tour. (See Appendix 0).

Task (3.0) The stipulation in this deliverable was focused on the financial sustainability of IBI. The following indicators suggest IB1 is in a much stronger position to sustain itself financially than it was at the outset of this project.

IBI has created several pricing formulae. The application of which are driven by market conditions. Essentially, the pricing of courses are derived from a "cost plus" profit formula. IBI's management has worked extremely hard at maintaining a low operating cost base. The largest expense is the variable cost of instructor fees. IBl's fixed overhead costs are quite reasonable. The current training facilities are adequate and spacious to accommodate several classes conducted simultaneously. In addition, IB1 has developed a pricing schedule for the rental of classrooms and equipment. Rental activity is increasing and is a further example of revenue generation via full utilization of IBI's facilities.

0 The staff at IBI is compensated commensurate with the marketplace, albeit at the low end of the range. This compensation issue should be managed carefully to avoid excessive turnover.

0 Tuition collected from USAID courses bet\vcc!l October ZOO0 and March 2004. aggregated in escess of $85,000. This money is a\ailable for future gro\\th opportunities at I B ~ .

A complete inventory of training materials, translated into Bulgarian, for over twenty-four (24) topics was provided to IBI under this USAlD program. USAID contribution to 191, in the form of office furniture, audio-visual equipment, computers, printers and associated software; was in excess of $38,000. USAID contributed over 265 book titles and assorted other instructional media to IBI. IB1 has already developed a solid base of dues paying members for the use of these materials. USAID provided a wide array of IBI promotional materials for their hture use. The current IB1 web site www.ibi-bp.com was designed, installed and upgraded completely uith the USAlD funds. The future use of the web site has many income generating applications, in particular e-learning courses.

Task (4.0) This deliverable contains the core tasks of this project. Primary among those was the development of an annual training plan. Supporting that initiative was the conduct of comes, development of local staff marketing skills, establishment of an alumni program, creation of an annual brochure and development of a solicitation program to improve clientiprospect relationships.

The accomplishments were:

Subsequent to an initial training needs assessment conducted through face to face intewiews with Chief Executive Officers, Human Resource Directors and Training Managers of virtually every bank in Bulgaria, a detailed training plan was established for the first year. Ongoing assessments throughout the entirety of thc pxjczt allowed for modifications to the plan.

Based on the feedback from the initial cycle of interviews, a series of courses focused on the various risk elements of banking were developed and delivered. (See Appendix D & E) Fifty-four (54) classes were delivered over the four years. The original requirement was to deliver forty (40) classes. Twenty-four different topics were selected. The most frequently requested topic was Customer Service. Not including the participants to attend the classes during the week of March 22,2004, there were I 1 16 persons who attended these classes. (See Appendix F & C) Virtually every bank in Bulgaria was represented in these classes, along with representatives From countries in the Balkan region and Black Sea basin. Due to the successful promotional effons of IBI, there has been a growing audience from non- bankers as well. In response to client requests, classes were delivered in as many time configurations as possible. Classes were conducted on weekends, evenings and in venues throughout the country. The majority of programs were delivered in Sofia, but additional classes were delivered throughout all regions of Bulgaria; in Plovdiv (4), Varna (2). Bansko (3), Bourgas (I ), Veliko Tumova ( I) and Dospat ( I ) . Within the total of fifty- four classes, sixteen were conducted as in bank programs. These classes were conducted on the bank premises specifically for the employees of the respective banks. The IBI staff was introduced to the key factors which influence buyer behavior:

1 . Place (facilities. delivery methods, communication systems. erc.)

2. People (Skills and attitudes of IBI staff, faculty and all related persons to the learning experience)

3. Price (Recognition given to the cost/value relationship)

4. Product (Many product opportunities have been created outside of the standard classroom experience) E- learning, library resoukes, distance learning, speakers bureau, web links. newsletters, custom on site programs, conferences, etc.

5. Process (Focus on removing the "hassle" factor for clients.)

6. Promotion (Direct advertising plus referrals from influential satisfied users.)

A four color, pocket insert catalog was designed and produced to allow for multi year use. The hard copy catalog was subsequently replaced by an on line version accessible at \ww.ibi-besom. All USAlD class participants received a class photo, list of contact information for each class member and a laminated diploma. The emphasis was to encourage class members to remain in touch with each other to serve as ongoing knowledge resources. The alumni association (See Appendix H) has not been formally established by IBI as of this writing. However, the database has been expanded to include all participants in every IBI program. This database will be invaluable in future marketing efforts. The latest update of the fB1 web site will allow on line data capture of all future product users. In essence, a very low cost, but effective relationship management program. IBI staff was also introduced to a systematic process for organizing classes and the follow up activities. Separate pre-production, production and post-production check lists were deve1op.d. These check ltsts \\.ill continue be instrumental in improving the "process" factor.

The IBI Learning Resource Center was established and has been actively used since inception. The Center has a library of materials, covering all aspects of banking and management. (See Appendix M) The materials are available to IB1 instructors and dues paying members.

Task (5.0) This deliverable's focus was on the establishment of a computer based training program.

The development of such a program is only now taking shape. Most of the instructional materials developed under the USAID project have been converted to electronic format. Based on the market requirements, a series of electronic courses will be delivered and accessed through the upgraded IBI web site. The pace of development in computer based training has been slow due to limited market interest.

This subject was discussed at length during visits with other training providers during the December 2002 USA study tour. The USA experience has also been uneven in its success and application.

Task (6.0) The expansion and refinement of IBI pedagogical skills was the basis of this deliverable.

Training Of Trainers classes were delivered on five occasions. TWO were basic classes, one was advanced and two were t h e m based; Face to Face Selling Skills and Team Building. Seventyfive (75) persons enrolled in these classes. Twelve of those persons are currently IBI faculty members.

At this date, IB1 has a developed local faculty of over 120 inshuctors. (See Appendix J). Thirty- four (34) of these instructors are also full time bank professionals. These instructors also have been active users of the mater~als in the 1BI Resource Center, as well as contributing authors for the IBI newsletter.

Task (7.0) The development of a communication strategy and requisite staffing, combined with the creation of a newsletter, web site and organization of industry roundtables was the essence of this deliverable.

IBI has greatly improved its communication methods and messages with the financial sector, both in Bulgaria and in the Balkan region. A full time IBI employee has been trained by the USAID contractor. She is currently responsible for the publication of the IBl newsletter, maintenance and upgrade of the web site, management of the IBI Learning Resource Center and manager responsible for international relations. Five editions of the IBI newsle~ter Navigaror have been published during the term of this contract. ( See Appendix L). The publication is available in English and Bulgarian. It can be accessed via the IB1 web site, \ww.ibi- bg.com. The layout begins with a welcome and overview, Directions. from 191 Director Georgieva. This is followed by New Horizons, a column dedicated to coming events and program updates. A periodic feature has been the S ~ c i a l Guest column, wherein an industp expert comments on critical industry issues. A standard column, Bookmarker, features an item in the IBI library and is often accompanied by a review of the material by an industry expert. The IBI website is given further promotion in the column, Useful Links, where a detailed review is made of one of the many links to the IBI site. The newsletter currently closes with hlanagernen~ 1 '1~s . This may cover a wide array of topics, i.e.; communication skills.

The aforementioned IBI web site, ~ww.ibi- bg.corn has been an extremely valued communication tool for IBI. Over 8300 site visits have been made as of this writing. Currently, site upgrades are in progress, wh~ch will enable users to engage in an interactive manner, including the access to E learning programs at IBI. A variety of industry events were presented during the course of the project. Most were focused on training related topics, while others were combined with a social agenda. A November 2000 reception, to announce the USAID project was attended by bank executives and human resourceltraining managers. Subsequent roundtable discussions were held in April 200 1, October 200 1, April 2002 and November 2002. A December 2001 holiday event announced the move to new facilities for IBI. IBI delivered two very successful international conferences in June 2002 and September 2003. A third international conference is planned for May 2004. (See Appendix P)

Task (8.0) The objective of this task was to provide assistance regarding priority issues facing the Association of Commercial Banks (ACB) in Bulgaria

This program was never fully developed, as the ACB leadership appeared to be satisfied wrth their internal resources.

Members of the ACB Board did play an active role during the December 2002 USA study tour. A large part of the agenda focused on bank association issues. (See Appendix 0). In addition, ACE remains a vital supporter of the 181 agenda.

Task (9.0) The final task was to provide USA andlor third country training.

A USA based Training of Trainers, two week program, was conducted in March 2002 through a third party provider, World Learning. Six Bulgarian bankers were selected for this program. One of the participants, Mr. Karanshev of the Bulgarian National Bank has been an active member of the 1BI faculty since this training. A USA based study tour was conducted for one week in early December 2002. Six Bulgarians participated. Two members h m the Association of Commercial Banks, a senior manager of the Bulgaria National Bank, and three managers from IBI. Meetings were held with members of the following organizations: (See Appendix 0)

The American Bankers Association Institute of Certified Bankers The American Institute of Banking Independent Community Bankers of America Society for Human Resource Management Federal Deposit Insurance Corporation Bank of America training center for retail bankers

IV. EARLY STEPS

The International Banking Institute (IBI) began operations in 1991 and survived some tumultuous conditions within the banking industry of Bulgaria during those years. The critical period was 1996- 1997 when hyper-inflation ripped through the economy. Subsequent to those troubled days, the economic development of Bulgaria improved significantly, including the fortunes of the commercial banking sector.

The United States Agency for International Development (USAID) played a major role in this recovery and development process. The USAID programs in the banking sector resulted in the successful privatization of virtually all the commercial banks. Another success has been the assistance provided to the Supervision Department of the Bulgaria National Bank (BNB) and the Deposit Insurance Fund (DIF). The third leg of this banking sector support was provided through the technical assistance to IBI within this Banker Training project.

Partly due to the privatization of the major state owned banks in Bulgaria, the role of IBI was also destined to change. The impact of privatization resulted in a large reduction in the number of employees in the banking industry. It also created a demand for more highly skilled and flexible employees. The simultaneous strengthening of the bank supervision regulations and prudential guidelines of the BNB, required the banks to have managers skilled in all of the aspects of risk management.

I t was in this environment that this project began in April 2000. At that time, the training activities of IBI appeared to lack market focus and the demand for their instructional programs was weakening. The product mix included a newly introduced distance learning program, provided with the assistance of the British Know How Fund. Other short term classes were delivered on a sporadic basis, often as a result of instructor availability. A prior USAID support program to IBI did result in a series of seminars delivered by American

i

instructors. However, there appeared to be no linkage to any apparent IBI saategy. A third component of IBl's instructional offerings was a random delivery of classes by instructors from various European donor programs.

The need for strengthening of IB1 was quite apparent and spelled out clearly within this project task order.

After an initial series of meetings between the Barents Group resident advisor and the 1BI Director at that time. i t was deemed necessary to develop a market survey to determine several factors. The key factor was to understand the character of the banks' management and their business strategies. This in turn required an understanding of their training needs and indeed; their view of IBI and its training capabilities.

This market survey was conducted by the Barents advisor and an 1BI staff representative; via personal visits to virtually every bank CEO. Human Resource Director and Training Manager in Bulgaria. The initial survey period was from April 2000 through February 2001. The findings were very helphl in the planning for the remainder of the project.

Many banks were recently privatized or were in the final stages of privatization. This led to a complete rethinking of their individual marketing strategies. Nearly all bank managers recognized the great need to train their employees in all risk aspects, product development, customer service and basic management skills. There was no resistance to training.

0 The primary training needs were in credit risk, foreign exchange risk, internal audit, International Accounting Standards and risk management. Flexible methods of delivering the tra~ning were also stressed. In bank programs were requested frequently, along with evening and weekend classes.

Classes should also be delivered in all major economic centers of Bulgaria, and not only Sofia. IBI needed to improve its communications with the banks, in particular the need to provide advance notice of its training program schedule. While some of the banks were not active supporters of IBI programs in the recent past, they seemed willing to entertain using IBI for their future training needs. Quality training materials, quality instructors and flexible means of delivering courses were more important than low tuition.

As a result of the survey feedback, it was decided to begin the course program with a concentration on the fundamental nsk elements. Accordingly, the topics delivered between October 2000 and April 2001 were the following:

Credit Management System (2) Problem Loan Management Foreign Exchange Internal Audit (2) International ~ c c o u n t i n ~ Standards Managing Charge in Bank Operations Customer Sewice

The first year of the project was somewhat inhibited as a result of the change in the leadership at IBI. IBI Director Kamelia Stefanova left the office at the end of 2000. Her replacement, Maria Georgieva, the current Director, assumed the position in February 2001.

Fulfillment of the Plan

With the groundwork completed in the first year, the stage was set for the fulfillment of the plan to strengthen 191.

The development of the Institute was only going to succeed if it had a qualified and committed staff. In addition to the installation of a new IBI Director, the position of Marketing Director was created and filled by Ms. Sylvia Peneva. This addition was extremely meaningful, as previously the marketing responsibilities were poorly defined.

Another key development was to get the IBI staff to truly function as a unit, versus a disparate group of product managers. The IBI Team Building retreat, conducted by Outward Bound in April 2000, was a turning point in the organizational strengthening. After this exercise, it became more obvious to all IBI staff members that they had a common interest in the future success of the organization.

A follow on team building program was conducted in the mountain village of ~ a n s k o in June 2002. A design feature of this retreat was to have the 191 staff arranged into three teams. Each team was given a specific issue to explore.

The Pirin team was challenged to detennine what lessons can be learned from other training providers. The result was a team presentation which explored global practices, with examples of how selected practices could be translated into profitable actions for lB1.

0 The Rilo team was focused on how IRI can listen to the needs of clienrsprospects more effectively.

The Rhodopi team was engaged in looking at what organization structure IB1 should consider to take advantage of changes in the marketplace.

The growing together of the IBI staff was further enhanced by the relocation to a singular training center in October 2001. Prior to this consolidation, the staff was split between two locations in downtown Sofia. One half was housed within the Bulgaria National Bank and the remainder in a congested space in an office building ten minutes away. This was certainly not conducive for easy communication or sharing of ideas.

The new facility on Pirotska street, while better than the prior arrangement, was still inadequate in terms of training room space. Accordingly, a subsequent move to the current offices at 18 Veslets Street provided greatly improved facilities. The current IBI facilities allows for three classes to be conducted simultaneously.

Perhaps the most evident change in IBI from 2000 to 2004 has been the strengthening of its marketing capabilities. Below are a few indicators of that development:

Publication of a schedule of training events, originally in a hard copy catalogue, and now accessible via www.ibi-be.com. Publication of a periodic newsletter Novigoror. Five editions have already been published and are also accessible at the 1BI web site. Production of a series of Human Resource Manager roundtable discussions. The dkve~o~ment of the 1Bl website w\vw.ibi- bg.corn . There have been over 8300 site visits as of this date. Production of two highly successful lnternarional conferences in 2002 and 2003 respectively. A third conference is planned for May ,200-1.

Active involvement in the leadership of the European Bank Training Network, through the Directorship of Ms. Georgieva.

0 Improved media coverage of IBI events through - - ongoing contact with local newspapers and selected trade publications. An event of particular note was the participation of American Ambassador, H.E. James Pardew, at the graduation ceremonies for the Financing of SmaN and Medium Size Enterprises. This April 2002 ceremony received wide coverage in the local media. (See Appendix Q)

Beyond the above indicators, there was a myriad of small actions, which reinforced the IBI identity in the marketplace. Each participant attending an IBI class has been given relevant promotional material. With USAID support, IBI has distributed various logo items, i.e.; coffee mugs, book bags and book markers. There has also been liberal use of photography to capture class memories. A gallery of USAID class photos is on display at the IBI training center. (See Appendix Q) All USAlD class participants received their individual class photo. along with a laminated diploma and contact list of their classmates.

But the most significant indicator has been the marketplace response to IBI's programs since 2000. The annual attendance for all IBI programs in 2000 was 845 persons. The attendance, solely for short term classes delivered by Bulgarian instructors, was 1287 in 2003. This does not include participation in distance learning or USAlD sponsored classes. This enrollment trend continues into 2004 as well.

Sustainability

1B1 will face many challenges in the years ahead, just as i t has in the past. The commercial banking industry in Bulgaria may well continue to consolidate and possibly reduce the number of employees in the overall workforce. Banks with foreign ownership may develop their own in house training capabilities. New and existing educational providers will compete aggressively for IBl's traditional clients.

At the same time, the financial services sector in Bulgaria is expanding with many new companies, providing a wide array of new services. This expansion will provide fresh opportunities for IBI to compensate for the potential shrinkage of the banking market. For example, the issue of operational risk is growing in importance in all enterprises and is a matter that IBI is prepared to address. Other generic issues such as corportate governance are within IBI's instructional capabilities. In fact, all sectors of the economy represent opportunities for IBI to examine. The financing of municipalities, agriculture, tourism and real estate arc just a few of the potential additions to the IBI cuniculum.

The sustainability of any organization is never absolute. However, the successful continuation of IBl's programs is greatly improved today compared to early 2000. These factors have been cited before throughout this report. but i t is worthwhile to repeat them in this concluding passage.

The IBI management and staff have recognized the value of working as a team. They also realize the ongoing need to examine their institutional strengths and weaknesses. This flexible attitude will indeed allow them to re-invent their strategies and tactics as long term market conditions dictate. The current training center is equipped to handle multiple classes simultaneously. The train~ng facililies and related equipment are also available for rent and n.ill provide added operating income.

The USAlD contribution of furniture and equipment to 1BI should allow IBI to operate for several years before replacement assets are necessary. The operating capital of IBI has been strengthened from the retention of tuition collected from USAlD delivered seminars. The cumulative amount collected was in excess of S90,OOO. The inventory of training materials developed for the USAlD courses has been translated into Bulgarian and converted in large part into an electronic format. Much of this material may also be suitable for the E- learning curriculum. IBI has a the capacity to draw from a cadre of over 100 highly qual&d-local instructors, many of whom received additional pedagogical skills in the USAID Training of Trainers seminars and workshops. The IBI Learning Resource Center has a broad array of titles relevant to banking and management. The Center is also a source of additional revenue through the growing number of dues paying members. Through the support of USAID, IBI has a greatly improved inventory of marketing devices. This includes the Navigator newsletter, wnv.ibi-be.com web site and promotional materials.

All of these factors suggest IBI indeed has the financial and intellectual resources to compete and succeed for many years to come. As the USAlD Mission to Bulgaria has indicated, the IBI project is a true legacy to the economic development of Bulgaria.

The reports and exhibits, listed in the Appendix which follows, are suggested reading for additional details of this project.

Appendix A

UXXTICD STATS. OT AWI*ICA AO.HCY PO1 ZNTSRNATIONIJ.

r 1. country of Performance: Bulgaria + . Adv. h Asst. Servicse Yea [ ! NO 1x1 ' 2. Contract PCE-I-00-99-00006-00. Taak Order No. a l l

f - NBWflATED PURSUANT TO THE FOREIGN ASS19TANCE ACT CF 1961, . I AS MENDED, AND E X E M I V E ORDER 11713

L

l3 . CONTRACTOR (Name and hddreer) :

8arente Group LLC

Y PMG T o w e r 6 7 6 International Drive

'c~ean, VA 22102

l a . ISSUXNO OFPICE: RCO RSC Bud.p.#t Departmenc of State Waahingtcn. W: 2os2i-sam

Ib. ADMINISTRATfON OFFICE: RCO RSC Bud8p.e~ Departmest oC scate wamhington, LlC 20521-5270

TECHNICAL OFFICE: 6. PAYING OPPICL. SUBMIT IWOICE 'PO: b'RID/Buigaria, Rayna Dinitrova R F W Budapeat

Department of State Waehington, DC 20521-5270

Y : USA ! i

ION DATB: qApri1 14. 2000

Yi April 13, 2003

ill .-ACCOUNTING AND APPROPRIATION DJ4TA:

eat ID: 002U183PG083001 Amount Obligated; $300,000.00 3 vlty Titla: Banker Tramir.g Ceiling Price; 57,4~11,593.30 nizatlon ID: 183

?-ource Category- 251456/52506 : aunt Number: HAI9-00-21183-XGl3 .'CI ,The United State* of America, represented by the Contracting Officar ?rng this Order, and the Contractor sgrea that: (8) thie Order ie i m - 3 -ant CO the Contract eprcified in lock 2 above and ib) che entire

tffirasc becwen the partie. hereto conmieta ot chi. Order and the Contract e c j f i e d in Block 2 above.

*NAME OF COUTRACTOR: LIb. UNITED STATES OF AMERICA -ents ~ r o u p . %

Aqancy for Int~rnaeional Developsent

C' B&$&~ w o l NAME: BY: Michael S. xenyon Director of Contracts TITLE: Contracting OCticer fnK)

I i otG&@ CATE . 1420-61 (Rav''d\ rr

Page 1 of 15

PCB-I-00-99-00006-00 T.0. # : 811

TABLE OF CONTENTS

BACKGROUND . . . . . . . . . . . . OBJEXXIVE

STATEMENT OF W R K . . ACCOUNTING AND APPROPR

. . . . . . DATA

TECHNICAL DIRBCTIONS . . 1 . . . . . . TBRM OF PERWRlUHCB . . . . . . . . . . . WORKDAYS OROBRSD . . . . . . . . . . . . . CEILING PRICS . . . . . . . . . . . . . . USE OF GOVERNMENT FACILITIES AND PERSONNBL DVfYWST . . . . . . . . . . . . . . . . LOOISTIC SUPPORT . . . . . . . . . . . . . WORKWBEK . . . . . . . . . . . . . . . . . AUTHORIZSD GEOOUPHIC CODE . . . . . . . .

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2 . 1 BACXOROVND

i ' Accivicy Title:

L Title: Sanker Trainang !=

I. Summary

Thr purpoee of thio Taek Order (T.0.) io to promote the institutional development of the Intereational Banking Inmtitute 1IBI) in order to achieve ita nia8ion to b c o m the leading educational body in the financial rarvicaa induetry providing both vocrtional and profeseional qualificaclona and continuing profeeaional devmlopmenr. The Aaoociation o f Commercial Banke (Am) in Bulgaria ie cha major ahareholder of 1 and also the main beneficiary of it8 activiciee. Part of the etforce under thio proleet will be aimed at #upporting the further development of the banker's Aoaociation iteelf. Work under the T.O. will commence on or ~ & U C April 14, 7000. and will conclude in 36 month. o/a April 13. 2003. rurther developing.tha hiroclation of Commercial Eanka ane strengthening its training arm the I B I . ie critical for the refom of the financial mector, promoting confidence in the banking system. and encouraging financial intermediation.

USAID/Bulgsria hae provided subetantial banking-omccor aemietance to the governrat of Bulgaria since April 1997, 4ilaing its efforts toward6 the atabiliaation of the banking and financial systsme. The USAID/Bulgarir three-pillar banking program ancompaeece bank privatization, bank oupervieion and depaeit ineurance, and now - axpa~ded commercial banker training. The team of advisor. working under thio projacc will collaborate cloeely wlth the other USAID/Bulqarfa banking programs. a* well as with the World Bank (WE), the International Monerary Fund (IMF). ocher donor organizations, and Local financial eeccor participante.

1 1 . Background

In 1996 and 1997 Bulgaria expsriancad a sever. banking Crisis

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which culminated in the failure of more than a dozen banks. The banking eyetem wae devaecated. with highly negative net worth and extremely low liquidity. and the government no longer had any reoourcss to keep it afloat. To reepond to the crieie. the Govsznaent and the Bulgarian Natlonal Bank incroduc*d radacal ehifcs in economic laws and polic&es toward commercial bank.. Although the EN6 has -dm soma important progreen in devaloping bankin laws and S prudential regulations based on internationa experience, and creatlng the foundation for the reconatructlon 0 C the financial eector and commercial banking, bank. in Bulgaria have not yet re-gained their function as financial intermediaries between domeetic savings and investmanc.

It is fair to eay that after thm introduction of thm currency board an July 1997 the baaing system ln Bulgaria ham pretty much overcome the major diCCiculties. Currencly. under the conditions of a stabilizing banking eyecem and increased international requirements regarding che development of bank groducte and aervicee, the inveecmants made in the human resourcea development are becoming of vital amportance. W e t ot the banks build thelr scrategiee based on their plane for pereonnel dsvclopmenc. Thie new policy demands a new approach in organizing and implementing profse*ional bank qualiitcrtions.

At the end of 1998 twenty-eight commercial b m k s a d eeven branchca were functioning in Bulgaria. Aa of June 1999 twenty-five of them and four of the branches were members. and reepectivsly aoeociateo of che Am. Through acquiring S o t of the IBIS@ equicy. the Aseoclati~n of commercial banks nor ham the opportu:?ity t~-~arcicrprte in chm immediate preparatlon of ahor: and long-term training and qurlrtrcation program*.

To rsepond co the new realitiee in the banking environment USAID/Bulgaria has revfmd its strategy to work with the International Banking Inmtitut. in i t 0 capacity a0 l policy maker in banker qualification and devmlopment. During the paet two yeare the Misnion has worked with and through IBI under a cooperative agreement wich tha University of Delaware. Thie neu rctivicv will canitalizs on whac ha8 been achieved

m - thus far by 181-LD &operatron under Che p r e ~ i 0 ~ 8 project * for commercial bankmr training.

" The expanded commercial banker tralning activity aime to aupporc and complement USAID/Bulgarla'o very eucceeafu~ pro9rame * in bank privatization and bank euparvisron through broader

necale banking eector devalopmenc. Bulgaria hae only recently bagun to develop up-to-date banking skills and a banking CUltuII

d F o r example. during the communist period bankero did not need to develop credit evaluation skille because they did not have any

tlevaluation akllle becauee they did not have any role in credic

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allocation, riek managamenc wae not relevant and unknovn. 1t will :ah yeare until a crltical maea of market-orienced banker. are creaced in ordor to eneura that che banking systsm ia competitive but neverthelens aound and etabls.

111. Statement of Objecciveo

A. The specific objectives of chin delivery order are:

3trsngchen the IBI a0 a financially self-auata$nabla institutlon. and incroaso the otandard of the activities that I61 provides to the banking community in Bulgaria. Key caprciciee requiring dnvslopmenc at the 101 include the following: - Develop and implement markat rerearch aethodology Lor training needs analysis; - Develop and implement a etrategy for bank proteeoionrl qualification in Bulgaria; - Develop a bunineea plan and cosc accounting model in order to price products on a profitable baeio; - Elaborate an annual program of courmeo and emi in are, and a marketing etrategy for their promotion; - Create a copucer-baoed training program, and train a core t o m of 181 staff to manage and update LC.

Aesiat the A m to address priority f60~80 g . incarnal corporate governance, neu product/sorviee development. outreach programs. etc) ao requeeted by the ACB, and am approved by by USAID, in order to bacome a strong support organization that Is rerponeive to the nesde OF icm membar bank.. These iseuee and needs vill bn identified through meeting* d with the ACFI managemant and member..

f Specific Work Requirements are deocribod below urd will be 4 carried out by a succession of short-term trainex. and

technical adviaore, and vill be supportad by project r management ataff. ' W . Taek/*rrrk Requirement. f The Contractor will work directly with tho Director of the a Intarnational Banking Instirut. and the Bxmcutive Board of the Aeaociacion of Commerci.1 Banks. The Contractor will coordinate

" w i t h the rnternational Monetary Fund (IMFI and the World Bank (WB) on rnlsvanc issue. related to che development of the banking sector.

I- A p r i l 13, 200) The period o f performance will be t h r o u g h 7 .

y Sublect to availability of funds and contractor performance, thls ecope can be extended up to 12 monthe.

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The principal taeke are the following:

1. Market Reeearch 1.1 Develop quantitative and qualitative market reaaarch methodology to aeeese bank training needs. and train the I B I in utilizing eurveye. 1.2 Determine. in conjunction with the IBI . the appropriate eoftware required to conduct the market research and analyamio, and provide it. 1.3 Conduct one training needm analyefa per year by IBI staff with tha guidance and review of the conmultant and support by ACE. 1.4 Eneure che tranmfer of marketing rrserrch skille through on-the-job training, and build the capacity of 181 ataff to manage ite marketing reeearch activity Zor the future. 1.5 perform, in conjunction with IBI, a compatitive cmalymie ot the Sank training market and the factorm, which influence current and furure craining needs.

2. Bank Profemeional Qualitication 2.1 Oatermine the etrategy for ch* ehort- and long-term development of the banker qualification. t h o methodo for icm implamantation, and submit it for ACB approval. 2.2 Malyze the needs for certificate progr4mm for varioue bank profeeeione, and develop rocommendacioncl to be preeencad for ACB and BNB approval. 2.3 Define the framework for the short-term qualification - eubjectm. mechode of training, currlcu~a. ate.

3. Financial Managamenc 3.1 Cevalou a busineae ~ l a n and a model for pricing 181 product.. qs 3.2 Work with IBI manag;mant to deveiop intein.1 control. and proceduree to ensure chac effective financial management 1s in place.

% 3.3 Enaure the transfer or tinancia1 management mkille related co developing the bualnaea plan and tha pricing model through on-the-job craining. 3.4 Tha IBI/ACB will r a m a n financially melt-muetaining. * generating revenue from member due., coureee. ssrvicee and other eourcae, as permlteed by the law.

3

e 4. Training program and Advanced Couraee

-4.1 Develop an annual trainin program - eubjecta, method. of training. curricula. trainere, clmetablee. A concerted effort

lshould be made, co the higheet extent poeoible, to utilize b? lrbrary of cra~nrng mrcariale that have beon devrlopcd under other pro3ecce ae a foundation.

J O . 2 Build -,he caoacitv of IBI ocaff co develop and structure 'annual cra ining r F . 3 Develop a eolicitation program for the 101 to enhance

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(Coat inued)

rclacionmhipa with current and proapectlvm cllmto. Thie eolicitation plan will includa eetabliehmenc at an alumni contact program. 4 . 4 Eneure the development of euetrinable marketing skill- rithin IBI, which will enable tha Inaitute to complete in the bank training msrkmt. 4 . 5 Prepare a3 annual brochure with the deaeription of the coureea, curricula, timatsbler etc. 4.6 Conduct courses, ae identitied in the trainfng plan. rho couraeo will be delivered in Bulgarian, to trainee. in Sofia and other major cities. All training materiale (couree curricula, inetnctional materials. banking cextm and reference materiale. diatance learning matariale and computer- bamed training pragrama) ehould be adapted to Che current Bulgarian banking and economic reality. 4.7 Aeeiet the IBI to create a rceource center.

5. Computer-baaed training 5 . 1 Within IBI eetablish and atruccure ..team to be responmiblb €or the computer-banad craining program development, coordinated with the KHP and other relavanc program@. 5.1 Identify and provide thw appropriate aofturre to eupport the development of computer-baosd training. 5.3 Deeign computer-baaed coureae, breed on the training needs analyeis.

6. Pedagogical Skill6 6.1 In conjunction with IBI. eetablieh a methodology to develop pedagogical skill6 from che psrrpactive of inmtruction in chm areas of inetructional design. preeentation mkille. and exerciee and caee dsvaloprnenc. 6.2 Utllize the pedagogical methodology, provide tollw-up training to IBI ecaff in the area. of inetructionrl deaign and course cuetornization. 6.3 Trainera will be idantifled from within the banking indurcry and will be prepared to deliver crarning eubaequent to the conclueion of the project.

7 . Communication strategy 7.1 Develop a communication etrategy for IBI and craln a PR - . . expert. 7 . 1 Deeign a newaletcer to the financial community. or other partiee, as deemed appropriate. 7.3 Deeign an IB1 web- page. 7.4 Organize a roundtable, or another forum. to diecuee currect trends and iesuee in the bank qualitication.

8 . Asslecancr regarding priority issue.¶ facing the ~eaoclatiOn of Commercial Bankb

Aseiet the ACB on priority ieeuee le.9. internrl COrpOrate

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1.4 (continued)

governance. new product/service development. outreach program. e t c ) ae requested by the ACB, ar.d as approved by USAID. Further aeeiscance will be identified and defined in che annual workplane.

9 . Provide U.S. m d third councry training

The Contractor will derign, in coordination with tho Bulgarian counterpart8 and the USAID/Bulgari& CTO. U.S. and third country-bared training programs and internahipe tor ACB/IBI managere, and the moot eueceouful of the courme participants who have a potential to be future trainere. 181 and ACB, in coordination wich the Contractor and tho USAID/Bulgarza CTO, will identify poc.ncia1 candidacaa to to participata in these training program.. Coat* of much training and internshipa may be covered by other VSAID/Bulgaria contracLua1 machanaome.

V. BENCHMARKS AND TANGIBLE RESULTS

The Contractor undermtande and agree0 that achievement of the Tangible Reoults and Benchmarka are the eeaence of chia SOW and chat the USAID CK) will judge the Contraccor'm rasulta according co the achievement ot the Tangible Resulda and Benchmark.. In eke event that any one or more of the Tanglble Result. and Benchmarke i a not achieved, or ehould the Contractor at any time realize thaC they are not achievable. chon the Contraccor shall imrnodircely advise USAID in writing, and in the next monchly report as part of the Taek Order Reporting Requiremente ( 1 . e . monthly and 'completion* report*) .hall provide a complete explanation of tho circ~wntancem relatang thereto.

Tangible rceultu

1. Through the ACB/IBIge training programr. the roundne.r and stability of the Bulgarian banking ayetem will ba atrangthanad. ae meaeured by ealaetsd pertormanca Lndicatora established with che ELE program objective team . 2. ACB and I B I will provide aerviceu to membarr and the broad bankmg community on a suetainrble baeie.

3 . i B 1 eraff will have deeigned and conducted narkst research and training needs analyeie.

4 . IBI ataff will have deeigned a long-tern auatainabilit~ strategy and will ba able to rcviom and update it, as needed.

5. IBI will have developed and lmplcmenced a program and

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3 . . s ix month6 after contract award:

1. The Contractor will aemiet IBI to develop an on-line IBI 111 webgaga. . .

2. The Contractor will aeeiet ZBI/ACB co prepare quarterly newalettar for IBI/ACB accivitlea.

Y - I' 3. The Contractor will deaign US-baaed and third country

training0 for I 31 and ACB staff.

t 4. The Contractor will identify priority iooueo faced by ACB and developed an action plan to addrerr them.

t One year after contract award:

1. The Contractor will provide advice and aupporc to che In1

f a0 to the eecablimhment of an 0ffeetive financial nunagemant and internat~onal control eyacem vithin 101.

2. The Contractor will asslet 181 to prepare and deliver trainlng courreo baeed upon the training plan and the agreed upon prioritieo.

r 3. The Contractor will resist I81 to develop a marketing plan tor 101'8 actlvitreo.

4. The Contractor will provide guidance a. for the development of a teat vexeion of a computer baaed training.

Tangible reeulte and benchmark. for the aacond and third yeare Will be circulated in auboequent annual workplur8.

VI. SPECIAL INSTRUCTIONS

1. Duty Poet: Thi. work order will be prformrd i n Bulgaria and in Washington D.C. 2. Language requirementa and other required qualiflcatlone: Proticiency in English is required for a11 perronnal. 3. Accees to claeeiflsd information: The Contr~ctorl8) will not have accaea to any U.S. Government clarmified nacerlal. 4. Lagistic support: rhe Contractor le reeponerble for providlng all logietic eupport. 5. Workweek: Reeident advioore are authorlaed to vork a five- day w e e k in Bulgaria. Shore-csrm adviaore (12 b y 8 Or lee@\ are authorized to work s eix-day week. 6. Travel: All Contractor travel to Bulgaria require. prior country clearance from V S A I D / B U ~ ~ ~ I ~ ~ . All bueineee traval

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outside of Bulgaria by Contractor pereonnel atationad in Bulgaria. must be requested by the Contractor in writing, and approved by the USAID/Bulgaria C10 ac learnt 5 bueinemm days in advance of auch travel. 7. Documents: In the course of Lmplemencacion, the Contractor will produce documentation and guidelinse. which nay be reproduced by USAID for ice o m use, or for uae by ocher tnetitutione. 0 . Presm Contracte: Prior to having interviewm with foreign or local pram, making prase relearam, holding now. conferences. or other communicationm with the news media re arding 4 activltiem under thim T.O., ehe Contractor wil conault with the uS~ID/8ulgrria CTO concerning any and a11 much propoeed conmunlcationa.

In no event will any underatanding. A rmemnt. nodificetion, change order or other mattar which d i f i a B the tr- of rho Concract between the-Contractor and any peraon other t b a n thm Contracting officer be effective and binding upon the V.S. Government.

The following reparts are required undmr thim Tamk Order:

1. The Contractor will aubmic an amu.1 workplan. The tirac is due wichin 6 0 days of the contract award. and a11 aubrepuent are due withln 30 day. of tho project annivereary.

2. The Conrsactor will submit brief monthly etacue reports. The report. wlll be comprehmneiva ymt conciea. containing only infonnacion which im material to the oucceer of tho projscc .

3 . The Contractor will prepare a detailed completion report which will highlight accompliohmance a ainsc the work plan. ! give the final ecrtue of benchmarkm an tangible zeault~. and identify additional uaaknemear in rho eaccor, or in banking-relatad pollcrm, regulaclona or laus. This report will evaluate tha achievement of the tangiblo remultm. The report may aleo recommend follow-on work needed.

The Contractor will aubmic copies of all rmgorte to:

Rayna Dirnlcrova - Sanior Adviaor: Banking I-) Wslliam S . Foerdarer - Chief: Office of Economic .. Reecructurfng and Growth USAID Misalon to Bulgaria NDK Office Building, 5th Floor 1 Bulgaria Square, 1414 Sofia, Bulgaria

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(Continued)

Tel: 359-2-963-1219 Fax: 359-1-951-5070

Jean Lange Ssnlor Financial Sector Advisor U . S . Agency for International Development ENt/PER. SA-15, Room 3234 Warhington, D.C. 20513

ne. Penelopr Parley SEGIR Financial Service. component manager U.S. Agency for International Davelomnt G / B W / E X Washington, D.C. 70523

Mr. Span Dimitmv Chairnun, Asmociation of Commercial Banks 36, Vitoaha Blvd. 1000. Sofia Tel: 359-2-87 68 45, 901 64 93 Tel/Pax: 359-2-981-43 91

Mr.. Kamelia Stefanova Director, Inrernational Banking Inrtituca 1. Al. Battenberg Sq. 1000 Sofia Tel: 00 359 2 9141 1389 Fax: 00 359 2 980 24 25

ACCOUWTINO AND AIPROPRUTION DATA

MAARD No.: 002U183W083001 Project No.: 180-0014.83 729/01010-69-~~19-00-22183-~~13-0083001~751656/515~6

Total Amount Obligated: $300,000.00

7 Technical Directiane during the performance of thil cark order a h a l l be provided by tha Technical OLCicer a8 ~taced in B l o c k 5 bf the cover page pursuant to section F of the contract.

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Appendix B

International Bankin? InstitutelBarents Croup

Work plan . l h c Frmne

: \pd 2000 to Mny 2003

Responsible lnnnapen

International Banking Institute (IBI) Kamelia Stefanova, Director Bsrents Group (BG) Richard Lewis, Resident Advisor

Key support groups

Association of Commercial Banks (ACB) Bulgarian National Bank (BNB) United States Agency for lnternational Development (USAID)

Guiding Principles

In a \vorld of be\\ ildering economic and technological change, 1BI will adhere to ~\ -eraI ~uiding principles:

I . De\.elop open communication channels with the financial services sector in Bulgaria to understand what are the current demands for a highly educated workforre.

2. In response to those educational needs, probide a wide array of high quality programs and learning tools, delivered in the most flexible, conwnienr and cog effective manner.

3. Become the recognized provider of educational programs which lead to a professional banker certification.

-1. Take advantage of the benefits of technology to provide client access to \vorld \vide resources in the "knowledge" economy. '. Develop partnerships with other financial service training institutes in order 10

masinlize resources and share experiences.

2000 April-Junc

. Intl-o&tztio~i ;ind I;iniili.~riz~~~o~i o i llnr'nts ddv~sor \ \ s i~ l i IBI 5i;ilt: pugrams ind opcr;~tio~i;~l rc'sol~rccs. lntroduct~on of Barents advisor to British Know How Fund ad\isors in order to coordinate and maximize all cooperative efforts. Presentation of short term work plan to ACB. IBI and USAID for c o i m n t and reconirnend3tions. Establish principles for market research methodology to assess bank training needs. Visit at leas 309G of the key banks in Bulgaria to assess training needs and support for IB1 progran~s. Prepare tentative schedule for 14 courses to be delivered by Barentslocal instructors between September 2000 and June 2001. Confinn course topics and Barentsiiocal instructors for Septernber;October courses. . Evaluate stalling needs and organiza~ional structure of IBI with recomnendations for strengthening the staff where necessary.

Preparation of business plan for IBI and develop model for pricing 1B1 produc~. Complete anall-sis of competitive training programs. IBI and BG to investigate and evaluate suitable options for future 181 office and training facilities. Complete lirst round of visits to all remaining banks. Establish principles of a communication strategy and begin training of an IBI Public relations espen. Develop guidelines for the design and development of 181 Internet Web site. Finalize, produce and distribute IBI course catalog for academic year September 2000 to June 2001; to include course descriptions, proposed dates and location options~ - Deliver two courses by Barenlu'local instructors in September. Confirm course subjects and instructors for November.

Deliver three courses by BarentSIwal instructors in October. Deliver t\vo cotirses by Barentdlocal inslructors in November. Introduce IBI Web site. Confinn scliedttle and subjects for the seven courses in the tirsr half of 2001. Refine options of IBI facilities plan and make reconimenda~ion to ACB and BNB. Expand visit3tions to other influential financial sewice providers to assess their view on banker irainiog needs.

Deliver t\vo Barents courses in March. Besin second round ol'bmk visita~ioiis. Rclinc 311~1 eq)3nd Web site content and links. Invcstigatc ,1116 initiate development of a bmker certilication currict~lun~ to n m t EU!lntcmational standards. Organize a roundtable or focus group of bank professionals to dixuss current trends and issues in the banker qualification process. Submit completed strat&c plan for conunent and approval by ACB. BNB and USAiD.

2001 April-June

Deliver two Barents c o w in April. Deliver thrce Barents courses in hlay. one of which will be for training of traim. Design an IBi newsletter directed to the linancial community and other rcle\-ant parties. Begin development of a Resource Center. Begin the de\-elopnlent and design of a computer based training strategy. . Develop preparations for exchange program with represenlati\-es of Central and Eastern Europe Bank Training institutes.

1-he second and third year a.ork plans will reflect an expansion and refinement of those tasks initiated in year one. Details and appropriate timetables will be developed n-ithin ihe prior quarter (January-March) of the preceding project year for implementation in the subsequent project year.

Re\~iew of Year One a c t i v i t i c s d Work Plan for Year TWO

April I4 2000 to April 13 2003

Responsible managen

International Banking Institute (IBI) Maria Gmrgiex-a, Director Barents Group (BG) Richard Lewis, Resident Advisor

Key support groups

Association of Commercial Banks (ACB) Bulgarian National Bank (BNB) United States Agency for International De\dopmcnt (US-AID)

Year One ( M a y 2000 to April 2001) summary of activities

The first year acti\ ities can be generally described as slow in developing during the initial nine months, but the pace of activity and demonstrated results accelaated in che period from February-April. 2001.

Of some conseq~ience \\as the change in the leadership of 1B1. The current Dira~or . Ms. \faria Georgiela assumed these duties as of February 1, 2001.

The primary accon~plishments under the USAlD technical assistance were:

I . IBI staff and the Barents resident advisor conducted an informal banker training needs assessment (TNA) through in depth interviews of bank executive officm, human resource managers and technical specialists. Virtually all Bulgarian banks were visited in this process.

2. Delivery of eleven seminars, conducted by Western instructors. Topics focused on basic bank risk elements as well as customer sewice skills. All tuition collected from these courses, approx. 520,000. \vas transferred lo IBI.

3. 1BI staff was enhanced through the new hire of a Marketing Director; a position recommended by the Barents advisor.

4. The foundations were constructed for an IBI course catalog, web site and other means of promoting IBI activities.

5 . The first in 3 series of round table discussions was held with bank human resourcetraining managers.

6. Preliminary nork was begun on the development of an IBI strate~ic plan.

Work plan - Year Two

Tinie Franie

Slnr 2001 ru A~r i l2002

Deliver 3 seminar on "Bank Re~tmcturing". Deliver a seminar on "Bank Cards" Deliver a seminar on "Marketing of Financial Sen ica" Deliver a seminar on "Customer Service" to Varna based banks. Deliver an in bank "Customer Service" seminar for Post Bank. Deliver a seminar on "Risk Management" Organize a team building retreat for all IBI and USAlDiBarents staff. Complete publication and disfribute first edition of the IBI catalog Complete design and launch of new IBI web site Provide web site training to selerted IBIlBarents slaff through USAlD pamm program. Begin preparatory work on an 1Bl newsletter Assist IBl in the selection and leasins of alternative administrative offic&raining facilities. Continue tarset bank visits as part of training needs assessment and promotion of

<'rams. IBI pro,

July-August 2001

Add English language content to IBI web site. Expand content and add links to 1B1 web site. Complete tint edition of IBI newsletter for distribution in early September. Develop photo file for 1BI publicity releases Develop formal media kit Develop a ~nonthly calendar of public relations events. to be updated every n~eek. Prepare next quarterly HIR manager roundtable in September. Select and purchase new IBI promotional items. Begin developnlent of IBI alunmi association data base. Develop 1BI faculty profiles and evaluate tr~ining needs of selected local instructors. Begin nlonthly financial review with variance analysis against plan. Continuc purchase and solicitation of rccornme~ded materials for the IBI library.

Scptcmber-October 2001

November - December 2 0 1

Deli\rr sccond "Tmining of Trainers" scminar, by invitation only. Delivcr a sctnit~x UII "Financial l~~sti tut~mi .4nalysis". I)cli\c~ .I seminar OII hl i lr lc~ing lo1 t31:1t:rl; ol'lk-cs" tn Vanrx Dchrl - :I seminar on "Cus~on~cr Sen ice" i l l Koussc. Delner a seminar on "Customer Service" in Plovdiv. Complete tirst drafl o f a marketing plan as part of overall IBI strategic plan. Dewlop a menu of pricing options for IBI courses, course inaterials and programs. Conduct second roundtable meeting with bank human resource managers 1BI Director Georgieva and Barents advisor Lewis to visit training instiruta in Budqxst, Warsaw and possibly Kotowice, Poland Ongoin!: developnlent of IBI library. Ongoing upgade and maintenance of IBI web site. Continue targeted bank visits (minimum of ten each month). Distribute lint edition of IBI quarterly newsletter in September.

Deliver a seminar on "Strategic Planning", with Bulgarian co-instructor Deliver a seminar on "Real Estate Finance" Deliver a seminar on "Human Resource Managenlent", with Bulgarian co- instructor Deliver a series of short workshops on various management skills. Provide a short seminar on "Effective Presentation Skills" for entire IBI staff USA based Training of Trainers for six bankers, arranged through a supplemental USAID funded mechanism. Conduct third roundtable discussion with selected bank managers Publish second edition of the IBI newsletter. Conduct tirst 1BI alumni association meeting. Conlplete IBI strategic plan for presentation to the 181 Managing Board. Con~inue targeted bank visils Prepare second edition ofthe 181 course catalog. Ongoing maintenance of 1BI web site

January-February 2002

Deli\ cr t s o seminars and in bank programs. Bulgarian co-instructors Deliver second edition of the IBI course catalog.

0 Ongoing main~enance of IBI web site. Ongoing visits to selected bank clients. Prescr~t de~ailed linancial analysis of IBI operations in 2 0 1 and develop 2002

hlarch- April 2002

Delwer hvo setni~lars and in b ~ n k program Bulgarian co-instr~~ctors. One sc~ninar lo be ";\dvanccd Training olTrai~lcrc". Conduct fouvtll IltR iwndtable discuss~on. Continue targeted bank visits. Publish third edition of IBI newsletter. Conduct \vorkshop for media regarding banking issues. Conlirm coursed schedule for balance of 2002.

The third year ~ o r k plans will reflect an expansion and relinement of those tasks initiated i n years one and two.

li~ternational Banking InstitutclBarents Croup

Work plan

l i n e Franic

l i l y 2002 to April 2003

International Banking Institute (IBI) Maria Georgieva, Director Barents Group (BG) Richard Lewis. Resident Advisor

Slrorr term work plarr

'002 May - July

Deliver courses on "Branch Ofiice Management" and "Customer Sen-ice" Conduct a fornial training needs analysis Conduct a second lB1 retreat to focus on product development, organization SmKNre and listening to clients. - Continuous \vork on IBI web page. Continuous de\.elopment ofthe 1BI Resource Center.

0 0 2 August - October

Delivery of courses on "Branch ofice Management", "Analysis of Back roonbCront line Operations" and "SME Finance"

i Conduct a HR retreat to discuss contemporary HR management practices. Begin selecrion of course materials for conversion to e-learning format

2002 November - 2003 January

Refine and expand content on IBI Web site. Expand visitations to other influential financial sewice providers to assess their \ iew on banker training needs. This is a continuous effort. Finalize, produce and distribute IBI course catalog Tor 2003 academic year. USA study tour to be conducted in Washington, D.C. in early December Hi'R - IBI r.lculty roundtable D e h e r coursed on "Risk Management"

2003 February - April

Develop a con~prehensive Marketing plan Co~iiplc:~ ;111.11ysis ~Tcompetitive traininz proganis as piln of h e iii;~rkc~ing p l m Continus ytblis!iing ali~ions of 1UI wwslettcr clirci~rd to the lin.rnci:~l con>n:::wcy and olher rr.!r.\a~rt parries. Expand and pronlote the IB1 Resource Center. Continue the development and design o f a computer based training strategy. Eslablish principles of a coniniunication stratep and begin training of an IBI Public relations expert. Det~elop a practical management accounting system to support a more detailed budget. Prepare alternative strategies to assure the financial sustainability of 1Bl. Assist IB1 in the consolidation of database reports for IBI instructon. clients and prospects. Create an IB1 alunwi organization. Compete translation from English into Bulgarian of all relevant c o m e materials.

Appendix C

TASK ORDER MONTHLY (OR QUARTERLY) PERFORMANCE REPORT

Conhaetor: Barcnts Group Reporting Pericd: April-May, 2000 Conhoer #: PCE-I-00-99-00006-00 Task (kdcr Y: PCE-1-8 I I-99M)O(M00 l N e ofT& Order: Banker Training Comq: Bulgaria

The principal objectives of the project are the following:

Strengthen the International Banking Institute (IBO as a f m i a l l y self-nrstairubk i n a i ~ i o n and increase the standad of activities IBI provides to the W i n g community in Bulgaria. Key capacities requiring development at the IB1 include the following: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgarir; - Develop a business plan and cost accounting model in order to price pmducts on a profiubk

basis; - Elaborate an annual p r o g m of courses and seminars, and a markaing strategy for their

promotion: - Create a computer-based training program, and train a core team of 1B1 stafi to manage and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. intanrl corporate governamx, new productivwice development, outrrach programs, Uc.) as reque~led by the ACB, and as approved by USAID, in order to become a mong organization that is rrsponrivt to the needs of its member banks. These issues and needs will be identified through w i n g s mi& the ACB management and members.

Activities to aecom~lish aocctcd results

This inception report will cover the last two weeks o f April and the full month o f May, 2000.

The primary activities were: ~amilikzation o f the advisor with the details of the IBI operations, Nffand ICSOUR:~~.

Interview and hire Barcnts local staff. Conduct introductory meetings with senior rnanagm and or human rrsourcc managas o f che following banks: a. Biochim Bank b. United Bulgarian Bank c. PortBank Conduct introductory metingr with ACB, KPMG, British Know How Fund, IPC Consulting and Bulgaria National Bank (BNB) Bank supervision management. Develop the first year work plan. (Copy anached to this performance repon) Assist the BNB bank supervision department in preparation for che Corporate Govunancc seminar scheduled for June 13.t000. Inspect alternative training facilities at Sheraton Hotel, Hotel Rodina, National Palace of Culture, lnterpred and Sofia International Management Center.

The activities of the tim six weeks of the projest were smnewhat cMvSnined due to limited contact with IBI Director Stefanova. This situation should be alleviated at the ad of June when she concludes her two days a week schedule of c l w for which she sems as an insbuaor at a local University.

In addition, the advisor will provide the IB1 Director with a time and task specifx mnk plan. This plan will require a full commitment from the IBI Director and her staff in order to wtclaate rhc pace of this project.

Work in Prowess

1. Complete f m round of meetings with all m m e n i a l banks. 2. Assist the IBI in developing options for alternative training and administrative facilities. 3. Select Barents eoune3 and instructors for September. October, November. 2000. 4. Develop schedule of Barents courxs for March, April, May. June 2001. 5. Begin development of the IS1 course catalog. 6. Assemble models of bank qualif~ation programs throughout the world. 7. Initiate training of IBI staff in market m a r c h mahodology. 8. Develop pricing model for all IBI products. exclusive of existing distance learning prognms.

Repon submitted by: Richard Lewis, Barents Group

Date submitted: June 2 1,2000

Confrocror: Barcnts G m p Reporting Perid: June, 2000 C Connod #: PCE-IM)-99dOOOdOo Task Chder #: PC€-1-81 1 - 9 9 s . . Tide ojTask Order: Banker Training

Coamhy: Bulgaria 0,

Bockmod and exwcred results

The principal objectives of the project are the following: u.. .

Slrcngthm the International Banking Institute (181) as a financially self-suslairubk inaihnion 1

and increase the standard of activities IBI provides to the banking community in Bulguia. Key

I capacities requiring development at the Ell include the following: - Develop and implement market rrscarch methodolw for training needs analysis; - Develop and implement a stnrtegy for bank pmfewional qualification in Bulgaria;

B - Develop a business plan and cost accounting model in wder to price poduc~~ on a pmfibbk basis;

- Elaborate an annual program of c o u ~ and seminaq and a marketing muegy for their

7 promotion:

- Create a complter-based training program, and win a urn team of 181 staff to manage and ! I ) update it.

t Assist the Association of Commercial Banks (ACB) to a d d ~ ~ s priority i- (eg. inlcMl corporate governance, new productlwrvice development, outreach programs, etc.) as quested by thc ACB, and as approved by USAID, in order to baomc a shmg organization that is msponsive

Y to the needs of its member banks. T h e issues and needs will be identified thmgh meetings with the ACB management and members.

Activirm ro occomluh uorcted results

This rrport wvers the activities for the month of June 2000

Thc Pimuy activities wcrc:

I . The Barenis h i s o r coordinated and served as moderator for a one half day minu on Corporate Governance.

2. The lB1 wodc plan was complctcd and pmcntcd to ihe Managing Board of the Associalion of Commercial Banks (ACB) as well as lhz Managing W r d of IBI.

5 3. Models of banker training instiMe malegic plans were developed a d submined Io IBI 9 Director Stefanova for guides in the preparation of the IBI strategic plan.

4. Meeting with representatins of CEELI (Central & k I c m Europe Law Initiative) to

4 coordinate training activities relative to legal issues impacting banks. 5. Meeting with mpresentatives of the Deposit Insurance Fund to coordinate mining activities. 6. Conducted meetings with senior managers and human resource managers of the following

7 banks:

d a. United Bulgarian Bank (second meeting)

i b Biochim Bank ( second meeting) c. DSK Bank

Ir d. Bulbank

8. Conducted meetings with senior managers and human resource d i r e c m of the following banks

a. Unionbank Commercial Bank Ltd b. BNP-Drcsdner Bank

9. Interviewed and recruited intnprrcersltronslators for Barcnts course mataials. 10. Meeting with World Bank representatives to review cumnt issues in Bulguiut fituncial

sector. I I. Meeting with USAID & Bulgarian American Enterprise Fund to discuss dmlcpment of

secondary mark& for residential mortgage product and training needs q u i d . 12. Initiated work for thc production of an 181 course catalog.

B a m t s advisor was on personal leave the first w a k of July.

Wwk in P~OPTCSS

1. Complete fird round of meetings with all commercial banks. 2. Meet with sclcctcd banks in Varna in anticipation of C d i t Mantgement to be

delivered the week of October 2.2000. 3. Continue assistance to IBI in developing options for alternative training and dminisb-alivc

facilities. 4. Develop schedule of Barents c o u n a for March, April. May, June 2001. 5. Continue development of the IBI counc catalog. 6. Assembk models of bank qualification pmgrams t h r o u w t the world. 7. Continue training of IBI staff in market nxa rch methodology. 8. Develop pricing model for all 1BI products, exclusive of existing distance learning program. 9. lmplemmt Training Needs Assessment with arsiaancc by h t s specialistr. 10. Continue to assist LBI staff in development of the mategic plan. I 1. Sclcct 1-1 fim for design of Web Site and develop content for the site.

Report submitted by: Richard Lewis. Bucnu Group

Date submitted: September 1,2000

Conboctor: Barcnts Group Reporting Perid: August, 2000 Confrat #: PCE-1-00-99- Tmk W c r #: PCE-I-811-99-00006-00 Tirle oJTmk OIder: Banker Training Counlryr Bulgaria

Backmound and exoecfed resulu

The principal objectives of the project we the following:

Strengthen the International Banking Institute (161) as a financially wlf-arrjuinabk institution and incrtasc the standard of activities IBI povides to the banking community in Bulgaria Kcy capacities requiring development at the IB1 include che following: - Develop and implement market research methodology for training needs anabsis - Develop and implement a strategy for bank pro f t s s io~ l qualifwtion in BulgarL; - Develop a business plan and cost accounting model in order to pricc products on a profitable

basis; - Elaborate an annual program of c o w and scminsn, and a d d n g rmtegy for (heir

promotion: - CreaIe a computer-based training pmgram, and train a core team of 181 stafl to manage and

update it.

Assist Ute Asociation of Commercial Banks (ACB) to address priority issues (e.g in& corporate governance, new producllscrvice development, outreach programs, etc.) as quested by the ACB, and as approved by USAID, in order to b&Mm a strong organization that is responsive to the needs of its member banks. Tkse issues and nccds w~l l be identified throu& meetings with the ACB management and members.

?%is mpon coven thc activities for thc month of August 2000.

The primary activities were:

I . Inspected Vama mining facilities alternatives for Credit Management mum during & week of October 2.2000

2. Conducted m t i n g s with senior managers and human resource directors of thc following banks:

a. Dcmir Bank b. National Bank of Gwxc c. ING Barings d. Raifieiss.cn Bank e. Vama branches of Union Bank. Hebms Bank and Biochim Bank

3. Continued uork for the production of an IBI coumcatalog. 4. Cond~tcteJ IRI staff meeting ior Strategic Plan S.W.O.T. analysis. 5. Continued work on logistics, translat~on of scheduled courses for Fall 2000

Barenu advisor was on pcrs~lal l ave middle wnk of August. IBI Director began pcoolul l a v e from August 14 to Scpimbcr 15.

Work in Propnu

1. Complete first round of meetings with all commercial banks. 2. Continue assistance to IBI in developing options for alternative mining and adminimrtivt

facilities. 3. Develop xhcduk of Barenls courses for March, April, May. June 2001. 4. Continue development of the IBI course catalog. 5. Assemble models of bank qualification programs throughout the world. 6. Cmlinuewaining of lBI staff in market research methodology. 7. Develop pn'cing model for all IBI producls. exclusive of existing distance kaming prognmr. 8. lmplcment Training Needs Assessment with assistance by Bmnts specialists. 9. Continue to assist IBI staff in development of the strategic plan. 10. Select local finn for design of Web Site and develop content for the site.

Report submitted by: Richard Lewis, Barcnts Gmup

Date submitted: September 1,2000

Cornroctor: Barents Grwp Reporting Period.. September. 2000 Conmad #: P C E - I - W W Task W e r If: PC€-1-81 1-990000600 Titk of Task Order: Banker Training Counny: Bulgaria

Bockmound m d exuected results

The principal objectives o f the project are the following:

Strengthen the International Banking Institute OBI) as a financially self-susminabk innihltion and increase the standard o f activities IBI provides to the banking community in Bulg.ri.. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training needs anabis; - Develop and implement a mategy for bank professional qualifation in Bulgaria; - Develop a business plan and cod accounting model in order to price products on a profitabk

basis; - Elaborate an annual program of courses and seminars, and a matketing for thew promotion: - Create a computer-based training program, and train a core team of IBI staff to manage and update it

Assist the Association o f Commercial Banks (ACB) to addres priority issues (e.& internal corporate governance, new productkervice developrncnf wcrrach programs. etc.) as requested the ACB, and as approved by USAID, in order to become a sbong organization that is responsive to the needs o f its member bank. These issues and needs will be identified thrwgh medings with the ACB management and members.

Activities to accomulish ex~ected results

This Rport coven the activities for the month of September 2000.

The primfuy activities were:

1. Prepared course instruction materials, course announccrnents, rsmited course banslatom and arranged for all loi+tics related to October courses to be delivered in Vanu and Sofu. T k October courses will be Credit Management System. W e a n Loan Management and Fmign Exchange. Alw, worked on proposed Bank Restructuring course. scheduled for Seprrmbcr, but subsequently re-scheduled for 2001.

2. Conducted rneetinm, accompanied by IBI staff member Ms. Rilks Alersndmvq with senior managers and hun& resource d im& of the following banks to introduce the IBI projc-3 and solicit input on haining needs:

Municipal Bank - Ms. Milks Gusiiska, WR Manager (September I I) EumBank - Ms. Passim Varadinova, WR Manager (September 12) International Commercial Bank - Mr. Steven Slmuss, CEO

Ms. Vesseln Yosiva. HiR Manager ( September 13) United Bulgarian Bank - Ms. Teodon Milosl~ova . H'R Manager (September 14)

Ms. Anny Anova. Training Expcn Hebros Bank - Mr. Guatam Vir- CEO (September 27) #

3. Pmject p m g m rcpMt made to ACB Secmary General Martnva - (September 15) 4. 1BI project ovaview meeting with Deps i t I n s u m Fund, Ms. Rumyana Umva -

(September 18)

5. Attended Bulgaria International Business Association (BIBA) Banking and Finance Committee meeting to introduce IBI project. (September 19)

6. British Know How Fund advisor Mr. Barry Hoye and h t s Advim R. Lewis invited to offer comment to BNB Deputy Governor Kabaktchiev ud ACB Chairman Dimibov on the institutional strengths and weaknesses of IBI. (September 2 1)

7. hluhiple meetings with Biochim Bank senior ma~gm to solicit umunenl on fourv materials and case studies for Problem Loan Management, Internal Audit, l n t a n a t h l Accounting Standard. and Foreign Exchange courses.

8. Meeting with Carana Corp. Director, Mr. Scon Brusler, to discuss opportunities to integrrre training activities. ( September 26)

Obstacles to achievin~ umcted results

Work in Promess

I . Activities related to 1B1 institutional strengthening, listed in the August 2000 monthly rrpon, remained in a static mode.

2. Primary efforts dedicated to fulfillment of seven B m t s courses whedukd for Fall 2000.

Reporl submitted by: Richard Lewis, Barmts Group

Date submitted: November 29,2000

TASK ORDER MOMHLV (OR QUARTERLY) PERFOWCE REPORT

Controcrw: Barents Group Reparring Period; Octoba, 2000 Contract #: PCE-140-99-00006M) Task Order #: PCE-1-8 I I -99M)o6-00 Title of Tak Order: Banker Training COMO~: Bulgaria

The principal objectives of the project are the following:

Strengthen the International Banking Institute (IBI) as a financially self-sustainable institution and increase the standard of activities IBI provides to the banking community in Bulguir. K y capacities requiring development at the IBI include the following: - Develop and implement market research methodology for mining needs analysis; - Develop and impkment a strategy for bank professional qualifmtion in Bulgrri.; - Develop a business plan and cost accounting model in order to price products on a profitabk

basis; - Elaborate an annual program o f courses and wm-urars, and a marketing strategy for their

promotion: - Create a computer-based training program. and train a core team of IBi staff to md update it.

Assist the Association of Commercial Banks (ACB) to address priority i+sues (e.g. intend corporate governance, new productlvrvice development, outreach programs. ctc.) as requested by the ACB, and as approved by USAID. in order to become a strong organization that is rrsponrive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB management and members.

Activities to accom~lish exmcted resulu

This report coven the activities for the month of October 2000.

The primary activities were:

I . Delivered Credit Management System course in Vama from October 2-6. (A(rudure lin and course evaluation attached)

2. Delivered credit Management System course in Sofia from October 9-20, (An& list and course evaluation anachcd)

3. Delivered Problem Loan Management course in Sofia from October 9-20. (A tkdmcc list and course evaluation attached)

4. Visited Express Bank, Varna - Mr. Phillipc Guide& Managing Director (October 2) 5. Visited BNP Drcsdner, Vama ofice - Mr. Dmitar Valkov, Branch Manager (October 2) 6. Visited Raiffeiwn Bank - Ms. Birgit M o r h i g WR Director ( October 3) 7. Visited American University in Blagocvgrad -Dr. Gordon Anderson. Chief Financial Officer

(October 5)

Qbstncles to ochiei~in expected results

Work in F r m ~

I . Assisted bl staff member, Dessilava Popova, in development of Saatcgic Plan; compctim analysis. (October 26)

2. Primary efforts dedicated to fulfillment of Barenu courses scheduled for OaobcrNovanbcr

R e v submitted by: Richard Lewis, Earents Gmup

Date submittad: November 29.2000

CO~I~QCIOI: KPMG Consulting~Barents Reporting Period: November, 2000 Confrucl#; PCE-100-99-000(M00 Task ChdPr #: WE-1-8 I 1-99-0000600 Title of Task Order: Banker Training Counfry: Bulgaria

B u c k m o d and exwaed resuits

The principal objectives of the project srr the following:

Smngthen the lnternatio~l Banking Institute (1B1) as a financially self-susaiMble inditution and increase the standard of activities IBI provides to ihe banking m u n i t y in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cosl accounting model in order to price products on a pmfitabk

basis; - Elaborate an annual propun of courses and seminars, and a marketing sirategy for their

promotion: - Create a computer-based training program, and train a core team of 1BI staff to manage and

update it.

Assist the Assoc~ation of Commercial Banks (ACB) to address priority issues (t.g. internal corporate governance, new produdservice developmenf outreach p m g n m ~ e t c )as requested b) the ACB, and as approved by USAID, in order to become a strong wganization that i s responsive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB management and members.

This report covers the activities for the month of November2OM).

The primary activities were:

I . KPMG5arents advisor met with Cisco Systems Bulgaria Manager, Peter Ivanov. to solicit input and assistance for the creation of a Web site for iBI. Follow up meting scheduled for J a n w y 200 1.

2. Delivered Foreign Exehange course in Sofia from October 30 to November 3 (Attendance lin and course evatuation attached)

3. Delivered Internal Audit c- in Sofia from November 13 to November 24. (Attendance list and course evaluation attached)

4. Delivered International Accounting Standards (IAS) uwrse in Sofia from Novembn I3 to November 24. (Anendance list and wunc evaluation attached)

5. Preliminary to the lntemal Audit and International Accounting Slandards courses, a breakfast reception was held to provide an overview of the critical Internal Audit and IAS iswes facing the executive managers of Bulgarian banks today. Heads of Internal Audit. Chief Accountants as well as the aforementioned bank executives anended the reception. Remarks were provided by KPMG Consultinp/Barents advisor Richard Lewis, Bulgarian Nat~onal Bank (RNB) Head of Bank Supervision Polic) Directorate. Roumen Stmeonov; USAID

Chief of Private Enterprise. William Foerderer and KPMGIBmts innnrtor. Dr. M a u m B w .

6. Dr.Berry, instructor for the lntemal Audit and IAS coursa, subsequently conducted 1 mund of meetings with selected bank executive managers, Internal Audit heads and Chief Accountants in the week prior to the scheduled classes. The purpose of the meetings was to solicit input fmm the banks es to their respective training needs in bMh courses as well as provide Dr. Berry the opportunity to stress the important role executive bank mwgers ha\* in the internal audit pmceJs.

B a n k and organizations visited by Dr. Berry during the week of November 6 wrc the following:

I . International Commcnial Bank - Steven Stnuss. CEO 2. Post Bank - Oliver Whittle, Executive Director 3. Biochim Bank - Ventzislav Lyoubomimv, Executive Dirstor 4. Raiffeisen Bank - John Harris. Chairman 5. Roscxim Bank - Mincho Mihov, Executive Director 6. Commercial Bank Bulgaria Invest - Dimitar Kostov, Executive Director 7. National Bank of C - Ivan Stoev, Chief Accountant 8. Association of Commercial Banks - lrina MarIzcva, Secrrtary General

An evening reception was held on November I5 to announce the launch of the USAIW KPMGlBarents Group technical assistance for the lntanational Banking tnstihlu (lBI) and the Association of Commercial Banks (ACB) In anendance were Executive Directors. Human Resource Direct- mining managen of the commercial banks as wrll as reperesnnaives front KPMGlBarents and USAID. In addition; Deputy Go- Kabaktchiiv of the Bulgarian National Bank representatives of the Deposit ln~uance Fund, and other donor groups were in attendance.

KPMG/Barents Senior Advisor R. Lewis was invited to meet with ACB Chairman Saps Dimioov, on November 15, to discuss the ACB process for appointing a successor to the cumnt 181 Director, Kamelia Stefanova.

Mr. Patrick Bryski, Managing D m t o r of KPMGBarents worldwide banker mining projects, visited Sofia on November 14-17. Meetings were conducted with USAID Mission representatives. ACB Secrrlary General Martzeva, ACB Chairman Spas Dimitmr. Mr.Br$i also was able to meet with many guests in attendance at the November 15 evening reception.

Conrructor: KPMG Consulting/Barenk Reporting Period December. 2000 Contract #: PCE-1-00-99MWH)6-00 Task Order #: PCEI-8 I 1-99-0000600 Title of Task Order: Banker Training Cowhy: Bulgaria

Backwound and exwcred results

The principal objectives of the project are the following:

Strengthen the International Banking institute (IBl) as a financially %If-umsinabk indiMion and increase the standard of activities IBI provides to the banking community in Bulgaria K y capacities requiring development at the 1BI include the following: - Develop and implement market research methodology for training needs analysiq - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price produck on a profihbk

basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training program, and train a core team of IBI stafT to manage and

update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g internd cotporate governance, new pductlservice development, outrcach programs etc.) as rrqucacd by the ACB, and as approved by USAID, in order to become a strong organization that is rrsponrive to the needs o f its membcr banks. Thex issues and needs will be identifd thrwgh meetings with the ACB management and members.

Activities to accom~~ish exaected results

This report coven the activities for the month of December 2000.

The primary activities were:

Confirmation that 119 bankers. fmm 26 different institutions, participatad in thc six Barcnts courses del ived in the months of OEtobcr and Novnnbcr 2000.

Limited activity with the International Banking Institute (IBI) in Dectmba due to tbe imminent departure o f the outgoing Director. Ms. Stcfanova, and the fwo wcek )ear md personal leave ofthe Barcnts advisor. Mr. Lewis.

British Know How Fund Advisor to 181, Mr. Barry Hoye. dong with Mr. Lewis, consulted with Bulgaria National Bank Deputy Director Kabaktchiev, w i n g their recommendations for a successw to Ms. Stefmva. An open cornpaition for thc 1BI Director position will be advertised. with the applicants to be sekcted by the Managing Board of the Association ofCornrnercia1 Banks and Mr. Kabaktchiev.

Development of the 2001 Barmts course calendar through Jutic was completed and confirmed. I t is expected there m i l l be an additional eleven courses to be d e l i 4 between Januan and June 2001. This is in addltion lo thc s i x clasks completed in 2000.

plus the oncweek bank visitation by Internal Audit and IAS instructor. Dr. Ma- k n y .

Visited Texim Bank - Ms. Maria Vidolovq CEO This was an introductory meeting to introduce the BarcntJlBl pmgram and also solicit input on the future training r e d s of Texim Bank.

Visited Hebros Bank - Mr. Gautam Vir, CEO This was a follow up meeting to discuss the specific training meds of Hebros Bank. Continued emphasis will be placed on training for "soft" managerial skills; i t . . communications, team building, a c .

Su~~IementaI activities

Advisor Lewis attended the Association of Commercial Banks annual meeting.

Re* submitted by: Richard h i s , Barcnts Group

Date submitted: March 6,2001

TASK ORDER MONTHLY (OR QUARTERLY) PERFORMANCE &!PORT

Confroctor: KPMG Consuhing/Barmts Reprfimg Period: January 2001 Conhoct #: PCE-1#99-0000640 T a k Order #: PCE-1-8 1 I-99-00006-00 EtIe of T i k Order: Banker Training Country: Bulgaria

Backmound and ewcted results

The principal objectives of the project arc the following:

Strengthen the International Banking Institute (IBI) as a f in~cial ly xlf-sustainabk institution and increase the standard of activities IBI provides to the banking community in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training medr uulysiu; - Develop and implement a strategy for bank professional qwli f i t ion in Bulgui.; - Develop a business plan and cost accounting model in order to price products on a profinbk

basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based mining program, and min a core team of 1BI staff to manage and

update it.

Assist the Association of Commercial Bank (ACB) to address priority issues (e.g. internal corporate governance, new pmductl~ervice development, o u m h ~ r o g ~ l s etc.) as r e q d by the ACB, and as approved by USAID, in order to become a strong organization that is rrsponsive to the needs of its member banks. Thev issues and needs will be identified through meetings uith the ACB management and members.

Activities to occomluh exwcted results

This report covm the activities for the month of January 2001.

l k primary activities were:

I . Ms. Maria Georgicva was vkctcd as the new IBI Dircflor. She u u the founding Director of IBI in 1991 and has recently saved u an Executive Manager of the Ceninl Cooperative Bank. Ms. Georgieva is expected to assume full time duties at 181 as of February 1,2001. Barenu advisor Lewis met with BNB Dcpur); Dirutor Kabrlachiev and ACB Chairman Dimitrov on January 15 to di- the Director selection process. Both stressed their stmng support for IBI. Ms. Georgieva md welcomed the continued technical assistance fmm USAIDIBarenU.

2. Three Kparate meetings were held between advisor h i s and Ms. Cbrgicva. prior to her formal assumption of her IBI duties. In addition to providing Ms. Georgi i with a detailed report on prior Barenu activities with 181 since May 2000. a list of near term action steps was drafted and a m u p . First of which wa5 a review of the existing IBI staff by Ms. Georgieva with a possible mrgmizalion of duties and reporting structure. Additional key issues co~cred were the strategic planning process. lcam huilding, financial review of IBI, marketing activities and the need to relocate 181 staff inlo a new location.

3. Two separate meetings were held with IBI staff to develop the content to be utilized in a proposed course catalog, internet web site. brochure and other promotional mataials.

4. Advisor Lewis interviewed ten applicants for the position of translatorlintuprefer. The successful applicant will become a full time Barents local hire and will replace the more costly independent fm lance translators used in ihc past yxar.

5. Advisor Lewis met with representatives from the Radisson and Hilton Hotels for the purpose of negotiating more favorable rates for training facilities.

6. Dr. Maumn Berry began repeat courses on lntcrrml Audit and lntcrmtional A-ring Standards (]AS). Thirteen persons, from nine banks. attended the ln teml Audit counc. Twenty persons, from thirteen banks, attended the IAS course. ( J a n q 29 to Febnury 9)

7. Barents advisor Lewis met with Biochim Bank Internal Audit Head. Ms. G e x g i i to provide guidance on the formation o f an independent association o f Bank Intarul Auditors in Bulgaria. (January 5).

8. Based on guidance from USAlD Financial Sector Chief, William Foadaa . ii was decided to reallocate project funds. Instead of a formal training nods assusmmt by a USA advisor, the funds will be directed toward the delivery of mom coursq preferably with local instructors.

9. Advisor Lewis met with USAlD contractor Carana Corpocation. Donald C m ud Scon Bressler, to explore methods for mutual training pmgrams. An immediate benefit rcsuhed form the sharing of IAS training ideas and approaches between Barcnts instructor Beny and Carana inshuctor Bames. (January 24)

10. Meeting with University of Delaware (UD) FLAG Conronium in Bulgaria to negotiate the rights to deliver Bonk Ercc Internotionol, a computer simulation model course. (January 9)

1 I. Several meaings with representatives of the Chartered Institute of Bankers, British Know Fund and their TIA contractor to IBI for the purpose of coordinating support to d~ neu. IBI Director. (January 1 1 & 17)

12. Meeting with the Bulgaria National Audit Chamber. Ms. Naduhda Sandova, for the purpose of induc ing IBI programs and soliciting the training needs o f the Audit Chamber.

13. Bank Meetings:

a. Post Bank. Met with the newly appointed mining director. Ms. Lyuba T* to i n d u c e IBI and asses the training needs (TNA) of Post Bank. (Januuy 23)

b. Biochim Bank. Met with Ms. Lyudmila Stoeva, H/R Departmmt Had and several members of her staff to solicit input and support for fonhcoming Barenu seminars. (January 12)

c. Raiffeisen Bank. Met with WR Director. Ms. Birgit Moshitz, to obtain in* on future Barcnu course development, notably Curtome? Service and h b q i n g Change in Bank Operotions (January 23)

d. HypoVminsbank. Introductory and TNA meefing with Mr. Vbdimir --. WR manager. (January 25)

e. State Savings Bank (DSK). Met with recently appointed training manager, Ms. Elena Tenieva, to introduce IBI programs and learn of the new DSK training academy. (January 25)

f. First Investment Bank. lntroducrory and TNA mating with Ms. Maya Georgieva, CEO and several members ofthe bank's WR staff. (Januuy 26)

g. Bulbank. Introd~tctory meeting with Mr. Luigi Lavaglio. mcently appointed CEO, and Ms. Tomova, HfR Depanment Head. Mr. Lavaglio outlined the bank's needs in the development of ana1)Iical. marketing, interpersonal and leadership skills. (January 3 I)

Su~demenfal crcrivities

Anended meetings of Bulgaria Investment Business Association. (January 1924)

Attended American Chamber of Commerce event. (January 25)

Meeting with BalkanPharma H/R manager, Mr. George Ivanov, to discuss their ovaall WR program. (January 12)

R e v submitted by: Richard Lewis, Barcnts Gmup

Date submitted: March 7,2001

T u b accom~Lbbed (1.0)

Training needs of the following banks were .swsKd via pmonal visits to bank wtewtivc officers, human r t s o u h i n i n g managers: (Specific needs identified by each bank listed below) Rilka Alexandmva of the IBI staff accompanied R Ltwis. She is b m i n g more involved in the meetings and more active in soliciting feedback from the bank clients. SG Express Bank

Customsewice Managing Change

0 Training of Trainers Encouragement Bank

SME lending Atanas Borov Foundation

All courses dealing with bank fundamental risks.

In addition, all participants in the I n ~ ~ o n o l Actom~ing S~mdmdr and l n f d Adi f oouroer were dicifcd for comment on fut& training needs. Twelve mitten responses - obtained. A sumnury repor( m rqonscs for all course participants is maintained by Barenh staff d will be distributed to IBI for review d action.

2. B.nk Profasional Q a d i h t i o n 2.1 Determine stntcgy for thorUlong term dcvrlopmmt of broker qmdithtbm, (k

metbods for its impkmentation, and rnbmit for ACB approval. 2 3 Analysk and ncalr for a r t i f i a t t prognms for mrions bank p m f a s b u , d

develop rrcommendations to k pmcmtcd for ACB amd BNB approval. 2 3 Determine the f n m m o r k for the rbori term qualif i t ion snbjmb, metbods of t n i m i m g ud

Cnrricnlr.

No aftion taken on this Eask during February. This matter will be a subject of further review with the newly installed IBI Director. Maria Gwrgieva Various models of banker qualifiution pognms lnve been obtained. It is expected these models will be reviewed in detail and then explored with wious bank focus groups.

T u b Reanired (3.0)

3. Fioamcial Man8gement 3.1 Develop a bprincss f i n and a modd for pricing IBI pTDdncts. 3 3 W o k with IBI management to dcvrlop intenat cootrob a d p r d m r e s to eumm

eRcctive f i n c i d m.nyemest n in p h e . 33 Emnre the transfer of financial man~gement skik rehted to dwdopimg the

bnsincss phn and tbe pricing model tbrongb on the job t n h h g . The IBUACB will remain finaocuUy selfsprtaiuing, genenting snK#icnt revenne tbromgb member docs, courses, ~ r v i c a and other sources, u permitted by hw.

T u b Accom~lisbed 13.0)

An organization chart was strbmined to the IBI Dimtor. with a recommendatMof a position of Financial Director (FD) and assistant. A new FD and assistant were appointed by the IBI Director.

No detailed "on the job baining" was conducted at this time. AAer the new IBI manager is m l e d into his new job, a review of the internal controls, budget and pricing model will be developed.

USAlDlBarcnts course tuition continues to be deposited into a xgngpted account for the future benefit o f IBl's operating cash needs.

4. Training Program and Advanced C o n n a 4.1 Develop an annual min ing program - subjects, methods of training, cnrric.14

trainers, and rbednles. A concentrated effort sbonld be mad+ to ck bight ex ta t possible, to pw a library of tnining materials, developed nnder other projects.

4 3 Bnild the capacity of IBI mff to develop and shachre anneal training programs. 4 3 Develop a solicitation program for the IBI to enhance re&tiorrbips with c l imb ud

pmspcctr, to inclnde utabliubment of am alnmni program. 4.4 Ensnre the devdopment of snstainable marketing skilb wilbin IBI.wLiib dl e u b k

the Institute to compete in the bank training market. 4.5 Prepare an ananal broebnrc with connc dacriptiou, cnrricnh and sckdmk. 4.6 Condnct conrsq u identified i n the training plan. 1Be conrsa dl be p-led in

Bnlg.ri.n in Sofu and major cities. AM hliai.E materiais (comnc cnrricda, instrnctional materiala, texts, reference materials, diutance leaning materitb ud computer bucd tnining programs) sbonld nflect the cumut Bnlgari.n bank iy and economic reality.

Tuks Accomslisbcd (4.0)

4.4 Ms. Georgieva has agrad with the recommendation to recruit and him a new Marketing Dirslor, who will report directly to her. This position is criiticsl for the fulfillment ofmany ofthesc tasks. 4.6 Thirteen bankers, from ninc banks, completed a USAID/&nts cwrre on the subject of l n t d Audit T m t y persons from ninc banks completed a USAlWBprcnts mum on lntmutional Accounting ~tandards. Participants' evaluatkms of the instruetor and fount value w e consisImtly high for both courses.

5. Computer - bued t d n i q 5.1 Assit IBI to a(.blisb a t a m to be raponaibk for ompnter W trainiy,

coordinated with KAF and other p r g . n u 5.2 identify and provide appropriate &f&m to rnppor( co=pnter bucd tninimg. 5 3 D a i computer bucd conrsa, biued on t d n i n g nee& 8ulytiu

Tuks Accomsliibed (5.0)

No action taken on this task at this time. Computer bavd training merial will be identified within the Barcnts library and reviewed with the IBI Director for future use.

Tuks R c a u i d 16-01

6. Pedagogical Skilh 6.1 With IBI, ntabliub a methodology to dcvelop pedagogical skills in the aras of

instructional design, presentation skills. and e r e r c ~ t . f c dmelapment. 6.2 Use the pedagogical methodology, pmvide follow up training to IBI staff.

Use the pedagogical methodology, provide follow np training to I B I stafl in the aras o f instructional design and course cnstomization.

Tula Accom~lkbed (6.0)

A Training of Trainen e~lrsc IUY been scheduled for delivery in April 2001.

Tula Rcaoired (7.0)

7. Commoniation strategy 7.1 Develop an LBI commonication strategy and train a P/Tt e x p c r ~ 72 Design a nmrk t te r to tbe Saaucial community, o r other prtia, u deemed

appropriatr 7 3 W i o an I61 webpage. 7.4 Organize a ronndtable to discuss treods and k m e s in the bank qulif iat ioo.

T u b Accom~lubed (7.0)

An interim Public Relations expert h m Central Cooperative Bank Ms. Agncssa DrianavsL., was appointed to fill the position of Public Relations manager as recommended in ihe new orgaoizatioo struelure. Two joint meetings with Ms. Drianavb and the Bamts advisor to develop suadud logo and print criteria.

Three weekly meetings wrre held with IBI staff to develop h e layout and content of a proposed course catalog.

One meeting was held with IBI staff to review Web page design recommendatwns.

Tula Rewired (8.0)

8. Association otCommercLl Banks usistance 8 1 A n b t the ACB 00 priority i.sHs(c.g. i n t m a l corporate g o v e w c e , BCW

prodactlscrvice development, on t rach programs, u req.atsd by tbt ACB, a d as approved by USAID. Further assistance will be ident i fd a d defioed in tk u n u l work plans.

Tula A m m ~ l u b e d (8.0)

A joint meeting was held with ACB General Secretary Martzeva, 181 Director Georgieva and USAIWBamts advisor Lewis to confm ACB support of LBI and solicit ACB v i m on where USAlWBarrnts may be of assistance to ACB. Ms. MMzeva and ACB assured cootinuous Stung support of IBI. No specific USAID/Barenu assistance for ACB was requested at this time.

Tula Reamired (9.0)

9. Provide U. S. aod third country training Tbt rootmetor will design, io coordimtion witb the Bolg8run cotlnterpa* a d tk USAID/Bolg8ria (JTO; US. and cbird conntry-bucd training progrnc~r ud i o t e d p s lor ACBWl managen, and the most soc,eetufol of the coone p r t ~ i p a a l s with potential to be Rtore trainers Candidates for sucb training to be identified jointly by IBVACB the USAIDrBulgaria C f O and the Contractor.

No action taken on these tasks during this month.

Con~ocfor: Barcnts Group Reporting PeriodrMarch 2001 Conuocr #: PCEI-00-99-0000600 Fad M e r It: PCE-1-8 1 1-99-0000600 Title of Tmk Order: Banker Training Counhy: Bulgaria

The principal objectives of the project am the following:

Strengthen the International Banking I n s t i ~ e OBI) as a financially self-urrt.inrbk institution and increase the standard of activities B I provides to the banking community in Bulgaria. Key upacitics requiring development at the IBI include the following: - Develop and impl-t mark& -h mcthodologlr for training necb analysis; - Develop and implement a strategy for bank professional qdifmtion in Bulgari.; - Develop a business plan and cost accounting model in order to price produc~ on a p r o l i ~ k

basis; - Elabwate an annual program of courses and seminars, and a marketing sbaegy for their

promotion: - Create a computer-based training program. and min a core team of 1BI mff to manage and update it.

Assist the Association of Cwunercial Banks (ACB) to address priority issues (e.g. internal corporate governance, new product/sewice development, outreach programs, ac.) as requeslcd by the ACB, and as approved by USAID, in order to become a s m g organization that is rrsponsive to the no& of its member banks. These issues and needs will be identified through meetings with the ACB management and membm.

Montblv overview

In addition to fulfillment of the q u i d tasks, as outlined below, the primary focus was on IBI public relations, marketing activities and planning for an IBI team building retreat.

I. Ma* R a a r c b 1.1 Develop quntitntivdqP.litntivc market r e s e n d metbods to swus tninimg needs,

and t n i n the IBI staff in ntilmng surveys 13 Determine the appropriate software rcqdred to provide markc( -rch and

anl)ysir, and provide it. 13 Condect o w t d n i o g needs moalysi is per p r by lB1 staff with the guidance and

review of the eomultnnt. 1.4 Emnrc the tmnrferof marketing -rcb skilb via oHbc-job tninimg. d bnild

lBI s t a N a p c i t y to manage ib f uh rc marketing m o r c b activity. 1.5 Perform, together with IBI, a competitive analysis or thr

bank training market, which influence current and future traininp, a d s .

Tuks accom~lisbcd (1.0)

Training needs of Piaeus Bank were assessed via personal visit to the bank executive oflicer: (Spccifr needs listed below) Rilka Alexandmva of the IBI staff accompanied R Lewis. She continues to actively participate in the meetings.

Pi- Bank: -

Due to planned expansion on their branch network., and atlmdant i- in sc.ff, the hnt is intncsted in nearly all risk management and gcmnl management topics.

In addition, all participants in the C w o w Service MCI M&&g Chungr in Bank Opamimu courses wrc solicited for comment on future training meds. Sixteen wrilten responses mrc ob(.ined. A rummuy Rpon on rrsponxs for all cwrsc participants is maintained by Bamts staffand will be d i s l n i to IB1 for miew and action.

T u b Rwoired (2.01

2. Bank Profasional Qu8Iifiation 2.1 Detrrmioe strategy for shnrt.ilong term development of h k e r qnalilit.tion, t k

methods for its implementation, and snbmil for ACB app ron l 2 3 Andysii aod nn&r for artiflate program for nrioas b u k profador* a d

develop mmmendationr to be prrsenled for ACB Isd BNB approval. 2 3 Determine the framework for the shod term qudifiation subjects, metbods of1nri.i.q d

Camenla.

T u b arcomdbbcd (2.0)

No action taken on this task during March. This m a w will be a subject of further m i n v with the IBI Director, Maria Gcorgieva. Various models of banka qualification propins have bacn obtained. It is expected these models will be reviewed in detail and then exp lod with various bank focus gmups.

T u b Rwaired n.0)

3. Knnuchl Masageneat 3.1 Develop r bminm plan and a model for pricimg IB1 prodach. 3.2 Work with IBI m m y m e n t to develop b t e d cootrub and p r o d n r a lo cum=

effective financul msmgement b b place. 3 3 Earom #he transfer of fimnchl m a a ~ m e n t skilit dated lo developing lk

bu incn plan aad tb t pricing model through on (Lc job t d n h g . Tbe mUACB will remain B s a o c i a ~ self smbioing, genmtiy smTTint TCVca.c thromgb member docs, conna , services .ad other aoamr, u permitted by law.

T u b Ac+onWhed (3.0)

IBI Director Georgicva reviewed all bank accounts with Mr. Lewis. Non r t i w -nt balances have been placed into higher yielding time aoeounts.

USATWBarrnts course tuition continues to be deposited into a ugrrg.ted accmnt for che future benefit of IBl's operating cash 4 s .

Tuks Rwoirtd 14.0)

4. Training Program and Advanced Course 4.1 Develop an annual trainiog program - subjects. metbods of training, cmrricula,

trainers, and scbcduln A concentrnted effort should be made, to the highest ertent posible, to use a library oftnioing materials, developed under other projects.

4.2 B d d the u p a c i y oflBI staff10 develop aod struclorc annual traioing p rognmr 4 3 Develop a solicitation program for the IB1 lo enhrocc relalionsbips with c l i n u and

pmspecb, to ioclude establishment of an alumni program.

@ f 4.4 Ensure the development ofsutainabk markctiag rlrilts within IBI, wbicb will em&

the Institnte to compete in the bank tniaing market. ., 4.5 Prepare an anon81 brochure witb connc d a c r i p t i o y cnrricda a d scbd.k 4.6 Condnct c o u n a , u identified in tk training plan. The mr# will k presemtcd im

Bnlgarian in S o h aad major cities. All mining mate* (rowst carricds,

I instnictional materiak texts, reference materials, dirt.net k . n i a g mat&& ud

I computer bucd mining program) sbonld reflect the current Bnlgamm h k h g and economic mlity.

Tuks Acmmdirbed (4.0)

A new Marketing Director, Ms. Sylvia Peneva, joined IBl in March. She prrviaaly saved in mi same capacity during the formative years of IBI.

Ten bankers, from seven banks, completed a USAlWBarrnts course on the subject ofM8n8ging Change in Bank Operations. Seventeen persons from eight banks d nd non-hks oompkCcd a USAlD/Barents count on Customer Service. Participanu' evaluations of the instructor and course value w m consistently high for both courses.

Tuks Reanired (5.0)

5. Computer - bucd tn is ing 5.1 H u t IBI to atablirb a t a m to be r u p o u i b k for computer br#d lrabbg.

coordinated witb KBF and other p r o g n o u 5.2 identify and provide a p p m p ~ t e wflware to rnpport computer br#d hmi.i.L. 5 3 Daign computer bucd courses, bucd on trainiug needs aaalysh

No action taken on this task at this time. Computer bawd training material will be idcutif& witbii the Barenu library and reviewod with the IBI Director for future use.

Tuks Reanired (6.01

d PedagogialSWb 6.1 With IBI, establish a metbodoiogy to dcvdop p e d w skilb i8 tk 8- of

instructional design, prrscnt.lion rhUb, u d exerdrr/cuc d m k p m a l 6.2 Uw the pcdyogicml methodology, provide follow up traiaing to IBI st8lf.

Use tbe pcdagogid m e t b o d o l ~ , provide follow up mining to IBI st8fl b tk - of instructional design and conrse cutomization.

Tuks A c c o m ~ h c d (6.0)

A Training oFTrainers count has been scheduled for delivery in April 2001. C*n p8rticipmu M being selected based on recommendations from Barenu' instructors. in previously delivffad uwvus. 8s well 8s through IBI selected candidates.

7. Commnnicatioo strat= 7.1 Develop an IBI communication strategy and t n i n a P/R expert. 7.2 Design a newsletter to the financial communify. or otber partia, 8s deemed

appropriate. 73 Design an IBl webpage. 7.4 Organize a roundtable to discuss trends and i r rua in the b n k qa8likmtiou

The interim Public R e k i i s expa l Ms. Agnessa Dri~ruvrkr. sewed in this capacity for six &. H a responsibilities have been absorbed by thc m t l y himi Makcting Director, Ms. PamL MS. Drianovska was an invited guest at a USAID sponsond half day seminar on "Media Relations". During her period of service, several joint meetings with the Barcnts advisor wm held with advertising specialty and public relations firms.

Plans for the first roundtable meeting, on April 27, with Bank human Rswrcchraining muvgen were initiated. Site selection, invitation design and agenda wm all completed.

Work wntinucd on content and layout for a new IBI wurst catalog.

Media wvemgc was obtained on IB1 courses during the graduation ceremony of the USAlDlBarmts coune on Customer Service. Fmnt page r e w i n g with photo apptarod in " h i " nmp.pa.

TmLs Reanired (80)

8. Association ofCommerci.f B a n k raistaacc 8.1 Assist tbe ACB on priorify iunes(e.g. i n t e n d corporate goverwc+, new product/scmce development, outreach programs, m requested by the ACB, ud m approved by USAID. Further usistance will be identiiied in the annnd work p h u

T u b Amom~Liskd @.a)

No specific USAID/Barents assistance for ACB was requested at this time.

T u b Reanired (9.0)

9. Provide U. S md third connhy training The contractor will design, in coordination with the Bnlgariu connterparb a d the USAIDIBulgaria Cl'O; US. and tbird country-bucd training p-rnnr a 4 imttruhips for A C W I manapn , and the mod sncceuft~l of the coarse p r t k i p a t s with poteathl lo br future t n i s en . Candidates for smeb training to be ideat i f4 jointly by IBUACB t k USAW/Bnlgaria CTO and the Contractor.

R. Lewis met with Index FoundatidGeorgetown Univmily Dimtor, Maria RyshM to investigate USA mining oppormni~ies for IBI staff andlor bank managers. Most Index Foundatiom' Georgetown wunes are wveral months in duration. No immediate follow up is rrcomMnded at this time.

Contraroc Barmts Group Reporting Perid:April2001 Contmct #: PCE-100-99- Tark Chdcr #: PCE-1-811-99-0000600 Title of Tark Order: Banker Training C o w : Bulgaria

The principal objectives of the pmjnt arc the following:

Stmagthen the Inhmational Banking Institute (LBI) as a fmancially xlf-suaairubk institution ud increase the standard of activities IBI provides to the hnking community in Bulguir Key capacities requiring dmlopment at the IBI include the following: - Develop and implement marlre( -h methodology for training needs analysis; - Develop and i m p l m n t a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a pf&k

basis; - Elaborate an annual program of courses and seminars, and a marketing slslsw for their

promotion: - Create a computer-based mining program, and train a core team of 181 staff to manage ud

update it.

Assist the Association of Commei-cial Banks (ACB) to addns priority issues (e.g i n t a d corponh governance, new product/service development, outreach programs, etc.) as requesled by the ACB, and & approved by USAID, in order to becok a strong or&iLtion that is req&sive to the needs of its member banks. These issues and weds will be identified through meetings with the ACB management and members.

Montbh overvim

In addition to fulfillment of the q u i d tasks, as outlined below, the following suppkwntal tmks were undertaken:

0 Assistance was givm to IBI staffon review and inspation of altemalivc off= ud tniniing facilities, Continued planning for an IBI team building -1, Visitations to Vama and Rousse to pcpare for planned October uwusa.

1. Market Research 1.1 Develop quautit.tivdqulit.live market ruearch mctbods to .9ar tnimieg mds

and train tbt LBI rt.Nim u t i f i g surveys. 1.2 Deterdue the approprbte wl t ra re rqnired to provide market m a r c h and

analysis, and provide it. 1.3 Conduct one training needs analysis per year by IBI staff with tbc guidance and

review of tbc consultant. 1.4 Ensure tbc transfer of marketing rcse8rcb skills via on-tbe-job tniming, ud build

IB1 staff capacity to manage its fntorc marketing m n r c b aclbity. 1.5 Perform, together with LBI, a competitive analpis of tbe

bank training market, wbicb inflncnce c u m n t and fntnre training nerds.

Training needs of the following banks mrc sssessed via pcrroorl vism to hnk executive o f f i human resource/training manages: (Specific needs identifed by each bank liaed below) Rilka Alexandmva of the 1BI stsflaccompanied R Lewis. She continues her d i v e m k in soliciting feedback from the bank clients.

Neftinvest Bank Bankcards Credit Prefen in bank training due to limited number of bank staff

Alpha Bank (formerly lonian & Popular Bank) Prefers in bank comes due to very small local staff Marketing Customer Service

International Bank for Trade & develop men^ Customer Service Branch Management

0 Training of Trainers SG Express Bank (Vama)

Developing their own in bank training capability Interest in customer service Management skills

Biochim Bank (Rousse) Customer Service Credit

DSK Bank (Rousse) Customer Service Credit Branch Management

Corporate Bank Prefers in bank mining due to limited staff Distance learning pro- is useful Generally interested in all banking topics.

Bulgaria Invest Training of trainers Marketing

0 Customer Service

In addition, all participants in the Bonk Exec course were solicited for comment on futurr training needs. Nine wmen responses \\ere obtained. A summary reporl on responses for all course puticipana is nuintaimd b) Barents staff and will be distributed to 181 for review and action

Tuks Required 12.0)

2. Bank Professional Qnalifiution 2.1 Determine strategy for sbortltong term development of banker quliliilioa, tk

methods for its implementation, and submit for ACB approval.

23 Anatysii and nee& for certirwte programs for nriom b ~ n k pro fas ioq a d develop recommendations to be presented lor ACB and BNB approvd.

23 Determine the framework for the short term qndif iution subjects, metbods of train* ud Curricuh.

Twks accomplished (2.0)

No action taken on this task during April.

Tuks R w a i d (3.0)

3. Financial Management 3.1 Develop a bprinar plan and a model for p r ~ h g I B I prodncts. 3.2 Work witb IBI malugement to develop internal controls and procednra to cumre

effective financial management u in place. 33 Ensure the transfer o f financial marugemcut sLilb d t e d to devdoping tbe

bnsinm p l u and the pricing model through on tbe job fnining. The IBUACB will remain financially sclfsnstaini~g. generating snK~ien1 revemme tbmmgb member docs, conna, s r m c a and otber soumh u permitted by law.

Tuks Accom~lished (3.0)

USAlDIBarents course tuition continues to be deposited into a segregated account for the future benefit of IBI's operating cash needs.

4. Training Program and Advanced CUUM 4.1 Ikvelop u annual training program - subjects, methods of tninhg, cnrr*.k

trainen, and schedda A concentrated effort shodd be made, to t k highst c a n t possible, to luc a Library of tn in ing materiab, developed under otber projects.

4.2 Build the capacity of IBI staff to develop and structure a n n d trainimg p r q r r r r 4 3 Develop a solicitation program for the IBI to c n b ~ c e relationship witb diembud

prospects, to include atablibment o f an alumni pmgnm. 4.4 Ensure the devrtopment ofsnstainable marketing skills within IBI. wbicL d cl.ble

the Institute to co&~~te i n the bank training ma& 4.5 Prepare an annual brochure witb course ducriptiopr, c u n i n l h u d scbcdnle. 4.6 conduct conna, IS identified in the training &n. The con- will be pruemted in

Bnlgat i .~ in Soh and major c i l i a AU training mte rh l s (count cmrricnl., instructional materials, texts, reference m a t e ~ l s . distance l a m i n g materia& a d computer b d training programs) should r e k t the c u m s t Bnlgariaa h n k i y and economic reality.

Tuks Accom~tubed (4.0)

4.1 The USAID,Barenls course calendar for the remainder of 2001 was confirmed. A curnulali~ t&l o f twentyfive courses uill be delivered by year rod 2001. In additron, an in bank courw on Cummer Service has been scheduled in Post Bank for June 2001. 4.5 Layout and first drafi of the comprehensive IBI course catalog was completed. Next steps include final edit and graphics. Estimated completion by mid lo late May.

(91

f' Eleven bankers, from five banks, eompktcd a USAILMhmk Bank Exec In~crnariMol course. The course was o f f 4 in coopaation with the University of Delaware - FLAG Consortium. T h i

m. persons from six banks and thnx non-banks completed a USAlWBarcnts Troining o/Tminas program. Participants' evaluations of the instructor and uwne value m a i d consistently high Ca both councs.

W T u b Rmuired (5.0)

5. Computer - bucd tnining

e 5.1 Assiit IBI to a tabluh a team to be r a p o u i b k for compnter bad training. coordinated +th KHF and other programs.

5 2 Identify and provide appropriate software to support compnter bucd tninimg.

r) 5.3 Design computer bad courses, bued on training n a b andysir

No action taken on this task at this time. Computer based mining material will be idmt i fd within the Barents library and reviewed with the Ell Director for future use.

Wi Tnsh Rmnired (6.0) t a ped.g*dsldllr

JS"' 6.1 With IBI, rrtablisb 1 methodology to devdop pedqobiaf skilh in the ym of

instrnciioul dCapp. ~resrntation skik and exerchJcuc devdo~memr - .. I . 6 2 Use the pedagogical methodology, follow np training to lk1 s taR Use the pedagogical methodology, provide f o b w np training to IBI stallin tk a r m

Y A Traininn of Trainers ofiwam was delivmd to thirteen Darcicimts. Each Darciciwt received a video Eloe of their pre&ntations. Eack akndee also delivered their restke to ~ B I for fuhk evalhtion as an IBI insbuc&. A follow up progmn has been scheduled for September 2001, to BCUWNl)Od.te additional rcgirmnn urubk to

7! attend the April program.

Tnskr Rmuired (7.0)

4 4 7. Commnniation strategy

T 7.1 Develop 10 IBI commnniation strategy and t n in 1 PIR expert.

D 7 2 Design 1 #rrskttcr to t k linaechl community. o r other parties, u deemed appropriate

I 7 3 D a i an IBI webpage

rsi 7.4 Organize a ro~~ndtable to discuss trends and i u u a in the bank qudifiation.

LJ 7.4 A USA1D;Barents sponsored morning reception was held on April 27 to inlrcduce the IBI stafland

n programs to nearly thirty bank human resourcdtraining managen The guess were also given an IBI

lir' promotional gift along with the 2001 schedule ofcourses The event mewed photo and text cowage in the "Pari" newspaper.

t '

U Ft T u h Rmuired (8.0)

8. A a a b t i o n of Commercial B.ah ss&tamx

m 8.1 Au'i the ACB om prioriIy issoa(cg. h t e n u l corponk pcmmce, nr prodocth+nin devebpmeot, o o t m c b p m g n a r , m reqnsted by the ACB. a d a approved by USAID. Furlher assistnnce will be i d e n l i f i mod defined ia the mnana1

* work p h n r

b No specific USA[D/Barcn(s assistance for ACB was quested at this time. , -

& f 9. Provide U. S. and third country training

The contnctor dill design, in coordination with the B d g l r i u coankrp.rb ud t k USAID/Bnlpri. CTO, US. u d third conntry-bucd miming pregnms a d intermships tor

1: A C B W I m a q e n . mad tk most i u r r ~ ~ ~ f m l oftbe ronnr p u t i d p n t r wi(L pokmhl to k htore Ininen. Candidata for s m b tnioing to be M e n t i t i jointly by IBVACB the USAIDIBolgaria CTO and the Corntractor.

'9 ' Tulo A c r o m ~ b b e d 19.0)

I No action taken on these tasks during this month.

ConIroctoc Bmnts Group Reporting Period.Moy. 2001 Conn~cr #: PCE-I-oO.99MWH)600 Tusk Or& #: PCE-1-8 I I-9- Tide ojT-k Cbder: Banker Training C o w : Bulgaria

Barkmound and exwefed resul~f

The principal objectives of the project arc the following:

Shmgthen the International Banking Institute (IBI) as a financially self-urslainrbk instituhon ud increase the standard of activities IB1 provides to the banking community in Bulgaria. Key capacities requiring development at the 1Bl include the following: - Develop and implement markct mearch methodology for mining mcds analysis; - Develop and implement a strategy for bank professional qualification in Bulgari.; - Develop a business plan and cost accounting model in ordcr to price pmductr on a profnrbk

basis; - Elahorate an annual program o f counes and srminarr, d a marketing strategy fa lhciu

promotion: - Create a computer-based training pmgrarn. and tmin a core team o f IBI staff lo m ~ . g c and

update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. internal corponte governance, new product/xtvice development. ouhwch programs. etc.) as requcatd by the ACB. ud as approved by USAID, in order to become a strong organintion that is responsive to the nads of its mcmbcr banks. Thex issues and needs will be idcnt i fd through medings with the ACB management and members.

The production of the fia edition of an lBI course -log was compkted. Work cwtinued on thc design and content development o f the IBI web page. An IBI team building rctmat was conducted. The seminar on 'Bank Restructuring" was delivered. Ongoing suppoll was givm to IBI in the search and xlcction of new facilities.

1. Market Research 1.1 Develop qnamtit.(ivdqnalit.tive market -rrL methods to uu9 tminimg meeds,

and tnim the IBI slam in ntilidng snrvqa 1 3 Determine the approprhte software required l o provide market -rrb a d

analysis. and provide it. 13 Comdnct one tninimg n& m l u l y r i per ycrr by IBI ~ b f f n i t h t k gddamc~ a d

review oftbe mnsnltaat. 1.4 Ensure the tnartcr of marketing r r r a r c b siti lb v* on-tk-job tninimg, ud Mild

1BI staff capacity to manage its fntnre marketing research activity. 1.5 Perform, together with IBI, a competitive analy%iir of the

bank training market, which influence current and fnture min ing needs.

All participants in the Bonk Rcshuerwing course were s o l i c i i for comment on future mmmg oeeds. A summary report on responses for all course participants is maintained by Barmts staff and will be distributed m IBI for review and action.

A meeting was held with the h u m resource and mining managas of fhc Bulgarian Nnliaul Bank (BNB) to determine their baining d s . Their primary interest is in IBI short term and distance kuning colnss for entry level staff. Senior managm generally attend our of country training.

2. Bank Profmionnl Qnalifi t ion 2.1 Determine stntegy lor sbrt/long term devdopment of hanker qulirmth, tLc

methods for its impkmentation, and submit for ACB approval. 2 3 Analysii and wtdr for ccrtifiate programs for nrioos b n k prof&.* a d

develop rscommeadati6u to bc presented for ACB and BNB apprmnL 2 3 Determine the framework for the sbori term q u l i f i o e smbjaa, m e t W ortnimimg amd

Cnrricula.

No action taken on this task during May.

3. Financial Management 3.1 Develop a bminas p h and a model for pricing IEI prod-. 3.2 Work with IBI manqement to develop internal contmb and prwednm to nt.m

effective f i ~ n c i a l management is in place. 33 Eunre the t r rssbr of financial management rkilb dated to devd0pi.b the

bmincss plan and t k pricing model throngh on tk job h.iuing. The IBYACB will remain fiuawially sdf smtsining, gemcratimg smfkkmt -me 1Lrnagb member does, eoorses, services and otber roomr, u petmined by law.

Tub A c e o m d l (3.0)

USAlDlBa~nts course mition continues to be deposited into a segregated account for the future benefit of 101's operating cash needs.

4. Training Program and Advanced Conrses 4.1 Develop an annual training program - subjects, metbOQ oltrainimg, canicuh.

trainers, and s c h d d a A concentrated eNortsbodd be made, to the b f g k n exteut pmrihle, to use a libraty of training materials, developed under other projects.

4.2 Build the capacity of IBI stam to develop and strnctnre anau8l tniniag programs. 4 3 Dwelop a solicitation program for the IBI to enhance rrlntiolubips with cliemts sad

prospects, to inclndc aUblubment of an alumni prognm. r

4.4 Eluure the development of sustainable marketing skills within IBI, wbicb will enabk the Ilutitnte to compete in the bank training market.

4.5 Prepare an annnal brocbnrc with course descriplioq cprriculr, a d r thcduk 4.6 Condnct courses, rc identified in the training plan. The courses will be pmcmted ia

Bulgarian in Sofis and major cities. All training materials (counc cnrricnl..

8. A.mociation of Commercial Banla ur is ta lm 8.1 Aarirt the ACB on priority iuua(cg. internal corporate governmct, .or product/senicc development. outreach prognms, as r cqaa td by the ACB, and as approved by USAID. Further uristanre will bc idtatified ud defined i m tk aumd work plrlu.

No specific USAIDiBarents assistance for ACB was rcqvmcd at this time.

9. Provide U. S. and third coontry training T h e coatractor will duign, i n coordination with tbe Bulgarian comnterpub a d tk USAID/Bulgaria CFO; US. and third coontr).-bwd training programs ud i n t e r n l i p lor A m 1 malugen. a d the most succashl of the coarse part ic ipnb with potntid to bc Rhm trainen. Gtndidala forsocb tnining to be identified jointly by lBUACB tbe USAIDIBuIgaria CTO and tbe Contractor.

No mion taken on there tasks during this month.

Conlracror: Barcnts Grwp Reporfing Perio&Jwc. 2001 Confrocr frr PCE-I-00-99-00006-00 Task OrnPr #: PC€-1-81 1-99- Tille ofTask Order: Banker Training Corrnrry: Bulgaria

Bockworurd ond e.rmcied resdfs

The principal objectives of the project are thc following:

Strengthen the International Banking Institute (IBI) as a financially self.suStainab~e institution and increase the standard of activities 1B1 provides to the banking community in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Dewlop a business plan and cost accounting model in order to price products on a profitabk

basis; - Elaborate an annual program of courses and seminars, and a d e t i n g strategy for their

promotion: - Create a computer-based training program, and train a core team of IBI staff to manage and

update it.

Assist the Assmiation of Commercial Banks (ACB) to addres prioriy issues (e.g. internal c o r p ~ l t e governance. new pcoducL1setvice developmcnt, outreach programs, etc.) as requested by the ACB, and as approved by USAID, in order to h o m e a strong orga:.ization that is responsive to the nccds of its member banks. T h s e issues and needs uill be identified through meetings with the ACB management and members.

The primary effort this month was the delivety of five wninars. including one in bank program at Post Bank. m e 1BI n e b page nuas also launched with Bulgarian language text. Translation into an English language venion 6 undcwy. Preparatw work was begun onthe IBI neurlcner~ htedia coverage of USAlDlBarents courses was expanded.

I . Mnrkct Research 1.1 Develop quantitatirc/qualit.tivc market research r n c t h d to rum training needs,

and train the IBI staff in utilizing surveys. 1.2 Determine the appropriate sofhvnre required to protide market research and

analysis, and provide il. I 3 Conduct one training needs analpis per year by 1B1 s1aKwith the guidance and

rcvitw of tbc consultant. 1.4 Ensure the trnnskr of marketing research skills via on-the-job training, and build

IBI stalicapaeity to manage its future mnrketin~ research activiq. 1.5 I'erforni, togcllicr with IBI, a conilwtili~e analysis of tlw

hank 11-aiuitq i w r k r t . which influrncc c~trrcnl and fuluro llaining needs.

Tasks accon~plished (1.0)

A l l participants in the June courses were solicited for comment on future training needs. A summu). responses for all course participants is maintained by Barents stamand wi l l be distributed to IBI fw review & action.

A meeting was held with the training managers o f Hebros and First Eastwvcrn lntemalional Bank to &mine their training needs. Both banks indicated a strong interest in all courses with particular emphasis on management skills training.

T a s k Required f2.O)

2. Bank Professional Qualification 2.1 Determine strategy for shorVlong term dn.dopment o f banker qualifmtion, the

method$ for ilc implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank professions, and

develop recommendations to be presented for ACB and BNB a p p m l . 2.3 Determine the framework for the short term qualification subjects, methods o f training and

Curricula.

Tasks accomalisbed R.0)

N o action taken on lhis task during June

3. Financial Management 3.1 Develop a business plan and a model for pricing IB1 products. 3.2 Work wi th IBI management to develop internal controls and procedum to ensnre

effective financial management is i n place. 3.3 Ensure the transfer o f financial management ski lh related to developing (be

business plan and the pt icing model through on #be job training. The IBUACB rill remain financially selfswlnining, generating suflicicnt revenue t b r o y b member dues, courses, sewices and ocher sourr~s. us pcmi t t cd by law.

USAlDlBarents course tuition continues to b+ deposited into a xgregted account for the future benefit of IBI's operating cash needs.

4. Training Program and Advanced C o u r r n 4.1 Develop an annual training prozram - rubjecu, methods o f training, curricnla.

trainers, and schedules. A concentrated effort should be made, to the highat extent possible, to usc a l ibrary o f training materials, developd undr r other projects.

4.2 nui l t l the cagarit? of I R I staff to dc\rlup ;tnd strnclurc nnnu;lf training pm~ran is . 4.S I k r r l o p n solicitatio~t 1)1.~91.;1111 for OIC I B I 11) cnhance re lo l ions l~ i l~ i t r i lh clients and

oram. prosl~cc~s, to includc estnhlishn~ent or a11 alun~ni pro, 4.4 Ensure the ctevelopn~ent o f sustainable n~arketin:: skills within 181. which wi l l rnahle

the lnstilutc to C O ~ I ~ C I C it1 the bank training market. 4.5 Prcpnrc an annual brochure with course dcscriptions. curricula and schedule. 4.6 C o ~ ~ d u c t courses, as identified i n thc training plan. The courses wi l l be pmcnted i n

U u l p r i o n i n S o h and major cilics. A l l training materials (course curricula, inst~wctionnl materials, tcsts, rrfrrcnce materials, clist;~trcc learning materials and

computer b d training programs) should n n c r t the current BnIgarian b a n k i q and economic reality.

Tasks Accomolisbed (4.0)

4.1 The USAlDlBarents course cakndar for the remainder of ZOO1 was confirmed. A cumulative tou l o f twenty-five courses wil l k delivered by year end 200 1. In addition, an in bank course on Ctis~omcr Service was delivered at POSI Bank this month. 4.5 IBI course catalog w a r completed in Bulgarian. 1,000 copies have been printed and largcted distribution began this month. 4.6 Five courses were delivered in June: Bank Car& - 22 participants Markcring oJFinancial Services - 3 1 participants Cturon~crService - Post Bank in bank program - 15 participants Cw~amer Sennice - Vama - 29 participants Risk hfanagen~enr - 34 participants Three bankers from Tiblisi,Gewgia are included in the above numbers.

5. Computer- based tmining 5.1 Assiit IBI to establish a team to be responsible lor computer based training.

coordinated with KHF and other programs. 5.2 Identify and provide appropriate wltrrarc to support compnter based training. 5 3 D a i g n computer based courses, based on training ~ n d s 8nalysis

Tasks Accomolisbed (5.0)

No action taken on this task at this time.

Tasks Required (6.01

6. Pedagogical Ski lh 6.1 Wi tb IBI, ntabl irb a methodology to develop pntagogicml skills i n tbe amas of

instruclional design, presentation skills, and rxercWcu+ drvebpmeat. 6.2 UH the pedagogical methodology. provide follow up training l o IBI s taK

Usc the pedagogical methodolog)-. provide tollow up training to 161 staff i n tbr a m s o f instructional deign and course customintion.

T a s k Accom~luhed (6.01

A follow on to thc April Training of Trnincrs course has k e n scl~cduled for Scplcmher

7. Communication strategy 7.1 Devclop an I B I communication strategy and train a P/R erpert. 7.2 Design r nc\rsletter to the financial comn~unity, or other parties, as dcco~ed

approprialc. 7.3 D n i g n an I B i tvcbl~age. 7.5 Organize n rosndlahlc to discuss 11-cads and issues i n the bank qualification.

7.1 Several press releases wnre delivered and printed by the Sofia pms concerning the USAIDIBarcn(s courses. Media coverage was also givcn to the graduation cercmonk for Ihe Distance Learning program supported by the British DFID.

7.3 The IBI Bulgarian language version w b site was launched in late June. Two IBI and Barents staff members attended a one trrek USAlD sponsored seminar on web page design and maintenance.

T u b Reauircd 18.0)

8. Association of Commercial Banh assistance 8.1 Assist the ACB on priority iuue(e.g. internal corporate governance, n m productkervice development, outreacb programs, u requested by the ACB. amd u approved by USAID. Fnrtber assistance will bc identified and defined in the mnnal work plans.

No specific USAIDXhrents assistance for ACB a s s rquested at this lime

9. Provide U. S. and tbird country training Tbe contractor wilt design, in coordination with tbe Bulgarian counterparts and the USAIDfBulgaria no; US. and tbird comnt~-based training program and ioterubips for ACMBI managers, and the most succeulul o l tbe course parfkipantS with potential to be future trainers. Candidate lor sucb training to bc identified joinlly hy IBYACB tbe USA~ISuIgar ia CTO and the Contractor.

No action taken on these tasks during this month.

Conrrocror: Barents Group Reporring Period: Jub. 22WI Conrract #: PCE-1-00-99-0000600 Task Order t; PC€-1-81 1-99-0000600 Tide of Task Order: Banker Training Corrntr~.: Bulgaria

Thc priwipal objectives o f the project are the following:

Strengthen the International Banking Institute (IBI) as h financially self-sustairubk institution ad increase the standard o f activities IBI provides to the banking community in Bulgaria. Key capacities requiring development at the IB1 include the following: - Develop and implement market research methodology lor training mcdr analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a profitable

basis; - Elaborate an annual program of courses and seminam, and a mukcfing stnteg). for their

promotion: - Create a computer-based training program, and train a core team o f IBI staff to manage awl

update it.

Assist the Association o f Commercial Banks (ACB) to address prioriry iswes (c.g. internal corporate governam, new producVservice development, outreach programs, etc.)as requested by the ACB. and as approved by USAID, in order to become a strong organization that i s responsive to the needs o f its member banks. These issues and needs wil l be identified through meetings with the ACB management and members.

Mon thh overview

Much ofthc July activity wvas dedicated to preparing for the remaining 2001 ad future 2002 courses. Ongoing was the work relaled to IBI web site development, newsletm plbl iut ion and library acquisitions. Assistance was also given to the 161 accounting staff i n regard to break-zwm analysis and pricing options.

IBI Marketing Director. Sylvia Paneva, was on vacation for the last two weeks o f July

I. Market Research 1.1 Develop quantitativelqualitati~r market rcsrarcb m e t b d to wtu h i n i n g 4 s .

and train the IBl stan in utilizing surveys. 1.2 Determine the appropriate software required to provide market rararcb and

analjxis. and proride it. 13 Conduct one training ncccls analysis per year by IB1 sfaftwith the guidance and

rwiw ofthe consultant. 1.4 F,n.;rsrr the lrnnsfcr oTmn~-kcting research shi l ls via nn-tbc-job tninino, and build

I R I staff capacity to manage i t s future nmrkcting research scti?ity. 1.5 Pcrrorn~. together wi th IBI, a competitive analysis of the

Unnk training market, which influence current and ruture trainin: nerds.

Tuks accom~liisbed 11.01

Evaluations of course participants \\ere consolidated and reviewed for selection o f f u t w courses.

Meetings were held with Human Resotmmdtraining managen o f Biochim Bank, Fi- lnv+slment 4 Raiffeisen Bank lo discuss "in bank" training needs. First Investment has brm scheduled for a Deeemk 2001 "Customer Service" course. Raiffcsien is seeking a course on "Selling skills".

T u h Required (2.01

2. Bank Pmkssional Qualification 2.1 Determine strategy for short/long term development o f banker q~a l i f i c~ t ion . the

metbods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank professiory and

develop recommendations to be presented for ACB and BNB a p p m n l 2.3 Determine the framewurk for the sborl term qudification subjrcls, m e t h d o f tn in ioe and

Curricula.

Taks a ~ ~ 0 m D l ~ b C d R.0)

No action taken on this task during July.

Tuks Required (3.0)

3. Financial Management 3.1 Develop a ba*ncu plan and 1 model for pricing IBI products. 3.2 Work with IBI management to develop internal contmh and p r o n d u r n to enrmrc

cflcetive financial management is i n place. 3.3 Epturr the transfer o f finaucial management skills rrlatcd to dcvdopiq the

business plan and the pricing model thmagb on the job training. The IBVACB wi l l remain financially selfsustrining, g e n e n t i n g s m ~ i c a t m e n e e t b r q b member dues, courses, services and other source, u permitted by law.

A model for break-even analysis was distributed and discussed with the IBI accounting staff. Recommendations for alternative pricing options wen diwusxd. Follou up meetings wil l be conducted after the summer vacation period.

USAlDiBarenrs delivered courses have generated tuition rrcciprs lo ta l i n~ ovff 71.000. Bulgarian Leva (approx. $32,000. USD), through June 2001. These funds are for the future financial sustainability o f IBI, to include periodic capital improvcmcnts

4. Training Progmm and Adranccd Cnul-rcs 4.1 I ~ c v r l o p an annual trainin!: progranl - subjects, n~cthwl r of training. curricula.

trainers, and scheclules. A concentrated cf iarl should bc madc. tp the highest extent possible, to usc a library of training materials, clcrefopccl under other projecls.

4.2 h i l d the capacity of I B I staff to devclop and structure annual training programs. 4.3 Devclup r solicitation program for thc I B I to enhancc rclal ioorhip withclicnts and

prospects, to include establishment o f an alumni program. 4.4 Ensure the clcvclopment of st~stainable n~arketing skills within IBl. which wi l l enable

tbr Institute to coleprtc i n the hank training ~narkct.

The next roundtable is xhcduled for the week of September 24. Exact lime, location and agenda to be determined.

8. Association olCommercial Banks usistanre 8.1 Assist the ACB on priorily issues (e.g. internal corporate governance, E m

prcducUservice development, outreach programs. u r q u a t r d by the ACB. amd rr approved by USAID. Further rublance will be idcelificd and d&ncd in tbe aunod work plans.

T& Accom~tished 18.0)

No specific USAID/Barcnts assistance for ACB was rqueztcd at this lime.

9. Provide U. S. and third coontty training Tbe contractor will design, in coordination witb the Bulgarinn counterparts and tbc USAIDIBulgari8 CTO, U S and third c o u n t r y - b d training p q r a m s and interaships for ACBnBI managers, and the mast succrssful of the course parricip8nw witb potential to bc future trainen. C8ndidatn for such training to be identified jointly by IBLtACB the USAIDIBulgaria CTO and the Contractor.

Task Accomplished (9.0)

See comment above in section 6.0

Tasks accomplished ( 1 .O)

Meetings were held with Human Resourceltraining managers o f Raiffcixn Bank and DSK h k din= "in bank" training needs. A training needs analysis meeting was also conducted with Economic & Investment Bank.

T a s k Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for sbortnong term development of banker qnalifiition, tbe

methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank pmftssariom. and

develop recommendations to be presented for ACR and BNB approval. 23 Determine the framework for the short tern^ qualification rrubjrcb, methods o f t rs inhg a.d

Curricula.

T a s k accom~lished (2.0)

NO action taken on this task during August.

3. Financial hIanagcment 3.1 Develop a business plan and a model for pricing IBI products. 3.2 Work witb IBI management to develop internal controls and procedures to ensure

effective financial management is in place. 33 Ensure the transfer o f financial management sk i l l s rehted to devebpimg the

business plan and the pricing model through on the job training. The IBUACB wi l l remain Iinancially self sustainiog, generating s c l f f ~ m t m.cmue tbrorgb member due, councs, services and other sources, as permitted by taw.

Discussions held with 181 marketing staff to review various 'in bank" pricing options

T a s k Required (4.0)

4. Training Program and Advanced Courses 4.1 Develop an annual training program - rubjrch, methods o f training. cnrriruh.

trainers, and schedules. A concentrated efforl should be made, to tbe higbat extent possible, to use a l ibrary o f training materials, developed under other projects

4.2 Ruild the capacity o f I B I staff to de~~elop and structure annual training program^ 4.3 Develop a solicitation program for the 1BI to enbance relationships with clienh and

prospects, to include establishment o f an alumni program. 4.4 Ensure the drvelaprnent ofsustainablc marketing sliilis within lnl, which ni l1 enabfr

Ihc Institute to compcte i n the bank training nirrkrt. 4.5 I'reparr an annual b~ochurc with course dcscriptioas, curricula and schcdutc. 4.6 Conduct coar,rs, as identilint i n the training plan. Thc courses wil l be prcsentrd i n

Bulgarian i n Sofia and major cities. A l l training n~aterials (course curriculs, instructional mrterials, tcxts, refercnce materials, distance learning materials and cornputcr based training p r o p m s ) should reflect the current Bulgarian banking and cconomic reality.

Tulu Accomplihrd (4.0)

No new actions taken during August

5. Computer- based training 5.1 Assist IB1 to establish a tcam to be mpomiblc tor computer based tnining,

coordinated witb KHF and otber programs. 5.2 Identify and provide appropriate sofnvarc to support computer-bucd tnining. 53 Design computer b u d courses, based on tnining a d s analyris

NO action taken on this task at this time

6. Pedagogical Skilb 6.1 With IBI, establish a methodology to develop pedagogical skills in t k arms of

instructional design, presentation skills, and ercrciwlEuc development. 6.2 Use the pedagogical methodology; pmvide follow up training to IB1 stall.

Use the pedagogical methodology; provide follow up tnining to 161 staff in the arras of instructional design and cnune cuslomiutioa

Tulu Ac~om~liuhed (6.0)

A follow on to the April Training o f Trainers (TOT) course has been scheduled for September 2001. Two advanced Training of Trainer courses are scheduled for January 2002. A USA based TOT. r \ w weeL pmgram, was previewed through a third party provider, \Vorld Learning. Six Bulgarian bankers have brrn vkcted for this program. It is anticipated thev persons wil l serve as future facult). members of 181.

7. Communication r t r a t m 7.1 Devdop an I B I communicatiou strate&v and train a P/R expert. 7.2 Design a newsletter to tbe financial community,or otber parties, u detmcd

appropriate. 7 3 Design an IBI web page. 7.4 Organize a roundtable to discuss trends and issues in the bank qnalifiation.

Tulu Accom~liihed (7.0)

Design work on layout and content for a fin1 edition ne~rsletter. whedelcd for rcleaw in September. was ongoing.

8. Association ofCommcrcial B a n k assistance 8.1 Assist the ACB on priority issues (e.g. internal corporate governance, new- productlscn.ice dcvelopmcnt, outreach programs, as requested by thc ACB, and as

approved by USAID. Further assistance will be identified and defined in the a n n u l work plans.

T u b Accom dished f8.01

No specific USAIDIBannts assistance for ACE was requested at this rime.

T u b Required (9.01

9. Provide U. S. and third country training The contractor will design. in coordination rvitb the Bulgarian counterparts and the USAID/Bulgaria CTO; US. and third country-bnsed tniuing prognms and internship for ACB/TBI managers, and the most succeuhl of the course participants rvitb potentul to bc fuhrc trainers. Candidates lor such training to be identified jointly by lBVACB the USAIDlBolgaria CTO and the Contractor.

See comment above in section 6.0

Contrwforr Barents Gmup Reporrircg Period. Sepepctnrbcr, 2001 Contrncr #: PCE-I-00-99-00006-00 Tmk Order I f . PCE-1-8 1 1-99-00006-00 Title oJTmk Order: Banker Training Coltrrtry: Dulgaria

The principal objectives o f the project are the following:

Strengthen the International Banking Institute (IBI) as a financially self-sustainable institution a d increase the standard o f activities I B i provides to the banking community in Bulgaria. K g c a p ~ i t i e r requiring development at the IBI include the following: - Develop and implement market research nlethodology for training needs anrl)5is; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a profitabk

basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training program. and train a core team o f IBI staff to manap and

update it.

Assist the Association ofcommercial Banks (ACB) to address priorit). issues (c.g internal corporate governance, new product/scruice development, omreach programs, elc.) as requested by the ACB. and as approved by USAID, in order to become a arong organization that is responsive to the needs o f its member banks. These issues and needs wi l l bc identified through meetings with the ACB management and members.

September activity was impacted by the personal leave o f the Resident Advisor during the first \reek o f the month.

Detailed work continued toward the development o f rhe IBI Ncwslencr. Final content and page layout was completed. Target date for the distribution of the first edition set for mid October.

A course was deliverd on the subject o f '.Financial Institution Analysis" and a second class uas conducted for 'Training o f Trainers"

Sereral banks were visited in connection u i t h the development o f future classes.

T a s k Rcauired (1.01

I. Market Rescarch 1 .I ncvclop quantitativtlgualitativc markct rcscarcb mclhods to ass= training necds,

aud train thc 1UI stnff i n utilizing sur%r.j~. 1.2 l ~ c l e r n ~ i n c the ;tltl~r-opvi;ltc soflwavc rcquitccl to p~ov idc t~tnrkct r r rca~ch and

analysis, and proviclc it . 1.3 Con~luct one training needs annlysis pcr year by I B I staf fa i tkthe guidance and

r r r i c u of the consultant. 1.4 Ensure the transfer o f n~arketing research skills via on-the-job training, and build

It11 staff capacity to manage its future marketing research activit!-. 1.5 Prrform, togethcr with IBI, n con~pctitivc analysis of the

Bauk training nlarkct, which influence currcnt i ~ n d future training itreds.

Tasks accomplished ( I .0)

Meeting were held with the senior management o f the Bulgaria American Credit Bank to henn ine their specific needs in regard to a forthcoming course on "Real Estate Finance".

The DSK training academy in Dospat was visited with the DSK Dank training manager to detcnnin & specific needs for a forthconling in bank class on "Managing Change in Bank Operations". Barcnts Managing Director, Pat Brysli, also joined in this visit.

Tasks Rcquired (2.01

2. Bank Professional Qualification 2.1 Determinestrategy for shorUlong term dcvcfopment of bankerqu8lifuation. the

methods for its implementrtion, and submit for ACB approval. 2.2 Analysis and needs for certifirste programs for various bank p r o f c n i o ~ ~ and

develop recommendations 10 be presented for ACB and BNB approval. 2.3 Determine the framework for the short term qualification subjects, metbods o f training a d

Curricula.

Tasks accomnlished (2.0)

No action taken on this task.

3. Financial hlanagement 3.1 Develop 8 bnsions plan and a model for pricing I B I products. 3.2 SVorli with IBI management to develop internal controls and procedum to eunre

effective financial management i s in place. 3.3 Ensure the transfer o f financial management skills related to dwcloping the

business plan and the pricing model through on the job traiming. The IBVACB tvill remain financially self sustaining, genenting sufficient revenue througb member dues. courses. services and other sources, u permitted by law.

Continuation o f discussions with IBi marketing staff to revie~t~ various "in bmk" pricinx opions~

Aggregate tuition collected from Barents courses. through September 2001, totaled 75.000 BGN (535.000 USD). These funds arc consided to be available for the future financial sustainability of IBI.

T a s k Rcquircd (4.0)

1. T~:iinin:: Progranl and ~tlvancccl Collrrcs 4.1 l )c\r lop an annnal training pl.oyals - subjvrts, n~ethocls of t~ t in iug, curricula,

tmiurt-s, nntt schcclalcs. A concrnlrntnl effort shoulcl be n~adc, to thc highcsl extent l~ossiblc, to use a library o f training nlalerials, dcvdopccl under othcr projects.

4.2 Build thc capacity of ID1 stal l to develop i ~ n d structure annual training progmms. 4 3 Dn-clop a solicitation proprnnl for thc I B I to enhance relationships with clients and

prospects, to includc cstablisl~mcnl of an alunini procranl. 5.4 Ensnrc thc development ofsnstainablc n~arketing skills within 191, which wil l cnablc

thc Institute tocnn~pctc i n the b:wk t~a in ing market.

4.5 Prepare an annual brochure with coune descriptions. curricula and Schedule. 4.6 Conduct courses, nr idenlified in the [raining plan. The cou- wi l l be presented in

Bulgarian i n Sofia and major cities. A l l training materials (course curricula, instructional materials, texts, reference materials, distance learning materials and computer b w d training programs) should reflcct the current Bulgarian baaking and economic realib.

1 Tasks Acconrplished (4.0)

4.1 Barents courses topics have been selected, instruclon recruited and coune material reviewed for the course calendar through Apr i l 2002.

4.2 191 continued to expand its course offerings in response to identified client needs. This i s reflected in the gro\\th in attendance in IBI delivered short-term classes. Shon-tern course attendance was 751 for 1999. 622 for 2000 and has increased to 870 through July 2001. This does not include the separate participation in the Distance Learning program sponsored by the UK organization, Department for international Development (DFID).

4.3 Names and contact information o f a l l Barents course panicipants have been collected in a database. This w i l l be combined with similar informarion in the 191 database, in order to create an ongoing contact list and basis for an I B i Alumni Association.

4.6 A course on Financial Institutions Analysis \\as dclirered toxvcntrrn panicipants fmm nine diflcrent institutions. A Training o f Trainers class was delivered to hvelve (12) invited participants from fibe institutions. Participant evaluations were excellent for both classes.

T u b Reanired (5.01

5. Computer - based training 5.1 Au is t IBI to establub a team to be responsible Tor computer b w d training,

coordinated with KHF and other programs 5.2 Identify and provide appropriate sorhvarc to support computer-based training. 53 Design computer b r w d comnn, based on training needs analpis

No action taken on this task at this time.

Tasks Required (6.01

6. Pedagogical Skills 6.1 With 1BI.establish a methodolos- to develop pedagogical skills in the areas o f

instructional design, presentation skills. and errrcise/cpr* devclopment. 6.2 Use thc pcclagogical methodology provide follow up training to 181 stafi.

Usc tbc pnlngogiral ntethnclology; provide follo\r- up training to 181 staff i n thc arras o f i ~ ~ s r ~ - ~ ~ c t i u n a l clesiga and co111-sc c l~slonl i r~t ion.

$1 folio\\ on to the April Training of Trainers (TOT) course was delivered in Septenlber. T\\o adianccd Training o f Trainer courscs arc scheduled for Janmr). 2002. A USA based TOT. t\bo-%\ecl p q a n i . \\as prcviewcd t l i ro~~$ a third party prorider, \Vorld Lcar~~ing. SIX Dul~arian banlcrr Irave becn selected for l h l ~ progra~ii. I t i s anticipated thcsc pcrsons will scrre a; it~turc faculty nicn~bcr~ of lnl

Task Required 17.0)

7. Communication s t m t w 7.1 Develop an I B I communication strategy and t n i n a PiR exprl. 7.2 Design a newsletter to the financial conlmunity, or other partin, rt deemed

appropriate. 7.3 Design an I B I web pagc. 7.4 Organize a roundtable to discuss trends and issues in the bank qualificatioa.

Tasks Accomnlishecl(7.0)

Design work on layout and content for a first edition newsletter. scheduled for release in Octobcr, was ongoing.

The next roundtable is scheduled for October I2 at the conclusion of the Customer Service class in Plovdiv.

Task Required (8.0)

8. Association of Commercial Banks assistance 8.1 Assist the ACB on priority issues (e.g. internal corponte governance, new productlsen.ice development, outreach programs, as rrqncsted by the ACB, and as approved by USAID. Further assistance will be identified and defined in the aoumal work plans.

No specific USAlDlBarcnts assistance for ACB was quested at this time

Tasks Reauired 19.0)

9. Provide U. S. and third country training The contnctor wil l design, in coordination with the Bulgarian counterparlr and the USA1DIBulgaria CTO; U.S. and third country-based training prognnu and internships for ACB'IBI manngen. and the most successful ofthe connc participanb with potrmtial l o k future tniners. Candidates forsuch training to be identified jointly by IBUACB the USAID/Bul~aria CTO and the Conlraclor.

Tasks Accomslished 19.0)

See comment above in scctio~~ 6.0

m Con~raclor: Barents Group Reporling Period Ociober. 2001 Co~irracl #: PCE-I-00-99-00006-00 Task Order #: PCE-1-81 I-99-0000600 Tirle ojTosk Order: Banker Training

Y C o i r : Bulgaria

The principal objectives of the project are the folio\\-ing:

Strengthen the International Banking lnstitute (IBI) as a financially self-sustainable institution and increase the standard of acti\%ies IB1 provides to the banking community in Bulgaria. Key capacities requiring development at the IBI include the follo\\ing - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training program. and train a core team of IBI staff to manage

and updale it.

Assist the Association of Comnlercial Banks (ACB) to address priority issues (e.g. internal corporate governance, new product/service development, outreach programs. etc.) as requested by the ACB, and as approved by USAID, in order to become a strong organizatioo that is responsive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB managenlent and members.

Monthlv overview

October highlights included the deliver). of three ( 5 ) USAlDiBarents courses throughout Bulgaria, the deli\ery of the first edition of the 181 newsletter "Navigator" and the aurmbly of the second Human Resource managers' roundtable.

T a s b Reauircd (1.0)

1. blarkct Research 1.1 Develop quantitativclqualitativc market research methods to assess training

needs, and train thc 161 stam in utilizing suncys. 1.2 Determine the appropriate software required lo provide markct research and

analysis. and provirlc il. 1.3 Concl~~ct OIIC trainieg ncecls ;111al!-sis pcr y m r h \ I I < I staff with thc ~uiclancc

and rc~icrv of the consultant. 1.4 Ensurc thc transfer of markctin!: rcsearcll skills 1 in on-thc-job training, and

build IUI stalf capacity to tannage its futurc markcling rcscarch activity. 1.5 Perforn~, togcther with iBI, a cornpctitivc anal!sis of the

Bank trainil~g lnarkct, which inf l~~cncc currenf and futurc training need,.

T a s k accomplished 11.0)

The market research activities are ongoing through a series of infomial contacts bet\\nn IBI their financial sector clients. The gronth in attendance in IBI short term courses provides m i h e of the increasing interest in IBI course offerings, all designed in responv to niarket dem;mds.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for shortnong term development of banker qualification,

the methods for its implementation, and submit lor ACB approval. 2.2 Analysis and needs for certificate programs for various bank professions, and

develop recommendations to be presented for ACB and BNB approval. 2 3 Determine the framework for the short-term qualification subjects, methods of

training and Curricula.

Tasks accomplished (2.0)

No action taken on this task

Tasks Required (3.0)

3. Financial hlanagement 3.1 Develop a business olan and a model for pricing IBI products. 3.2 Work with IBI management to develop internal eontrols and procedures to

ensure effective financial management is in place. 3.3 Ensure the transfer of financial management skills related to developing the

business plan and the pricing model through on the job training. The IB11.4CB will remain financiall~ self sustaining, generating sultlcient revenue through member dues, courses, senices and other sources, as permitted by law.

T a s h Accomplished (3.0)

Aggregate tuition collected, esclosire of 20% VAT. from Barenis counes. through October 2001. totaled 87.23 1 BGN (S40.000 USD). These funds arc considered to be available for the future financial sustainability of IBI.

Tasks Required fJ.0)

4. Training Program and Advanced Courscs 4.1 Dcvclop an annual training prograni -subjects, mclhods of training.

cul-ricula, traincrs, ant1 scl~ctlulcs. .A coaccntratctl cffort should be maclc, lo tIw biglwst c\crnt tmssiblr, lo use a l i b r a n of trainill:: ~natcrials, dc\clopcd unclrr o t l ~ c r projects.

4.2 Build thc cnpncit). of lBI staff to dcrclop and structure sl;nual training PI-ograms.

4.3 1)wclop a solicitntion program for thc IBI to enhance relationships with clirnts nntl prospects, to includc cstablislinlent of an alumni program.

4.4 Ensure the development of sustainable marketing skills within IBI, which r i l l enable the Institute to compctc in the bank training market.

4.5 Prepare an annual brochure with course descriptions, curricula and schedule.

4.6 Conduct courses, as identified in the training plan. Thc courses will be presented in Bulgarian in Sofia and major cities. All training materials (course curricula, instructional materials, texts, reference materials, distamrc learning materials and computer bascd training programs) should reflect the current Bulgarian banking anel cconomic rcalih.

T a s b Accomolished (4.0)

4.1 Bmnts courses topics have been selected, instructors recruited and course n~aterial reviewed for the c o u m calendar through April 2002.

4.2 IBI continued to expand its course offerings in response to identified client needs. This is reflected in the grottih in attendance in IBI delivered short-term classes Shon-term courx attendance was 751 for 1999, 622 for 2000 and has increased to 959 through October 2001. This does not include the separate participation in the Distance Learning program sponsored by the UK organization, Depariment for International Development (DFID).

4.3 Names and contact information of all Barents course participants have beun collected in a database. This nil1 be combined with similar informalion in the 1B1 database. in order to create an ongoing contact list and basis for an 181 Alumni Associalion.

4.7 Three separate USAlDlBarents courses were delivered in three different locations. "Branch Oflice Management' in Varna; "Customer Sewice" in Plovdiv and "Managing Change in Bank Operations" in Dospat. The latter w a s an in bank courx designed for the management of DSK Bank, one of the few remaining state o w e d banks on Bulgaria. Through October 200 I . the aggregate attendance for the 1u-enty-two (22) USAID.'Barenls courses is 430

Tasks Required (5.0)

5. Computer- based training 5.1 Assist IBI to establish a learn to be responsible for computer bascd training,

coordinated with KHF and other programs. 5.2 Identify and provide appropriate soft\% are to support computer-baud

training. 53 Design computer based eourscs, bascd on training ncecls ana l~s i s

Tasks Acconiplishcd 6 . 0 )

Tasks Hcquirccl(6.0)

6. Pcclagogicnl Skills 6.1 With 1111, establish a n~ethoclolog\ to dcvclop pctlagogical skills in thc areas

of i~~slruct ional clcsign, prrscstation skills, a n d c~crcisrkase clcrclopmci~t.

6.2 Use the pedagogical methodology; provide follow up training to IBI staff. Use the pedagogical methodolo@; pro%-ide tollow up tnining to IBI staff in the areas or instructional dcsign and c o u n t custom-mtion.

Tasks Accom~lishcd (6.01

T u o (2) Training of Trainer courses are scheduled for January 2002. A USA based TOT. -\,mk program, was previewed through a third party provider, World Learning. Sir Bulgarian bank= haw been selected for this program. It is anticipated the% persons %il l serve as ftltux faculty membcn of IBI.

1-wo Bulgarian co-instructors have been selected to assist in the "Human Resource Management" class, scheduled for December 3-14, 2001.

Tasks Required (7.0)

7. Communication strategy 7.1 Develop an 1BI communication strategy and train a P/R expert. 7.2 Design a newsletter to the financial community, o r other parties. as deemed

appropriate. 7.3 Design an IBI web page. 7.4 Organize a roundtable to discuss trends and issues in the bank qualification.

T a s k Accomplished 17.01

The first edition of the IBI Newletter "Naviptor" \\;cr published and distributed in boh Bulgarian and English.

The second H u n m Resource roundtable discussion uas held in PloLdir. Barents instructor. Lynda Swenson, led a discussion on current human resource manapnenl issues and the attendees completed a survey of human resource manger priorities.

Tasks Required (8.0)

8. Association of Commercial B a n b assistance 8.1 Assist the ACB on priority issues (e.g. inlernal corporate governance. new product/service dcvelopment, outreach programs, as requested by the ACB. and as approved by USAID. Further assistance will be identified and delined in ihe annual work plans.

Tasks Accomplished (8.0)

9. l'rovidc U. S. and third country training Thc contractor will dcsign, in coordination with lhc Bulgarian counterparts and lhc USAIU/Bulgari;~ CrO; U.S. and third coontq-bascd training programs and in twr~s l~ i~ t s for A(:UIII3I nlanagcrs, and the most S U C ~ C S S ~ I I ! of lhr Course

Y r' participants with potential to be future trainers. Candidates for such training to bc

identified jointly by IBllACB the USAlDlBulgrria CTO and the Contnctor.

i, Tasks Accomnluhed (9.0)

See comment above in section 6.0 r

Confrncfor: Barents Group Repmbig Period h'ovember, 2001 Confrncf #: PCE-I-00-99-MH)06-00 Task Order #: PCE-1-8 I 1-99-00006-00 Ti tk of Tnsk Orde r Banker Training Corurfqv Bulgaria

Bnckwormd nnd exoecred r e s a b

The principal objectives of the project are the following:

Strengthen the International Banking Institute (IBI) as a financially self-sustainable institution and increase the standard of activities IBI provides to the banking community in Bulgaria. Key capacities requiring development at the 1BI include the following: - Develop and implement market research methodology for training n d s analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training program, and train a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. internal corporate governance, new productkervice development, outreach programs, etc.) as requested by the ACB, and as approved by USAID, in order to become a strong organization that is responsive to the needs of its member banks. These issues and needs uill be identified through meetings nith the ACB management and members.

Monthlv overview

Two USAlDlBarents seminars delivered on the subjects of "Strategic Planning" and "Real Estate Finance".

Ongoing meetings with bank H R managers to assess necds in connection w4th the planned course in December, "Management of the HIR Functions".

Beyond the scope of these deliverables, a considerable efforl uas dedicated to assisting IBI in preparing for its planned relocation of two oftices into a single location.

Tasks Rcauircd (1.0)

I . hlnl-kct Rcscarch I . I Drvclop q~~ar~titativclq~~alitnti\c ~lial-kct rcscarch niell~oJs lo asserr training

eccds, and lrain tile 1131 staff in utilixiug surveys. 1.2 Dcle r l~~inc the appropriate sofnwrc rcquired lo pror-itle rnirkrt research and

analysis, and provide it. 1.3 Conduct one training ncecls nnalysis per year by IBI staff with the guidance

a r ~ d rcvicw of thcconsullant.

1.4 Ensure the transfer of marketing mearch skills via on-the-job training, and build 1BI staff capacity to manage its future marketing research activity.

1.5 Perform, together with IBI, a competitive analysis of the Bank training market, which influence current and future training needs.

Tasks accon~vliihed (1.0)

The market research activities are ongoing through a series of informal contacts between IBI and their financial seclor clients. The gro\\~h in atrendance in 1B1 short term COW provides evirknce of the increasing interest in IBI course offerings, all designed in response to market demands.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for short/long t e r n development of banker qualification,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank professions, and

develop recommendations to be presented for ACB and BKB approval. 2.3 Determine the framework for the short-term qualification subjects, methods of

training and Cumcula.

Tasks accom~lished (2.0)

No action taken on this task.

T u l u Rau i red (3.0)

3. Financial Management 3.1 Develop a business plan and a model for pricing IBI products. 3.2 Work with 1BI management to develop internal controls and procedures to

ensure eflective financial management is in place. 3 3 Ensure the transfer of financial management skilh related to developing the

business plan and the pricing model through on the job training. The IBIIACB will remain financially self sustaining, generating sufficient revenue through member d u n , courses, sen-ices and other sources, as permitted by law.

Tasks Accomplished (3.0)

Aggregate tuition collected, exclusive of 20% VAT, from Barents courses. through November 2001, totaled 91,731 BGN ($4~.000. USD). These funds are considered to be available for the fi~ture financial sustainability of IBI.

Tasks I<cquirrO (4.01

4. Training l'rogrnm and Aclvanced Courses e

4.1 l)cvclop an annual training program - subjects. methods of training. curricula, trainers. and scbcdules. A conccntmtcd effort should be madc, to the highcst extent possible, to use a librar). of training materials, dcveloprd undcl- othcr projects.

Bulgarian from English. The estimated cost for the translation and re-programming would be 550.000 each.

Tasks Reauired (6.01

6. Pedagogical Skills 6.1 With 1B1, establish a mcthodology to develop pedagogical skills in the a m

of instructional design, presentation skills, and exercisdcase development. 6.2 Use the pedagogical methodology; provide follow up training to 1BI stam

Use the pedagogical methodology; provide follow up training to 1B1 staNin the areas of instructional design and course customization.

T a s k Accomalished 16.0)

Two (2) Training of Trainer courses are scheduled for January 2002. A USA based TOT. two-uuk program, was previewed through a third party provider, World Learning. Six Bulgarian banken ha\-c been selected for this program. It is anticipated these persons will serve as future faculty members of IB1.

T\\-o Bulgarian co-instructon have been selected to assist in the "Human Resource Managerncn~" class, scheduled for December 3-14,2001.

Tasks Rcauired (7.0)

7. Communication strategy 7.1 Develop an IBI communication strategy and train a PIR expert. 7.2 Design a newsletter to the financial cornmuniiy, o r other parties, as deemed

appropriate. . 7.3 Design an IBI web page.

7.4 Organue a roundtable to discuss trends and issues in the bank qualification.

Tasks Accomplished (7.01

IBI web site content and maintenance continued as an ongoing effon.

Ongoing development of the second edition of the IBI newsletter. The second version nil1 be delivecrd solely online and is scheduled for January 2002.

Preparations begun for the third roundtable with human resource professionals, hosted by IBI. on December 6.200 1

h Preparations begun for an event to recognize the Id annivemv of IBI. to be held on Dcceniber 17,2Oi?I

8. Association 01 Comnlcrcial Banks assistance 8.1 Assist thc ACB on prioriiy issues (c.g. internal corporate governance, new pl-ocluctfscrvicc dc\doprticnt, outreach programs, as requested by the ACB, and

'I]

as approved by USAID. Further assistance will be identified and defined in tbe annual work plans.

Tasks Accomdished (8.0)

NO specific USAIDlBarents assistance for ACB was requested at this time.

Tasks Required (9.0)

9. Provide U. S. and third country twining The contractor will design, in coordination with the Bulgarian counterparts and the USAID/Bul~aria CTO, U.S. and third counlry-based training programs and internshipsior ACBnBI managers, and the most succersful of the course oarticioants with potential to be future trainers. Candidates for such training to be identiied jointly by IBUACB the USAIDBulgaria CTO and the Contractor.

Tasks Aceornotished (9.0)

See comment above in section 6.0

Cor~rractor; Barents Group Reporting Perio& Derenzber. 2001 Co~rrrcr tt: PC€-1-00-99-00006-00 Task Ordcr Y: PCE-I-BI 1-99-00006-00 Tirle of Tnsk Order: Banker Training Cormrty. Bulgaria

B a c k ~ m a ~ d nnd e.rmcted resriIts

The principal objectives ofthe project are the following:

Strengthen the International Banking institute (IBI) as a financially self-sustainable institution and increase ihe standard of activities IB I provides to the banking community in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market mearch methodology for training needs analpis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program o f courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training program, and train a core team o f 181 staff to manage

and update it.

Assist the Association o f Commercial Banks (ACB) to address priority issues (e.g. internal corporate governance, new pmductkervice development, outreach programs, Uc.) as requested by the ACB. and as approved by USAID, in order to become a strong organization that is responsive to the needs o f its member banks. Thex issues and needs will be identified through meetings with the ACE management and members.

Two US?\ID/Barents seminars delivered on the subjects o f *Customer Service" and '-Management o f the Human Resource Function".

A third Human Resource manager roundtable was held on December 6.

The IBI public relations activities included a 10'hniversary celebmiion. with the assistance o f USAlDlBarenIs Group.

The December activities were someahat reduced by the hvo u e k pcrsonal leave ofthe Barents resident advisor and the year end holiday schedule.

1. Market Rcscarcl~ 1 1 nc~c lnp q~tantitativc/qualitati\c ntarkct rcsearcl~ ir~cthods to asscs trainin:

ucccls, and t n i u the 1111 s1;;lf ill utilizing surucys. 1.2 l~c le rn~ inc the appropriate sob\-arc rcquirnl to provide msrkct research ancl

analysis, ancl provitlc it.

'I:

1.3 Conduct one training a d s analysis per year by IB1 staff n i th the guidanrt and review of the consultant.

1.4 Ensure the transfer of marketing rrwrrch skills via on-the-job training, and build I B I staff capacity to manage its future marketing m-rch activiry.

1.5 Perform, together n i t h IBI. a competitive analysis ofthe Bank training market, which influence current and future tniaing needs.

T a s k accomplished (1.0)

The market research activities are ongoing through a series of informal contacts bcc\vccn 181 .nd their financial sector clients. The growth in attendance in IBI shor~ tern1 councs provides ev- o f the increasing interest in IBI course offerings, all designed in response to market demands.

2. Bank Professional Qualification 2.1 Determine strategy for shoNlong term development o l banker qnalikation.

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs lor various bank professions, and

develop recommendations to be presented for ACB and BNB approval. 2.3 Determine the framework for the short-tenn qualilication subjects, methods o f

training and Curricula.

No action taken on this task.

Task Rewired (3.0)

3. Financial f lanagement 3.1 Develop a business plan and a model for pricing I B I products.

7 3.2 Work with I B I management to develop internal controls and proccdum to

r01 ensure effective financial management b in place. 3.3 Ensure the transfer of financial management skills related to devcfoping the . business plan and the pricing model through on the job training. The lBUACB will m a i n financially self sustaining, generating suffiicnt menue

gi through member dues, courses, services and other sources, as permitted by law.

Aggregate tuition collected, exclusive o f 20% VAT. from Barenls courses. ~hmugh December 2001. totaled 95.91 1 BGN ($46,000. USD). Thew hnds are considered to be available for the filture financial sustainabili& o f IBI.

Ne\\ coniputsn and software have been acquired under lhc USAlDBarents TIA Upon inlallation at t l~c IICU I1)I f.xilities. a murc dctailctl ~nanagcrial ac~n i in l i i i~ program \\ill I*. Jcvclop-d.

* t\ pricing format for in hank classes \\sr approved and ayeed lo by 1131 inanagemcnr

4. Training Program and Advanced Courses 4.1 Develop an annual training program -subjects. methods o f tnining.

curricula, trainers, and schedules. A concentrated effort shoufd be made, to the highest clrtent possible, to use a library 01 training materials, dcvdopsd under other projects.

4.2 Build the capacity of lB1 staff to develop and strueturc annual training programs.

4.3 Develop a solicitation program for the IBI to enhance relationships with clients and prospects, to include atablihment of an alumni program.

4.4 Ensure the development ofsustainable marketing skills within 1B1, which wil l enable the Institute to compete i n the bank training market.

4.5 Prepare an annual brochure with w u n c descriptions, curricola and schedule.

4.6 Conduct courses, as i d e o t i r t i n the training plan. Tbe courses wi l l be presented in Bulgarian in Sofia and major cities. All training materials (course curricula, inslruclional materials, tests, reference materials, distance learning materials and computer based training pmgrams) should reflect the current Bulgarian banking and economic realiw.

Tasks Aecom~lished (4.01

4.1 Barents courses topics have been selected. instructors recruited and course material reviewed for the course calendar through September 2002. Preparation of the IBI 2002 academic catalog was in process.

4.2 IBI continued to expand its course offerings in response to idmdfied client needs. This i s reflected in the growth in attendance in IBI delivered *on-term classes. Short-term course attendance was 7 j l for 1999.622 for 2000 and has increased to 1.826 through December 2001. This docs not include the 309 regislered in the Distance Learning program sponsored by the UK organization, Department for International Lkvclopmcnt (DFID).

4.3 Names and contact information o f all Barenu couse parlkiprnls have k e n colkacd in a daubax. This will be combined with similar information in the IBI database, in order to create an ongoing contact list and basis for an 1B1 Alumni Association.

4.7 Two USAID'Barents m u m were delivered in Sofia. Two separate in bank classes on the subject of"Cus1omer Sewice" were delivered to First Investment Bank. A second wminar on the subject o f "Management of the Human Resource Function" was delivered to a mised group. The azregatr anendance for December classes was 40 and the cumulative number o f attendees at USAID/Barents classes was 497. since project inception. Upon completion ofthe k c m b e r 2001 seti~inars. 26 ofthe proposed 40 classcs had been delivcred.

Tasks Itcquircd (5.0)

5. Contlmtc~- - b a w l lnining 5.1 Assist 1BI to establish n team to be responsible lormmputcr bed training,

-rams. cnortlinated with KHF and other pro,

5.2 Identify and provide appropriate sofhvare to support computer-brrcd training.

5.3 ~ a i g n & n ~ u t e r based courses, based on training needs analysis

TWO computer based programs. "Risk Management" and "International Accounting Standards" developed by USAlDlBarents will be previewed for possible translation into Bulgarian from English. The estimated cost for the translation and re-programming would k S 50,000 each.

Task R m u i d (6.0)

6. Pedagogical Skills 6.1 With IBI, establish a methodology to develop pedagogical skilk in the amas

of instructional design, presentation skills, and excrrisdcrre development. 6.2 Use the pedagogical methodology; provide folbw up training to I B I shff.

Use the pedagogical methodology; provide follow up training to I B I staff in the areas of inslructional daign and c o u m customiution.

Two (2) Training ofTrainer courses are scheduled for January 2002. A USA based TOT, two-week program, was previewed through a third party provider, World Learning. Six Bulgarian bankers haw been selected for this program. I t is anticipated these pemns will serve as future faculty mcmbm of IBI.

Two Bulgarian co-instructors assisted in the "Management ofthe Human Rewwcce Function" class.

Tasks Rcauircd (7.0)

7. Communication strategy 7.1 Develop an 1BI communication strategy and train a P/R expert. 7.2 Design a newsletter to the financial community. or other parties. as deemed

appropriate. 7.3 Design an I B I web page. 7.4 Organize a roundtable to discuss trends and issues in the bank qualification.

Tasks Accomolbhed (7.01

IBI r c b site content and maintenance continued as an ongoingefbri

Ongoing developnicnt of the second edition o f the 181 neeslener. The second version w i l l be del ived solely online and is scheduled for January 2002.

An event to recognize the 10 '~ anniversnr?. of IDl. \\as he held on December r7.2001

Co~rrrcror: Barenrs Group Reporring Period; Jnnuory. 2002 Corrrraci #: PCE-I-00-99-00006-00 Tmk Order I: PCE-1-8 I I-99M)o6-00 Tilk of Tmk Order: Banker Training Coremy: Bulgria

The principal objectives o f the project arc the following:

Strengthen the International Banking Institute (IBI) as a financially self-suminabk institution and increase the standard o f activities IBI provides to the banking community in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implenient market rexarch methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria, - Develop a business plan and cost accounting model in order to price producb on a

profitable basis; - Elaborate an annual program o f courses and seminars, and a marketing strategy for their promotion:

- Create a computer-baud training program, and train a core team of IBI staff to manage and update it.

Assist the Association o f Commercial Banks (ACB) to address priority issues (e.g. internal corporate governance, new pmductlservice development, oulreach programs. crc.) as requested by the ACB, and as approved by USAID, in order to become a strong organization that is responsive to the needs of its member banks. Thcx issues and needs will be idcnt i fd through meetings with the ACE management and members.

Two USAID.'Barents seminars delivcrcd on the subjects of'%ining ofTrainm - Basic" and "Training o f Trainers - Advanced"

First draft o f the second edition o f the IBI newsletter 'Navigatorm' \was dtvelopcd

Selection o f additional material for inclusion into the IBI Resource Center was emphasized

Tasks Required (1.01

I . Market Rcsnrch 1.1 Dcvelop quantitati\~e/qualitative market rntnrch methods to azsess training

necds. and train the I B I stafrin utilizing sun'eys. 1.2 Determine the approprialc sohvare required to provide market mearch and

analpis, and proviclc it. 1.3 Corrclnct oaf training necds annlynis per ycnr by I B I staff with thc guidance

:)a111 reuicw of lhc cunsultanl. 1.4 Eusure thc transfer of inarlieting rescarclr skills via on-the-job training, and

builcl I H I stnffeapncity to manage i t s futurc marketing rescakh activit>-. 1.5 Pcrfor~n, together with IDI, a coniprlitivc analysis of the

a ! . Bank training market, which influence curreat and futum training needs.

The market research activities are ongoing through a wries o f informal contacts bctwrm 161 ad their financial sector clients The gronih in attendance in IB1 short tmn courses providcs e v b

la ofthc increasing interest in IBI course offerings, al l designed in m p o n r to market demands.

Tasks Required (2.0) &a

2. Bank Professional Qualification 2.1 Determine strategy for shortnong term development o f banker qualifkation,

* the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank professions, and

f ; develop mommendations to be presented lor ACB and BNB approval. 2 3 Determine the framework for the short-term qualification subjects, metbods of n training and Curricula.

Tasks accomplished (2.0) .* i i Research into certification models in other countries was initiated. A recommendation for a

USA study tour at the American Institute of Banking has been submitted. thmugh the

* auspices o f the W'orld Learning program. 8 4

T a s b Required (3.0)

? 3. Financial Managerncot 3.1 Develop a business plan and a mod& for pricing IBI products. 3.2 Work with IBI management to derdop internal controls and procedures to

PI ensure ellective financial management is in place. 3.3-Ensure the transfer o f financial management skills related to deteloping the

business plan and the pricing model through on the job training.

@ The IBUACB rill remain financial)). self sustaining, generating sumcieat rcvenae through member dues, courses, services and other sources, as permitted b? hu.

. . No new action taken in this area during Janualy

T a s b Rcquired 0.01

4. Training Program and Adranced Courses 4.1 Develop an annual training program - subjects, methods of training,

curricula, trainers, and schdulcs. A concentrated ellort should be made, to thc highest ertcnt possible, to usc a library of training materials, dcvelopfcl a1111cr nlllcr projccls.

4.2 I h i l c l tlw capcity of IRI staff to tlr\clop and stwclltrc annsd training ~Irogr~l l ls .

4.3 Dcvelop a solicitation probran1 Tor Ihc IU1 to enhanrr rclati6nships with clients and prospects, to include aPilblishment oran alllmni program.

4.4 Ensure the development olsustainabk marketing skills wi lhin IB1,whuh wi l l enable the Institute to compete in the bank tmining market.

4.5 Prepare an annual brochure wi th course descriptions, curricala and schedule.

4.6 Conduct courses, as identified i n the training plan. The m u m wiU be presented in Bulgarian i n Sofia and major cilies. A l l training materials (course curricula, instructional mafcriak, texts, rererenee materink, distance learning materials and computer based training programs) should reflect the current Bulgarian banking and economic malily.

T a s k Accomplished (4.0)

4.1 Barents courses topics have been selected, instructors recruited and course material reviewed for the course calendar through September 2002. Preparation of the I B I 2002 academic cataloo, nearing completion.

4.7 Two USAID'Barents cwrses were delivered in Sofia The first wvas "Training o f Trainers - Basic", followed by "Training o f Trainers-Advanced' The aggregate anendance for Janaury classes was 26 and the cumulative number ofattendces at USAIDBarents classes \\as 523 . since project inception. Upon completion o f the Januar) 2002 seminars. 28 of the proposed 10 classes had been delivered.

Tasks Rmuired (5.0)

5. Computer - based training 5.1 Assist IBI to establish a team to be responsible lo r computer based training.

coordinated wi th KHF and other programs. 5.2 Identify and provide appropriate mlbvarc l o support computer -bad

training. 5.3 Design computer based courses, based on training needs analysis

T a s k Accom~l i rhcd (5.0)

Two computer based programs, "Risk Management" and "International Accounting Standards" developed by USAlDlBarents \\ill be pm-iewd for possible lranslation into Bulgarian from English. The estimated cost for the translation and re-pugramming would bc $50.000 each.

Tpsh Rmui red 16.0)

d Pedagogical Skills 6.1 W'ith 1B1, establiib a m e t h d o l o ~ to develop pcda&cal skills i n thc a r e s

of instructional design. presentation skills, and erercisclcase development. 6.2 Use the pedagogical methodolog)'; provide follow up training to I B I stam.

Lisc thc peclngogical rnetl~oclolog~; provide follow up troininz to I B I staff i n Il lc :lrrec of i~~struct ionnl ~ C Z ~ ~ I I Rlld course ~ l l ~ t o m i l a t i ~ l n .

Two (2) Training of Trainer courses were delivered in January. A USA bawd TOT. two-\- program. was previewed through a third party provider. \%Id Learning. Sis Bulgarian b a n k bFe been selected for this program. I t i s anticipated these persons will s e w as future faculty m c m k of IBI.

Task Required (7.0)

7. Communication strategy 7.1 Develop an I B I communication strategy and train a PIR expert. 7.2 Design a newsletter to the financial community, or other parties. as deemed

appropriate. 7.3 Design an 1BI web page. 7.4 Organhe a roundtable to discuss trends and issues in the bank qualification.

Tasks Accomplished 17.0)

IBI web site content and maintenance continued as an ongoingeffon.

Ongoing development of the second edition o f the IBI newsktter. The second version \\ill be delivered solely online and is now scheduled for f e b ~ a r y 2002.

Tasks Rewired (8.0)

8. Association of Commercial B a n b assistance 8.1 Auisi the ACB on priority issues (eg. internal corporategovernance, nca- producUse~icc development, outreach programs, as reqnested by the ACB, and as approved by USAID. Further assistance will be identified and defined in the annual work plans.

Tasks Accompliied (8.0)

No specific USAIDIBarents assistance for ACB was requested at this time.

Tuks Required (9.0)

9. Provide U. S. and third country training The contractor will design, in coordination with the Bulgarian counterparts and the USAlDIBulgaria CTO; U.S. and third country-based training programs and internships for ACBlIBI managers, and the most succaslul of the w u n c participants with potential to be future trainen. Candidates for such training to be identified jointly by IBIlACB the USAIDIBulgaria CTO and the Contractor.

Tasks Acromplish~lf9.0)

Scc C O ~ I I I I I C I ~ ~ .iim\-c in sections 2.0 and 6.0

MOXTHLY PERFOR\IAKCE REPORT

Cor~frflcfor: Barents Group Reprfirtg Period: February. 200-1 Corrfrocf ti: PCE-I-00-99-00006-00 Tmk Order # FCE-1-8 1 1-99-00006-00 Tirk. o/Tnsk Order: Banker Trainin: Corrrrfr?-: Bulgaria

The principal objectives of the project are the following:

Strengthen the International Banking Institute (IBI) as a financially self-sustainable institution and increase the standard o f activities 181 provides to the banking cornmunib in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training needs anal)&; - Develop and implement a strate3 for bank professional qualif~ation in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program o f courses and seminars. and a niaAeting Rrateg) for thcir

promotion: - Create a computer-based training program. and train a core team o f IBI staff to manage

and update it.

Assist the Association o f Commercial Banks (ACB) to address prioriy issues (e.g. internal corporate governance, neu p t 0 d i l ~ L k ~ i ~ e developmen!, outreach programs. etc.) as requested by the ACB, and as approved by USAID. in order to become a strong organization chat is responsive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB management and members.

blonthlv overview

T\\o USAlD~Barents seminars delivered on the subjects o f 'Customer Service" for the Bulgarian American Credit Bank and Procredit Bank. One USAID>Barents seminar del~vcred to Bulgaria Post Bank on the subject o f "Branch O f f i e hhagement"

Final draft o f the second edition of the IBI neuslener -'Navigator" was developed .

Tasks Required (1.0)

I. hlarket Rcseareh 1.1 Develop quaniitative/qualitative markcl research melhods to assess training

needs, and train the 1BI staff in utilizing survc).~. 1.2 Dctern~ine the appropriate software requirrd to provide market research and

anahsis. and provide it. 1.3 Conduct onc training nmts analysis per year by IR1 staff with the gniclance

and re\- i t \ \ of thc consultnnt. I..) Ersnl-c tlw tr;~nsfcr nf m;trkcting rcsc;~rch skills \i:& 011-the-job traising. and

built1 IUI staffcapacity to nneage i t s Culurc marketing resr;lrch activity. 1.5 l'crforn~, together nit11 IDI, a con~petitive aualssis of the

U in l i training n~arkct, rvhich influence current and futurc training seeds.

Tasks accomolished (1.0)

The market research activities are ongoing through a wries o f informal COnlaClS b & v m IBI and their financial sector clients. The tronth in attendance in 181 shorl term cwrvs provides cvidentr - of the increasing intcrcst in IBI course offerings. a l l designed in response to market demands.

Tasks Rwuircd (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for shortnong term development of banker qualifiation,

the methods for its implcmeutation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs lor various bank professions, and

develop recon~mcndations to be presented for ACB and BNB approval. 2.3 Determine the framework for the short-term qualification subjects. mcthods of

training and Curricula.

Task accom~lished 12.0)

Research into certification models in other countries is continuous. A recomniendation for a USA study tour at the American Institute o f Banking has been subn~irted, through the auspices of the World Learning pro, %mi.

Task Renuired 13.0)

3. Financial hlanagement 3.1 Develop a business plan and a model for pricing I B I products 3.2 Work with 1BI management to develop internal controls and p r d n r a l o

ensure enective financial management u i n plaee. 3.3 Ensure the transfer of financial management skills rehtcd to developing the

business plan and the pricing model through on the job tniming. The IBl lACB wil l remain financially self sustaining. generating s n N i i n t revenne through member dun, courses, services and other sources, as permitted b)- in\.

Tasks Accomplished 13.01

Aggregate tuition collected for USAID'Barcnts courses. through Fcbruar) 2001. reached 107,000 BGN or $49.000 USD. These funds \I ill serve to bolster the capital of 101 for future operations.

4. Training Program and Ad\auced Courses 4.1 Dcrclop an annual training program - subjeets, methods of training,

curricula, trainers, and schdulcs. A concentratcd cffort should be made, to tltc highest cxtcnt possihfc, l o use a library oftraining n~aterials. der-eloped undcr nthcr ~I-OJCCN.

4.2 Iluiltl thc c.~pacity of 1111 staff lo dc~clop and strnciurr annual trainin: prograins. .

5.3 Dcrclol~ n solicitation progi-ant for lhc 1111 to cnhancc rchtionships ~ i t h rlicnts m t l prospects, to incluclc cstablishmcnl of an alumni program.

4.4 Ensure the development o f sustainabk marketing skills within IBI, wbicb wi l t enable the Institute to compcte i n the bank training market.

4.5 Prepare an annual brochure wi th c o u m descriptions, curricula and schedulc.

4.6 Conduct courses, as identified i n the training plan. The courses wi l l bc presented i n Bulgarian i n Sofia and major cities. A l l training materials (course curricula, instructional materials, texts, referenm materials, distance learning materials and computer bascd training programs) should r e n u 1 tbe current Bulgarian banking and cconon~ic rcality.

T a s h Accomplished (4.0)

4.1 Barents courses topics have been selected. instructors recruited and course m a t e d reviewed for the course calendar through September 2002. Preparation o f the IB I 2002 academic year catalog conipleted and in the process o f translation into English for inclusion into the I B I web site and print catalog.

4.6 Three USAlDlBarents courses were delivered in Sofia. Two seminars d e l i v d on h e subjects of"Customer Service" for the Bulgarian American Credit Bank and P i u C d i t Bank. One seminardeli\ercd to Bulgaria Post Bank on the subject o f '-Branch O f f i e hfanagcmmt"

Thc asrezate attendance for February classes \\as 110 and the cumulative number o f attendees at USAlDiBarents classes was 633, since projcct inception. Upon cornpktion o f lhe Februarj 2002 seniinars. 3 1 o f the proposed 40 classes had been delivered.

Tasks Required (5.0)

5. Computer - based training 5.1 Assist IBI to establish a team to be responsible for computer based training.

coordinated with KHF and other programs. 5.2 Identify and provide appropriate software to support computer -bad

training. 5.3 Design computer based courses, based on training needs analysis

T n o computer based programs, --Risk hlannpement" and "lnvrnational Accountins Standards" developed b) USAID/Barents \\ill be pre\iened for possible translation into Bulgarian from English. The estinlsted cost for the translalion and re-proyamming \\wM be f 50,000 each.

T a s h Requirnl(6.0)

6. Pedagogical Skills 6.1 \\'ith 1111. establish a n~cthor ln ln~v to tic\-clop prclagogical skills i n the areas

of i n s t n ~ c l i o n ~ l tln;io,n, p r c s ~ ~ l ; ~ l i t ~ ~ ~ skill\. and c\crcifelc:tsc drr c l o ~ ~ ~ n r s t ~ 6 . 2 lisc the jwd;ago$ral metLoctnlog> ; lwu\ idc lollox up trainiug to 1111 staff.

l lsc thc peclagogiral n~cthodolog~; pro\itlc lollow up tnin,/ng to 1111 s ta i l in the nrcns of instructional design :rnd coursc customimtion.

Tasks Accom~lished 16.0)

Two (2) Training o f Trainer courses were dclivercd in January. A USA b a d TOT. n w v e l i program, \\-ill be conducted in March ZOO2 through a third party provider, World Learning. Six Bulgarian bankers have been selected for this program. i t i s anticipated these persons will sen- as future faculty membersof IBI.

Task Required (7.0)

7. Communication strategy 7.1 Develop an I B I communication stratcg?. and train a PIR expcrt. 7.2 Design a newsletter to the financial community, or other partia. as deemed

appropriate. 7.3 Design an 1BI web pagc. 7.4 Organhe a roundtable to discuss trends and issues in the bank qualification.

Task Accomplished (7.01

IBI web site content and maintenance continued as an ongoing elfort.

Ongoing development of the second edition o f the IBI newsletter. The second version \\ill be delivered solel) online and is no\\ scheduled for clcctmnic access in MarcWApril2002. Deiajs encountered in production o f the web based bersion, originally scheduled for February, 2002.

Tasks Required (8.0)

8. Association of Commercial B a n b assistance 8.1 Assist the ACB on priority issues (e.g. internal corporate governance, nov producUservice development, outreach programs, as requested by the ACB. and as approved by USAID. Further assistancewill be identified and defined in the annual work plans.

Tasks Accomplished (8.01

KO specitic USAID,Bmnts assistance for ACB \\as requested at this time.

Tash Required (9.0)

9. Provide U. S. and third r o u n t v training The contractor will design, in coordination a i th the Bulgarian connterparls and the USAlDfBulgaria CTO; U.S. and third country-based training pw-rams and internships for ACBnBI managers, and the mosl succesrhl of the course participants with potential to be future tnincrs. Candidatn for such training to bc idcntifictl jointly b! IBllACU the LlS..\lDm~rlgaria CTO and the Conlraclor.

See co~n~nent ahmc in sections 2.0 and 6.0

iJ I '

( I O : Barents Group ~ ~ p o d b r g Period: blnrrh. 2002 ( , ,~rrrrrct #: PCE-I-00.99-00006-00 Task Ortlcr #: PCE-1-8 I I-99-00006-00 t~rh.o/Tnsk Order: Banker Training

'i'. ( I : Bulgaria I

!L I ! -~~~~I I I I I I a d e.vpcctrd WSI I~ IS

1L 1 'iM principal objectives of the project arc the folio\\-ing:

Stic~~grhen the lntcniational Banking Institute (IBI) as a financially self-sustainable ~ n ~ ~ i ~ i t t i o n and increase the standard of activities IBI provides lo the banking wmmr~nity in Ihlgaria. Key capnciticr requiring development at the IBI include the follo\ving:

r: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis;

t - Elaborate an annual program of courses and seminars. and a marketint: strategy for their lwornotion:

7' - Create a compurer-based training prograni, and train a core team of IBI staff to nianqe

and update i ~ .

.A-sisr the Association of Commercial Banks (ACB) to address priority issues (e.g. intenla1 9 ccwporate governance, new producc/seriice development, outreach programs. elc.) as

rzquested by the ACB, and as approved by USAID. in order to become a strong organization I I ; . I I 1s responsi\.e to the needs of its member banks. These issues and needs \\ill be identified * l l r m~gh n~eetings \villi the ACB nianagement and members.

3 lonthlv oven-iew - It

.A wries of three \\orkshops were delivered on various aspects of Foreigr~ Errhnnge. An in I>.I:IL seminar on the subject Credr Alnirngei~rerrr Swrenr was delivered in Biochim BanL

I 1 I I I ~ draft of the second edition ofthe IB1 newsletter "Navigator"was completed . -

1 Ongomg effori on the expansion and upgrade ofthe IBI -eb site

r- -1 11,. IB1 coursc cati~loy for 2002 \vas approved and delivered for printing.

@ I'tcl~minary n o r l \\as begun on a Tollou up to the previous IBI learn building retreat held last

I ' \, . I 1

Y .\~l~litional tirlcs h tlic If31 library were acqllircd, with selection oTnc\v titlcs ongoing I'

' I ;~ rks Required (1.0)

Y 1

Pi'

I

I . I l a r k e t Research 1.1 Dele lop quantitativelqualitative market research methods to assus t ra in ing

seeds, ancl t ra in the IBI s t a l l in ut i l iz ing surveys. 1.2 Determine the appropriate software required to provide market research and

analysis, and provide it. 1.3 Conduct one t ra in ing needs analysis per p a r by IBI staff n i t h the guidance

and reviev o f the consultant. 1.4 Ensure the transfer o fmarke t ing research skills via on-the-job training. and

bu i l d I B I staff capacity to manage i ts future marketing research activit?. 1.5 Perform, together w i th lBI, a competitive analysis o f the

Bank t ra in ing market, which influence current and future t ra in ing needs.

Tasks accomplished (1 .O)

The market research activities are ongoing through a series o f infonnal contacts ber\\czn IBI and their financial sector clients. The growth in attendance in 181 shon t e m courses provides evidence of the increasing interest in 1BI course offerings, all designed i n response to markel demands.

An 181 team retreat. scheduled for June. w i l l develop a series o f market research methods to determine IBI product offerings.

Tasks Required (1.0)

2. Bank Professional Qualil ication 2.1 Determine strategc. for short l long term development o t banker qualification.

the methods f o r its implementation, and submit fo r A C B appro\al. 2.2 Ana1)sis and needs f o r certificate programs for various bank professions, and

develop recommendations to be presented to r A C B and BSB approbal. 2.3 Determine the f ramenork f o r the short-term qualif ication subjects, methods of

t ra in ing and Curricula.

K~.scarch into cert i l ica~ion niodels i n other countries i s continuous

' l ; ~sks - Required (3.01

3. Financial hlanagcnlent 3.1 Develop a bnsiness p lan and a nloclel fo r pr ic ing I R I products. 3.2 \Vorh u i t h 1111 n~nnagc~ncn t to dcvr lnp internal contruls and proccdu~( . i 10

cnsurr rfI'ccti\ c I i~ tanc in l nianagrmcnl i\ i n place. 3.3 I:IISIII.P ~ h c ~ I . ~ I I I S ~ ~ ~ OK financinl nianngenwnt shills rclatctl to clr\elopiag t l ~ r

bttsittess plan and the pr ic ing motlel through on the job tfainino,. The IBll:\<:B w i l l remain financinlly sclfsustaining, generating suflicicnt re\cnuc thr011gh IIICIII~CI. dues. courses, services ancl other soarccs, as p c r n ~ i t t e d b! law.

.I. . I L s Accomplished (3.0)

.\ggregatz tuition collected for USAID.'Barents courses, lhmugh February 2002, rcachcd 1 16,000 1U or SS3.000 L'SD These h n d s \\-ill sene lo bolster the capital o f 181 for future operalions

I :l\lrs Required (4.0)

4. Tra in ing Program and Ad%-anced Courses 4.1 Develop an annual t ra in ing program - subjects, methods o f training,

curricula, trainers, and schedules. A concenlratecl effort should be made, 10 the highest extent possible, to use a l ib rary o f t ra in ing n~alerials, developed under other projects.

4.2 B u i l d the capacit?- o l I B I staf f to develop and structure annual t ra in ing programs.

4.3 Develop a solicitation program f o r the lBl to enhance relationships w i th clients and prospects, to include establishment o f a n alumni program.

4.4 Ensure the development o f sustainable marketing skills \ t i th in IBI.\\hieh a i l 1 enablc the insti tute to compete in the bank t ra in ing market.

4.5 Preparc an annual brochure wi th course descriptions, curricula and schedule.

4.6 Conduct courses, as identified in the training plan. The courses n i l 1 be presented i n Bulgarian in Sofia and major cities. A l l t ra in ing materials (course curricula, instructional materials, texts, reference materials, distance learning materials and computer based tra in ing programs) should reflect the current Bulgarian banking and economic reality.

1 i12Ls Accomplished (1.0)

-I I Barents courses topics have been selected. instn~clors recruited and course material li\ lewed for the course calendar through September 2002. Preparation ofthe I B i ZOO2 ai.ldemic year catalo_r completed and in the process o f translation into Engllsh for inclusion IIIICX the IB1 \\eb site and print catalog. Diaribution \\'ill be made at a the next Human I<csource manager roundtable. scheduled for Apr i l 16.2002.

J 1. Two U S A I D Barents courses \\'ere delivered i n Sofia. A series of three \\orltshops \\ere d~.ll\ered on the various aspects of"Foreign Exchange". An in bank course on "Credit A1.1nagement System" \\as delivered at Biochim Bank.

1 IIC aBregate artcndnnce for hlarch classes \\-as 4S and the cumulative number o f attendee^ I!SAID.'Barents classes was 6S1, since project inception. Upon conipletion o f the March

3tW seminars. 3.1 ofthe proposed 40 classes liad been delivercd.

5. Coniputc~- - based tra in ing 5.1 Assist 101 to establish a t ram to be rcspoasibtc for con ipher basrd training.

oranis. roorclinated wi th Klll: and other pro, 5.2 l d c ~ i t i f ~ and provide appropriate software to support coniputer-based

traini112. 5.3 Dcsigtt coni l i t~ ler based roitrscs, hascd on t ra ia ing nrecls anal!sis

:I;~*ks Accomplished (5.0)

I I! I) coniputer bascd programs, "Risk Management" and "lnlernational Accounting S:.dards" developed by USAlDlBarents w i l l be previewed for possible translation into I l ~ ~ l ~ a r i a t i from Enylisll. The esticiiated cost for the translation and re-progratnming would bc. Sill.000 each.

-I ;isks Required (6.0) -

6. Pedagogical Skills 6.1 Wi th IBI, establish a methodology to develop pedagogical skills i n the areas

o f instructional design, presentation skills, and exercisdcase development. 6.2 Use the pedagogical methodology; provide follow up training to I B I stall.

Use the pedagogical methodology; provide lollow up training to IB1 sta l l in the areas o f instructional design and course cuslomization.

T;trks Accomplished (6.0)

I N> ( 2 ) Training o f Trainer counes were delivered i n January. A USA based TOT. tuo-\\csC pograni, was conducted in March 2002 through a third party provider. World Learning. Six Bulgarim Iunhers have been selected for this program. I t is anticipated these persons \\.ill serve as future facult)- ~ i i in iben o f IB1. One o f the participants. Mr. Karaneshev o f Bulgarian National Bank. u ill deliver a s~niinar on"1nvestment hlanagenient" i n April.

Tasks Required (7.0)

7. Communication strategv 7.1 Develop an I B I communication strateg?. and t n i o a PIR expert. 7.2 Design a newsletter to the financial community, or other parties, as deemed

appropriate. 7.3 Design an I B I web page. 7.4 Organize a roundtable to discuss trends and issues i n the bank qualification.

It!; web site contc~it and maintenance continued as an ongoing effort The neb site has been c\tunded to pcniiil inclusion o f multiple links and other large 1Bl files.

Ongoing developtiicnt o f the second edition o f the IB I newsletter. The second 1-ersion u ill be clili\ered solely online and is now scheduled for electronic access in April 2002 .

S. Associatiou of <:ot~imcrcial Uanks assistance 8.1 Assist t l i r ,\CU on priority issues (e.g. internal corporate govet-trance, ncu product/scl-vice developmeut, outreach programs, as requested b j the ACB. and as approved by USAID. Further assistance wi l l be identified and defined in the annual work plans.

30 specific USAlD'Barents assistance for ACB was requesled at this lime

T:lsl;s Required (9.0)

9. Provide U. S. and third country training The contractor wi l l design, in coordination with the Bulgarian counterparls and the USAIDIBulgaria CTO; U.S. and third country-based training programs and internships for ACBnBl managen, and the most succasful of the c o u n t participants with potential to be future trainen. Candidates for such training to be identified jointly by IBllACB the USAIDIBulgsria CTO and the Contraclor.

1.. asks . . Accomplished (9.0) -~

SLY comment above in sections 2.0 and 6.0

Conmtort Barcnts G m p Reporting Period: April. 2200-7 Cotttrmt #: PCE-1-00-99-00006-00 Task Order Y: PCE-I-811-99-0000600 Ti~le of T i k Order: Banker Training Colrrrtr): Bulgaria

The principal objectives of the project are the following:

Strengthen the International Banking Institute (IBI) m a linancially self-sustainabk institution and increase the standard o f activities IBI provides to the banking m m u n i r y in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for mining needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting mdc l in order to price pruducb on a

profitable basis; - Elaborate an annual program o f courses and scminarr, and a marketing strategy for their

promotion: - Create a computer-based training program, and train a core team o f IBI staff to manage and update it.

Assist the Association ofCommercia1 Banks (ACB) to address priority issues (e.g. internal corporate governance, new producLkwice development, outreach programs, clc.) m quested by the ACB. and as approved by USAID, in order to become a strong organization that is responsive to the needs of its member banks. Thcx issua and needs will be identified through meetings with the ACB management and members.

Monthlv overview

Two open enrollment classes were held; Project Finance and S.W Finawe

The second edition o f the IBI newslener "Narigator" was published and distributed.

wi Ongoing effort on the expansion and upgrade o f the 1BI web site.

.- The IBI course catalog for 2002 was distributed at a media confmncc on April 16

$8 Preliminary work uas begun on a follo\v up to the previous IBI team building retreat held last F }ear.

Y tI/R htanapment mundtable held conctirrently with the media conference.

I' Addihn.,l titles for the 151 library uereacquircd. nith selection of new titlcs ongoing.

YI f!

T a s k Required (1.0)

1. Market Research 1.1 Develop quantitativelqualitative n~arket research methods to assess t n i n i n g

needs, and train the I B i staff i n utilizing surveys. 1.2 Detcnnine the appropriate software required to provide market rescarrh and

analysis, and provide it. 1.3 Conduct one training needs analysis per year by IBI sta l lwi th the guidance

and re%-icw o f the consultant. 1.4 Ensure the transfer o f marketing rcscarcb sliills via on-the-job training. and

bui ld 1B1 staff capacity to manage its future n~arkcting m n r c h activity. 1.5 Perform, together wi th IBI, a competitive analysis o f the

Bank training market, which influence current and future training needs.

Tasks accomalishcd (1.0)

The market research aclivities arc ongoing through a wries o f informal contacts betwan IBI and their financial sector clients. The growth in attendance in IB I shon t e n courses provides ev- o f the increasing interest in 181 course offerings. all designcd in response to mak* demands. Siy difierent seminars were delivered by IB I facult) in April, to an agrcgatc audiencc o f 9 8 participants. Ycar to date. 5 16 persons have attended classes delivered by IB I f a c u l ~ .

A n I B I team retreat. scheduled for June. \\ill develop a series o f market research methods to determine I B I product offerings.

Tasks Rcauired (2.01

2. Bank Professional Qualiliiation 2.1 Determine stratcgv for shortnong term devdopment o f banker q u a l i f i t i o n ,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank p ro fa r ions and

develop mommendations to be presented for ACB and BNB appm%mL 2.3 Determine the framework for the short-term qualifieation subjects, methods o f

training and Curricula.

Tasks accomplished (2.0)

Research into certification models in other countries is continuous

Tasks Rcauircd (3.0)

3. Financial hlanagement 3.1 Develop a business plan and a model l o r pricing I B I products. 3.2 W o r k wi th I B I managcment to develop internal controls and procedures to

cnsurc cffcctivc financial n~anagemcnt is in place. 3.3 I h s t ~ w thc transkr o f t innt~r in l wauagcntcut skills rclntcd to clc.\clolrinf the

bu>inc.s II~III and thc pricin: IIIOIICI t l ~ r w ~ g l ! em thc jot1 training. 'Tl~c I l l l lACIS n ill rctnain finnnci:~lty sr l f sustain in^, gcncr;~ling suflicicnt rc\cnuc through ~nct~ t l )c r clues, cottl-scs, scrviccs and olhcr sourcrs. as permittccl b?. Imv.

Tash Accomnlished (3.0)

Aggre~ate tuition collected for USAID/Barents courxs, through April 2002. reached 123.000 & N ~ ~ S56.000 USD. These funds will serve to bolster the capital of lB I for future opcrafions.

The IBI financial plan for 2002 was completed and revie\vcd. A budget surplus is pmjected.

Tasb Required (4.01

d. Training Program and Advanced Courses 4.1 Develop an annual training program - subjects, methods of training,

curricula, trainers, and schedules. A connntratcd effort should be made, to the highest extent possible, to use a library of training materials, developnl under other projects.

4.2 Build the capacity o l I B I staff to developand structure annual training programs.

4.3 Develop a solicitation program for the I B I to enhance relationship with clients and prospects, to include establihment of an alumni program.

4.4 Ensure the development orsustainable marketing sliilb withia IBI, which will enable the Institute to compete in tbe bank training market.

4.5 Prepare an annual brochure with course descriptions, curricula and schedule.

4.6 Conduct counes. as idenlified in the training plan. The courses wil l bt presented in Bulgarian in Sofia and major eities. A l l training materials (course curricula, instructional materials, texts, reference materialr, distance learning materials and computer based training programs) should reflect tbe current Bulgarian banking and economic reality.

4.1 Barents courses topics have k n selected, instructors recruited and course material reviewed for the course calendar through November, 2002.

4.5 Preparation of the IBI 2002 acadcmic )ear catalog completed, uanslated into English for inclusion into the IBI web site and print catalog. Distribution eas made at the Human Resource manager roundtable. on April 16,2002.

4.6 TWO USAIDIBarents courses w r e delivered in Sofia; Project F i ~ m m and SAfE Fimwc The aggegatc attendmce for April classes \\as 29 and the cumulalivc numbex ofattendees a1

USAID3arents classes \\as 710, since project inccption. Upon completion of the April 2002 seminars. 35 of the proposed 40 classes had been delivered.

Tasb Rcquirecf (5.01

5. Compulrt - I i : ~ s r t l training 5. I Assist I I1 I 10 r.sl:tltlisl~ a t m a ~ to bc wslionsiblc ~ O I cu~ttp~ttcl- based training.

ccrorclit~;~tccl with KI iFand otltcr programs. 5.2 lclcttlify and l~rovitlc approprintr softnnrc to supporl comli~ltcr-based

training.

5.3 Design computer based councs, based on training needs anaiysii

Task Aecomnlished (5.0)

Two computer based programs, "Risk Management" and "International Accounting Standards" developed by USAIDBarents will be previewed for possible translation into Bulzarian from English. Theestimated cost for the translation and re-programming would be S50.000 each.

Tasks Rwuired (6.0)

6. Pedagogical Skills 6.1 With IBI, establish a methodologv to devclop pedagogical skills in the areas

of instructional design, presentation skills, and exerciscbx dcrelopmrnt. 6.2 Use the pedagogical methodology; provide follow up training ta I B l staIT.

Use the pedagogical methodology; provide foIIow up training to IBI staff in the areas of instructional design and course customizalion.

Tasks Accomplished (6.0)

TWO (2) Training o f Trainer courses were delivered in January. A USA bawd TOT. two-week program, was conducted in March 2002 through a third pan) provider. World Learning. Sh Bulgarian bankers have been selected for this program. I t is anticipated these persons will serve as future faculry members o f IB1. One of the participants, Mr. Karancshev of Bulgarian National Bank. delivered a seminar on"lnvestment Management" in April.

Task Required (7.0)

7. Communication stratcg)- 7.1 Develop an I B I communication strate= and train a P/R cxpcrt. 7.2 Design a newsletter to the financial community, or other parties, rr deemed

appropriate. 7.3 Design an I B I web pap. 7.4 Organize a roundtable to discus trends and k u a i n the bank qualifiition.

IBI web site content and maintenance continued as an ongoing effon. The wcb site has bctn expanded to permit inclusion of multiple links and other large IBI files.

The second edition o f the IBI ne\vslstter aas published and distributed and also included ~ i t h i n the 181 web page.

A joint Human Resource hfaneger roundtable and media conference was held on April 16. The IBI 2002 course catalog. nc\\-slctter and various pcrronnance inrlicators \ere distributed. \Jarin!!\ n ic~ i i k rs of thc In1 mfl'n~ndc \erbal prcw~~r:t~ion<. w l~ i i h -.CII. I.%\o~ilhl> rcportcd l>> 111c lll,.,llil.

Tasks Reauired (8.0)

8. Association ofCommercial Ban& assistance 8.1 Assist the ACB on priority issues (e.g. internal corporate governaoe. new pmductlservice development, outreach programs, as requested by the ACB. and as approved by USAID. Furlher assistance will be identified and defined in the annual work plans.

Tasks Accomolihed (8.01

NO specific USAID/Barcnts assistance for ACB was rqirested at this time.

Tasb Reauired 19.0)

9. Provide U. S. and third country training The contractor will design, in coordination with the Bulgarian counterparts nod the USAID/Bulgaria CTO; U S . and third country-based training programs and internships lor ACBnBl managers, and the most successful ofthe course participants with potential to bc future trainers. Candidates for such training to be identified jointly by IBI!ACB the USAIDiBulgaria CT0 and the Contractor.

Tasks Accomplished 19.0)

Seecomment above in sections 2.0 and 6.0

A USA based stud) tour is now being considcd for the third y m work plan. The focus \rill be on visits to 0th- training providers and selected bank asscxiations.

Co~rtrctor: Barents Gmup Reporting PeriodtMqs, 2002 Conrract ti': PCE-I-00-99-00006-00 Task Order #: PCE-I-Ill-99-00006-00 Tirle of Task Order: Banker Training Coatrlq-: Bulgaria

The principal objectives o f the project are the following:

Strengthen the International Banking Institute (181) as a financially self-sustainable institution and increase the standard o f activities 1BI provides to the banking community in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training necds analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program o f courses and seminars, and a marketing strategy for their promotion:

- Create a computer-bawd training program, and train a core team of IBI staff to manage and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. internal corporate governance, new produc~~service development, outrrach programs. dc.) as requcstcd by the ACB, and as approved by USAID, in order to become a strong organization that is responsive to the needs of its member banks. These issues and needs ail1 be identified through meetings with the ACB management and members.

Monthlv overview

An in bank class on Brnnch Ofice hfanogettretir was conducted at Biochim Bank

Rexarch was conducted in support of three IBI teams, as a follo\v up to the previous IBI team building retreat held last year.

Preparatory work conducted for classes scheduled for June

Tasks Reauired (1.0)

1. Market Research 1.1 Dc\ clop quaniitaticlqualitative market r a n r c h methods lo assas training

necds, and train the IBI staff in utilizing surveys. 1.2 Dctcrmine the approprialesorhvare required to proride market mcarch and

anal>-sis and provide it. 1.3 Conduct onc traiuing uenlr ;walysi$ llcr !car It). lH1 s ta l l with the guidaucc

and rcvicw o f thc consullast. 1.4 Ensure the transfer of marketing research skills via 0114hcpb training. and

build 1UI s1affcapncir)- lo ntanagc its future marketing rcscarch actipiq.

1.5 Perform, together with IBI, a competitive analy~h o f the Bank training market. which influcnrc current and future tniniag nerds

Tash accomplished (1.0)

The ntarket research activities are ongoing through a xrics o f informal contacts knvecn IBI & their financial sector clients. The growth in attendance in 161 short term courvs provides ev- or the increasing interest in IBI course offwings, all designed in response lo market demands. Fivc different seminars \ w e delivered by IBI faculty in May. to an aggregate a u d i m of 69 participants. Year to date, 338 persons have attended c l a w delivered by IBI faculty. 71u previous nront l t~ reports rejecred on erroneous ltendro~mr which incIr&d USAIDBamnu clnsses.

An IBI team retreat, xhedukd for June, will devclop a series ormarket rrsearrh methods to dctcrmine IBI product offerings. Barents Senior Manager, Karen Wcstcrgaard, has developd several research models to be reviewed with 1BI in June.

T u k Reauired (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for shorulong term dwdopment of banker qual i r i t ion.

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank profedom. and

develop recommendations to be presented for ACB and BNB appror.1. 2 3 Determine the framework for the short-term qualification subjects, methods o f

training and Curricula.

T u b accomplished (2.0)

Research into certification models in other countries is continuous. This issue is presently pan ofthe IBI team discussion planned for June.

Tasks Rcquird (3.0)

3. Financial Management 3.1 Develop n business plan and a model lor pricing I B I produck 3.2 Work with I B I management to develop internal controls and proccdum to

ensure effective financial management is in place. 3.3 Ensure the transfer of financial management s ldb related lo developing tbe

business plan and the pricing model through on the job tniming. The IBIIACB wil l remain financially self sustaining, genenting suffiiicnt revenue through member dues, courses, senices and other sources, u permitted by law.

Tasks Accom~)lishcd (3.0)

The IBI financial plan for 2002 \\-as completed and rcvie\\-ed. A budget surplus is projected

4. Training Program and Advanced Courses 4.1 Develop an annual training program - s~bjcrls, methods oftraiaing,

curricula, trainers. and schedules. A cannotrated effort should be made, to the highat extent possiblc, to use a library oftraining materials, developed under other projects.

4.2 Build tbc capacity of 1B1 staff to develop and structure anmual tnining program.

4.3 Develop a solicitation program [or the 191 to enhance rrhlionships with clients and prospects, to include establishment o f an alumni program

4.4 Ensure tbc development o f sustainable marketing skills within IBI, which wi l l enable the Institute to compete in the bank training markct.

4.5 Prepare an annual brochure with counc descriptions, curricula and schedule.

4.6 Conduct courses, as identified in the training plan. The courses will be presented in Bulgarian in Sofia and major cities. Al l training materials (course curricula, instructional materials, texts, reference materials, distance learning materials and computer based tnining programs) shonld reflect the current Bulgarian banking and economic reality.

T a s b Accom~liibed (4.0)

4.1 Barents courses topics have been selected. instructors mruited and course material reviewed for the course calendar through November. 2002.

4.6 One USAIDiBmnts courses was delivered in Sofia; Branch Ofice M ~ m c n r for Biochim Bank The anendance for May classes was 19 and the cumulative number of attendees at USAlDiBarents classes was 729, since project inception. Upon completion o f tk May ZOO2 seminar. 36 o f the proposed 40 classes had been delivered.

Tasb Reauired (5.0)

5. Computcr - based training 5.1 Assist 1B1 to establish a ream to be responsible for computer based training,

coordinated with KHF and other prognms. 5.2 Identify and provide appropriate sonaarc to support computer-based

training. 5.3 Design computer based counts, based on training nceds analysis

Tasks Accom~~lished(j.O)

Two computer based programs. "Risk hlanagcmcnl" and "International Accounting Standards" devclopcd by USAIDK3annts \\ ill be previewed for possiblc translation info Llulgaria:~ fro111 En$isli 1.11~ csti~notcd cozl for the translalion and rc-progranming woilld 1%: S50.000 cacll.

Tasks Rrquirecl (6.0)

6. Pedagogical Skills 6.1 With IBI, establish a methodology to develop pedagogical skills i n tbe amas

o f instruclional design, prcsentatioo skills, and erercidcasc development. 6.2 Use the pedagogical methodology; provide follow up training to I B I staff.

Use the pedagogical methodology; provide follow up training to I B I staff in the areas ofiostmclional design and course customizalion.

Tasks Accomplished 16.0)

Two (2) Training of Trainer councs were delivered in January. A USA based TOT, hr.o-\veek program, was conducted in March 2002 through a lhird party provider. World Learning. Sir B u l e bankers have been selected for this program. I t is anticipated these persons will sen? as future faculty members of IBI.

Tasks Required (7.0)

7. Communication strategy 7.1 Develop an IBI communication strategy rod train a P/R expert. 7.2 Design a newsletter to the financial community, or other parties, as deemed

appropriate. 7.3 Design an I B I web page. 7.4 Organize a roundtable to discus trends and issues id the bank qualificatioa.

1BI web site content and maintenance continued as an ongoing elTorl. The web site has been expanded to permit inclusion of multiple links and other large 1B1 files.

The second edition o f the IBI newsletter was published and distribuled and also included within the IBI web page. The third edition is prexntly being \witten for distribution in September.

Task Reauired (8.01

8. Association of Commercial Banks assistance 8.1 k i s t the ACB on priority issues (e.g. internal corporate governance. new product/rerviCe development, outreach program, as rquCStd by the ACB, and as approved by USAID. Further assistance will be identified and defined in the annual work plans.

Tasb Acconiplished (8.0)

No spctific USAID5arents assistance for ACB was rqucstd at this h e ,

9. I'rcmidr U. S. and third c o ~ n i ~ training The contractor will design, in coorclisation \%ith the Uulgarian cou~iicrparts and thc USAlD5ulgnria CTO; U.S. and third counlry-basd training programs and

internships for ACBlIBl managers, arid the mast successful olthe course participants with poteutial to be future trainers. Carididata for sucb tniniag to be identified jointly by IBUACB the USAIDlBulgaria CTO sad the Contractor.

T u b Accomplished (9.01

Sce comment above in sections 2.0 and 6.0

A USA b a d study tour is now being considered for b e ihird year worlr plan. The focus w i l l be on visits to other training providers and selected bank asscciations.

Comroctor: Barcnts Gmup Reporting Periorl.. J im. 2002 Connncr #: PCE-lM)-99-00006-M) Tmk Order # PC€-1-81 1-99-00006-00 Titk of T r k Order: Banker Training Cotmn~y: Bulgaria

The principal objectives o f the project are the following:

Strengthen the International Banking institute (181) as a financially self-sustainable insritution and increase the standard of activities IBI provides to the banking community in Bulgaria. Key capacities requiring developnlent at the IBI include the following: - Develop and implement market research methodology for training needs analpis; - Develop and implement a strategy for bank professional qualif~ation in Bulgaria; - Develop a business plan and cost accounting model in order to price prcducts on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for heir

promotion: - Create a computer-based training program, and train a core team o f IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. internal corporate governance, m w pmductlwrvice development. outreach programs. etc.) as requested by the ACB. and as appmved by USAID, in order to become a strong organizalion that is responsive to the needs of its member banks. T l issues and needs will be identified through meetings with the ACE management and memben.

Barents instructor. Lynda Swenson, delivered a keynote a d d m at the Human Resource Management Conference in Varna.

Delivered "Branch Office Management" classes in Bourgas and Sofia respectively

Delivered "Customer Service" in bank class for Bulgaria lnvat Bank.

Barents advisor, Karen Westergaard, assisted IBI in a one a n t mining needs assessment.

1BI and Barents staff anended a team retreat in Bansko to develop various approaches to IBl's organization srructurc, market m a r c h activities and net\ product de\.cloprnent.

Assisted IBI stamin theconduct of a repional conference on Currency Counterfeiting.

Ongoing dcveloptnent of IBI web p z c contcnl

Tasks Rewired (1.01

1. Market Research 1.1 Develop quantitativdqualitative market research methods to assess training

needs, and train the IBI staff in utilizingsuncys. 1.2 Determine the appropriate sofware rcquired to provide market research and

analysis, and provide it. 1.3 Conduct one training nerds analysis per year by IBI staffwith the guidance

and review of the consultant. 1.4 Ensure the transfer of marketing research skills via on-the-job training, and

build IB1 staffcapacity to manage ih future marketing research activity. 1.5 Perform, together with IBI, a competitive analysis ofthe

Bank training market. which influence current and future training needs.

Tasks accomplished (1.0)

The market research activities are ongoing through a series of informal contacts between IBI and their financial sector clients. The gmnth in anendancc in 181 shon term courses provides evidence o f the increasing interest in ID1 course offerings. a l l designed in response to market demands. IBI faculty delivered seven different seminars in June. to an aggregate audience o f 179 participants. Year to date, 51 7 persons have attended classes delircred by IBI faculty.

IBI. with the co-sponsorship of the Bulgaria National Bank, hosted 60 participants fm 24 countries at a three day conference on Currency Counterfeiting.

IBI co-sponsored a Human Resource Management regional conference in Vama. Over 250 persons anended from all economic sectors in Bulgaria.

An IBI team retreat was held to develop a series of market research methods to determine 181 product offerings. Barents Senior Manager, Karen Westergaard . developed several research models. Needs assessment meetings uere also conducted at four Sofia based banks by Ms U'estergaard

T a s k Required (2.01

2. Bank Professional Qualification 2.1 Determine strategv for shortnong term development of banker qualification,

the methods for its implementation, and submit for ACB approval. 2.2 Anatpis and n d s for certificate programs for various bank professions, and

develop recommendations to be presented for ACB and BNB approval. 2.3 Determine the fran~ework for thc short-term qualification subjcrb. methods of

training and Curricula.

Tasks acconielished (2.0)

Tash l le~u i red (3.0)

3. Financial Management 3.1 Develop a business plan and a model for pricing I B I products. 3.2 Work with 101 management to dwelop internal controls and procedures to

ensure effective financial management is in place. 3.3 Ensure the transfer of financial management skills related to developing the

business plan and the pricing model lhrough on the job traiaing. The IBVACB wi l l remain financially sclfsustaining, generating S~mcient revenue lhrough member dues, courscs, senices and other sources. as permitted by law.

Tasks Accomplished (3.01

Aggregate tuition collected for USAID/Barenrs courses. through June 2002, m h e d 131.000 BGN or 566,000 USD. Thcx funds will serve to bolster the capital o f lB l for future operations.

The IBI financial plan for 2002 was completed and reviewvet. A budget surplus is projected

Task Required (1.0)

4. Training Program and Advanced Courses 4.1 Develop an annual training program - subjects, methods of training,

curricula, trainers, and schedules. A concentrated effort should be made, to the highest extent possible, to use a librar?. oftraining materials. developed under other projects.

4.2 Build the capacity of I B I staff to develop and structure annnal training programs.

4.3 Develoo a solicitation Dmram for the I B I lo enhance relatioasbi~s with . - clients and prospects, to include atablshmmt o f an nlnmni program.

4.4 Ensure the development of sustainable marketing skills within 101, which wi l l enable the lnstitu& to compete in the bank train& market.

4.5 Prepare an annual brochure with course descriptions, curricula and schedule.

4.6 Conduct courses, as identified i n the training plan. Thc courses wil l be presented in Bulgarian in Sofia and major cities All training materials (course curric~ta, instructional materids, tests, rckrcncr materials, distance learning materials and computer based training programs) should reflect the current Bulgarian banking and economic reality.

Tash Accom~lished (4.01

4.1 BarentflSAID and IBI course topics have been x l ~ t c d , instn~ctors recruited and course material revie\\ed for the courx calendar through December 2002.

5. Computer - based training 5.1 Assist 1BI to establish a team to be responsible lor computer b u d tninieg,

coordinated with KHF and other pro, -rams. 5.2 Identify and provide appropriate sobvare to support c o m p u t t r - b d

training. 5.3 Design computer based courses, based on tniniog needs analysis

Task Accomplished (5.0)

TWO computer based programs, "Risk Management" and "lnkrnational Accounting Standards" developed by USAID5arents wil l be ptwinved for possibk translation into Bulgarian from English. The estimated cost for the translation and re-programming would be $50,000 each.

T a s k Reauird (6.0)

6. Pedagogical Skills 6.1 With lBI, establih a methodology to develop pedrgogiul skills i n the arms

of instructional design, presentation skill%, and e s e r c ~ c u e devdopmenc. 6.2 Use the pedagogical methodology; provide follow up tnining to IBI staff.

Use thc peda=ogicnl methodology; provide follow up training to 1BI staff in the areas 01 instructional design and course customhtion.

Tasks Accomplished (6.0)

Two (2) Training o f Trainer courses were delivered in January. A USA based TOT, M-o-week program. was conducted in March 2002 through a third patty provider. World Learning. Six Bulgarian bankers have been selected for this prognnl. I t i s anticipated these persons will serve as future facub) members o f IBI. Currently, four classes have been scheduled for September-December, using IBI faculty and USAID training materials.

T arks Reauired 17.0)

7. Communication strategy 7.1 Devclop an 1BI communication stntcgy and train a PIR expert. 7.2 Design a newsletter to the financial community, or otber parties, u deemed

appropriate. 7.3 Design an I B I web page. 7.4 Organhe a roundtable to discuss trends and issues in the bank qualik-ation.

Task Accomplished (7.01

The second edition ofthe IBI newsletter was published and distributed and also includcd within the IBI web page. The third edition is presently being wriUm for distribution in September.

A third roundtable is proposed as hvo day WR workshop in Vcliko Tumova on September 19-20.

Tasks Required 18.0)

8. Association o f Commercial Banks assistance 8.1 Assist the ACB on priority issuer (e.g. internal corporate governance, am. product/service development, outreach programs, as requested by tbe ACB, and as approved by USAID. Further assistance will be identified and defined in the annual work plans.

Tasks Accom~liihed (8.0)

No spec if^ USAlD~Barcnts assistance for ACE was requested at this time

Tasks Required (9.0)

9. Provide U. S. and third country training The contractor will design, in coordination with tbe Bulgarian cotinterparts and the USAIDIBulgaria CTO; U.S. and third country-bad training programs and internships for ACBnBl managers, and the most successful of thr coone participanb with potential to be future trainers. Candidate lor sneb training to be identified jointty by IBUACB the USAIDIButgaria CTO and the Contractor.

Tasks Accom~lishcd (9.0)

See comment above in sections 2.0 and 6.0

A USA based study tour is now being considered for late October 2002. The focus will be on \ isits to other training providers and selected bank associations.

Controcfor: Barents Group Repwing Period: Jlrly. 2002 Contracf #: PCE-1-00-99-00006-00 Task Griier #: PCE-I-811-99-0000600 T~tle of Task Order Banker Training Corrw'y: Bulgaria

Bnrknmund and exwcted results

The principal objectives ofthe project arc thc following:

Strengthen the International Banking Institute (181) as a financially xlf-sustainable institution and increase the standard o f activities 1BI provides to the banking community in Bulgaria. Key capacities requiring development at the IBI include the following: - Devclop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria. - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program o f courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training program, and lrain a core team o f IRI staff to manage and update it.

Assist the Association ofCommcrcial Banks (ACB) to address priority issues (e.g. internal corporate governance, new producthvice development, outreach programs, ctc.) as requested by the ACB, and as approved by USAID. in order lo become a strong organbtion that is responsive to the needs o f its member banks. These issues and needs wil l be idcnt i fd through meetings with the ACB management and members.

Montbhr overview

Reduced activity as the Barents advisor was on personal kave for hvo weeks in early July.

Preliminary work begun on a USA based study tour for IBI and ACB p c ~ n n e l

Planning for the September WR roundtable in Veliko Turnova was begun

Ongoing development o f IBI web page contcnt.

Ongoing acquisition of IBI learning center materials.

Tasks Required (1.0)

1. Market Reseal-ch !.I l)c \ -c lo i~ ~~tn;~lntitativc/qualitati\c ninrliet rcscarcl~ tnrthods lo asscsr i r ; t i ~ ~ i n ~

neccls, and train tine IB I staff in utilizing surveys. 1.2 Deternnine thc appropriate sofhvare rcquircd lo pro8 iclc n~arkct rcscarch and

annhcis, and provide it.

13 Conduct one trainin and review of the ro

~g needs analysis per year by IBI staflwilb the guidance ~nsultant.

1.4 Ensure Ihe transfer of marketing research skills via on-the-job training. and build IBI stalfcapacily to manage i b fnturc marketing research aetivily.

1.5 Perform, together with IBI, a competitive analysis of the Bank training market. which influence current and future training meeds.

Tasks accom~lished (1.0)

The market research activities are ongoing lhrough a series of informal contacts bcWeen IBI and their financial sector clients. The growth in anendance in IB1 shon term unrrses provides cvidenac of the increasing interest in IBI c&rse offerings, all designed in mponw to market demands. IBI faculty delivered three different seminars in July. to an aggregate audience of 30 padcipants. Year to date, 547 persons have attended classes dcl ived by IBI faculty.

T a s k Rwuired (2.01

2. Bank Professional Qualifcation 2.1 Determine strategy for shortnong term developmenl of banker qualikation,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate program for various bank professions, and

develop recommendations to be pmented for ACB and BNB approval. 2.3 Determine the framework for the short-term qualification subjects, methods or

training and Curricula.

Initiated plans for a USA based study tour in late 2002, to include meetings designed to examine USA certification modcls.

Tasks Reauircd 13.0)

3. Financial Management 3.1 Develop a business plan and a model for pricing IBI produck 3.2 Work with IBI management to develop internal controls and pmecdnm to

ensure effective financial management is in place. 33 Ensure the transfer of financial managemeal skills rehted to developing tbe

business plan and the pricing model through on the job lraining. The IBVACB will remain financially selfsustaining. genenting sufkient m e n u e through member dues, courses, senices and other sources, as permitted by Ian.

Tasks Accomplished (3.01

No I>C\\ activity in Jut?

4. Training Program and Advanced Councs

4.1 Develop an annual training program -subjects, methodr of training, curricula, trainers, and schedules. A concentrated eNort rhouM be made, to the highest extent pmiblc, to use a l ibmty oftraining mrteriak, devdopd under other projects.

4.2 Build the capacity of IBI staff to develop and structure annual training programs.

4.3 Develop a solicitalion program for the I B I to enhance relationship with clients and prospects, to include establuhmenl of an alumni program.

4.4 Ensure the development of sustainable mrrketine skills within IBI, w b i b win - enable the inst ihie to compete in the bank training market.

4.5 Preparc an annual brochure with course descriptions, curricnln and schedule.

4.6 Conduct courses, as identified in the training plan. The m u m u wi l l be presented in Bulgarian in Sofia and major cities. Al l training materiak (course curricula, instruclional materials, texlr, reference materials, dist.net learning materiak and computer based tnining programs) shoukl reflect the current Bulgarian banking and economic reality.

Tasks Accomplished (5.0)

4.1 BarentsRlSAlD and IBI course topics have been xlcctcd, instructors recruited and course material reviewed for the course calendar through December 2002.

4.3 The IBI Alumni Association data base was completed through the June 2002 USAlD.'Barrnts course calendar.

Tasks Reauired (5.01

5. Computer- b a d training 5.1 Assist IB I to establish a team to be responsible for computer based training.

coordinated with M F and other pro, -rams. 5.2 Identify and provide appropriate sofhvare lo support computer-based

training. 5.3 Design conlputer b a d courses, based on training a d s analysis

Tasks Accomolished (5.0)

Tuo compurcr based programs, "Risk Managmcnt" and "International Accounting Standards" developed by USAlDlBarcnls will be preb iewd for possible (ranslation inlo Bulgarian from English. The estimated cost for the translation and reprogramming would be 550.000 each.

Tasks Rcn~rired (6.0)

6. l'rrl;~gogic:~l Skills 6.1 With IRI, establish a n ~ c t h o d o l o ~ to clcvclol~ pctlagogicnl sfiills i18 the areas

of instructional design, presentation skills, and cxcrciselc/cpsc dcvelopmcnt.

6.2 Use the pedagogical methodology; provide follow up training to IBI stam. Use the pedagogical mcthodology; provide follolv up training to I B I stan in the areas of instructional dnipn and C O U S C customization.

Task Accomnlished (6.0)

Two (2) Training ofTrainer courses were delivered in January. A USA based TOT. t \ \ o - ~ & program, was conducted in March 2002 through a third party pmvidcr. World Learning. Six Bulgarian bankers have becn selecled for this program. 11 is anticipated these persons will scmc as future f x u b nlen~ben o f 101. Currently, four classes have k e n scheduled for Septemhcr-Dcccmbcr. using IOI faculty and USAID training materials.

Tasks Rcquired (7.0)

7. Comntunicalion strategy 7.1 Develop an I B I communication strategy and train a PR erpcrl. 7.2 Design a ncwvslettcr to thc financial community, or other parlies, as dcemed

appropriate. 7.3 Design an I B I web pagc. 7.4 Organize a roundtable to discuss trcnds and issues in thc bank qualification.

Tasks Acconinlished (7.0)

IBI web site content and maintenance continued as an ongoing effort. The web site has been expanded to permit inclusion o f multiple links and other large 181 files. As ofJuly 24.2002 there have been 10Sj hitson \\u-r\.ibi-kcom

The third edition o f the IB I newlertsr is presently being r\ rinen for distribution in September.

A third roundtable is proposed as hvo day WR wokshop in Vcliko Tumora on Septembet 19-20.

Tasks Rcauired (8.01

8. Association of Commercial Banlir nssistancc 8.1 Assist the ACB on priority issues (e.g. internal corporate gorcrnance, nerr producLrscnice development, outrcach programs, as requeskd by the ACB. and as approved by USAID. Further nssistance will be idcntified and dcfincd in the annual work plans.

Tasks Accomnlishd (S.01

The contractor will design, in coordination witb the Bulgarian coanterparh rmd tbc USAlDlBul~aria CTO; US. and third count~~-lmsed lrriaing proglruu and internshipsor A C B ~ B I managem. and the mart ruccusful &ihecourse participants with potential to bc future tniners. Candidate for such training to k identified jointly by lBUACB the USAIDIBulgaria CTO and the Cootractor.

Tasks Accom~liihed (9.0)

Scc comment above in sections 2.0 and 6.0

A USA baKd study tour is now being considered for curly December 2002. The focus will be on visits to other training providers and selected bank associations.

Contracfoc Barenls Group Reporring Pcriod;AugusI, 2002 Conlrncr U: PC€-I-00-99-00006-DO Task Onkr U: PCE-I-811-99-0000600 Title ojTmk Order: Banker Training Countr).: Bulgaria

Backnmtmnd and exwctcd results

The principal objectives o f the project are the following:

Strengthen the International Banking Institute (161) as a financially self-sustainable institution and increase the standard o f activities IBI provides to the banking community in Bulgaria. Key capacities requiring development at the IB I include the following: - Develop and implement market research melhodology for training needs analysis; - Develop and implement a strategy for bank pmfessional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program o f courses and seminars, and a marketing stratw for their

promotion: - Create a computer-based training program, and train a core team o f IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACE) toaddrrss priority issues (e.g. internal corporate governance, new product~sewice devclopmcnt. outreach programs. ccc.) as requested by the ACB, and as appmved by USAID, in orda to become a stmng organization that i s responsive to the needs of its member banks. 'lheu issues and needs will be identified through meetings with the ACB management and members.

ploalhh, overview

Reduced activity for August due to minimal staffing at our counterpan and also Barents stafl as a function of planned vacations..

More detailed w o k continued for a USA based study tour for IBI and ACB pmonnet

Development o f the September HAi roundtable in Veliko Tumovo continued

Ongoing development o f I61 web page content.

Ongoing acquisition o f IBI learning center materials.

Assist 181 staff in the design o f a team building program for use with various clients.

Task Required (1.01

I. hlarket ikscarch 1.1 Develop quantitativelqualitative n~arket rcscarch mclhods toassns training

needs, and train the IS1 staliin utilizing suneys.

1.2 Determine the appropriate software rquired to provide market r a a r c b mad analysis, and provide it.

1.3 Conduct one training needs analpis per year by I B I st8Nwitb tbegnidancc and review ofihe consultanl.

1.4 Ensure tbe transfer of marketing msearcb skills via on-the-job training, and build I B I staNcapacily to manage ifs fulurc marketing -rcb activity.

1.5 Perform, together with IBI, n competitive analysis of the Bank training market, which inflnemrx current and future training needs

Tasks accom~lished (1.0)

No activity this month. No 1B1 classes were conducted due to Augun vacation period

Tasks Reguircd (2.0)

2. Bank Professional Qualifientiou 2.1 Determine stntcgy for sbortjlong term devcfopment of banker qnalif~lt ion.

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank profcuionsaod

develop rceommeudations to be prcunted for ACB and BNB approval. 2.3 Determine the framework for the short-term qualification subjects, mabods of

training and Curricula.

Continue to refine plans for a USA b a s 4 nudy tour in Dccember 2002, to include meeIings desigmd to examine USA cenif~ation models.

3. Financial Management 3.1 Dn-clop a business phn and a model for pricing I B I products 3.2 Work with 1BI management todevelop internal controls aud praedmrcs to

ensun efktivc financial managemat ir in err. 33 Ensure the transfer of linancial management skills related to developing tbe

business plan and the pricing model through on the job training. The IBIlACB wi l l remain financially sellsustaining. generating Sul%ricnt rrvenne through member dues, coulres, services and other sourra,er pcnnintd by law.

Task Accomolished 0.01

No new activity in August.

Tasks Rcanirccl (1.01

4. 1'1-aining Program and Aclvarcrd C0urSn 4.1 Develop an annual training program - subjects, n~cthods of&raininp,

curricnln, tminen, and schedules. A conccntratcd error1 should be madc, lo

the highest extent possible, to use a library oftraining materisk, dwebpsd under other projeek

4.2 Build the capacity o f l B I staff to devclop and structure ann1a1 trainimp omrams.

4.3 ~ e c l o ~ a solicitation program for the I B I to enhance rehtiouLips witb clienh and prospects, to include establishment of an alumni p m n m .

4.4 Ensure thedevelopment of sustainable marketing sWb witbin k,nhii rill enable the Institute to compete in the bank training market.

4.5 Prepare an annual brochure witb course descriptions, curricoh and schedule.

4.6 Conduct c o u n q as identified i n the training plan. The munes will be presented i n Bulgarian in Sofia md major cities. A l l training materials (course corricula, instructional materials, texts, referenre materiak, distance learning materialr and computer based training prognnu) should reflect the current Bulgarian banking and economic reality.

Tasks Accom Jibed 14.0)

4.1 BarentsNSAlD and IBI coune topics have been selected, instructors mruiled and course material reviewed for the course calendar through Decanber 2002.

4.3 The IBI Alumni Association data base was completed lhrough lhe June 2002 USAIDBarmts course calendar.

KO new course activity in August. Development o f September course marcrial and pmnaion u z cornplcted.

5. Computer - based training 5.1 Assiit IBI to a h b b b a team to be mpoaribk for computer based traiabg,

coordinated with KHF and other programs. 5.2 Identify and provide appropriate sofhvarc to supporl computer-based

training. 5.3 Daigu mmpntcr bawd courses, based on training needs analysis

Taslu Accomplished (5.0)

Two computer based programs, "Risk Management" and "International Accounting Standards" developed by USAIDWarcnts \\ill be previewed for possible translation inlo Bulgarian from English. The estimated cost for the translation and re-programming \\odd be $50.000 each.

Tasks Required (6.0)

6. Pedagngirill Skills 6.1 Witit I I S I , csfahlish a n ~ c t l ~ o d o l o ~ to develop pedagogical skills in thc a r m s

of instructional design, presentation skills, and cxercisc!casc-development. 6.2 Pse tltc pedagogical rnethodologv; provide follolv lap training to I B l staff.

Use the pcda&cal methodology; provide follow up tnining to IBI staff in the areas of instructionel design and course customizatloa.

Two (2) Training of Trainer WUM were delivered in January. A USA hsed TOT, two-week program, was conducted in March 2002 through a third party provider. World Learning. Six B ~ 1 r n - a ~ bankers have been sclccled for this program. It is anticipated chew persons will sm.c as fum 1-b members of IBI. Cumntly, four classes have been scheduled for September-Dccanhcr, using IS1 faculty and USAlD [raining materials.

T u b Required 17.0)

7 Communication slntegy 7.1 Develop an IBI communication strategy and train a P/R expert. 7.2 Design a newsletter to the financial community, or other parties. asdeemed

appropriate 7 3 Design an IBl web page. 7.4 Organhe a roundtable to discuss tmnds and issues in the bank quatifition.

IBI web site content and maintenance continued as an mgoing effort The a r b site has bccn expanded to permit inclusion of multiple links and other large IBI filer.

The third edition of the lB1 newsletter was completed for didburion in Scptcmbcr.

A third roundtable is proposed as hvo day WR workshop in Veliko Tumovo MI September 19-20.

Tasks Required 18.01

8. Association of Commercial Bank assistance 8.1 k i s t the ACB on priority &nu (rg. internal cOrporrle governlace, am producUsen.iced~1'elopmeal, outreach prognms, 8s requested by the ACB, and as approved by USAID. Further assistance mill be idenLifKd and defined in Ibc annual work plans.

Tasks Accom~lished (8.01

Nospecific USAIDiSarenls assistance for ACB was rcquestd at this time.

9. Provide 11. S. and lhinl coun11'Y Irninisg '1 III. coarractw~s ill dcsi~n, in roonli~~nliart n ilh the Butgari~u cnvutcrparis and thc LS:\IDfllulpnria (:TO; U.S. and third connln-Imsd training progranls and internships for ACBflBI naanqen, allti the nlosl sucmsfu! of lhc ceurse

participants with potential to be future traimera Caadidata for smcb tminiag Q be identified jointly by IBYACB tbc USAIDIBuigaria -0 and tbc Cootnetor.

See comment above in xctions 2.0 and 6.0

A USA based nudy tour is now king considered for early Dscmbcr 2002. The focus will k on visits to other training providers and selected bank associations.

Conhotroc Barcnts Group Reporting Period: Scp~ember, 2002 Contmd #: PCE-1-00-99-00006-00 Task Order Y: PCE-1-811-99-00006-00 Title ojT& Order Banker Training Country: Bulgaria

The principal objectives of he project nre the following:

Strengthen the International Banking lnditute (IBI) as a financially sel~sustainabk institution and increase the standard of activities IBI pmvides to the banking community in Bulearia. Kev cabacitiis reauirinc devehment at lhe IBI include the followinn: - - Devebp ;nd *impkmen;mark% rc&ch methodobgy for training mods .;;alyds; - Devclop and 'mpkment a strategy for bank profimnal qualification in &I& - f eve lop a busikss plan and &st accoun& model in order to price pmduds on a

profitable basiq - Elaborate an annual program of courscs and seminars, and a marketing stra!egy for thcii

promotion: - Create a computer-based training program, and train a core team of IBI staff to manage

and update it.

Assist the Assciiation of Commercial Banks (ACB) to a d d m priority isara (e-g. mtmul corporate governance, new product/sewice development, outreach progmms, e t . ) as requested by the ACB. and as approved by USAID, in order to become a sbong organization that is responsive to the needs of its member banks. These issues and needs will be i d d i through meetings with the ACB management and members

Momtblv overview

Continued development of program for a USA based mdy tour for IBI and ACB personnel in December.

WR roundtable in Veliko Tumovo.

Delivery of two seminars by Barenu instructor, Lynda Swnmn.

Development and promotion ofOctober/November seminars to be delivered by Barents instructor, Tony Grier.

IBI resumed Fall seheduk with six courses delivered by Bulgarian i m c t o n

Tasks Rewired (1.0)

I. Market Research 1.1 Develop quantitativelgualitalive market research methods to asses trniming

needs, and train the IBlstaffin utiluiog suwcyr 13 Determine the appropriate software required to provide markrt rcsarcbrmd

analysis, and provide it.

13 Conduct one training needs analysis per year by IB I staff witb tbe gmidancc and review ofthe commlt8nt.

1.4 Eosnrc the transfer of marketing r e a r e l rkilb vb on-tk-job traimimg, amd build JBI staff capacity to manage its h b r e marketing r rsarch achity.

15 Perform, togetber with UBI, a compelitin analysis o f the Bank training market, which inflnencc current and fmturc tminimg m e e d s

Tasks rccom~li ihcd (1.0)

Initialed development of web baxd training needs survey. Additional devclopmen~ and resing is anticipated

IBI, in response to ongoing training needs requested by banks and nowbanks alike, de'verrd IJIC

following classes in September:

Market and Credit Risk Assessment Cprh and TeIIen tmnurcrioru in Foreign Currency Inlemational Paymenis Module 1 MY Access Managerial Skills: Leadership and Team Building C o d Draw

S i - f i v e persons attended these cbsscs with 752 persons in attendance for IIK year to date.

2. B.nk Profcssio~al Qmatllk.tion 2.1 Lktermine strategy for sbortllomg term development oTba.Ler qmalifiutiom,

the methods for its impkmentation. and smbmit for ACB approval. 22 A n a M and needs forcerl ifmte Dronnms for n r i o l u h m k nrofesiou. a d - . -

develop rccommemdations to bc presented Tor ACB amd BNB appmnl. 23 Determine the Tnmcmrk for tbe short-term qmaYCmtiom smbjets, m e t h i s o f

training aad Cnrricnla.

Continue to rcfim plans for a USA based study tour in December 2002, to include me&@ designed to examine USA certif~almn models.

T u k s Reanired (3.0)

3. Financial Mamagemeat 3.1 Develop a busimm pbm and a model for pricing IBI prodncts. 32 Work with IBI management to develop internal controls and procrdnra to

ensnrc effective fiman&l managemeat b i n phte. 33 Ensure the transfer oTlinancial management skills related to devebping the - .

business plan and the pricing model through on the job training. The IBVACR will remain financially self sustaining, genersting seNtient revenue through member dues, courses, services and other wrurra, as permitted by law.

Tasks Accom~l ihed 13.0)

Aggregate tuition collected for USAIDIBannts courses. through September 2002. rachcd 136,000 BGN or $68.200 USD. fhe fUnds will be used lo bolster the capital for h~rc IBI operations.

Tasks Reauirrd (4.0)

4. Training Program and A d n n n d C o u n a 4.1 Develop an annual training program - snbjccts, mctb& o f trainiq,

curricnla, trainem and sebedulu A connnlratcd effort sbonld be made, to the bigbest extent posiblc, to nsc a library o f training matemb,dcvdoped under other projects

4.2 Build the capacity 01 IBI mff to develop and stnclnrc a a n u l ira1.l.g program*

4 3 Develop a solicitation program for the IB1 to enLance rcL t iomdip r i t b clieah and prospects, to b d s d c atablhbment o f aa8lnmni prognm.

4.4 E m r e the development ofs.st.inabk marketing slrillr .rltbia IBI, .rLih will enabk the Institute to compete in the bonk t n b i a g market

4 5 Prepare am ananal brocbnre with course dacriptbu, cnmcab and rbeduk.

4.6 Condwt c o u n q 8s identified in tbc training phn. Tbe r o o m mill be prescutcd iu Bulgarian in S o h and major c i t ks AU tminiag materials (conrse curricula, instndional materirL.,texts, rekmmce matcrhb,distrncr learning materials and computer bued baining programs) sbonld rcllect t k current Bulgarian banking and economic reality.

Tuks AccomothLed (4.01

4.1 BarrntsNSAID and IBI course topics have been slated, inmucton ncru'aed md wurst material reviewed for the course cakndar thmugh December 2002.

4.3 The IBI Alumni Association database was completed duough tbc June ZOO2 VSAllHhrcm course calendar.

Branch m c e Management BackO&ke-Front ~ C C Opemlions

Upon compktbn ofthew courscs. 40 of* proposed 40 classa havc been delivered. Two additional courses are schedukd for OctoberMovcmber. Cumulative anendance, not including human resource w r l i s h o p ~ was 8 12 since the inception o f Uw program.

5 Computer - based training 5.7 Assist IBI to establish a team to be responsible lor computer bawd traiuimg,

coordinated wilb KHF and otber programs P

rn 5.8 Identify aud provide appropriate soChnre to support computer-bxd tnimiug.

f1 5.9 Daigu compulcr based courscs, based on training MCd. a n a w

I Two computcr based programs "Rid Management' and "International Accounting Standards'' developed by USAID/Barcnts will be previewed for possibk MNhtion inro

rn f

Bulpr in from English The estimated cod for the translation and re-programming would be $50,000 each.

. I

-r Work begun on selecting USAIDlBarents counc material, which could be convened into an e-learning format. Thiswill be done in conjunction with a recently initiated (32 funded

A consuttancy An individual with e-kam'mg background dafh this comhaney with IBI.

6 Pedagogical Skills 6.7 Witb IBI, establish a methodology to d d o p ped.gopk.l skilb 1. tk areas of

instractional design, presentation skills, and e x e m W ~ s developmat. 6% Use the pedagogical mdbodology; provide loUow up tmiuhg to IBI it.lt

4: Use the pcdagegial methodology; provide LUow mp tmiming to IBI staff h the amas of instrnctional design and comm cutomtutiom

Two (2) Trammg of Trainer course were delivered in January. A USA based TOT, twpweck program, was conducted in March 2002 through a t h i i party provider, World Lcamiog. S a Bulgrr*e

7 bankers have been selected for thi p r o m . It is anticiited tkse pmons will sm as fume bcuby members of lBI. Cumntly, four classes have been scheduled for September-December, using IBI facuhy and USAID training materials.

'7 Tulu Rewired f7.0)

'!, 7 Commankation strategy 7.7 Develop an IBI commnuieation strategy and train a PIT4 expert 7.8Daign a nemktter to tbe financial community, o r other prtks. u deemed

appropriate. a 79 Daign an IBI web page. 7 . 1 Organize a ronndtabk to dircuss trends and i n e n in the bank qnatiliatbm.

1

J IBI web site content and maintenance continued as an ongoing effort. The m b site has ban expanded to permit inclusion of multiple links and other large IBI fi& The w b page has been well received with nearly 2,500 site visits to dare.

7

si The third edition ofthe 1B1 nemkticr was completed and digributd in September.

P A third roundtable, for 20 panripants, Has conducted asa WR workshop in Veliko Turnovo on September 19-20

4 m

*

T a s k Rwoired (8.0)

8 Associutioo of Commercul Banks aaidanrc 8.1 Assist the ACE4 om priority inor, (e.g. internal eorporste gowrnama, mew producffscmct development, outreach programs as rqsestcd by the ACB, a d as approved by USAID. Further assistance will be identified and defined in tbe annual wvrk phm

T u k Aecom~lisbed 18.0)

No spccific USAlWBarcnts assistance for ACB was rcqucstcd at this timc. T m members of the ACB will accompany 1BI managers to a USA Based study tour in December. A large portion of the agenda is directed to bank association issues.

Tasks Reauired 19.0)

9 Provide U. S. and third coenty traiaing Tbe contractor will design, in coordhation witb the Balgarum commteqmrbad tk USAID/Bolgarl. CM); U.S. and third conntry-bwed training programs amd internships for A m 1 managen, and the mod sncr+8hl of tbc coonc participants with potential to be futnre trainers. Candidates for sucb tnimbg to k identified jointly by IBUACB the USAID/B~slgaria CRl and the Comtnctor.

A USA based study tour is now being developed for early December 2002. 'lhe faus 4 1 be on visii to other mini pmvidcn and akcted bank asciation%

Conrmcror Barents Gmup Reporling Period: Oerobcr. 2002 Confrod #: PCE-1-00-99-00006-00 Task Order U: PCE-1-8 I 1-99-00006-00 Title ofTurk Order: Banker Training Counrry.. Bulgaria

The principal objectives of thc p m j d arc the following:

Strengthen thc International Banking Institute gel) as a financially self-arr;tainabk institution and inc- the standard of activities Ell provides to the banking community in Bulgaria. Key capacities requiring development st the IBI include (he folbwing: - Develop and impkment market research methodology for training needs analysk; - Develop and impkment a sbategy for bank profeDional qualifcation in Bulgaria; - Develop a business plan and cost accounting model in order to price pmducu on a

profitable basis; - Elaborate an annual p m p m of courses and seminars, and s marketing strategy for their

promotion: - Create a computer-based training program, and tram a core team of IBI staffto manage and update it.

Assh the Association of Commercial Banks (ACB) to address priority isarcs (e.g. inlcmal corporate governance, ncw productlurvicc devebpmntt, outreach program% etc.) as requested by the ACB, and as approved by USAID, in order to become a strong organization that is responsive to the needs of its member banks. These issues and n a d s will be idencificd through meetings with the ACB management and members

Abbreviated activity as the Barents resident adv'mr war on personal kave for thc fbsr h l f o f the month. Delivered a class on SME Finance. US Ambanador Pardew presented m a r k s at the closing ceremonies. Continued work with GIZ wnsultant on dcvebpmcnt ofan e-lmming program to include USAID c w m materink. Continued development of program for a USA based study tour for fBI and ACB personnel in December.

1. Market Research 1.1 Develop quantitative/gralihtive markct research methods to .sco training

needs, and traia the IBI st.Nia utilizing survey* 1.2 Ddermine the approprute sof tmre rqaired to provide market r s a r c b a d

analysis, and provide it. 1 3 Conduct one training needs analysis per year by IBI staNaitb the guidaore

and review of the masultani.

1.4 Ensure the transfer o f marketing r f v r r cb skills via on-the-job training, a.d build I61 stamcapcity to manage its fntnrc marketing -rrl activity.

15 Perform, together with IBI. a competitive anal* of the Bank training market, which inflneoce current and h ts re t n i m i m g m e e d s

Initiated development o f web based training needs survey. AdditioMl devebpment ud l-ing is anticipated

IB1, in response lo ongoing training needs requened by banks and nowbanks alike, d c i i i Q following classes in October: Real Estate Transactions (three times) Foreign Exchange (four times) International payments & Letters ofcredit (one time) 140 persons participated h m I S banks. 892 persons have attended 1BI delivered courxs for 2002.

Tasks Rmnircd (2.01

2. h n k Profesional Qnalifiation 2.1 Determine strategy for rbort/long term development of bdurqmalifkatiom,

the methods for its implementation. and submit for ACB approval. 2 2 Analysu and needsforeertiflate prognmsfor v ~ r i o u hank profgdo8s.a.d

develop recommendations to k presented for ACB md BNB approval. 2 3 Determine the bmework for the short-term qualilkation smbjcct.. metbods o f

training and Curricola.

Continue to r e f m plans for a USA based sfudy tour in December 2002, to include rncctings designed to examine USA certifuation models.

Tnks Reauired (3.0)

3. Fiaancial Management 3.1 Develop a busiom plan and a model for pricing IBI products. 33 Work d t b IBI management to dmbp h t e r u l contmlr and pmcedmru to

ensure effective financial management b in p h e c 33 Ensore tbe transfer of l inaocul management &ilb related to dmloame tbc - -

bnsincs plan and the pricing model timmgh on the job tninimg. The iBUACB wil l remain IinanciaUy self sut~ io ing. gcser8ting snllidcnt m m u through member due, counm services and other sourees. u permitted by hw.

Tasks Accom~lished (3.0)

Aggregate tuition collected for USAlDiBarents courses, through Octobcrr 2002, rcxhed 139.500 BGN or $69,750 USD. The funds nil1 be used to bolster h e capital for future IBI operations.

Tasks Reanired (4.0)

4. Training Program and Advanced Courses 4.1 h e l o p an annual training program - subjects, metbods oftraiming,

cnrricula, trainers, and xhcdules. A concentrated effort should be made, to the highest extent possible, to use a library o f training materials, dcvdopcd under other projects

42 Build the capacity of IB I staff to develop and structnrc annual traioirig progrrms

4 3 h e b p a solicitation program for the IBI to enlame rehtionsbips with c l imb and prospects, to inclnde atabluhmemt o f an alsmni program.

4.4 Easurc the development ofsustainabk marketiogskiib within IBI, rrLicL will enable tbe Institute to compete in the bank training market.

4 5 Prepare an annual broeborc with c o u r r dacriptioos,crrricnh amd sehednk

4.6 Conduct courses, aa identified in the training plan. Tbe conma NU1 be presented in Bnlgariaa io Sofu and major c i t k All training materirb (conne cnrriruh,iastro&oal materhb, texts, reference materbb,dbtl.a learning materiab and computer b a d training programs) shomld rcDert tk current Bulgarian banking and economic reality.

4.1 BarentENSiUD and IBI course topics have been selected, insmctors rec~iced and course material reviewed for the course cakndar through December 2002.

4.3 The Dl Alumni Assmiation database was completed through the June 2002 USAlWT3mm course calendar.

4.7 One USAlB'Barrnts courses, on the ~ b j e c t o f SME Finance. was delivered to 23 padcipauh

Upon wrnpktion ofthis course, 4 1 ofthe propbsed 40 classes have b a n d e l i i . . Cumulative anendance, nol inchd'mg human resource workshops, was 835 since the inception o f the program.

5 Compnter - b d training 5.7 As& IBI to establish a t a m to be responsible for computer based training.

coordinated with KHF and otber programs. 5.8 identify and provide appropriate r o h m to support compnter-basal trahimg. 5.9 W i n computer based conrsu, based on training needs analysis

Two computer based programs, " R i i Management" and "International Accounting Standards"developed by USAID/Barents will be previewed for possibk translation into Bulgarian from English. I he estimated cost for the translation and re-programming would be SS0.000 each. *

Work begun on selecting USAID/Barcnts course material which could be convutal inlo an e-learning format. This will be done in conjunction with a recently i n i l i i GIZ funded consuhancy. An individual with e-kamiig background staffs this consuhancy with IBI.

6 Pedagogical Skills 6.7 With BI, establish a methodology to devcloy pedagogical skim ia the areas of

iastractional design, presentation skills, and c x e r c w a s e dwdopmemt 6 8 Use tbc pedagogical methodology; provide follow np h i s i n g to IBI stall.

Use the pedagogical methodology; provide rollow up training to IBI staNin the a m of iadrnctional design and m n n r enstomiutioa.

Two (2 ) Training of Trainer coums were delivered in January. A USA b a d TOT. -4 program, was conducted in March 2002 through a c h i party provider. World Learning Six Bulgarian bankers have been sckctcd for this program. It is anticipated the% persons will anr as future faaiky members of IBI. Curremly, four claaes have been schedukd for September-Dacmba. using IBI faculty and USAlD training materials.

7 Communkation strategy 7.7 Develop an IBI commmaication strategy amd h i m a P/R expert. 7.8 Daign a aeankner to the fioanctl community, o r other parties, as deemed

appropriate. 79 Design an IBI web page. 7.10 Organize a road tab le to disc- trends aod haa in the b u k qmalihliom.

IB1 web site content and maintenance continued as an ongoing effort. The web site has been expanded to permit inclusion of multipk links and other large IBI f ib .

8 Association of Commercial B a n k ads tance 8.1 W i t the ACB oa priority h u (rg. internal corporate govenaoec, new pmducUrcrvire dwebpment, omtracb progneu. m rcqnested by the ACB, a d as approved by USAID. Forther aaistance will be identified and defined io tbe anoual work pbns.

No specific USAlD/Barcnts assistance for ACB was requested at this time. Two mernberz of the ACB will accompany IUI managers to a USA Rased study tour in Dcccrnbcr. A large portion ofthe agenda is directcd to bank association issues.

1 3 Determine the appropriate s o h a r e required to provide market -I-& a d analysis, and provide i L

1.3 Conduct one training needsanalysb per y a r by IBI shf fwi tb Ibe goidancc and review o f the consultant.

1.4 Ensarc the transfer o f marketing research skills vla on-the-job tmimi.& amd build IBI staNapacily to manage its fntnre marketing resarcb aclivity.

1.5 Perform, together with IBI, a competitive analysu of lhc Bank training market, which influence crrrent and futurc lraining net&

Tasks accomolbbcd (1.0)

Compktcd web based training needs survey, with focus on e-learning applications.

1B1, in response to ongoing training needs requested by banks and non-banks alike. dcl'wed che following classes in November:

Cs4 & tek r transactions in foreign currency lnIcrnstional Accounting Standards Flank Card payments Ekctronic signature in E-businca Prevention o f unauthorized access to h e bank's IT system

188 persons patticipated from 28 banks. 15 19 persons have anended IS1 delivered courses d confcrtneccs for 2002.

2. B.nk Profasiomal QmaLifitioa 2.1 Determine strategy for sLorUkng term development o r baaher qnaWk.tiom.

the mdbods for ib impkmenhtlon, and u b m i t for ACB appronl. 2 2 Aualysisamd needs forcct i i f iatc p r o g n r u for v8rio.t Lmkprok+boy a d

devtlop m m m e n d a t i o u to be presented for ACB amd BNB appromL 2 3 Determine tbc framework for the l o r t - t e rm qnalillcltion subjects, mecbods of

training amd Cnrricnla.

Continue to retinc plans for a USA based study tour in December 2002, to include meetings designed to examine USA cerlifration models.

3 Wnancial Management 3.1 Develop a business pl.0 nad a model for pricing IBI prodmela. 33 Work with IBI management to dwelop i n t e r n ~ l controls mad p roccd rm to

ensure effective financhl management is i n place. 3 3 Ensure the mnsfer o f financial management skills rehled to developing the

busines plan and the pricing model through on the job himing. The IBVACB wil l remain linancially Self surt.ining, generating s n ~ c i c o t revcnuc through member dues, courses, services and other sourca, aspermilled by law.

Aggregate tuition colkcted for USAlDlBarents fours, through Novunkr 2002, raehcd 144,000 BGN or S72.000.USD. The funds will be used to bolster the capiial for future IBI operations.

Work begun on 2003 tinancial plan.

Tasks Reauired 14.0)

4. Training Program .ad A d w m d Conrsa 4.1 Develop an annnal trahing pmgrsm - subjects, m e t b h of training,

curricnb. trainers, and schedules A comccmtnted eflorl should k made, to the highest extent passible, to use a library oftraining mrkrbls , ddcvdopcd under otber projects.

4 2 Build the capacity oflBI staff to devrlop and strnchre annnal trahlmg programs.

4 3 Develop a solki i t ioa pmgnm for the IB1 to eabawe rebtioasbipsrritb

enabk the ~ u t i t n i e to compete iu the bank tninhg market. 4 5 Prepare an annual brochure with course descriptions, cn r rkub and

srhcduk. 4.6 Conduct courses, n identified in the traiuhg plrm. 'Ile a u n a will be

presented in Bmlg.rhn im Soft and major cities AU trai.i.g mate rhb (coorsccsrrknb, iartmctional m a t e r h b texts, reference a 8 t c r b k d b b . c t learning matcrhb and computer based training programs) shodd reflect the current Bdgarian bankimg and economic mlity.

4.1 BarentdUSAIDand IBt course topics have been sckctcd, instructors recruited and coura material reviewed for the course cakndar through December 2002.

4.3 The IBI Alumni Association databav was completed through the November 2002 USAUUBarents courv calendar.

4.7 One USAlWBarcnts courses, on the subject of Risk Management, was delivered to 24 parlicipanb.

Upon completion ofthis course, 42 of the proposed 40 cbnes have been dclivcrod. . Cumulative attendance. not including human rtsourcc wdshops, mas 859 since the inception of the program.

Tasks Reamired (5.0)

5 Computer- based training

5.7 Wbt IBI lo establish a team to be responsible for computer based tnimimg, coordinated with KHF and otber programs

5.8 Identify and provide appropriate software to sapport compnter-based hahim& 5.9 Design computer b a d courses, based on training needs analysis

Two computer bascd programs, "Risk Management" and "International Accounting Standardi' devclopcd by USAIDBarents will be previewed for possibk translation into Bulgarian from ~n&h . -~he estimated cost forth; translation and re-pmgnrnmingwdd k $50,000 each.

Work begun on selecting USAID/BarcnIs course material, which wuld be converted into an e-karning format. This will be done in conjunction with a -tly initiated GIZ hnded comltancy. An individual with c-karning background staffs this consuhancy with IBI.

6 Pedagogical Skills 6.7 With IBI, establib a methodology to develop pedagogical skilb b the a r a s of

instrnrtional dcdgn, presentation skills, and c x e r c w a s developmat 6 8 Use tbe pedagogical methodology; provide follow up training to IBI staff.

Use tbe pedagogical methodology; provide follow up trainimg to IBI *Him the areas of instructional design and course customhtion.

Tuks Aceomdbbed (6.0)

Two (2) Training of Trainer courses were delivered in January. A USA based Tm, t a b 4 prognm, was wndwted in March 2002 through a third party provider. World LeMlmg. Six BuIgarh bankers have been selected for this program. It is anticipated these persons will serve as fuhlre k v h y members of IBI. Currently. four c h s s s have been scheduled for September-December, using IBI faculty and USAlD training materials.

Tasks Reanired 17.0)

7 Commauhtiom strategy 7.7 Develop an TBI commnnication strategy amd inim 8 P/R expert 7.8 Deign a newsletter to the fiIIaIICid commnnity,or otber prtia, as deemed

appropriate. 7.9 Design an IBI web pngc 7.10 Organize a ronndtaMe to d k n s s trends and lsJllu in tbe h m k qulihatiom.

IBI web site content and maintenance continued as an ongoing effort. .The wrb sile has been expanded to pennit inclusion ofmultiple links and other large IBI fiks. Over 2.900 v.aitr to the site since inception in April 2002.

Very successful ID1 faculty/ bank human resource manager roundtable was conductcd. *

Tasks Rcamirfd (8.01

8 Association o f Commercial Banks a-ma 8.1 Assid the ACB on priority issues (e.g. internal corporate govcrnaaec, new prodoetkmce development, ou t r t t cb programs, as rcqncsted by the ACB. a d as approved by USAJD. Further asistance will be Mentilkd and defined i n the annual work plans

No specific USAlWBarents assisranee for ACE was requested at this time. Two members o f the ACB will accompany 1BI managers to a USA Based study tour in December. A targe portion ofthe agenda isdirected tobank association issuer

9 Provide U. S. and third conntry training Tbe contractor will design. i n cmrdimation with the Bulgarian coanterpnrtr a d the USAID/Bnlg.rl. CTO; US. and third coontry-bad training programs amd internships for ACBWI managers, and the mod sncccsshi o f the conroc partieipants with potential to be h t u r c trainers. Candidates for saeb tralmiag to be identiIied jointly by IBUACB the USAID/Bolgarh m0 and the Contractor.

Tasks Accom~lbLed 19.0)

A USA based sudy tour is now being developed for early December 2002. The &us will bc on visits to other mining providers and selected bank anociations.

C;~~rrrrrrfor: Barents Group Reporting Periodr Decerrrber. 200-7 ( wtfrflct #: PCE-I-00-99-00006-00 Tosk Order #: PCE-1-81 I-99-00006-00 fifleof Tosk Order: Banker Training ( ; w ~ t r l * : Bulgaria

The principal objectives of the project are the following:

Slrcngthen the International Banking lnstitute (IB1) as a financially self-sustainable inrtirution and increase the standard of activities IBI provides to the banking community in Uuly~ria. Key capacities requiring development at the IBI include the follo\ring: - Develop and implenient niarket research methodology for mining needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training progani, and train a core team of IBI scan to manage

and update it.

.-\-sist the Association of Commercial Banks (ACB) to address priority issues (e.g. internal cqwra te governance, new produc~kervice development, outreach programs. etc.) as requested by the ACB. and as approved by USAID, in order to become a strong organization th.11 is responsive to the needs of its member banks. These issues and needs \\-ill be identified 1111-ough meetings nith the ACB management and members.

Zlynthly overvie\\

.-\$I abbreviated month due to the personal leave of the project advisor and absences due to Iwliday activities.

I Sh study tour completed with participants from the International Banking Institute . ;\.;sociation of Conin~ercial Banks and the Bulgarian National Bank.

IIiI delivered eleven (I 1) individual seminars to 119 participants from elwen banks.

'I;~slis - ~~ Required (1.0)

I . Zlarket Research 1.1 Develop quantitativelqualitptive niarket rcsearrh methods to assess training

needs, and train the IBI staff in utilizing surveys. 1.2 i)eterntine the appropriate sort\\ are required to provide rnnrkct research and

analysis. and provide it. 1.3 Conduct one training needs analysis per year by IB1 slaff with the guidance

and review of the consultant. 1.4 Ensure the transfer of marketing researrh skills via on-the-job training. and

build lBl stallcapacity to manage its future marketing research artivit?.

1.5 Perforn~, together with IBI, a conipctilive analysis or the Bank training nmrket, which influence current and future training needs.

Tasks aceoniplished (1.02

Bank Human Rcsource managers met, at the invitation o f IBl, to develop the 2003 c o u m calendar.

IN, in response lo ongoing training needs requested by banks and non-banks alike, delivered the following classes in December

Cred~t risk assessnlent Cash and tellers transactions in foreign currencies Slarket nsk assessment Contemporary financial reports of business units Bank guarantees in international trade Correspondent banking

1 19 persons participated from I I banks.

1638 persons have anended 1B1 delivered courses and conferences for 2002. This d w nor inelude courses delivered I\-ilh USAID'Barents Group instructors

L. Bank Professional Qualification 2.1 Deternline strategy for sborUlong term development o f banker qualification,

the methods for its implementation, and sobmit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank professioas. and

develop recomn~endations l o be presented for ACE and BNB approval. 2.3 Determine the framewo;k for the short-term qualification subjects, methods of

training and Curricula.

1;SA based study tour included meetings to examine USA certification models; specilically ~IIC lnstitule o f Certified Bankers. The European Union standard has yet to be developed,

h~ch wi l l be the s~andard 1BI expects to adopt.

.I - :?ks Required (3.0)

3. Financial hlanagen~ent 3.1 Develop a business plan and a model for pricing lBI products. 3.2 \Vork nit11 IB I managcn~cnt to develop internal controls and procedures to

ensitre rriective financixl innnagenlent is in place. 3.3 Ensure the transfer of financial management skills related l o de\eloping the

bnsincss plan and the pricing niodel through on thc job trainisg. The IRI!,\CU \\ill remain financially se l f sustaining, generating s u f i c i ~ n t revenue through nirniber dues, courses, services and other sources, as permitted by law.

l ' ; ~ s l i s - . Accomplished (3.01

.-\:yregate tuition collecled for USAID/Barents courses, through Decenibcr 2002, reached 144.000 BGN or S72.000.USD. The filnds wi l l be used to bolster the capital for future IB I operations.

\:% dditional wo~l, \\.is conducled on tlic 2W3 financial plan in Dccenibcr

'I;tsks Required (4.0)

4. Training Program and Advanced Courses 4.1 Develop an annual training program -subjects, methods of training,

curricula, trainers, and schedules. A concentrated effort should be made, to the highest extent possible, to use a l ibrary o f training materials, developed under other projects.

4.2 Build the capacily o f l B I staff to develop and structure annual training programs.

4.3 Develop a solicitation program for the 1BI to enbance relationships with clients and prospects, to include establisbment o f an alumni program.

4.4 Ensure the development o f sustainable marketing skills within IBI, wbich w i l l enable the Institute to compete in the bank training market.

4.5 Prepare an annual brochure with coune descriptions, curricula and schedule.

4.6 Conduct courses, as identified in tbe training plan. The courses wi l l be presented in Bulgarian in Sofia and major cities. A l l training materials (course curricula, instructional materials, texts, reference materials, distance learning materials and computer based training programs) should reflect the current Bulgarian banking and economic reality.

x;~sl;s Accomplished (-1.0)

4 I Sc 4.6 Schedulc o f 42 courses completed, which is two more than originally planned 4 2 IB1 is now fully fitnctional in its capacity to develop its own training schedule. 4.3 The IBI Alunini Association database was completed through the Noveniber 2002 lS.AID/Barents coune calendar.

I . . ;$s Required (5.01

4 Computer - based training 4.7 Assist I B I to establish a team to be responsible for compulcr based training,

coordinated with KHF and other programs. -1.8 Identify and provide appropriate software to support conlputer-based training. -1.') Design computer based courses. based on training nerds analysis

1 n o coniputer based progranis. "Risk Managenlent" and "lnteniational Accounting St:~ndards", developed by USAlDiBarents \\.ill be previewed for possiblc lranslation inlo

Ihtlgrian lrom English. The estimated cost for the translation a ~ i d re-prograeuni~~g would be S.W.000 each.

\\ark begun on selecting USAIDBarents coune material, which could be con\-erled into a1 c-lc.~ming forn~at. This will be done in conjunction with a recently initiated GTZ funded ctwsdtancy. An individual with e-learning background staffs this consultancy with IBI.

I ;nks Required ( 6 4 J

i Pedagogical Skills 5.7 \Vith IBI, establish a methodology to develop pedagogical skills in the areas of

instructional design, presentation skills, and erercisc/case development. 5 . S Use the pedagogical methodology; provide follow u p training to IBI stall.

Use the pedagogical methodology; provide follow u p training to IB1 stall in the areas of instructional design and course customiution.

:I:nks Accomplished (6.0)

T:\ o (2) Training of Trainer courses were delivered in January. A USA based TOT. two-week pIt\gam, was conducted in March ZOO2 through a third party provider, World Learning. Six Bulgarian h .~n ten have been selected for this program. It is anticipated these persons \\ill serve as future Caculty n~z~nbers of IBI. Currently, four classes have been scheduled for September-Dccrmbcr. using IBI I:~iulty and USAlD training materials.

S: \ ncw instructors. who have completed the TOT classes. are presently being scheduled as IBI i~istructors for classes in 1003.

I ;~?ks Required (7.0)

h Communication strategy 6.7 Develop an IBI communication strategy and train a PIR expert. 6.R Design a newsletter to the financial community, or other parcies, as deemed

appropriate. 6.3 Design an IBI web page. 6. I0 Organize a roundtable to discuss trends and issues in the bank qualification

1;~sks Accomplished (7.0)

I I < I \\eb slte content and maintenance continued as an ongoing efLorI. The web site has bee11 c\p:~nded to pernit inclusion of multiple links and other large IBI t i la .

Tmks - Required (8.01

7 \ssnciation ofCon1me1-cia1 Banks assistance 8.1 Assist the ACB on priority issues (e.g. internal corporate governance, ncu product/se~-vice dcvelopnlenf, outreach programs, as requeskd b! the ACB, and as approved by USAID. Further assistance will be identified and defined in the

~ -

annual work plans.

'l';~\l;s Accomplished (8.0)

h 1 specific USAlD,'Bara~ls assistance for ACB was rquested at this time. Two members of I I l i ACB accompanied IB1 managen on the USA Based study tour in Decetnber. A l a r g portion ofthe agenda was directed to bank association issues Specific visits to the American U;~nters Associatiou and the Independent Community Bankers of Anierica

I :I\&s Required (9.0)

8 Provide U. S. and third country training The contractor will design, in coordination witb the Bulgarian counterparls and tbe USAlDlBulgaria (3'0; U.S. and third country-based training programs and internships for .kCBfiBI managers, and the most rucressful of the course participants with potential to be future trainers. Candidates for such training to be identified jointly by IBIIACB the USAID/Bulgaria CTO and the Contractor.

'I':~sks - Accomplished (9.0)

.A CSA based study tour was conducted for one week in early December. Si'c Bulgarians a~lcnded, acconlpanied by the Barents Group resident advisor. Meetings were held w i h representatives of the following organizations:

Tlw American Bankers Association I~l.iitute ofcertified Bankers T l ~ i American Institute of Banking I~dependent Conln~unity Banken of America

S,xiety for Human Resource Management I~de ra l Deposit Insurance Corporation training center Ic.11tk of American training center for retail bankers

F8~llow up actions steps \ \ i l l be developed in 2003

Corrrroctor: Barcnts Group Reporting Period: Jarrrmry. 2003 Corrrrocr #: PCE-1-00-99-00006-00 Task Order #: PCE-1-8 I 1-99-00006-00 Tirle oJTask Order: Banker Training Cot,~rr/ry: Bulgaria

The principal objectives of the project are the following:

Strengthen the International Banking Institute (IBI) as a financially self-sustainable insl~tution and increase the standard of activilies IBI provides to the banking community in Bulgaria. Key capacities requiring development at the 1BI include the folloning: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program of courses and sminars, and a marketing strategy for their

promotion: - Create a computer-based training pmgam, and train a core team of IBI staff to manage

and update it.

Assin the Association of Commercial Banks (ACB) to address priority issues (e.8. internal corporate governance, new product~service development. outreach programs, etc.) as requested by the ACB, and as approved by USAID, in order to become a strong organization that is responsive to the needs of its member banks. These issues and needs will be identified lhrough meetings with the XCB management and members.

Jlontbly overview

The focus ofactivities in January, and future months, is to work closely with IBI staff for chc orderly transition of various functions, notably those dealing with marketing activitia.

Tasks Required (1.0)

1. Market Research 1.1 Develop quantitativc/qualitati~e market research methods t o assess training

needs, and train the IBl s t an in utilizing surveys. 1.2 Determine the appropriate sofhvare required to provide market research and

anallsis, and provide it. 1.3 Conduct one training needs analysis per )-ear by IBI staff with the guidance

and review of the consuPnnt. 1.4 Ensure the transfer of marketing research skills via on-the-job training, and

build IB1 staff eapacity to manage its future marketing research activity. 1.5 Perform, together with IBI, a competitive analysis of the

Bank trainiog market, ahich influence current and future training needs.

T 2 s accomplished (1.0)

IBI, in response to ongoing training needs requested by banks and non-banks al~ke. delivered the Collowing classes in January

Bank Goarmtees in International Trade Foreign Exchange Trade Finance Iu~ernnlional Accounting Sl;indards EU tax legislation Communication skills lntro to SWIFTNet services Implementing SWlFMet Public key infraslmcture for SWlFMet security offrcers

191 persons participated fmm 27 banks.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for shortnong term development of banker q u a l i t i o n ,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and nctds for certificate programs lor various bank prolesions, and

develop recommendations to be presented for ACB and BNB approval. 2.3 Determine the framework for the short-term qualification subjects, methods of

training and Curricula.

Tasks accomplished (2.0)

USA based study tour included meetings to examine USA certification models; specifically the Institute of Cenitied Bankers. The European Union standard has yet to be developed. \\ hich will be the standard IBI expects to adopt.

Tasks Required (3.0)

3. Financial Management 3.1 Develop a business plan and a model for pricing IBI products. 3.2 Work with IBI management to develop internal controls and proccdnra t o

ensure effective financial management is iu place. 3.3 Ensure tbe transfer of financial manngemeot skills related to developing the

business plan and the pricing model through on the job training. The IBIIACB will remain financially self sustaining, generating sumcient revenue through member dues, courses, services and otber sources, as permitted by law.

Tasks Accomplished (3.0)

Aggegate tuition collected for USAlDX4arents courses, throu& December 2002. reached 14-1,000 BGN or 572,000.USD. The funds w l l be used to bolstcr the capilal for fulure 1BI operations.

So ilddition;tl \cork was conducted on the 2003 finmcial plan in Jan~taty. A lctnplate Tor ~nonthly variance atmlysis has been developed but not implemented.

I'asks Required (4.0)

4. Tra in ing Program and Advanced Courses 4.1 Develop ;tn nnnual training program - sitbjrcts, niethods o f t r a i ~ t i n g ,

cur l - i r t~ ln. tvniarrs, and schedt~lcs. h concentrated c f lo r i should bc n~ade, t o the higltcst cxtent possible, to use a l i b ra ry of training materials, clcvelopcd under other projects.

4.2 Build the capacity 01 181 staff to develop and structure annual t ra in ing programs.

4.3 Develop a solicitaiion program f o r the IBI to enhance relationships w i th clients and prospects, l o include establishment o f an a lumn i program.

4.4 Ensure the derelopment o f sustainable marketing skills within IBI, which w i l l enable the Insti tute to compete in the bank training market.

4.5 Prepare an annual brochure w i t h course descriptions, cur r icu la and schedule.

4.6 Conduct courses, as identified in the t ra in ing plan. The courses w i l l be presented in Bulgarian in Sofia and ma jo r cities. A l l t ra in ing materials (course curricula, instructional materials, tests, reference materials. d i r t u c e learning materials and computer based training programs) should reflect the current Bulgarian banking and economic reality.

Tasks Accomplished (4.0)

4.1 & 4.6 Schedule o f 42 courses completed, which is two more than originally planned. 4. I Additional text books received for the IBI Learning Resource Center. 4 2 1BI is now fully functional in its capacity to develop its own training schedule. 4.3 The IB1 Alumni Association database was completed through the November 2002 USAIDlBarents course calendar. 4.4 Now an ongoin_e priority activity.

l'nsks Required (5.0)

4 Computer - based tra in ing 4.7 Assist 191 t o establish a team t o be responsible f o r computer based training,

coordinated w i th KHF and other programs. -1.8 Ident i fy and provide appropriate sofhvare to support computer-based training. 4.9 Design compnter based courses, based on t ra in ing needs analysis

Tasks Accomplished L5.O)

TN o computer based programs, "Risk Management" and "International Accounting Standards", developed b y USAlD~Barents w i l l be previewed for possible tmsla t ion into Bulgarian from Enylish. The estinia~ed cost for the translation and re-programming would be 550,000 each.

\\'ark begun 011 selectilil: USAIDIBarents counc material, which could he converted into an c-lz.iming lomiat. This \ Y I I I be done in conjunct~on with a recently ~nitiatcd GTZ funded ca~isultancy. An indi+idual with e-learning background stark this consullancy with IBI.

Tasks Required (6.0)

5 Pedagogical Skills 5 7 \Vith 1H1, establish a methodology to develop pedagogical skills in tlw weas of

instructional design, presentatiou skills, and erercisdcase drvelopntent. 1.8 Use the pedagogical methodology; provide follow up training to 161 staff.

Use the pedagogical methodology; provide follow up training t o IBI rtaflin the areas of instructional design and course customization.

Tasks Accomplished (6.0)

T\\o (2) Training of Trainer courses were delivered in January. A USA based TOT. two-week progam, was conducted in March 2002 through a third party provider, World Learning. Six Bulgprian bankers have been selected for this p r o w . It is anticipated these persons will m e as funuc faculty members of IBI. Currently, four classes have been scheduled for September-December. using IB1 faculty and USAlD training materials.

Six new instructors, who have completed the TOT classes, are presently being scheduled as IBI instructors for classes in 2003.

Tasks Required (7.0)

6 Communication strategy 6.7 Develop an IBI communication strategy and train a PIR expert. 6.8 Design a newsletter to the financial community, o r other parties, as deemed

appropriate. 6.9 Design an IB1 web page. 6.10 Organize a roundtable todiscuss trends and issues in the bank qualification.

Tasks Accomplished (7.0)

IB1 web site content and maintenance continued as an ongoing effort. The web site has been expanded to permit inclusion of multiple links and other large 1BI files.

Bcut edition of the IBI newsletter is in preparation for release in April, 2003

Tasks Required (8.0)

7 Association of Commercial Banks assistance 8.1 Assist the ACB on priority issues (e.g. internal corporate governance, ncw productlservice development, outreach programs, as requesled by the ACB, and as approved by USAID. Further assistance will he identified and delined in the annual nork plans. .-

Tasks Accomplished (8.0)

So specific USAIDISarcnts assistance for ACB was requested at this time. Two members of tlir ACB accompanied IBI managers on the USA Based study tour in December 2002. A large porlion of the agenda was directed to bank association issues. Specific visits to the American Bankers Association and the Independent Community Banken of America

Im~>.Rcq!~irecI (9.0)

8 Provide U. S. and third country training The contractor will design, in coordination with the Bulgarian counterparts and the U S ~ l D I B u l ~ a r i a CTO; U.S. and third countiy-based training programs and internships for ACBnBI managers, and tbe most successful o r the course participants \?ith potential to be future trainers. Candidates for such training to be identified jointly by IBflACB the USAIDIBulgaria CTO and the Contractor.

Tasks Accomplished (9.0)

A USA based study tour was conducted for one week in early December. Six Bulgarians attended, accompanied by the Barents Group resident advisor. Mectings were held wirh representatives of the following organizations:

Thz American Bankers Association Institute ofcertified Bankers The American Institute of Banking Independent Community Bankers of America

Sociely for Human Resource Management Federal Deposit Insurance Corporation training center Bank of American training center for retail bankers.

Follow up actions steps will be developed in 2003.

Y MOXTHLY PERFORMANCE REPORT t ~i

Conrrocfor: Barents Group Reporting Period: February. 2203 U Co,r~rorf #: ' PCE-1-00-99-00006-00 T u k Order #: PCE-1-8 I I -99-ooo0640

T~rle of Task Order: Banker Training Cocnrfry: Bulgaria

a 1 Suckmound and erpecfed results

The principal objectives of the project are the following:

Strengthen the International Banking Institute (1BI) as a futancially self-sustaiaabie institution and increase the standard of activities IBI provides to the banking community in Bulgaria. Key capacilia requiring development at che IS1 include the following: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual pmgam of courses and seminars. and a marketing smegy for cbeir

promolion: - Create a computer-based training program, and train a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (c.g. i e d corporate governance, new pmduct/service development. outreach programs, ac.) as requested by the ACB, and as approved by USAID, in order to become a smng organization that is responsive to the needs of its member banks. These issues and needs will be idattified through meetings with the ACB management and members.

hlontbly overview

The focus of activities in February, and future months, is to work closely with IBI staff for the orderly transition of various functions, notably those dealing with marketing activities.

IBI has had a very strong start in its enrollment in short term courses delivmd by Bulgarian instrcton. 433 persons have attended these classes in t h e f i r two months of 2003. W s compares to 845 persons attending classes for h e enrire ) a r of1999, one year prior fo our association with IBI.

Tasks Required (1.0)

I . Market Research 1.1 Develop qsantitativdqnalitative market m a r c h methods to rum b-rimiog

needs, and train the 1BI staff in utilizing surveys. 1.2 Determine the appropriate soitware rquircd to proride market m a r c h and

analysis, and provide it. 1 3 Conduct one training needs analysis per year by 1BI staflmitb the guidance

and review of the consultant. 1.4 Ensure the transfer of marketing research skilb via on-the-job trr ini~g, and

build 1BI staficaparity to manage its future marketing research activie.

1.5 Perform, together with IBI, a competitive analysis of the Bank training market, which inflnencc current and h h r e training meeds

Tasks accomplished (1 .O)

1B1, in response to ongoing training needs requested by banks and non-banks alike, delivered the following (I 1) classes in February.

Commmtary on BNB Regulation No. 9 Effective Sales and Customer Service Protative elements of the US Dollar Cash and Tellers transactions in foreign currencia (Two classes) Credit Analysis SWIFT - Customer credit transfers and liquidity SWIFT - Customer credit transfers from MT 100 to MT 103 International and local regulation of e-trade and e-business within open networks and syaans New Financial Products - Derivative.. Financial baud

242 pmons participated h m 3 1 banks.

Tasks Required (2.0)

2. Bank Professional Qualilication 2.1 Determine strategy for rhortnong term development of banker qnakkatioa,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate program for varions bank profmiom, and

develop recommendations to be presented for ACB and BNB approval 2.3 Determine the framework for the short-term qnalification snbjets, wcLods of

training and Curricula.

Tasks accomplished (2.0)

USA based study tour included meetings lo examine USA df ica t ion models; specifically the Institute of Certified Bankers. The Eumpean Union standard has y a to be developed, a hich will be the standard IBI expffts to adopt. The European Bank Training Network is undertaking this project, which is still in the formative stages

Tasks Required (3.0)

3. Financial Management 3.1 Develop a business plan and a model for pricing IB1 prodnctr 3.2 Work with IBI management to develop internal controls and p r o n d a m lo

ensure effective financial management is in place. 3 3 Ensure the transfer of financial management skills related to developing ibc

business plan and the pricing model tbrougb on tbe job training. The IBIIACB will remain financially self sustaining, generating snflicient revenue through member dues, courses, services and other sources, as permitled by law.

Tasks Accomplished (3.01

Agyegate tuition collected for USAIDIBarents courses, through December 2002, rrached 144,000 BGN or S72,OOO.USD. The funds will be used to bolster the capital for hrtum IBI operations.

No additional work was conducted on the 2003 financial plan in February. A template for monthly variance analysis has been developed but not implemented.

Tasks Required (4.0)

4. Training Program and Advanced Counes 4.1 ~ e v i o ~ ab annual training program - subjects, methods of mhhg,

curricula, trainers, and schedules. A concentrated elT0t-t should be nude, to the highest extent possible, to use a library of training materials, dwdopcd under otber projects.

4.2 Build the capacity of IBI staff to develop and structure annual training programs.

4 3 Develop a solicitation program for the IBi to enbaute relationships with clients and prospects, to include establishment of an alnmai program.

4.4 Ensure the development of sustainable marketing skills within IBI, a-bicb will enable the Institute to compete in the bank training market

4.5 F'repare an annual brochure witb course descriptions, cnmcula and schedule.

4.6 Conduct courses, as identified in the training plan. The c o u m will be presented in Bulgarian in Sofia and major cities. All training materials (course cumcula, instructional materials, texts, reference materiak, diitua learning materials and computer based training programs) sbonld reflect the current Bulgarian banking and economic reality.

Y. Tasks Accomplished (4.0)

4.1 & 4.6 Schedule of 42 courses wmpleted, which is two more than originally planed.

4 4.1 Additional text books received for the IBI Lmming Resource Centa. 4.2 IBI is now fully functional in its capacity to develop its own training schedule. 4.3 The IBI Alumni Association database was completed through the November 2002

S& USAIDIBarents course calendar. 4.4 Recommendation to hire a part time marketing assistant was accepted by IBI management.

r Selection of candidates to be interviewed is the next step.

3 Tasks Required (5.0)

7

4 4 Computer - based training 4.7 Assist IBI to establish a team to be responsible for computer b u d training,

v coordinated witb KHF and other programs. 1.8 Identify m d provide appropriate software to support computer-based training.

1 Y 1.9 Design computer based courses, based on training needs analysis I!

Tasks Accomplihed (5.0)

Two computer based programs, "Risk Management" and "International Accounting Standards", developed by USAlDlBarents will be previewed for possible translation into Bulgarian from English. The estimated cost for the translation and re-programming would be 550,000 each.

Work begun on selecting USAIDlBarents course matmal, which could be conveztcd into an e-learning format. This will be done in conjunction with a recently initiated GTZ W e d consultancy. An individual with e-learning backpround staffs this consultancy with IBI.

Tasks Required (6.0)

5 Pedagogical S W 5.7 With IBI, establish a methodology to develop pedagogical skills in the ucrc of

instructional design, prrsentation skills, and exercWcase development 5.8 Use tbe pedagogical methodology; provide follow up training to 191 SUN.

Use the pedagogical methodology; provide follow up training to IBI st.Bia the areas ofinstrnctional design and course eustomization.

Tasks Accomplished (LO)

Two (2) Training of Trainer courses were delivered in January. A USA based TOT. two-week program, was conducted in March 2002 through a third patty protider, World Learning. Six Bulgarian bankers have been selected for this program. It is anticipated these persons WIII serve as futllrc kuhy members of IBI. Currently, four classes have been scheduled for September-December. wing IBI faculty and USAID training materials.

Six new instructors. who have completed the TOT classes, are prcsmtly being scheduled as IBI instructors for classes in 2003.

Tasks Required (7.0)

6 Communication strategy 6.7 Develop an IBI communication strategy and Irain 8 PA\ expert. 6.8 Design a newsletter to the financial community, or other parties, as deemed

appropriate. 6.9 Daigu an IB1 web page. 6.10 Organize a roundtable to discuss trends and k n a in the bank qualification.

Tasks Accomplished (7.0)

IBI web site content and maintenance continued as an ongoing effort. The web site has been expanded to permit inclusion of multiple links and other large IBI files.

N e ~ t edition of the IBI newsletter is in preparation for release in April. 2003

Tasks Required (8.0)

7 Association of Commercial Banks assistance 8.1 Assist tbe ACB on priority issues (cg. internal corporate governucc, mew prodncUservice development, outreach programs, as requested by tbe ACB, and as approved by USAID. Further assistance will be identified and defined in the annual work plans.

Tasks Accomplished (8.01

No specific USAID5arenLs assistance for ACB was requested at this time. Two manbas of the ACB accompanied IBI managers on the USA Based study tour in Deccmber 2002. A large portion of the agenda was directed to bank association issues. Specific visits to the American Bankers Association and the Independent Community Bankas of A m a i u

T a s k Required (9.0)

8 Provide U. S. and third country training The contractor wilt design, in coordination witb tbe Bulgarian connterputr u d tbe USAIDISulgaria CTO; US. and third country-based training programs u d internships for ACBnBI managers, and the mast succedul of the course participants witb potential to be htture trainers. Candidates for such mhhg to be identified jointly by IBIIACB the USAIDIBulgaria CTO and the Contractor.

Tasks Accomplished (9.0)

A USA based study tour was conducted for one week in early December. Six Bulgarians attended, accompanied by h e Barents Group resident advisor. Meetings were held wirh representatives of the following organizations:

The American Bankers Association Institute of Certified Bankers The American institute of Banking independent Community Bankers of America

Society for Human Resource Management Federal Deposit Insurance Corporation training center Bank of American training center for retail bankers.

Follow up actions steps will be developed in 2003.

nlO?JTHLY PERFORMANCE REPORT

Co~trractor: Barents Group Reporting Period: March, 2003 Co~~tract #: PCE-1-00-99-00006-00 T a k Order #: PCE-1-811-99-00006-00 nrle of Task Order: Banker Training Covrmy: Bulgaria

&rck~rourrd and e.ipecred results

The principal objectives of the project are the following:

Strengthen the International Banking Institute (IBI) as a financially self-sutahble mstiturion and increase the standard of activities IBI provides to the banking community in Bdgaria Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training pmgram, and train a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (eg. intanal corporate governance, new produc1/service development, outreach pmgrams, ttc.) as requested by the ACB, and as approved by USAID, in order to become a strong organization that is responsive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB management and membm.

The focus of activities during March, and future months, is to work closely wirh IBI stafffor the orderly transition of various functions, notably those dealing with marketing activities. Recmilment and selection of a part time marketing associate was completed. This peMn will focus on the functions related to administration of the IBI Learning Resource Center. newslener publication and web page development'maintenance.

IBI has had a very smng start in its enrollment in short term coma delivered by Bulgarian instructors. 490 persons have attended these classes in thefirsf three months of 2003. This compares to 845 persons anending classes for the entire par o/ 1999, one year prior to our association with 191.

Effoort also directed to assisting I91 in the planning for two large regional conferences in September 2003. One will target Human Resource professionals and the second will focus on anti-conuption activities in the financial sector.

Tasks Required (1.0)

1. Market Research

1.1 Develop quantitativclgualitative market research methods to assess training needs, and train the 1BI stallin utilizing surveys.

1.2 Determine the appropriate soitware required to provide market research and analysis, and provide it.

1.3 Conduct one training needs analysis per year by IBI staRwitb the guidance and review of the consultant.

1.4 Ensure the transfer of marketing research skills via on-the-job training, and build 181 statfcapaciiy lo manage itr future marketing research activity.

1.5 Periorm, together with IBI, a competitive analysis of the Bank training market, which influence current and future training needs.

Tasks accomplished (1.01

IBI, in response to ongoing training needs requested by banks and non-banks alike, delivered the following (5) classes in March.

Documentary Collections FOREX Cheques FOREX cash and tellers transactions Communication policy Market Risk Assessment

57 persons participated from 15 banks.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for short/long term development of banker quatifiiatior,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate program for various bank profasion$, and

develop recommendations to be presented for ACB and BNB approval. 2.3 Determine the framework for tbe short-term qualification subjects metbods of

training and Curricula.

USA based study tour included meetings to examine USA certification models; specifically the Institute of Certified Bankers. The European Union standard has yet to be developed, which will be the standard IBI expects to adopt. The European Bank Training Network is undertaking this project, which is still in the formative stages.

During March, IBI Director M. Georgieva anended the EBTN conf-e in Lisbon Pomgal, on the matter of certification standards.

Tasks Required (3.0)

3. Financial Slanagement 3.1 Develop a business plan and a model for pricing IBI products.

3.2 Work with IBI management to develop internal controls and procedures to ensure effective financial management b in place.

3.3 Ensure the transfer of financial management skills related to developig the business plan and tbe pricing model through on the job training.

The IBllACB will remain financially self sustaining, generating snffikmt revenue through member dues, courses, services and other sources, as permined by law.

Tasks Accomplished (3.0)

Aggregate tuition collected for USAIDlBmts courses, through Decemba 2002, m h a d 144,000 BGN or 572,000.USD. The funds will be used to bolster the capital for fitwe IBI operations.

No additional work was conducted on the 2003 financial plan in March. A template for monthly variance analysis has been developed but not implemented.

Tasks R e q u i d (4.0)

4. Training Program and Advanced Courses 4.1 Develop an annual training program - subjects, methods of training,

curricula, trainers, and schedules. A concentrated elrort should be mad% to the highest extent possible, to n u a library oftraining materials, dwdopcd under other projects.

4.2 Build the capacity of IBI staR to develop and structure annual b.l.ing programs.

4.3 Develop a solicitation program for the IBI to enhance relationships with clients and prospects, to include establishment of an alumni program.

4.4 Ensure the development ofsust.Inable marketing skills within IB1, which wi l l enable the Institute to compete in the bank training market

4.5 Prepare an annual brochure with course dtscriptions, curricula and schedule.

4.6 Conduct courses, as identified in the t r a in lg plan. The courses will be presented in Bulgarian in Sofia and major cities. AU training autcrltlr (course curricula, instructional materials, texts, refereace materials, distance learning materials and computer based training programs) should reflect the current Bulgarian banking and economic reality.

Tasks Accomplished (4.0)

4. I & 4.6 Schedule of42 courses completed, which is two more than originally planned. -I. I Additional text books received for the 181 Learning Resource Center. 4.2 IBI is now fully functional in its capacity to develop its own training schedule. 4.3 The D l Alumni Association database was completed through the November 2002 USAID/Barents course calendar. March activity included consolidation of TSI and Barents Gmup data bases 44 New marketing associate selected and expected to begin employment .. in mid April.

Tasks Required (5.0)

1 Computer - based training 1.7 Assist IBI to establish a team to be responsible for computer bawl training,

coordinated with KHF and otber programs. 4.8 Identify and provide appropriate software to support computer-bud training. 4.9 Design computer based courses, based on training needs analysiu

Tasks Accomplished (5.0)

Two computer based programs, "Risk Managanen;" and "International Accounting Standards", developed by USAID/Barents will be previewed for possible translalion into Bulgarian from English. The estimated cost for the translation and re-programming would be 550,000 each.

Work begun on selecting USAID5armts course mataid, which could be convealed into an e-learning format. This will be done in conjunction with a recmtly initiated GTZ Funded consultancy. An individual with e-learning background staffs this consultancy with IBI.

Tasks Required (6.0)

5 Pedagogical Skills 5.7 With IB1, establish a metbodology to develop pedagogical skills h the arms of

instructional design, presentation sk i s , and exercUcaw dwclopmcnt. 5.8 Use the pedagogical metbodology; provide follow up training to IBI staff.

Use tbe pedagogical methodology; proside follow up training to IBI s t d ? in tbe areas of instructional design and course custornization.

Tasks Accomplished (6.0)

Two (2) Training of Trainer courses were delivered in January. A USA based TOT. two-week program, was conducted in March 2002 through a third party provida, World Learning. Six Bu1gui.n bankers have been selected for this program. It is anticipated these persons will s a v e as future facuhy members of IBI. Currently, four classes have been scheduled for Scptanber-December, using IBI faculty and USAiD training materials.

Six new insmctors, who have completed the TOT classes, an presmtly being scheduled as El1 instructors for classes in 2003.

One week TOT class developed for late May. 2003.

Tasks Required (7.0)

6 Communication strategy 6.7 Develop an IBI communication strategy and train a PIR expert. 6.8 Design a newsletter to the financial community, or otber partits, u deemed

appropriate. 6.9 Design an IBI web page. 6.10 Organize a roundtable to discuss trends and issues in tbe bank qualifition.

Tasks Accom~lished (7.0)

IBI web site content and maintenance continued as an ongoing effort The web site ha. been expanded to permit inclusion of multiple links and other large IBI files.

Nest edition of the 1BI newsletter is in preparation for release in ApriVMay. 2003.

Tasks Reguired (8.01

7 Association of Commercial Banks assistance 8.1 Assist the ACB on priority issues (e.g. internal corporate governanct, mew productlservice development, outreach programs, u requested by the ACB, and as approved by USAID. Further assistance will be identified and defined in the annual work plans.

Tasks Accomplished (8.0)

No specific USAID/Barmts assistance for ACB was requested at this time. Two mcmbcrs of !he ACB accompanied IBI managers on the USA Based study tour in December 2002. A large portion of the agenda was directed to bank association issues. Specific visits to tbe American Bankers Association and the Independent Community Bankm of America

Tasks Required (9.0)

8 Provide U. S. and third country mining The contractor will design, in coordination with the Bulgarian counterparts and lbe USAIDIBulgaria CTO; U.S. and third country-based mining programs u d internships for ACBnBI managers, and the most successful ofthe course participants with potential to be future trainers. Candidates for such b.i.hg to be identified jointly by IBUACB the USAIDIBulgaria CTO and the Contractor.

Tasks Accomplished (9.0)

A USA based study tour was conducted for one week in early December. Six Bulgarians anended, accompanied by the B m t s Group resident advisor. Meetings were held with representatives of the following organizations:

The American Bankers Association Institute of Celtified Bankers The American Institute of BanLing Independent Community Bankers of America Society for Human Resource Management Federal Deposit Insurance Corporation training center Bank of American training center for retail bankers.

Follow up actions steps will be developed in 2003.

Co~irroctor: Barents Group Reporting Period:Apd, 2003 Corrrracr #: PCE-1-00-99-000(M00 Task Order #: PCE-I-811-99-00006-00 Tjrle of Task Order: Banker Training Corrrrrry: Bulgaria

Bwk.eround o~id erpected results

The principal objectives of the project are the following:

Strengthen the International Banking Institute (Ell) as a financially self-sustainable institution and increase the standard of activities IBI provides to the banking community in Bulyia. Key capacities requiring development at rhc IBI include the following: - Develop and implement market rsearch methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price prodwts on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for thcir

promotion: - Create a computer-based training program, and hain a core team of lB1 gaff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. internal corporate governance, new productiservice development, oubeach programs. ac.) as requested by the ACB, and as approved by USAID, in order lo become a strong organization that is responsive to the needs of its member banks. These issues and needs will be identified through meetings ~ i t h the ACB management and members.

Ilontbly overview

The focus of activities during April, and future months, is to work closely with IBI slaff for the orderly transition of various functions. notably those dealing with marketing activities.

1BI has had a very strong start in its enrollment in short term courses delivend by Bulgarian instructors. 613 persons have attended these classes in thefirsf f a r months of 2003. This compares to 845 persons attending cl- for the enr i re~ar of 1999. one year prior to our association with IBI.

Effor~ also directed to assisting IB1 in the planning for two large regional conferences in September 2003. One will target Human Resource professionals and the second will focus 011 anti-corruption activities in the financial sector.

IBI library membership regulations completed and distributed. One corporate member has alrsady been established.

Tasks Required (1.0)

I. 3iarket Research 1.1 Develop quantitativdqualit.tive market research methods to assess mining

needs, and train the IBI staff in utilizing surveys. 1.2 Determine the appropriate software required to provide market research aud

analysis, and provide it. 1.3 Conduct one training needs analysis per year by IBI staff witb the gnidancc

and review of the consultant I.? Ensure the transfer of marketing research skills via on-the-job mining, and

build 1B1 staff capacity to manage its future marketing research activity. 1 5 Perform, together witb IBI, a competitive malysb of the

Bank training market, which influence current and fatarc training meeds.

Tasks accomplished (1.0)

181, in response to ongoing training needs requested by banks and non-banks alikc delivered the folio*-ing (6) classes in April.

Bank Guarantees in International Trade Investment Management FOREX cash and tellers transactions Marketing of Financial Services Market Risk Assessment Liquidity Management through RINGS implerncntation

123 persons participated from 33 banks. Tbir is the first month when every bank iu Bulgaria participated in an IBI class, witb the exception of three banks. Those not participating were Eurobank, NeRmvest Bank and Teximbank. Included in the participants were all major foreign owned banks and Citibank.

Tasks Required (2.0)

2. Bank Professional QnlliTiation 2.1 Determine strategy for sborUlong term development of banker quatificatiou,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank professions, .ad

develop recommendations to he presented for ACB and BNB approval. 2.3 Determine the framework for the short-term qualification subjects, methods of

training and Curricula.

Tasks accomplished (2.0)

CSA based study tour included meetings to examine USA certification models; specifically the lnslitute of Certified Bankers. The European Union standard has yet to be developed. \\ hich will be the standard IBI expects to adopt. The European Bank Traiping Network is undertaking this prqisft, which is still in the formative stages.

'ti

Tasks Required (3.0)

3. Financial Management 3.1 Develop a business plan and a model for pricing IBI products. 3.2 Work with IB1 management to develop internal controls and procedures to

ensure effective finaucial mauagemeut is in place. 3.3 Ensure the transfer of financial managemeat skills related to developing tbe

business plan and the pricing model through on the job training. Tbe IBUACB will remain financially self sustaining, generating suKikmt r e v a r e through member dues, courses, services and other sources, as permined by law.

Tasks Accomplished (3.0)

Asgregate tuition collected for USAID5amts courses, through December 2002, rrached 144,000 BGN or S72.000.USD. The funds will be used to bolster the capital for htm IB1 operations.

The IB1 library regulations were published in April and fee membenhips are being acquired.

New Bulgarian budget analysis sohare was tested and found to be inadequate. Continued research on the matter of appropriate software is ongoing.

Tasks Required (4.01

4. Training Program m d Advanced Courses 4.1 Develop an annual training program -subjects, methuds of trainhg,

curricula, trainers, and schedules. A concentrated effort should be made. to the highest extent possible, to use a library oftraining materials, dweloped under other projects.

4.2 Build the capacity of lB1 staff to develop and structure annual trauing programs.

4.3 Develop a solicitation program for the 1B1 to enhance relationships .ritb clients m d prospects, to mchde atablishment of an alumni program

4.4 Ensure the development of sustainable marketing skills within IB1, w h i h 4 1 enable the lustitute to compete in the bank traioing market.

4.5 Prepare an annual brochure with course descriptions curricula rod schedule-

4.6 Conduct courses, as identified in the training plan. The conrsa will be presented in Bulgariau in Sofia and major cities. All training materials (course curricula, instructional materials, texts, reference materials, d b t u c e learning materials and computer based training programs) should reflect the curreut Bulgarian banking and economic reality.

Tasks Accomplished (4.0)

4.1 & 4.6 Schedule of JZ courses completed, which is two more than originally planned 4. I Additional text books, received for the IBI Learnmg Resource Center. 4 I IBI is now fully functional in its capacity to develop its own training schedule.

4.3 The IBI Alumni Association database was completed through the November 2002 USAIDIBarents course calendar. April activity included consolidation of IBI and Barents Group data h a m 4.4 New marketing associate began employment in mid April. Initial efforts will be d i m e d to the fi~riher development of the IBI Library owt ions .

Tasks Required (5.0)

4 Computer - based training 4.7 Assbt 1BI to establish a team to be responsible for computer b d training,

coordinated with KHF m d other programs. 4.8 Identify and provide appropriate s o h a r e to support computer-based traiming. 4.9 Design computer based conrses. based on training needs analysis

Tasks Accom~lished (5.0)

TKO computer based programs, "Risk Management" and "lntemational Accounting Standards", developed by USAIDIBarents will be previewed for possible translation into Bulgarian from English. The estimated cost for the translation and re-programming would be 550.000 each.

Work begun on selecting USAIDiBarents course material, which could be converted into an e-learning format. This will be done in conjunction with a recently initiated GTZ funded consultancy. An individual with e-learning background staffs this consultancy with iBI. This project is presently on hold pending the continuation of the GTZ program

Tasks Required (6.0)

5 Pedagogical Skills 5.7 With IBI, establish a methodology to develop pedagogical skills in the areas of

instmctional design, presentation skills, and exercisclcwe development. 5.8 Use the pedagogical methodology; provide follow up training to IBI staff.

Use the pedagogical methodology; provide follow up training to IBI smff I. the areas of instructional design and course cmstomiution.

Tasks Accomplished (6.0)

Two (2 ) Training of Trainer courses w a e delivered in January. A USA based TOT. two-week program, was conducted in March 2002 through a third party provider, World Learning. Six Bulgarian bankers have been selected for this program. It is anticipated these persons will serve as future faculty members of IB1. Currently, four classes have been scheduled for September-December, using IBI faculty and USAID training materials.

Six new instructors. who have completed the TOT classes, are presently being scheduled as IBI instructors for classes in 2003.

One week TOT class developed for late May, 2003.

Tasks Required (7.0)

b 6 Communication strategy 6.7 Develop an IBI communication strategy and b - d m a PIR expert 6.8 Design a newsletter to the financial community, o r other parties, u deemed

m appropriate. r ' 6.9 Design an 1B1 web page.

6.10 Organize a roundtable to discuss trends and issues in the bank qua l ik t ioa . I

r Tasks Accomplished (7.0)

4

b IBI web site content and maintenance continued as an ongoing effort. The web site has been

P e\panded to permit inclusion of multiple links and 0th- large IBI files. 1

Ss\t edition of the IBI newsletter is in preparation for release in ApriUMay, 2003. "h

1 i Four roundtable discussions are scheduled on various topics for the month of June.

n Tasks Required (8.0)

7 Association of Commercial Banks assistlace I.' 8.1 Assist the ACB on priority issues (e.g. internal corporate governlaa, m e w

product/service development, outreach program, as r q n a t e d by the ACB, amd as approved by USAID. Further assistance will be identified and d e l i i in the

w annoal work plans.

Tasks Accomplished (8.0) Y

No specific USAID:Barents assistance for ACB was requested at this time. Two manbas of the ACB accompanied IBI managen on the USA Based study tow in December 2002. A

W. large portion of the agenda was directed to bank association issues. Specific visits to the . . American Bankers Asmiation and the Independent Community Bankers of America

1

w Tasks Required (9.0)

I 8 Provide U. S. and third country training

llvi The contractor will design, in coordiiation with the Bolgrrim counterpar& and the USAlDlBulgaria CTO; U.S. and third couotry-bud brioing programs and

, internships for ACB/lBI managen, and the most snccsrfnl ofthe course

1 participants nith potential to be fubrc miners. CandMata for such trahing to be identified jointly by IBUACB the USAIDIBulgaria CTO and the Contractor.

Tasks Accomplished (9.0)

A USA based study tour was conducted for one week in early December. Six Bulgarians attended, accompanied by the Barents Group resident advisor. Meetings were held with representatives of the following organizations:

The American Bankers Association Institute of Certified Bankers The American Institute of Banking Independent Comniunity Bankers of America

Cbirrractoc Barents Group Reporting Period: May, 2003 Contract #: PCE-1-00-99-00006-00 Task Order #: PCE-1-8 I 1-99-00006-00 Tide of Task Order: Banker Training Cmir~rry Bulgaria

Bwkzround and e~.perred resulrs

The principal objectives of the project are the following:

Sirengthen the International Banking Institute (IBI) as a financially self-sustainable institution and increase the standard of activities IBI provides to the banking community in Bdgm.a. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price produas on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing shlctegy for thcir

promotion: - Create a cornpuler-based training program, and train a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. i n t d corporate governance, new product~service developmen\ outreach programs. ccc.) as requested by the ACB, and as approved by USAID. in order to become a strong organization that is responsive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB management and members.

hlonthiy overview

Tno training of trainer workshops were delivered by a Bararts Group instructor. Thanes of the training were "Face to Face Selling Skills" and 'Team Building".

IBI has had a very strong start in its enrollment in short tmn co- delivered by Bulgarim instructors. 704 persons have attended these classes in thefirs~fiw monrhs of 2003. This compares to 845 persons attending classs for the entire year 011999, one year prior to our association with IBI.

Continued assistance provided to IBI in the planning for two large regional confaaves in Scptember~October 2003. One will target Human Resource professionals and the second will focus on anticonuption activities in the financial sector.

IBI library membership regulations completed and distributed. Both corporate and individual memberships are being subscribed.

Tasks Required (1.0)

1. hlarlret Research 1.1 Develop quantitative/quatitative market mearch methods to utm t n i n h g

needs, and train the IBI staff in utilizing surveys. 1.2 Determine the appropriate software required to provide markrt research and

analysis, and provide i t 1.3 Conduct one training needs analysis per year by 1BI stall with the guidance

and review of tbe consulhnt 1.4 Ensure the transfer of marketing research skills via on-tbcjob maiming, and

build IBI staff capacity to manage its future marketing research activity. 1.5 Perform, together with IBI, a competitive analysis of the

Bank training market, wbicb influence current and future training needs.

Tasks accomplisbcd (1.0)

IBI, in response to ongoing training needs requested by banks and non-banks alike, delivacd thc follo~ing (5) classes in May.

Credit Management (Two individual seminars) Specific pledges of collateral FOREX cash and tcllcrs transactions Reserve fund as liquidity of last resort

91 p o n s panicipated from 26 banks. This continues lo represent a very wide pvticipation among banks in Bulgaria.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for shodlong term devetopwnt of banker qnllllit.600,

tbe methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for ecrtil3eate programs for various bank profedoms u d

develop recommendations to be presented for ACB and BNB approval 2 3 Determine the framework lor the short-term qnalitication subjects, me&& of

training and Curricula.

Tasks accom~lished (2.0)

L S based study tour included meetings to examine USA certification models; specifically the Institute of Certified Bankers. The European Union slandard has yet to be developed, which will be the standard 1BI expects to adopt. The European Bank Training Neiworlc is undertaking this project, which is still in the formative stages.

Tasks Required (3.0) ,

3. Fmancial Management 3.1 Develop a business plan and a model for pricing IBI products.

3.2 Work witb IBI management to develop internal controls and procednres to ensure effective linancial management is in place.

3 3 Ensure the transfer of financial management skills related to developing the business plan and the pricing model through on the job training.

The IBUACB will remain financially self snstainiug, generating snllicient revenme through member dues, courses, services and other sources, as permitted by law.

Tasks Accomplished (3.0)

Qgregate tuition collected for USAID/Barents cowses, through Dcember 2002, rrached 141,000 BGN or S72.000.USD. The fkis will be used to bolster the capital for future IBI opations. No tuition charged for training of trainer workshops in May.

The IB1 library regulations were publisbcd in April and f a memberships arc being acquired.

New Bulgarian budget analysis software was tested and found to be inadequate. Continued research on the matter of appropriate software is ongoing.

Tasks Required (4.0)

4. Training Program and Advanced Courses 4.1 Develop an annual training program - subjects, metbods of training,

curricula, trainers, and schedules. A concentrated elT01-I should be made, to the highest extent possible, to use a library of training materials, developed under other projeeis.

4.2 Build the capacity of IBI staff to develop and stnictore annual ha inhg programs.

4.3 Develop a solicitation program for the IBI to enhance relationships witb clients and prospects, to inclnde establishment of m alnrrmi program.

4.4 Ensure the development ofsnsiainable marketing skills witbin IBI, which rrill enable the Institute to compete in the bank training markel

4.5 Prepare an annual brochure witb course descriptions, curricula and schedule.

4.6 Conduct courses, as ideniilied in the training plan. The courses will bt presented in Bulgarian in Sofia and major citia. All training materials (course curricula, instrtlctlonal materials, tests, reference materials, dhtUce learning materials m d computer based training programs) should reflect the current Bulgarian banking and economic reality.

Tasks Accomplished (4.0)

4 I & 4.6 Schedule of 44 courses completed. which is four more than originally planned. 4 I Additional text books, received for the IBI Lcaming Resource Center. 4 1 IB1 is now fully functional in its capacity to develop its own training schedule. 4 3 The IBI Alumni Association database was completed through the November ZOO2 1 SAIDrBarents course calendar. Previous activity included consolidation pfIB1 and Barents Group data bases 4.4 New marketing associate began employment in mid April. Initial efforts will be d i e d to IJK furlher development of the 1BI Library operations. Positive sales effort in May with a d d i t i d libmy

niemberships obtained. Promotional items obtained in fhe form of book bags and book markers to be gi\ en lo library users. Many audio cassette tapes convmed to the more permanent CD format.

Tasks Required (5.0)

4 Computer - based training 4.7 Assist IBI to establish a team to be responsible for computer based training,

coordinated with KHF and other programs. 1.8 Identify and provide appropriate software to support computer-based tninbg. 4.9 Design computer based courses, based on training needs analysis

Tasks Accomplished (5.Q

Two computer based programs. "Risk Management" and "lntemational Accounting S~andards", developed by USAIDlBarents will be previewed for possible b-anstation into Bulgarian from English. The estimated cost for the translation and re-programming would be S3).000 each.

Work begun on selecting USAIDlBarents course material. which could be converted into an e-learning format. This will be done in conjunction with a recently initiated GTZ funded consultancy. An individual with e-learning background stalfs this consultancy with IBI. This project is presently on hold pending the continuation of the GTZ pmgram

Tasks Required (6.0)

5 Pedagogical Skills 5.7 With IBI, establish a methodology to develop pedagogical skills in the are8s of

instructional design, presentation skills, and exercisc/case development 5.8 Use the pedagogical methodology; provide follow up training to IBI staff.

Tasks Accomplished (6.0)

F~fieen 1BI faculty candidates received training in the subjects of 'Team Building" and "Facc to Face Selling Skills". June classes are already scheduled with two mernbm of thew workshops on che sane subjects.

Tao (2) Training of Trainer c o w were delivered in January. A USA based TOT. two-we& program. was conducted in M m h 2002 through a third party pmvidn, World Learning. Six Bulgarian bankers have been selected for this pmgram. It is anticipated these persons will w e as future faculp members of IB1. Currently. four classes have been scheduled for September-December, using 1B1 Fxulty and USAlD training materials.

SIX new instructoix, who have completed the TOT classes, are prrsently being scheduled as IBI i~is~mctors for classes in 2003.

Tasks Required (7.0)

6 Communication strategy

6.7 Develop m 1BI communication strategy and train a PIR expert. 6.8 Design a newsletter to the financial community, or other parties, as deemed

appropriate. 6.9 Design a IBI web page. 6.10 Organize a rouodtable to discuss trends and issues in the bank qnalification.

x;~sks Accomplished (7.0)

IBI web site content and maintenance continued as an ongoing effort. The web site has been e\panded to p m i t inclusion of multiple links and otha large IBI files.

Nc\t edition of the IBI newsletter is in preparation for release in June 2003.

Four roundtable discussions are scheduled on various topics for the month of Jum.

Tasks Required (8.0)

7 Association of Commercial Banks a~sistance 8.1 Assist the ACB on priority issues (rg. internal corporate governance, new p r ~ d u c t k ~ i c e development, outreach prognmr, as q n e r t e d by the ACB, m d as approved by USAID. Further assistance will be identified and defined in the annnal work plans.

Tasks Accomplished (8.0)

No specific USAlDlBarents assistance for ACB was requested at this time. Two members of the ACB accompanied IBI managers on the USA Based study tour in December 2002. A lnrxe portion of the agenda was directed to bank association issues. Specific visits to the American Bankers Association and the Independent Community Bankers of America

Tasks Required (9.0)

8 Provide U. S. and third country training ~ h c contractor will design, in coordination with the Bulgarian counterparts and tbe USAIDIBulpria CTO; U S . and third country-hued training programs and internships for ACBABl managers, and the most snccessful of the conrse participants with potential to be future trainers. Candidates for such training to be identified jointly by IBUACB the USAID/Bulgaria CTO and the Contractor.

Tasks Accomplished (9.0)

A USA based study tour was conducted for one week in early December. Six Bulgarians attended, accompanied by the Bamnts Group resident advisor. Meetings were held with representatives of the following organizations:

The American Bankers Association l~istitute of Certified Bankers The American Institute of Banking Illdependent Community Bankers of America

Society for Human Resource Management

Y Federal Depostt Insurance Corporation training ccnta

r ' Bank of Ameican training center for =tail bankm.

& Follow up actions srcps will be developed in 2003.

1 '

Corrtractor: Barents Group Reporting Period: June. 2003 Cotrrracr #: PCE-1-00-99-00006-00 Tnrk Order #: PCE-I-811-99-00006-00 Tide of Task Order: Banker Training Cbrrrrtry: Bulgaria

B~rckpround and erpecfed results

The principal objectives of the project arc the following:

Strengthen the International Banking Institute @I) as a financially self-sustainable institution and increase the standard of activities IBI provides to the banking community in Bulgaria. Key capacities requiring development at the 1BI include the following: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgari~; - Develop a business plan and cost accounting model in order to price products on a

profitable basis, - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training program, and train a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. intanat corporate governance, new productlsavice development, outreach programs, ac.) as requested by the ACB, and as approved by USAID, in order to become a shong organization that is responsive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB management and members.

IBI has had a very strong start in its enrollment in short term courses delivered by Bulgarian instructors 830 persons have attended these classes in thefirst sir months of 2003. This compares to 845 persons attending classes for the entire yenr of1 999. one year prior to our association with IBI.

Continued assistance provided to IBI in the planning for two large regional conf-es in SeptmberIOctober 2003. One will target Human Resource professionals and the second will focus on anti-conuption activities in the financial sector.

Final edit of the next edition of the IBI Newsletter was completed.

Assisted IBI in preparations for their annual meeting, scheduled for July 11.2003

Tasks Required (1.0)

I . Market Research 1.1 Develop quantitative/qualitative market research methodcto assess training

needs, and train the IBI staff in utilizing surveys.

1.2 Determine the appropriate software required to provide market rcsarcb and analysis, and provide i t

1.3 Conduct one training needs analysis per year by IBI staffwith the gridamce and review of the consultant

1.4 Ensure the transfer of marketing research skills via on-the-job training, and build IBI staff capacity to manage its Rhtrc marketing research activity.

1.5 Perform, together with IBI, a competitive analysis of the Bank training market, which influence current and future training needs

Tasks accomplished (1.0)

IBI, in response to ongoing training needs requested by banks and non-banks alike. delivered che following (8) classes in June.

Internal Audit Technical market analysis Security of Financial Institutions in Bulgaria Face to Face Selling Skills (conducted by a TOT graduate in USAID programs) Cash and Tellers transactions in a foreign currency Financial Institution Analysis based on IAS .haIysis of Financial Indicators Eliot Wave Theory and Financial Market Analysis

126 persons participated from 24 banks and other financial sector firms. This continues to represent a very wide participation among banks in Bulgaria

Tasks Reqoired (2.0)

2. Bank Professional Qurtification 2.1 Determine strategy for sbort/long term development of banker qu.li2ic.tim,

the methods for its implementation, and sabmit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank profusions, u d

develop recommendations to be presented for ACB and BNB approval. 2.3 Determine the framework for the short-term qultiflcatlon subjects, methods of

training and Curricula.

Tasks accomplished (2.0)

USA based study tour included meetings to examine USA eatification models; specifically the Institute of Certified Bankers. The European Union standard has yeI to be dtvtlopad. n hich will be the standard IBI expects to adopt. The European Bank Training Network is undertaking th~s project, which is still in the formative stages.

IBI is now conducting in house training for Hebros and DSK Bank utilizing the Qrr:d$carion models designed by the respective banks.

Tasks Reqnired (3.01

3. Financial Management 3.1 Develop a business plan and a model for pricing IBI products. 3.2 Work with IBI management to develop internal controls and proredmm to

ensure effective financial management is in place 3.3 Ensure the transfer of financial management skills related to developig the

business plan and the pricing model through on the job training. Tbe IBllACB will remain financially self sustaining, generating sufficient revenue through member dues, courses, services and other sources, as permitted by law.

Tasks Accomplished (3.0)

A s e g a t e tuition collected for USAIDlBarents courses, through December 2002. m h e d 1 W.000 BGN or 572,000.USD. The funds will be used to bolster the capital for future lB1 operations. No tuition charged for training of trainer workshops in May.

The 1BI library regulations were published in April and f a memberships are being acquid .

New Bulgarian budget analysu s o f i r e war tested a n d f d to be inadequate. It oppeorr rhtrt IBI management is satisfed with the information and format provided by their existing sojhvare. Therefore. no future effort to develop alternative sofhvore is contemplaid at this rrrlre.

Tasks Required (4.0)

4. Training Program and Advanced C o n n a 4.1 Develop an annual training program - subjects, methods oftrai~ing,

curricula, trainers, and schednles. A concentrated effort should be made, to the highest extent possible, to use a library oftraining materials, developed under other projects.

4.2 Bnild the capacity of IBI staff to develop and structure annual training programs.

4.3 Develop a solicitation program for the IBI to enhance relationships with clients and prospects, to include establisbmcnt of an alumni program

4.4 Ensure tbe development of sustainable marketing skills within IBI, which mill enable the Institute to compete in the bank training market

4.5 Prepare m annual brochure with coune descriptions, curricula and schedule.

4.6 Conduct courses, as identifid in the training plan. The courses will be presented in Bulgarian in Sofia and major cities. AU training materials (course curricnla, instructional materials, texts, reference materials, distance learning materials and compnter based training programs) should relkrt the current Bnlgarian banking and economic reality.

Tasks Accomplished ( 4 4

4. I & 4.6 Schedule of 44 courses completed, which is four more than originally planned. -I. I Additional tent hooks. received for the IBI Learning Resource Centei: -1.2 IBI is now fully functional in its capacity to develop its own training schedule.

4.; The IBI Alumni Association database was completed through the Novenlber 2002 USAlDlBarents course calendar. Previous activity included consolidation of IBI and Barmts Group data bases 4.J New marketing associate began employmmt in mid April. Initial efforts will be directed to h e h~tiher development of the IBI Library operations. Positive sales effort continued in June with additional individual and corporate library membmhips obtained. Promotional items obtained in the form of book bags and book markers to be given to library users.

Tasks Required (5.0)

4 Computer - based training 1.7 Assist 1BI to establish a team to be responsible for computer based training,

coordinated with KHF and other programs. 1.8 Identify and provide appropriate software to support computer-based traiming. 4.9 Design computer based courses, based on hmining needs analysis

Tasks Accomplished (5.0)

\Yo& begun on selecting USAIDlBarmts course mataid, which could be converted into an e-learning format. This will be done in conjunction with a recently initiated CTZ W e d consultancy. An individual with e-learning background staffs this consultancy with IBI. This project is presently on hold pending the continuation of the GTZ program

Tasks Required (6.0)

5 Pedagogical Skills 5.7 With IBI, establish a methodology to develop pedagogical s k i b b the a m of

instroctional design, presentation skills, andercrciselease development.

U 5.8 Use the pedagogical methodology; provide follow up training to 1BI sta&

'I,

Tasks Accomplished (6.01

Fifteen IBI faculty candidates received training in the subjects of '"Team Building" and "Face to Fact Selling Skills" in May. A class was conducted in June with one TOT participant, on the subject of "Face to Face Selling Skills". Evaluations were very positive.

Tu o (2) Training of Trainer courses were delivered in January. A USA based TOT. No-week program, was conducted in March 2002 through a third party provider, World Learning. Six Bulgarian bankers have been selected for this program. It is anticipated these persons wtll serve as funue fvllhy members of IBI

Ten new instructors. who have completed the TOT classes. are presently being scheduled as IBI instructors for classes in 2003.

Tasks Required (7.0)

6 Communication strategy 6.7 Develop an IB1 communication strategy and train a PIR expert. ' 6.8 Design a newsletter to the financial community, or other parties, as deemed

appropriate.

6.9 Design an IBI web page. 6.10 Organize a roundtable to discuss trends and issues in the bank qualification.

Tasks Accomplished (7.0)

IBI web site content and maintenance continued as an ongoing effort. The web site has been expanded to pem~it inclusion of multiple links and other large IBI files.

Next edition of the IBI newsletter is in preparation for release in early July 2003.

Tasks Required (8.0)

7 .Association of Commercial Banks assistance 8.1 Assist the ACB on priority issues (e-g. internal corporate governance, new pmduct/Se~ice development, outreach programs, as q u e s t e d by the ACB, amd as approved by USAID. Further assistance will be identified and def ied in the annual work plans.

Tasks Accomplisbed (8.0)

No specific USAlDlBarents assistance for ACB was requested at this time. Two manbas of the ACB accompanied 1BI managers on the USA Based study tour in December 2002. A larse portion of the agenda was directed to bank association issues. Specific \isits to chc American Bankers Association and the Independent Community Bankers of America

Tasks Required (9.0)

8 Provide U. S. and third country training Tbe contractor will design, in coordination with the Bulgarian counterparts and the USAIDIBulgaria CTO; U.S. and third country-based training program and internships for ACBnBl managers, and the most successful oftbe course participants with potential to be future trainers. Candidates for such training to be identified jointly by IBUACB the USAIDIBulgaria CTO and the Contractor.

Tasks Accom~lkhed (9.0)

A USA based study tour was conducted for one week in early Lkembcr. Six Bulgarians attended, accompanied by the Barents Group mident advisor. Meetings were held with representatives of the following organizations:

The American Bankers Association Institute of Certified Bankers The .American Institute of Banking Independent Community Bankers of America Soclety for Human Resoume Management Federal Deposit Insurance Corporation training center Bank of American training center for retail bankers.

Follow up actions steps will be developed in 2003.

Cbrrtractor: Barents Group Reponing Pm'od: July. 2003 Controd 1: PCE-1-00-99-00006-00 Task Order #: PCE-1-8 1 1-99-00006-00 T;de of Task Order: Banker Training ('ormtry: Bulgaria

&rcknovnd and evpected results

The principal objectives of the project are the following:

Smengthen the International Banking Institute (IBI) as a financially self-wtainable institution and increase the standard of activities IBI provides to the banking commu~ty in Bulgaria Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training needs analysiq - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order lo price products on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing stralegy for rhcir

promotion: - Create a computer-based training program. and hain a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. intempl corporate governance, new product'service development, outreach programs. ac.) as requested by the ACB, and as approved by USAID, in order to become a strong organidon that is responsive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB management and members.

Monthk overview

IBI has had a very strong start in its enrollment in short term courses delivered by Bulgarian instructors. 941 persons have artended these classes in thejirst seven months of 2003. This compares to 845 persons attending classes for the enrireyeor of 1999, one year prior to our association with IBI.

Continued assistance provided lo IBI in the planning for two large regional c o n f a a ~ e s in SeptemberMovember 2003. One will target Human Resource professionals and the seond m i l l focus on anti-comption activities in the financial sector.

Developed additional in bank seminars on the subject of Customer Service. scheduled for First Investment Bank and Procredit Bank, in the months of September. October and November.

Fourth edition ofthe IBI newsletter Navigator was published.

Tasks Required ( I .O)

1. Market Research

1.1 Develop quantitativelqunlitative market research methods to uxrs trrinimg needs, and train the IBI staff in utilizing surveys.

1.2 Determine the appropriate software required to provide market -mb amd analysis, and provide it.

13 Conduct one training needs malysir per year by IBI staRwitb the gnidance and review of the consnltant

1.4 Ensure the transfer of marketing research s k i k via on-the-job training, and build IBI staff capacity to manage its future marketing research activity.

1.5 Perform, together with IB1,a competitive analysis of the Bank training market, wbicb inflnence current and future training n d

Tasks accomplisbed (1.0)

IBI, in response to ongoing training needs requested by banks and non-banks alike. de t ived the following (6) classes in July.

Credit Management System C h a w encashment Factoring Operations Forfeiting and Modem Schemes in Trade Finance - Amendments to the Foreign Exchange regime in Bulgaria Foreign Exchange and Cash transactions

I I I pasons participated from 20 banks and other financial sector firms. This continues to represent a very wide participation among banks in Bulgaria, particularly for ihe month of July.

In depth participant course evaluation forms are now in use for all IBI classes. Valuable feedback has been obtained for development of future programs.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for sborUlong term development of banker qualifkatim,

tbc metbods for its implemeatation, and snbmil for ACB approval 2.2 Analysis and needs for certificate programs for various bank professions, and

develop recommendations to be prarnted for ACB and BNB approval 2 3 Determine tbe framework for the short-term quatificatloo subjects, methods of

training and Curricula.

Tasks accomplisbed (2.0)

USA based study tour included meetings to examine USA certification models; specifically the Institute of Certified Bankers. The European Union standard has yet to be developed, which will be the standard 1BI expects to adopt The European Bank Training Network is undertaking this project, which is still in the formative stages.

IBI is now conducrir~g in house training for Hebros and DSK Banks. rrrilizing rhe Ql~c~lt/icotion models designed by the respective banks.

Tasks Required (3.0)

3. Financial Management 3.1 Develop a business plan and a model for pricing 1BI products. 3.2 Work with 191 management to develop internal controls and proccdum to

ensure effective linancial management h in place. 3 3 Ensure the transfer of financial management sWIb related to developimg the

business plan and the pricing model through on the job training. The IBUACB will remain fianciaUy self sustaining, generating sumcin t revenue through member dues, conrses, services and other sonrces, as permitted by law.

T a s k Accomplished (3.01

Aggregate tuition collected for USAID/Barents courses, through December 2002, reached 144.000 BGN or S72.000.USD. m e funds will be used to bolster the capital for future IBI operations. No tuition charged for training of trainer workshops in May.

The IBI library regulations were published in April and fee memberships are being acquired. Fees paid for new memberships totaled 787 BGN or S465. USD, thmugh the monUl of July.

New Bulgarian budget analysis software was tested and found to be inadequate. It appears that IBI management is satisfied with the information and format provided by their existing software. Therefore, no future effort to develop alternative software is contemplated ot &is time.

Tasks Required (4.01

4. Training Program and Advanced Courses 4.1 Develop an annual training program - subjects, melbods of training,

curricula, trainen, and schedules. A concentrated efiort should be nude, to the highest extent p i b l e , to use a library of training materials, developed under other projects.

4.2 Bnild the capacity of IBI staff to develop and structure annual trainimg programs.

4.3 Develop a solicitation program for the IBI to dmce rehtionships with clients m d prospects, to include establishment of an alnmni program.

4.4 Ensure the development of sustainable marketing ski& within IBI, which mill enable the Institute to compete in the bank training markel

4.5 Prepare an annual brochnrc with course descriptions, cnrriculn and schedule.

4.6 Conduct courses, as i d e n t i f i in the lraiming plan. Tbe courses wili be presented in Bulgarian in Sofia and major citks. All (raining materiab (course curricula, insb-uctiond materials, texts, reference materials, distance learning materials and computer based training programs) should relket the current Bulgarian banking and economic reality.

T a ~ k s Accamplished (4.0)

J I & 4.6 Schedule of 44 courses completed, which is four more than originally planoed. 4.1 Additional text books. received for the IBI Learning Rcsource Center. The Lib- h u ulreo+ anracted three corporaIe members and four individual members. T h i q v f h (35) books are already in circuhtioh 1.1 1BI is now filly functional in its capacity to dwelcp its own training schedule. 1.3 The IBI Alumni Association database was completed through the June 2003 Previous activity included consolidation of IBI and Barents Group data bases

4.4 New marketing associate began employment in mid April. Initial efforts will bc directed to the further development of the IBI Library operations. Positive sales effort continued in July with additional individual and corporate library memberships obtained. Pmmotional items obtained in cbc fonil of book bags and book markers to be given to library users.

Tasks Required (5.0)

4 Computer - based training 1.7 Assist IBI to establish a team to be responsible for computer based training,

coordinated witb KHF md other programs. 1.8 identify and provide appropriate software to support computer-bucd training. 1.9 Design computer based courses, based on training needs analysis

Tasks Accomplished (5.0)

Work begun on selecting USAIDiBarents course mataid, which could be convetled into an e-learning format. This will be done in conjunction with a ncenlly initiated GfZ funded consultancy. An individual with e-learning background staffs this consultaney with IBI. This project is presently on hold pending the continuation of the GTZ program

Tasks Required (6.0)

5 Pedagogical Skills 5.7 With IBI, establish a methodology to develop pedagogical ski& in the areas of

instructional design, presentation skills, and exercise/eue developmcnt 5.8 Use the pedagogical methodology; provide follow up training to 1B1 stam

Tasks Accomplished (6.0)

Fi heen IBI faculty candidates received training in the subjects of 'Team Buildiig" and "Face to face Sclling Skills" in May. A class was conducted in June with one TOT participant, on the subject of "Face lo Face Selling Skills". Evaluations were very positive.

Two (2) Training of Tniner courxs were delivered in January. A USA based TOT. two-week program, was conducted in March 2002 through a third party provider. World Learning. Six Bulgarian bankers have been selected for this pmgram. It is anticipated these pasons will save as future faculty members of IBI

Ten new instmctors. ~ h o have completed the TOT classes, are presently being scheduled as IBI ~nsrructon for classes in 2003. . Tasks Required (7.0)

6 Communicalion strategy 6.7 Develop an IBI communication strategy and train a P/R expert. 6.8 Design a newsletter to the fiuancial commnnity, or other parties, as d u d

appropriate 6.9 Design an IBI web page. 6.10 Organize a roundtable to diicuss trends and i s sue in the bank qualification.

Tasks Accomplihed (7.0)

IBI web site content and maintenance continued as an ongoing effon. The web site has ban expanded to pennit inclusion ofmultiple links and other large IBI files. The site was upyladed in July to include more detail on future programs, as well as the Library prognm. Over 4900 site visits since inception.

The fourth edition ofthe IBI newsletter was published in July.

Tasks Required (8.0)

7 ..bsociation of Commercial Banks lsristrnce 8.1 Assist the ACB on priority issues (cg. internal corporate govcrnamce, mew product/servke development, outreach program, u requested by rbe A- amd as approved by USAID. Further assistance will be i d e n t i f i and defined in the annual work plans.

Tasks Accomplished (8.0)

No specific USAID/Barents assistance for ACB was requested at this time. Two members of the ACB accompanied IBI manager; on the USA B a d study tour in Decemba 2002. A l a rp portion of the. agenda was directed to bank association issues. Specific visits to the American Bankers Association and the Independent Community Bankers of America

Tasks Required (9.0)

8 Provide U. S. and tbird country tr8ining The conmclor will design, in coordination with the Bulgarian ConnterprrIs and tLe USAID/Bulgaria CTO; U.S. and third eountry-bucd training program and internships for ACBABI managem, and the most successful of the Course participants with potential to be future bainer* Candidates for such trainimg to be identified jointly by IBUACB the USAID/Belgaria CTO and the Contractor.

Tasks Accomvlisbed (9.01

A USA based study tour was conducted for one week in early December. Six Bulgarians attended, accompanied by ihe Barcuts Group resident advisor. Mcetings were held with representatives of the following organizations:

The American Bankers Association Institute of Certified Bankers The American Institute of Banking Independent Community Bankers of America

U Soc~ety for Human Resource Management (SHRM) r Fed& Deposit insurance Corporation training center

Bank of American training center for rctail bankm. Y

I ' ,~/~rrerialsfiom the SHRM wsit haw &en iwlrumenral in the dedopmenr of the agenda for rhr forthcoming IBI conference on HR practicer. scheduled for Sepfember 2W3.

u

(b~trrocror: Barents Group Repommng Period: August. 2003 (iwrracr #: PCE-I-00-99-00006-00 Task Order #: PCE-1-8 1 1-99-00006-00 T d e of Task Order: Banker Training n : Bulgaria

H ~ r i ~ k ~ r o u ~ ~ d and expected results

Tlir principal objectives of the project are the following:

Strengthen the International Banking Institute (IBI) as a financially self-sudainabk institution and increase the standard of activities IBI provides to the banking communiry in Bu!yana. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for haining needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training program, and train a wre team of IB1 staff to manage

and update it.

.Assin the Association of Commercial Banks (ACB) to address priority issues (e.g. intanal corporate governance, new product'service development, o u m c h programs, ac.) as requested by the ACB, and as approved by USAID. in order to become a strong orgwization tIi;11 is responsive to the needs of its member banks. These issues and needs will be identified 1111-cugh meetings with the ACB management and members.

Zlonthlv - -~ overview

Ausust was a relatively inactive period, as IBI staffelected to take their holidays for the nii~.jority of the month. The BearingPoint advisor was also on pmonal leave for hvo weeks. 3s n as the BearingPoint local staff.

Dcspite the limited staffing, one IBI class was conducted. IBI continues to enjoy healthy elirollment in short term courses delivered by Bulgarian instructors. 959 persons have mended these classes in rhejrsr eight months of 2003. This comparrs to 845 persons allending classes for the entire yeor of 1999, one year prior to our association with IBI.

Limited assistance this month provided to IBI in the planning for the HR conference in September 2003

Cwtinued preparation for four C~rsronrer Senice seminars. scheduled for Fim Investment 8.11iic and Procredit Bank, in the months of September, October and November.

.- bsl;s Required (1.0)

I. \larket Research

1.1 Develop quantitative/qualitative market researcb methods to a s K a training needs, and train the IBI staff in utilizing surveys.

1.2 Determine the appropriate software required to provide market research .nd analysis, and provide iL

1.3 Conduct one training needs analysis per year by IBI staff with the gmidance and review of the consultant.

1.1 Ensure the transfer of marketing research skills via on-the-job training, and build IBI staff capacity to manage its future marketing research activity.

1.5 Perform, together with IBI, a competitive analysis ofthe Bank training market, which influence current and f u h r e training meeds.

Tasks accomplished (1.01

191, in response to ongoins training needs requested by banks and non-banks alike, delivered rhc following class in August.

Cash and Foreign Currency Transactions

18 persons participated in this class.

In depth participant course evaluation forms are now in use for all IBI classes. Valuable feedh& has been obtained for development of future program.

Tasks Required (2.01

2. Bank Professional Qualification 2.1 Determine strategy for shodlong term development of banker qu.lirition,

the methods for its implementation. and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank professions, u d

develop recommendations to be presented for ACB and BNB approval. 2.3 Determine the framework lor the short-term qualification subjects, metbods of

training and Curricula.

Tasks accomplished (2.0)

L;SX based study tour included meetings to examine USA catification models; spa i f id ly thc Institute of Certified Bankers. The European Union standard has yet to be developed, \\ h~ch n 111 be the standard IBI expects to adopt. The European Bank Training Network is undertakmg this project, n hich is still in the formative stages.

1/11 IS now condunir~g in house rminingjor Hebros and DSK Banks, wilizing the Q~at l~~car ion models designed b.v the respective banks.

Tasks Required (3.0)

2. Financial Management 3.1 Develop a business plan and a model for pricing 161 products.

3.2 Work with 181 management to develop internal controls and pmcalnres to ensure effective financial management is b place

3.3 Ensure the transfer of financial management skills related to devtlopig tbc business plan and the pricing model throngh on the job training.

The IBItACB will remain financially self sustaining, generating s u f f i n t revenue through member dues, courses, services and other sources, as permitted by law.

Tasks Accomplished (3.0)

Azgregate tuition collected for USAIDIBarents counts, through December 2002. reached 141.000 BGN or S 72,000.USD. The funds will be used to bolster the capital for future IBI operations. No tuition charged Tor training of trainer workshops in May.

T!w IBI library regulations were published in April and f a memberships are being q u i d . FLYS paid for new memberships totaled 787 BGN or S465. USD. througb the month of August.

Rew Bulgarian budget analysis software was tested and found to be inadequate. It appears th;~t IB1 management is satisfied with the information and format provided by their existing soliware. Therefore, no future effort to develop alternative software is contemplated a this ti~ne.

Tasks Required (4.0)

4. Training Program and Advanced Courses 4.1 Develop an annual training program - subjects, methods of rn inbg,

curricula, trainers, and schedules. A coneenIrated effort should be madc to the highest extent possible, to use a library of training materials. developed under other projects.

1.2 Build the capacity of IB1 staff to develop and structure annual triiming programs.

4.3 Develop a solicitation program for the IBI to enhance relationships with clients and prospects, to include establishment of an alumoi program.

1.4 Ensure the development of sustainable marketing skills within 1B1, wbkb will enable the Institute to compete in the bank training market.

4.5 Prepare an annual brochure with course descriptions, cumcola u d schedule.

4.6 Conduct courses, as identified in tbe training plan. The courses will be presented in Bulgarian in Sofia and major c i t i a AM training materids (course curricula, instructional materials, texts. reference materiak distance learning materials and computer based training programs) should reflect the current Bulgarian banking and economic reality.

Tasks Accomplished (4.0)

J I gi 1.6 Schedule of 44 courses compleled, which is four more than originally planned. - I I Additional text books. received for the IBi Learning Resource Center. The Librag has olrrady attracted three corporate members and four individual members, Thinyjhw (35) books are already in circulatiori.

4.2 161 is now fully functional in its capacity to develop its own training schedule. 4.3 The IB1 Alumni Association database was completed h u g h June 2003 Previous activity included consolidation of IBI and Bamts Group data bases

4.4 New marketing associate beyan employment in mid April. Initial efforts will be directed to the h~rther development ofthe IBI Library operations. Positive sales effort continued in July with additional individual and corporate library memberships obtained. Promotional items obtained in rhe limn or bwli bags and book markers to be given to librar). users.

L ~ s k s Required (5.0)

4 Computer - based training 1.7 Assist IBI to establish a team to be responsible for compnter based hniming,

coordinated with KHF and other programs. 4.8 Identify and provide appropriate software to support computer-based trainbg. 4.9 Design computer based courses, based on training meeds analysis

Work begun on selecting USAlDlBarents w u n e material, which could be converted into an e-learning format. l l i s will be done in conjunction with a recently initiated GTZ funded consultancy. An indwidual with e-learning background staffs this consultancy with IBI. This project 1s presently on hold pending the continuation of the GTZ program

Tasks Required (6.0)

5 Pedagogical Skills 5.7 With IBI, establish a methodology to develop pcdagogkal skUb in the areas of

instructional design, presentation skills, and exercisc/case development 5.8 Use the pedagogical methodology; provide follow up training to IBI st.&

Tasks .-\ccomplished (6.0)

Filieen IBI faculty candidates received training in the subjects of 'Team Building" and "Face to Face Sclling Skills" in May. A class was conducted in June with o m TOT participant, on the subject of "Face to Face Selling Skills". Evaluations were very positive.

Ti\ o (2) Training of Trainer courses were delivered in January. A USA bared TOT, two-week pl-ogam. was conducted in March 2002 h u g h a third party provider, World Learning. Six Bulgarian bankers have been selected for this program

r Tasks Required (7.0)

., 6 Communication strategy 6.7 Develop an IBI communication strategy and train a PIR expert.

Y 6.8 Design a newsletter to the linancial community, o r other parties. as dccmcd

1 . appropriate.

6.9 Design an IBl neb page.

h' 6.10 Organize a roundtable to discuss trends and issues in the bankqualifiition.

T;!sks Accomplished (7.0)

IHI web site content and maintenance continued as an ongoing effort. The web site has been e\p.inded to permit inclusion of multiple links and other large IBI fils. The site was uppraded in July to include more detail on future programs, as well as the Librarypropm O\cr 5200 site vis~ts since inception.

1 I I C foun!l cdition of the IBI newsletter was published in July.

Tmks Required (8.0)

7 ,Association of Commercial Banks assistance 8.1 Assist the ACB on priority issues (e.g. internal corporate governancq new producUservice development, outreacb programs, as r q u a t e d by the ACB, and as approved by US.4ID. Further assistance will be identilied and defmed u the annual work plans.

Tasks - -. Accomplished (8.0)

Xo specific USAlD.'Barents assistance for ACB was requested at this time. Two m b a s of ~ h c ACB accompanied 1BI manazers on the USA Based study tour in December 2002. A I;~l-ge portion of the agenda was directed to bank association issues. Specific visits to the X!nerican Bankers Association and the lndependmt Community Bankm of America

Tasks Required (9.0)

8 Provide U. S. and third country training The contractor will design. in coordination witb the Bulgarian counterparts and the USAlDIBulgaria CTO; U.S. and third country-bunf training programs and internships for ACBIIBI managers, and the most sucecssCul of the course participants witb potential to be future trainers. Candidates Cor such training to be identified jointly by IBllACB the USAID/Bnlgaria CTO and the Contractor.

T;;%sks Accomplished (9.0)

A (2% based study tour was conducted for one week in early December. Six Bulgarians al~ended. accompanld by the Barents Group resident advisor. Meetings were held with representatives of the following oganizations:

The American Bankers Associalion Institute of Certified Bankers The American lnstiru!e of Banking Independent Community Bankers of America

Society for Human Resource Management (SHRM) Fcderal Deposit Insurance Corporation training center Rmk of.4nierican mining center for retail bankers.

<

. I l , ~ i ~ t o ! ~ 11-0111 the SHRM vim hove been insfrumenfal in rhe development of the agendajor ~ h c lorfl;co~r~r~g IS1 co~,ference 011 HR practices. scheduled for September 2003.

Coirrracror: Barents Group Reporting Period: September, 2003 Cortrract #: PCE-I-00-99-o000&00 Task Order #: PCE-1-8 I 1-99-00006-00 Trde of Task Order: Banker Training Corortry.. Bulgaria

Buckpound and expecred resulrs

The principal objectives of the project are the following:

Strengthen the International Banking Institute (IBI) as a financially self-sustainable institution and increase the standard of activities IBI provides to the banking community in Bi~lgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for baining nads analysis; - Develop and implement a sbategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy Tor their

promotion: - Create a computer-based training program, and train a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to addrrss priority issues (e.g. internal corporate governance, new pmduct/senice development, o u t m h programs, etc.) as requested by h e ACB, and as approved by USAID, in order to become a strong organization that is responsive to the needs of its member banks. These issues and needs will be identified through meetings with the ACB management and members.

Monthly overview

In bank Custon~er Service workshops were delivered to a total of 76 employees of First Investment Bank and Procredit Bank by Bearingpoint instructor Lynda S w a w n

IBI has had a very strong start in its enrollment in short t a m courses delivered by Bulguian instructors 1012 persons have attended these classes in de f in t nine m o n h of2003. This compares to 845 persons attending classes for the e n f i r e ~ w r of 1999, one year prior to our association with IBI

IBI instructors delivered three classes to 53 participants

IBI presented an International Conference to over 70 participants on the subject of The Hrrrrtan Factor - Global Promoter of Development.

Tasks Required (1.0)

I. Market Research 1.1 Develop quantitaIive/qualitPtive market research methods to assess mining

needs, and train the IBI staff in utilizing survevs.

rs 1.2 Determine the appropriate software required to provide market research and

r analysis, and provide it. 1.3 Conduct one training needs analysis per year by IBI staff with the gnid8mce

and review of the consultant Y

1.4 Ensure the transfer of marketing research skills via on-thtjob training, amd ! build IBt staff capacity to manage its fotnre marketing research acbivity.

1.5 Perform, together with 1B1, a competitive analysis of the W

1 Bank training market, which influence current and future training needs.

Tasks accompliibed (1.0) Y !"

IBI, in response to ongoing training needs requested by banks and non-banks dike, delivered the following classes in September.

Risks in Credit Transactions Cash -Foreign Erdange Operations Mortgage Finance

53 persons attended these thm classes from eight different banks

In depth participant coune evaluation forms are now in ux for all lB1 classes. Valuable feedback has been obtained for development of future programs.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for sbortnong term development of banker q u l l i 6 C a h ,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate progmms for various bank professions, and

develop recommendations to be presented for ACB and BNB approval. 2 3 Determine the framework for the sbort-term quatiftcation subjects, metbods of

training and Curricula.

Tasks accomplished (2.0)

LISA based study tour included meetings lo examine USA certification models; specifically the Institute of Certified Bankers. The European Union standard has yet to be developed. \\ h~ch will be the standard IBI expects to adopt. The European Bank Training Network is undertaking this project, which is still in the formative stages.

IBI is now conducting in house training/or Hebras and DSK Banks. utilizing the Qtrnlifcation models designed by the rerpectiw banks.

Tasks Reqnired (3.0)

3. Financial Management .-

3.1 Develop a business plan and a model for pricing iBI products.

3.2 Work with IBI management to develop internal controls and procedures to ensure effective financial management is in place.

3.3 Ensure the transfer of financial management skills related to developing tbe business plan and the pricing model through on the job training.

The IBllACB will remain financially self snslaining, generating s u m c h t m a u e through member dues, courses, services and other sources, as permitted by law.

Tasks Accomplished (3.0)

Aggregate tuition collected for USAID/Barents courses, through September, 2003, reached 140,000 BGN or S75.000.USD. The funds will be used to bolster the capital for future IBI operations.

Tlie IBI libmy regulations were published in April and fae memberships are being q u i d . Frrs paid for new memberships totaled 1029 BGN or SMW).USD, through the month of September.

New Bulgarian budget analysis software was tested and found to be inadequate. It appears that 1BI management is satisfied with the information and format provided by heir cxisting sofiware. Therefore. no future effort to develop alternative software is contemplated at this lime.

Tasks Required (4.0)

4. Training Program and Advanced Courses 4.1 Develop an annual training program -subjects, methods of tmining,

curricula, trainers, and schedules. A concentrated effort sbould be nude, to the highest extent possible, to use a library of training materials, developed under other projects.

4.2 Build the capacity of IBi stall to develop and structure annual training programs.

4.3 Develop a solicitation program for the IBI to enhance relationships with clients and prospects, to include establishment of an alumni program

4.4 Ensure the development ofsustlinablc marketing skills within IBI, wbich .rill enable the Institute to compete in the bank training market.

4.5 Prepare an annual brochnre ~ i l b course descriptions, cunicula and schedule.

4.6 Conduct courses, as identified in the training plan. The conrres wi l l be presented in Bnlgarian in Sofia and major cities. All training materials (course curricula, insbuctional materials, texts reference materials, d k t u c c learning materials and computer based training programs) should reflect the current Bulgarian banking and economic reality.

Tasks A c c o m p l i s b e ~

4 I & 4.6 Schedule of 49 courses completed, which is nine more than originally planned. 4. I Additional text books, received for the IBI Learning Resource Center: The Library has already atfracledfitr corporate members and sir individual members. Active usage rontinues with many books in circulation.

4.2 IBI is now fully functional in its capacity to develop its own training schedule. 4.3 The IBI Alumni Association database was completed through June 2003 Previous activity included consolidation of lBl and Barenls Group data bases

4.4 New marketing associate began employment in mid April. Initial efforts will be directed to the further development of the IBI Library operations. Positive sales eflofl continued in July with atlditional individual and corporate library memberships obtained. hornotional items obtained in the fonn of book bags and book markers to be given to library users.

Tasks Required ( 5 4

4 Computer - based training 1.7 Assist IBI to establish a team to be responsible for computer based training,

coordinated with KHF and other programs. 4.8 Identify and provide appropriate sohvare to support compnter-based training. 4.9 Daign computer based courses, based on training needs analysis

Tasks Accomplished (5.0)

Work begun on selecting USAIDlSarents c o m e material, which could be converted into an e-learning format. This will be done in conjunction with a recently initiated GTZ funded consultancy. An individual with e-learning background staffs this consultancy with IBI. This project is presently on hold pending the continuation of the GTZ program

Tasks Required (6.0)

5 Pedagogical Skills 5.7 With IBI, establish a merhodology to develop pedagogical skills in the amas of

instructional design, presentation skills, and erercisekase development 5.8 Use the pedagogical methodology; provide follow up training to IBI stafl.

Tasks Accomplished (6.0)

FiTtsen IBI faculty candidates received training in the subjects of 'Team Building'' and " F a to F o a Selling Skills" in May. A class was conducted in June with one TOT participant. on the subject of "Face to Face Selling Skills". Evaluations were very positive.

Two (2) Training of Trainer courses were delivered in January. A USA based TOT, two-wedc program, was conducted in March ZOO2 through a third party provider. World Learning. Six Bulgarian bankers have been selected for this program

Tasks Required (7.01

6 Communication strategy 6.7 Develop an IBI communication stntegy and train a PIR expert. 6.8 Daign a newsletter to the financial community, or other parties, as deemed

appropriate. 6.9 Design an IBI web page. 6.10 Organize a roundtable to discuss trends and issues in the bankqualification.

.1 Tasks Accomplished (7.0)

IBI web site content and maintenance continued as an ongoing effort. The web site has been s\panded to permit inclusion of multiple links and other large IBI files. The site was upgraded in July to include more detail on future programs. as well as the Library program. 01 er 6000 site visits since inception.

The fourth edition of the IBI newsletter was published in July.

Tasks Required (8.0)

7 Association of Commercial Banks assistance 8.1 Assist the ACB on priority issues (cg. internal corporate governamce, new producUservice development, outreach programs, as requested by the ACB, u d as approved by USAID. Further assistance will be identified and defioed in the annual work plans.

Tasks Accomplished (8.0)

No specific USAID/Barents assistance for ACB was requested at this time. Two memben of the ACB accompanied IBI managers on the USA Based study lour in Dbctmber 2002. A large portion of the agenda was directed to bank association issues. Specific visits to h e American Bankers Association and the Independent Community Bankm of America

Tasks Required (9.0)

8 Provide U. S. and third country training The contractor will design, in cwrdiuatiou with the Bulgarian counterparts amd the USAID/Bulgaria CTO; U.S. and third country-based traiuing p rogram and internships for ACB/IBI managers, and the most succasful of the course

witb potential to be future trainers. Candidates for such training lo be identitied jointly by IBUACB the USAID/Bulgaria CTO and the Contractor.

Tasks Accomplished (9.0)

A USA based study tour was conducted for one week in early December. 2002. Six Bulgarians attended, accompanied by the Barents Group resident advisor. Meetings wm held \\ ~ t h representatives of the following organizations:

The American Bankm Association Institute of Certified Bankers The American Institute of Banking Independent Community Bankm of America Society for Human Resource Management (SHRM) Federal Deposit Insurance Corporation training cent- Bank of American training center for retail bankers.

,Ifoterials from rhe SHRW pkif have been insrntn~enral in rhe dedoprneni ofrhe agenda/or /he IBI conference on H R Practrce held rhrs Sepremher 2003.

U Thr conference was conducted over three days, with 31 d i f jent precerrfers. Q f t h a ~ number,

I ILW presenters were IBI instnrctors. Over seventy persam anended this ewnt. which uvrr ~oir~rly sponsored by IBI and the Association of Commercial Banks. Much ojrhe succrr nus

Ir rlrre fo lessons lwrnedjrom the information gathered during the sf@ four.

C'r~rirractor: Barents Group Reporting P e r i d October, 2003 (i~rrtract #: PCE-1-00-99-00006-00 Task Order il. PCE-1-8 1 1-99-00006-00 Tirle ofTask Order: Banker Training Corrritryr Bulgaria

The principal objectives of the project are the following:

S~rengthen the lnternationai Banking Institute (IBI) as a financially self-nraPiruble institution and increase the standard of activities IBI provides to the banking community in Bulgaria Key capacities requiring development at the IBI include the following: - Develop and implement market m h methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgari~; - Develop a business plan and cost accounting model in order to price products w a

profitable basis; - Elaborate an annual program of courses and semimars, and a marketing s m e g y for their

promotion: - Create a computer-based t r a i ~ n g program, and train a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. internal corporate governance, new product/service development, outreach programs. etc.) as requested by the ACB, and as approved by USAID, in orda to become a strong organiution that is responsive to the needs of its member banks. These issues and needs will be identified lhrough meetings with the ACB management and members.

\lontbly overview

A second series of in bank Customer Service workshops were delivered to a total of 73 employees of First Investment Bank by BearingF'oint instructor Lynda Swenson

IBI has had a very strong start in its enrollment in short t a m courser delivered by Bulgarian i~ist~ctors. 1083 persons have attended these classes in thefirst ten monrhs of 2003. This compares to 845 persons attending classes for the enrire)Por of 1999, one year prior to our association with IBI

IBI instmctors delivered five cl- to 70 pafiicipants

BearingPoint S e ~ o r Advisor represented IBI at the European Bank Training Nehvork Conference in Istanbul, Turkey.

IBI completed the physical relocation of operations to a new location with improved training fi~c~lities.

,. Tasks Required (1.0)

1. \larket Research

1.1 Develop quantitative/qualitative market research methods to rum training needs, and train the IBI staff in utilizing surveys.

1.2 Determine the appropriate soRware required to provide market rcsarcb and analysis, and provide it.

1.3 Conduct one training needs analysis per year by IBI staff with the guidance and review of the consultant.

1.4 Ensure the transfer of marketing research skills via on-the-job training, and build 181 staffcapacity to manage its future marketing research acti*+ty.

1.5 Perform, together with LBI, a competitive analysis of the Bank training market, which influence current and future training needs.

Tasks accomplished (1.0)

181, in response to ongoing training needs requested by banks and non-banks alike, detivaed ttK following five classes in October.

Leare Operatioris Cash - Foreigit Erchnnge Operations Fonnntion of o Credit Register Face to Face Selling Skills ( U W D TOTgrnduate deliwred rhis subject) Defensiw EIenients of the Euro

70 persons attended these five classes from nine different banks

In depth participant course evaluation forms are now in use for all 1BI classes. Valuable feadback has been obtained for development of future programs.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for sbortnong term development of banker qmll i f iclh,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certilicate programs for various bank professions, u d

develop recommendations to be presented for ACB and BNB approval. 2.3 Determine the framework for the short-term qualification subjects, methods of

training and Curricula.

Tasks accomplished (2.0)

USA based study tour included meetings to examine USA certification models; specifically the Institute of Cenified Bankers. The European Union standard has yet to be developed, which will be the standard IBI expects to adopt. The European Bank Training Network is undertaking this project, which is still in the formative stages.

1121 is now conductitrg in house training for Hebros andDSK Banks. utilizing rhe Q:rrrlificotiori ntodels designed b-v the respectire banks.

Tasks Required (3.0)

3. Financial htauagement 3.1 Develop a business plan and a model for pricing IBI products. 3.2 Work with 1BI management to develop internal controls and procedures to

ensure effective finaucial management is in place. 3.3 Ensure the transfer of financial management skills related to developing the

business plan and the pricing model through on the job training. The IBUACB wilt remain financially self sustaining, generating s u f f i h t revcnne through member dues, courses, services and other sources, as permined by law.

Tasks Accomplished (3.0)

Aggregate tuition collected for USAID/Barents couw. through October, 2003, reached 156,000 BGN or 580,0000.USD. The funds will be used to bolster the capital for hture IBI operations.

Tile IBI library regulations were published in April and fee memberships are being acquired. Fees paid for new memberships totaled 1029 BGN or S600.USD. through the month of October. Several new applications are pending.

Kew Bulgarian budget analysis software was tested and found to be inadequate. It appears that IBI management is satisfied with the information and format provided by their existing software. Therefore, no future effort to develop alternative software is contemplated at this time.

Tasks Required (4.01

4. Training Program and Advanced Courses 4.1 Develop an annual training program - subjects, metbods of training,

curricula, trainers, and schednles. A concentrated effort should be mad6 to the highest extent possible, to use a library oftraining materials, developed under other projects.

4.2 Build the capacity of IBI staff to dcvclop and stn~rterc annual training programs.

4 3 Develop a solicitation program for the IBI to enhance rdationships 6th clients and prospects, to include establishment of an alumni program.

4.4 Ensure the development of sustainable marketing skills wilbin IBI, which will enable the Institute to compete in the bank training market.

4.5 Prepare an annual brochure with course descriptions, curricula and schedule.

4.6 Conduct courses, as identified in the training plan. The courses will be presented iu Bulgarian in Sofia and major cities. All training materials (course curricula, instructional materials, texts, reference materials, distance learning materials and computer based training programs) should reflect the current Bulgarian banking and economic reality.

Tasks Accomplished (4.01

4. I & 4 6 Schedule of 52 courses completed, which is twelve more than originally planned. 4.1 Additional text books, received for the IBI Learning Resource Center. Tlrc Libmry has alrcw.ody amactedjive corporate members and sir individual members. Amk usage c nntinues nirh nrorrj books in circulation. 4 2 IBI is now fully functional in its capacity to develop its own training schedule. Irrcrrdarrce at the EBTX nrrnrral conference suggests IBI should add more corrrses related to

r h c proposed BASCL II nccords. specrfically regarding Operatio~ral Risk and Corporare (;vwrnance. 4.; The IBI Alumni Association database was completed through June 2003 Previous activity included consolidation of 1BI and Barents Gmup data bases 4.4 New marketing associate began employment in mid April. Initial efforts wilt be directed to tbe funher development of the IBI Library operations. Positive sales eNon continue with additional individual and corporale library memberships obtained. Promotional items obtained in the form of hook bags and book markers to be given to library users.

Tasks Required (5.0)

4 Computer - based training 1.7 Assist IBI to establish a team to be responsible for computer bawd training,

coordinated with KHF and other programs. -1.8 Identify and provide appropriate sothvare to support computer-based training. 4.9 Design computer based courses, based on training needs analysis

Tasks Accomplished (5.0)

N'ork begun on selecting USAIDlSarents course material, which could be convated into an e-learning format. This will be done in conjunction with a recently initiated GTZ Wed consultancy. An individual with e-learning background staffs this consultancy with IBI. This project is presently on hold pending the continuation of the GTZ program

Tasks Required (6.0)

5 Pedagogical Skills 5.7 With IBI, establish a methodology to develop pedagogical ski l ls in the areas of

instructional design, presentation skills, and exercisdcase development. 5.8 Use the pedagogical methodology; provide follow up training to IBI stam.

Tasks Accomplished (6.0)

Fifieen IBI faculty candidates received training in the subjects of'Tearn Building"and "Face to F m Sdling Skills" in May. A class was conducted in June with one TOT participant, on the subject of "Face to Face Selling Skills". Evaluations were very positive.

Two (2) Training of Trainer courses were delivered in January. A USA based TOT. two-week puoyrarn, was conducted in March 2002 through a third party provider, World Learnins. Six Bulgarian hmkers have been selected for this program

Tasks Required (7.0) - -

6 Communication strategy

6.7 Develop an IBI communication strategy and train a P/R erpert. 6.8 Design a newsletter to the linancial community, or other pallies, as deemed

appropriate. 6.9 Design an IBI web page. 6.10 Organize a roundtable to discuss trends and isrues in the bank qualifiatioa.

'I - asks Accomplisl~ed (7.0)

IBI web site content and maintenance continued as an ongoing effort. The web site has been expanded to permit inclusion of multiple links and other large IBI files. The site was upgraded in July to include more detail on future programs, as well as the Library program. Ovcr 6800 site visits since inception.

Dcsig work ongoing for a complete upgrade of the IBl web site. Implementation planned for early 2004.

The f o l d edition of the IBI newsletter was published in July. The fifth edition is scheduled for release in January. 2004.

Tasks Required (8.0)

7 Association of Commercial Banks assistance 8.1 Assist the ACB on priority issues (e.g. internal eorporrte governaocc, m e w producUservice development, outreach programs, as r q u a t e d by the ACB u d as approved by USAID. Further assistance will be identified and defined in the annual work plans.

Tasks Accomplished (8.0)

No specific USAID!Barents assistance for ACB was requested at this time. Two members of the ACB accompanied IBI rnanagers.on the USA Based study tour in Daember 2002. A Ixpe portion of the agenda was directed to bank association issues. Specific uisis to che American Bankers Association and the Independent Community Bankers of America

Tasks Required (9.0)

8 Provide U. S. and third country training The contractor will design, in coordination with tbe Bulgarian counterparts l a d the USAID/Bulgaria CTO; U.S. and tbird country-based training programs l a d ioternshi~s for ACBABl manaeen. and the most successful of the course

7

C prrticip&ts with potential to be future hi t ters . Candidates for such training to be identified jointly by IBUACB the USAIDIBulgaria CTO and the Contractor.

I I .4 C S A based study tour was conducted for one week in early December, 2002. Six Bulgarians attended, accompanied by the Barents Group resident advisor, Meetings were held

d \\ 1111 representatives of the following organizations:

I ' The American Bankers Association

liist~tute of Certified Bankers The American Institute of Banking Independent Community Bankm of America

Society for Human Resource Management (SHRM) Federal Deposit Insurance Corporation fraining centa Rank of American training center for retail bankers.

.\ L~terials from the SHRM visit have been instrumenml in the development of the agenda for rhr IBI conference on HR Practice held this SPplember 2003.

The conference was conducted owr three days, with 31 d~&entpresenters. Ofthat mnwnba. ICII presenters were IBI instructors. Over seventy persons attended this event. which war ; O I I I I ~ ~ sponsored by IBI and the Associarion of Commercial Bonks. Much ofthe success h.ar h c to I ~ S S O N learnedfrom the information garhered during the st& four.

~'orttractor: Barents Group Reporring Period: November. 2003 C;)rrrract #r PCE-I-00-99-00006-00 Task Order #: PCE-1-8 I 1-99-00006-00 T,r/e of Task Order: Banker Training ( imtry: Bulgaria

The principal objectives of the project are the following:

Strengthen the International Banking Institute (IBI) as a financially self-sustainable institution and increase the standard of activities IBI provides to the banking community in Rdyaria. Key capacities requiring development at the IB1 include the follo\ving: - Develop and implement market research methodology for baining needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an a ~ u a l program of courses and Kminars, and a marketing mategy for lheu

promotion: - Create a computer-based training program, and train a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. internal corporate governance, new productlservice development, o u m h progmns. etc.) as requested by the ACB, and as approved by USAID. in order lo become a strong organization thal is responsive to the needs of its member banks. These issues and needs will be identified tl?rough meetings with the ACB management and members.

J lontbly overview

.A series of in bank Customer Service workshops were delivard to a total of 59 employees of Procredit Bank by BearingPoin1 insbuctor Lynda Swenson

IB1 has had a very strong start in its auollment in short term courses delivered by Bulgarian instructors. 1260 persons have attended these classes in t h e m eleven months of 2003. This compares to 845 persons attending classes for the entire year of 1999, one year prior to our association uith IBI

IBI i n s t ~ c t o n delivered 13 classes to 177 participants. Included were 14 attendees from Croatia, Poland, Estonia, Lithuania, Romania and Slovenia

Tasks Required (1.01

I. l larket Researrb 1.1 Develop quantitativc/quslitativc market resllrcb methods to assess training

needs, and train the lB1 staff in utilizing surveys. 1.2 Determine the appropriate software required to provide market research and

analysis, and provide it.

1.3 Conduct one training needs analysis per year by IBI staN with the pidmee and review of the consultant

1.4 Ensure the transfer of marketing research skills via on-tbtjob tninimg, and build 181 staNcapacity to manage its h to re marketing mearcb activity.

1.5 Perform, together with 161, a competitive analysis of the Bank training market, which influence current and future training needs.

Tasks accomplished (1.0)

1B1, in response to ongoing training needs requested by banks and non-banks alike. delivered the following thineen classes in November.

Cash - Foreign Erchange Operations (3 classes) hrternational.4ccout~ting Standards (4 classes) Technical Anal~sis Discount Operutions Practical aspects ofjnancial accounting and taxation - Philosophy offinancial ornounring .. .. Fixed assets and lnvesrments Credit Assessnlent and Management Eliot Wave Theon

177 persons attended these thirteen classes from sixteen different Bulgarian banks, three finvrcid related institutions, Ministry of Finance, six foreign banks and various private indi\iduals. The breadth of participants is further evidence of the maturity and development of IBI as a sustainable institution.

In depth participant course evaluation forms are now in use for all IBI classes. Valuable feedback has been obtained for development of future programs.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for sbortfiong term development of banker qoaIiGcatiO..

tbe methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank professions, and

develop recommendations to be presented for ACB and BNB approval. 2.3 Determine the framework for the short-term qualffication snbjects, wtbods of

training and Curricula.

Tasks accomplished (2.0)

CSA based study tour included meetings lo examine USA cmification models; specifically the Institute of Cenified Bankers. The European Union standard has yet to be developed, \\liich will be the standard 1BI expects to adopt. The Eumpean Bank Training Network is undertaking this project. which is still in the formative stages.

IN1 is now conducri~~g in house training for Hebros and DSK Bonks. ufilfing the Q:~rrlijication modcls designed by the respectiw bank.

Tasks Required (3.0)

3. Financial Management 3.1 Develop a business plan and a model for pricing IB1 products. 3.2 Work with 1BI management to develop internal controls and procedures to

ensure effective financial management is in place. 3.3 Ensure the transfer o f financial management skills related to devekphg tbe

business plan and the pricing model througb on tbe job training. The IBI IACB wi l l remain financially self sustaining, generating suffuiemt revenue tbrougb member dues, courses, services and otber sources, as permitted by law.

Tasks Accomplished (3.0)

Ag-gate tuition collected for USAID/Barents courses, h u g h Novanba. 2003, reached 161.000 BGN or S85,OOOO.USD. The funds will be used to bolster the capital for futurc IBI operations.

The IB I library regulations were published i n April and fee memberships are being acquired. Fcrs paid for new memberships totaled 1029 BGN or S600.USD. through the month o f Ocrober. Several new applications are pending.

Sew Bulgarian budget analysis software was tested and found to be inadequate. It appears that 1BI management is satisfied with the information and format provided by their existing software. Therefore, no future effort to develop alternative software is contemplated at this l l l l l C

Tasks Required (4.0)

4. Training Program and Advanced Courses 4.1 Develop an annual training program - subjects, metbods o f training,

curricula, trainers, and scbedules. A concentrated emorl should be made, to the bigbest extent possible, to use a l ibrary o f training materials, developed under other projech.

4.2 Build tbe capacity o f I B I stam to develop and structure annual training programs.

4.3 Develop a solicitation program for tbe IBI to enbanrc relationship with clients and prospects, to include establishment o f an alumni program.

4.4 Ensure the development o f sustainable marketing skills within IBI, wbicb will enable the Institute l o compete in tbe bank training market.

4.5 Prepare an annual brocbure thitb course descriptions, curricula and schedule.

4.6 Conduct courses, as identified in tbe training plan. The courses will be presented in Bulgarian in Sofia and major cities. A l l training materials (course curricula, instructional materials, texts, reference materials, distance learning materials and computer based training programs) sbould reflect the current Bulgarian banking and economic reality. *

Tasks - Accomplished (4.0)

4 I & 4.6 Schedule of SZ courses completed. which is twelve more than originally planned. -I I Additional text books, received for the IBI Learning Resource Center. The Library has olrvndy amodedfive corporate members and sir individual members. Active usage continues with rnony books in circulation. -I 1 IBI is now fully it~ncrional in its capacity to develop its own training schedule. .-~rr~~rr~lance at !he E B m ormual conference suggests IBIshould odd more courses relared to ~ h c proposed BASEL / I nccords, speci/icolly regarding Operarional Risk and Corporate G~nernance. -I 3 The IB1 Alumni Association database was completed through June 2003 IJrzvious activity included consolidation of IBI and Barents Group data bases

-1 -I New marketing associate began employment in mid April. Initial efforts will be directed to the h h e r development of the IBI Library operations. Positive sales effon continue with additional individual and corporate library memberships obtained. Promotional items obtained in the form of book bags and book markers to be given to library users.

Tasks Required (5.0)

4 Computer - based traioing 4.7 Assist IBI to establish a team to be responsible for computer based training.

coordinated with KHF and other programs. 4.8 Identify and provide appropriate software to support compnter-based training. 4.9 Design computer based conrsn, based on training needs analysis

Tasks Accomplished (5.0)

\4ork begun on selecting USAIDEJarents course material, which could be convened into an e-learning format. This will be done in conjunction with a recently initiated GTZ funded clwsultancy. An individual with e-learning background staffs this consultancy with IBI. This project is presently on hold pending the continuation of the GTZ program

Tasks Required (6.0)

5 Pedagogical Skills 5.7 With IBI, establish a methodology to develop pedagogkal skills in the areas of

instructional design, presentation skiUs, and ererciK/case development 5.8 Use the pedagogical methodology; provide follow up training to IBI staff.

Tasks Accomplished (6.01

FI fteen IBI faculty candidates received haining in the subjects of "Team Building" and "Face to Face Scll~ng Skills" in May. A class was conducted in June with one TOT paicipant. on the subject of "l:;~ce to Face Selling Skills". Evaluations were very positive.

T\\ o (2) Training of Trainer courses were delivend in January. A USA based TOT. two-wbek prayram, was conducted in March 2002 through a third party provider, World Learning. Six Bulgarian bmkers have been selected for this program

Tasks Required (7.0)

6 Communication strategy 6.7 Develop an IBI communication strategy and train a P/R experL 6.8 Design a ne\vslelter to the financial community, or other parties, as deemed

appropriate 6.9 Design an IBI web page. 6.10 Organize a roundtable to discuss trends and issues in the bank qualification.

l ; ~ s k s Accomplished (7.01

161 web site content and maintenance continued as an ongoing effort. The web site has been clpmded to permit inclusion ofmultiple links and other large IBI files. The site was upgraded in July to include more detail on future programs, as well as the Library program. Owr 6800 site visits since inception.

Dssign work ongoing for a complete upgrade of the IBI web site. lmplementation planned for e:dy 2 W .

The fourth edition of the IBI newsletter was published in July. The fifth edition is scheduled for release in January 2 0 4 .

7 Association of Commercial Banks assistance 8.1 Assist the ACB on priority issues (cg. internal corporate governan* new product/service development, ontreach programs, as requested by the ACB. and as approved by USAID. Further assistance will be identified and defined in the annual work plans.

Tasks Accomplished (8.0)

No specific USAlDcBarents assistance for ACB was requested at this time. Two members of r! h e ACB accompanied IBI managers on the USA Based study tour in December 2002. A Inrze potion of the agenda was directed to bank association issues. Specific visits to h e American Banken Association and the independent Community Bankm of America

W Tasks Required (9.0)

8 Provide U. S. and third country training The contractor will design, in coordination with the Bulgarian counterparts and the USAID/Bulgaria CTO; U.S. and third country-based training programs and internships for ACMBl managers, and the most successfi~l of the course participa~ts with potential to be fulure trainers. Candidates for such iraining to be -. identified jointly by IBIIACB the USAlD/Bulgaria CTO and the Contractor.

m T s k s Accomplished (9.0)

I '

YI ' .A C SA based study tour was conducted for one week in early Decembtr;ZOO2. SIX B~~lgarlans attended, accornpan~ed by the Barents Group res~dent advisor. Meetings were held

I ' \\ 1111 represmtatwes of the following organizations:

1-lie American Bankers Association l~istitute o f Certified Bankers The American Institute o f Banking I~idependent Community Bankers o f America

Society for Human Resource Management (SHRM) Fcderal Deposil Insurance Corporation training center Bank o f American training center for retail bankers.

.\ltrrerialsfrom the SHRM visit haw been instrumental in the dewlopmenr of the agenda for 111~. IBI conference on HR Practice held this September 2003.

71rc conference was conducred over three days. with 31 d~fferenr presenters. Qf thd number. rcrr presenters were IBI instructors. Owr seventy persons attended this evonr. which unr loirrt[v sponsored by IBI and rhe Association of Commercial Banks. Much of the nrccw wu chrv to Iessons learned from the information gathered during the study tour.

Cnnrraclor: Barents Group Reporting Period: December. 2003 ( 'iwrrocr#: PCE- I-00-99-00006-00 Task Order #: PCE-1-811-99-00006-00 T h o f Task Order: Banker Training C ' , w r r r ~ c Bulgaria

The principal objectives of the project are the following:

Strengthen the International Banking Institute OBI) as a financially self-sustainable institution and increase the standard of activities IBI provides to the banking community in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training needs analysis; - Develop and implement a sbategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program of courses and xminam, and a marketing strategy for their

promotion: - Create a computer-based training program, and train a core team of IBI staff to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. intanal corporate governance, new product'service development, oubeach programs, etc.) as requested by the ACB, and as approved by USAID, in order to become a stmng organization that is responsive to the needs of its member banks. T h e issues and needs will be idenlificd ~hrough meetings with the ACB management and members.

llonthly overview -

December activity was limited due to holiday vacations by the IBI staffand bank clients in thc second half of the month.

\\ark continued on the fifth edition of "Wavigatof', IBl's periodic newsletter

Rank candidates inteniewed by BearingPoin1 staff for SME training in Italy

IHI has had a very strong year in its enrollment in short term courses delivered by Bulgarian i~islmctors. 1287 persons have attended these classes in 2003. This compares to 845 penons allcnding classes for the entirel.ear of 1999, one year prior to our association with IBI

T_nsks Required (1.0)

I . \Iarket Research 1.1 Develop quantitativdqmalitative market research methodsto assess training

needs, and train the IBI staff in utilizing surveys. 1.2 Determine the appropriate sofhvare required to provide market research and

analysis, and provide it.

1 3 Conduct one training needs analysis per year by IBI stafiwitb the guidance and review of the consultant.

1.4 Ensure the transfer of marketing research skills via on-the-job t d i g , and build IBI staff capacity to manage its future marketing researcb activity.

1.5 Perform, together with IBI, a competitive analysis of the Bank training market, which influence current and future training needs.

Tasks accomplished (1.0)

IBI. in rrsponse to ongoing training needs requested by banks and non-banks alike, dclivcred the following four classes in December.

Inren~ational .Ircotrntirzg Standards for Bank credit inspecrors Factoring Operatiorzs Pracrical aspects ofJnancial accounting and taxation Credit and Operational Risk Assessmenf

17 persons attended these four classes from ten different Bulgarian banks.

In depth participant course evaluation forms are now in use for dl IB1 classes. Valuable frrdback Ins been obtained for development of future pmgtams.

Tasks Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for sborttlong term development of banker qullifuatiom,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate progrrms for various bank professions, and

develop recommendations to be presented for ACB aud BNB approval. 2.3 Determine the framework for the short-term qualification subjects, methods of

training and Curricula.

T_;rsks accomplished (2.0)

1 S A based study tour included meetings to examine USA certification models; specifically the Institute of Certified Banken. The European Union standard has yet to be developed. \r hich will be the s~andard IBI expects to adopt. The European Bank Trainins Network is imdertaking this pmject, which is still in the formative stages.

1/31 has conducted in house training for Hebros and DSK Bank. utilizing the plalificotion rrrnrlels designed 6,. the respecriw bonk.

Tasks Re~uired (3.0)

3. Financial Alanagement 3.1 Develop a business plan and a model for pricing IBf products.

3.2 Work with IBI management to develop internal controls and procedures to ensure effective lioancial management is in place.

3 3 Emure the transfer of financial management skilb related to developing the business plan and the pricing model through on the job training.

The IBIIACB will remain financially self sustaining, generating suffuieut revenue through member dues, courses. services and other sources, as ptrmined bv law.

'1-~sks Accomplished (3.0) -

Aryregate tuitlon collected for USAlDlBmnts courses. through December. 2003, reached 1~~1.000 BGN or SS5.0000.USD The funds will be used to bolster the capital for future IBI

The IBI library regulations were published in April and fee memberships are being acquired. Fccs paid for new memberships totaled 1050 BGN or S675.USD. through h e month of December. Several new applications w m obtained along with renewal of existing niemberships.

Kcw Bulgarian budget analysis software was tested and found to be inadequate. It appears i l i ; ~ ~ IBI management is satisfied with the information and format provided by their existing sonware. Therefore. no future effort to develop alternative sot?wm is eontemplared at this IInle.

Tasks Required (4.01

4. Training Program and Advanced Courses 4.1 Develop an annual tmining program - subjects, methods of tdning,

curricula, trainers, and schedules. A concentmted effort sbould be made, to the highest extent possible, to use a library of trrining materials, developed under other projects.

4.2 Build the capacity of1BI staff to develop 8nd structure annoal hn inbg programs.

1.3 Develop a solicitation progrrm for the IBI to enhance retationship with clients and prospects, to include establishment of an alumni progrrm.

4.4 Ensure the development of sustainable marketing skills within IBI, which will enable the Institute to compete in the bank trrining market.

4.5 Prepare m annual brochure with course descriptions, curricula and schedule.

1.6 Conduct courses, as identified in the training plan. The courses niU be presented in Bulgarian in Sofia and major cities All training materials (course curricula, instroction81 materials, texts, reference materiais, distance learning materials and computer based training programs) should r c k t the current Bulgarian banking and economic reality.

'I-;~dis - Accomplished (4.0)

4 I & 4.6 Schedule of 52 counes completed, which is twelve more ~han originally planned.

4. I Additional text books, received for the IB1 Learning Resource Center. The L i b v has rrIrra& anratledfive corporate members and six individual members. A t l i w usage ci~rrtinues with marry books in circulation. 1 2 IBI is now fully functional in its capacity to develop its own training schedule. .,l~rtmfance at the EBTN annual conference sugges~~ IBI should add nrore courses relared to 11-c.proposerl BASEL I1 rrccords, specijically regarding Operarionol R~sk arrrl Corporate 1 mwrnance. 4 .: The IBI Alumni Association database was completed through June 2003 l'rsvious activity included consolidation of IBI and Barents Group data bases 4.4 New marketing associate began employment in mid April. Initial efforts will be dirsted to rbe hirther development of the IBI Library operations She has also assumed the complete publication of the newslefler and web site maintenance. Tasks Required (5.01

-I Computer - based training 4.7 Assist IBI to establish a term to be responsible for computer based training,

cwrdiuated with KHF and otber programs. 4.8 Identify and provide appropriate software to support computer-based training. 4.9 Design computer based courses, based on training needs analysis

'I - asks Accomplished (5.0)

Work begun on selecting USAID/Barents course material, which could be convmed into an e-learning format. This will be done in conjunction with a recently initiated GTZ frmdcd consultancy. An individual with e-learning background staffs this consultancy with IBI. This poject is presently on hold pending the continuation of the GTZ program

Tasks Required (6.0)

i Pedagogical Skills 5.7 With IBI, establish a methodology to develop pedagogical skilb in the a- of

instructional design, presentation skills, and exercidcase development. 5.8 Use the pedagogical methodology; provide follow up training to 1BI staff.

FI lieen IBI faculty candidates received training in the subjects of 'Team Building" and "Face to Face Sclling Skills" in May. A class was conducted in June with one TOT participant, on the subject of " r x e to Face Selling Skills". Evaluations were very positive.

Trio (2) Training of Trainer courses were delivered in January. A USA based TOT, two-week pingam, was conducted in March 2002 through a third party provider. World Learning. Six Bulgarian h.l~~kers have been selected for this program

Tasks Required (7.0)

6 Communication strategy .- 6.7 Develop an 1BI communication strategy and train a PIR expert 6.8 Design a newsletter to the financial community, or other parties, as deemed

appropriate.

6.9 Design an IBI web page. 6.10 Organize a roundtable to discuss trends and issues in the bank qualification.

T;~sks - .. Accomplished (7.0)

lltl web site content and maintenance conlinued as an ongoing effort. The web site has been n p n d e d to permit inclusion of multiple links and olhn large IBI files. The site was upgraded in July to include more detail on future programs. as well as the Library progtam. 0 1 er 7000 site visits since inception.

Dcsign work ongoing for a complete upgrade of the IBI web site. Implementation planned for e d y 2004.

Tlw fourth edition of the IBI newsletter was published in July. The f i f i edition is scheduled I;)r release in February 2004.

7 Association of Commercial Banks assistance 8.1 Assist the ACB on priority issues (e.g. internal corporate governamce, new productlscrvicc development, outreach program, as requested by the ACB, and as approved by USAID. Further assistance will be identified and defined in the annual work plans.

1-asks Accomdished (8.0)

So specific USAlDiBarents assistance for ACB was requested at this time. Two members of tlic ACB accompanied IBI managers on the USA Based study tour in December 2002. A I.rrge portion of the agenda was directed to bank association issues. Specilic visits to the American Bankm Association and the Independent Community Bankers of America

l';~sks Required (9.01 -

8 Provide U. S. and third country training The contractor will design, in coordination with the Bulgarian counterparts and ibe USAlDlBulgaria 0'0; U.S. and third country-based training programs and internships for ACBnBI managers, and the most successful oflhe coursc participants with potential to be future trainers. Candidates for such training to be identified jointly by IBI/ACB the USAIDlBulgnria CTO and the Contractor.

]:asks Accomplished (9.0)

A USA based study tour was conducted for one week in early December, 2002. Six Bulgarians attended. accompanied by the Barents Group resident advisor. Meetings were held n ~ t h representatives of the following organizalions:

TIw .American Bankers Association I~iilitute of Certified Bankers The American lnstirute of Banking Independent Community Bankers of America

Society for Human Resource Management (SHRM) rcderal Deposit Insurance Corporation training center R m k of American training center for M a i l bankers.

Il,rfrrmls from the SHRM visit have been instrumental in the development of the agenda for 111,. IBI conferenre on HR Practice held this Seprembcr 2003.

111~. rorrfer-rnce iws ronrl~rc~ecl over three days. with 31 diflerent presenrers. Ofthai nuntber. r tw presenters were IBI isstrr~ctors. Over seventy persons attended this event. which war i,~rrrt,v sponsored hp IBI and the Association of Commercial Banks. Much of the success nus 111rt. to lessons learned front the information gathered during the study tour.

(.arrractor: Barents Group Reporling P e r i d January. 2004 ( .~rrroct #: PCE-I-00-99-00006-00 Task Order #r PCE-1-8 1 1-99-00006-00 7 ;:b. of Tmk order^: Banker Training ( ,~rmrry: Bulgaria

The principal objectives o f the project are the following:

S:~cngthen the International Banking Institute (191) as a financially self-sustainable in.titution and increase the standard of activities 191 provides to the banking community in I311lyaria. Key capacities requiring development at the 191 include the following: - Develop and inlplement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in order to price products on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: Create a con~pater-based training program, and train a core team of IBI staff to manage m d update it.

.-\.sist the Association of Commemial Banks (ACB) to address priority issues (e.g. internal corporate governance, new producb'senice development, outreach programs, etc.) as requested by the ACB, and as approved by USAID, in order to become a strong organitation 111.11 is responsive to the needs of its member banks. These issues and needs will be identified tlilnwgh meetings w t h the ACB management and members.

llnnthlv overview

\\'ark continued on the fifth edition of "'Navigator", 191's periodic newslener.

\?n>rk continued on the IBI website upgrade.

II!I enrollment in short tern) courses delivered by Bulgarian instructors totaled 41 participants it: !bur courses.

Tnslis Required ( 1 9

I . Varket Research 1.1 Lkvelop quantitativdqualitati\-e market research methods to assess training

needs, and train the 1BI staff in utilizing surveys. 1.2 Determine the appropriate software required to provide market research and

analysis, and provide it. 1.3 Conduct one training needs analysis per year by IBI staff with the guidance

and re\iew of the consultant. 1.4 Ensure the transfer of marketing research skills via on-the-job training, and

build IBI staff capacity to manage its future marketing research activity.

1.5 Perforni. together with 1B1, a competitive analysis ofthe Bank training market, which influence current and future training needs.

Tasks accomplished (1.0)

181, in response to oiiyoing training needs requested by banks and non-banks alike, delivered the rollowing four classes in January

I~rrentafionnl :Ircoiiriring and rararios Trade Finance Real Esrore Finmre Cush in F0re.v rrcrnsncrions

-11 sons anended these four classes from six different Bulgarian banks and three non banks

In depth participant course evaluation forms are now i n use for all IBI classes. Valuable feedbark has been obtained for development o f future programs.

2 :I+ Required (2.0)

1. Bank Professional Qualification 2.1 Determine strategy l o r sborUlong term development o f banker qual i r i t iom,

the methods l o r its implementation, and submit lo r ACB approval. 2.2 Analysis and needs for certificate programs for various bank professiomg and

develop recommendations to be presented lo r ACB and BNB approvaL 2.3 Determine the Ramework l o r the short-term qualification subjects, methods of

training and Curricula.

:I':tsl;s accomplished (2.0)

y, I SA based study tour included meetings to examine USA certification models; specifically 1 1 3 ~ . Institute o f Certified Bankers. The European Union standard has yet to be developed. .. hach be the standaid IB1 expats to adopt. The European Bank Training Netuork is

q". ~~l;~isrtaking this project. which is still in the formative stages.

If: / hos condi~crecl~r~ home rrooring for Hebros and DSK Banb. urr/r:tng rhe Q~tolrjictiriotr

a U A slels designed hi the respectwe bonks.

a l-;isks Required (3.0)

-t 3. Financial 3lanagement

IP 3.1 De8elop a business plan and a model for pricing I B I products. 3.2 \Vork \\ i th 181 management to develop internal controls and p r w e d u m to

v - ensure elfecti\e financial management is i n place.

Bm ' 3.3 Ensure the transfer o f financial management skills retate&to dettloping the business plan and the pricing model through on the job training.

1'

'I:

The lB l lACB wi l l remain financially selfsustaining, generating s u ~ c i c o t revenue through member dues, courses, senices and other sources, as permitted by lac.

-1. .<regate tuition collected for USAID/Barents courses. through Deceniber. 2003. reached I ! . i.000 BGN or SSS.OO.USD. The funds wil l be used to bolster the capital for future lB1 ty~.rations.

1 hi I B I library reylations were published in April and fee memberships are being acquirtd. t i ~ . s paid for new niernbenhips totaled 1050 BGN or S675.USD. through the month o f I)~csmber. Several new applications were obtained along with renewal o f existing n:~.niberships.

\ L \ \ Bulgarian budget analysis software was tested and found to be inadequate. I t appears !I!.II IBI management is satisfied with the information and format provided by their existing ~t$ii\\-are. Therefore. no future effort to develop alternative software is contemplated at this l i ! l l<~

I .~r l is Required (4.0) - -

4. Training Program and Advanced Courses 4.1 Develop an annual training program - subjects, methods o f training,

curricula, trainers, and schedules. A concentrated e l io l t should be made, to the highest extent possible, to use a l ibrary of mining materials, developed under other projects.

4.2 Build the capacity o f 1B1 staR to develop and sIrncturc annual training programs.

4.3 Develop a solicitation program for the IBI to cnbance relationships with clients and prospects, to include establishment o f an alumni p rogram

4.4 Ensure the development o f sustainable marketing skills within IBI, which wi l l enable the Institute to compete i n the bank training market.

4.5 Prepare an annual brochure witb course descriptions, curricula and schedu le.

4.6 Conduct courses, as identilied in the training plan. The courses wi l l be presented in Bulgarian in Solia and major cities. A l l training materiak (course curricula, instructional materials, texts, reference materials, distance learning materials and computer based training programs) should reflect the current Bulgarian banking and economic reality.

I m k s Accomplished (4.0)

4 I 8: 4.6 Schedule o f 52 courses completed, which is twelve more than originally planned. -I I .Additional te l l books. received for the IBI Learning Resource Center. The Library has rrlr-r~od~ amacwdjilr corporare members and sir individual members Actiw usage c-v~rrinues with ntony books in circulation. -1 ' IBI is now filll! hnctional in its capacity to develop its onn training schedule.

i:~mdonce rrt rhe EEL\' ~rrrrrrrni corrjererrce suggests IBl should odd more corrrses relared ro I;,, proposed BASEL / I ~lccords. spec~jically regarding Operafional Risk a id Corporate ( 3 . .!'enlo!?ce. 4 : The IBI Alumni Association database was completed through June 2003

I . I L \ ious activity included consolidation of IBI and Barcnts Group data bases 4 -1 New marketin: itssociate began employment in mid April. Initial efforts will be directed to the li,~ther developmelit of !he 181 Library operalions She has also 3ssumed ihc complete publicallon of 111,. newsletter and web site maintenance. 1 ;~slis Required (5.0)

4 Computer - based training -1.7 .Assist IBI to establish a team to be responsible for computer based training,

coordinated ni th KHF and otber programs. J.S Identify and provide appropriate software to support computer-based training. -I.') Design computer based courses, based on training needs analysis

! .14s Accomplished (5.0)

\' begun on srlectinp USAID,%arents course material, which could be converted into an i l'arning fonnat. This will be done in conjunction with a n tmt ly initiated GTZ funded cxwultancy. An individual with e-learning background sbffs this consultancy with IBI. This pr.:iect is presently on hold pending the continuation of the GTZ program

1:ldis - Required (6.0)

5 Pedagogical Skills 2 7 With IBI, establish a methodology to develop pedagogical skills in the a m s of

instructional design, presentation skills, and exercise/case development. 5.S Use the pedagogical methodology; provide follow u p training to IBI stam.

' I ~ ~ s k s Accomplished (6.0)

I ticen 1BI faculty candidates received training in the subjects of '*Team Building" and "Face to Face S,-!ling Skills" in Vay. A class was conducted in June with one TOT participant, on the subject of "I .ice to Face Selling Skills". Evaluations were very positive.

1 - \ o (2) Training of Trainer courses were delivered in January. A USA based TOT. tuo-week poyarn , was conducted in March 2002 through a third party pmvider, World Learning. Six Bulgarian h.mkers have been selected for this program

1 ~ s k s Required (7.0)

h Communication strategv 6.7 Develop an IBI communication strategy and train a PIR expert. h.H Design a newsletter to the financial c o m m u n i ~ , o r otber parties, as deemed

appropriate. h.') Design an IBI \%eb page. 6.10 Organize a roundtable to discuss trends and issues in the batik qualification.

I*'

I .

'I ; 1 4 s Accomplished (7.0)

I I i I web site content and maintenance continued as an ongoing effod. The web site has been lunded to permit inclusion o f multiple links and other large IBI files. The site was

trlyaded in July to include more detail on future programs, as well as the Library pmgam. ( li cr 7000 sile visits since inception.

I), .ign work ongoing for a complete upgrade o f the IB I web site. lmplcmetitation planned for 2.JIy 2004.

I ' IC rourth edition ofthe IB I newsletter was published in July. The fifth editton is scheduled 18 I release i n February 200.1.

I :nks Required (8.0)

7 . h s ~ i a t i o n o f Commercial Banks assistance 8.1 Assist the ACB on priority issues (e.g. internal corporate got-ernance, new product/service development, outreach programs, as requested by the ACB, and u appro\-ed by USAID. Further assistance wi l l be identified and defined in the annual work plans.

I ;~\ks Accomplished 18.0)

specific USAlDBarents assistance for ACB was requested at this time. TKO members o f II;,. ACB accompanied IBI managers on the USA Based study tour in December 2002. A Ii11ge portion o f the agenda was directed to bank association issues. Specific visits to he . \~~ l r r i can Bankers .Association and the Independent Community Bankers o f America

I .nks Required (9.0)

S Provide U. S. and third country training The contractor wi l l design, in coordination with the Bolgarian counterparts and the US.-ilD/Bulgaria CTO, U.S. and th i rd country-based training programs and internships for ACBnB l managers, and the mast succasful o f the course participants n i t h potential to be future trainers. Candidates for such training to be identified jointly by IB l lACB the USAIDIBnlgaria CTO and the Contractor.

:I';~sks Accomplished (9.0)

h GSA based study tour was conducted for one week in early Dccanber. 2002. Six D~llgarians attended, accompanied by the Bamts Group resident advisor. hleetings were held \\ trh repressntatives o f the rollowing organizations:

I i t c .American Bankers Association li:.tiluteofCertifisd Bankers 1 Xmerican Instiiute o f Banking I.dspendent Com~iiunity Bankers o f America

S ~ ~ i e i y for Human Resource Management (SHRV) I i Jeral Deposit I~iwrance Corporation training center I :. nk o f America11 iraining center for retail bankers.

IJ 1 hrterials front the SHRM visit hare been instrunrental in the development of the agendafor C ' I ; . - IBI conference on HR Practice held thrs September 2003.

11.

1 ! ... conference Iurs cotrd~~cred over three d a ) ~ . with 31 diferent presenters. O/that number. 1, ., presenters were IBI insmrctors. Over soenty persons attended this e w r r r . ~*:hrch uws I. irt/v sportsored III. IBI nnd the Associarion of Con~mercial Bank. Much of the success ucs u

I ' 0. Y 10 lessons lertr-treclfrorn the infonnarion gathered durmg the study tour.

(;~rrrractor: Barents Group (;mrract #: PCE-I-00-99-00006-00 7irlc ojTnsk Order Banker Training ('orrrirr).: Bulgaria

Reporting PeridFebrua?. 22004 Task Order #: PCE-1-811-99-00006-00

T l ~ c principal objectives of the project are the following:

Strengthen the International Banking Institute @I) as a financially self-sustainable ~nstitution and increase the standard of activities IBI provides to the banking community in Bulgaria. Key capacities requiring development at the IBI include the following: - Develop and implement market research methodology for training needs analysis; - Develop and implement a strategy for bank professional qualification in Bulgaria; - Develop a business plan and cost accounting model in o rda to price products on a

profitable basis; - Elaborate an annual program of courses and seminars, and a marketing strategy for their

promotion: - Create a computer-based training program, and train a core team of IBI s~af f to manage

and update it.

Assist the Association of Commercial Banks (ACB) to address priority issues (e.g. intunal corprate governance, new product/service development. o u m h programs. etc.) as requested by the ACB, and as approved by USAID, in order to become a strong organization 111;1t is responsive to the needs of its member banks. These issues and needs will be identified ~h,au$~ meetings with the ACE management and members.

nlnnthh. overview -

FI llh edition of "Navigator". IBl's periodic newsletter, was published

\\'I& continued on the IB1 website upgrade.

IItI enrollment in short term courses delivered by Bulgarian instructors totaled 135 p~mcipants in eight courses.

Piornotion of USAID Crtstonler Service courses in March.

I ~ s k s Required (1.0)

I \ larket Research 1.1 Delelop quantitati\e/qualitative market research methods to assess training

needs, and train the IBI staff in utilizing surveys. .. 1.2 Deternline the appropriate sofhvare required to provide market research and

anal$sis, and provide it. 1.3 Conduct one training oetds analysis per year by 1BI stalYwitb the guidance

and rebierr of the cousultant.

1.4 Ensure the transfer or marketing raearcb skills via on-tbtjob training. m d build IBI staff capacity to manage its R k r e marketing mearch activie.

1.5 Perform, together with IBI, a competitive analysis ofthe Bank training market, nbich influence current and future training needs

Tasks accomplished (1.0)

IBI, in response to ongoing haining needs requested by banks and non-banks alike. delivered thc following eight classes in February

Project Managerrrenf - In bank course for the Bulgarian National Bank Bank Guaranrres for Custom ptrrposes Term and Derrvariw Instrument in Bank practice How to Trade Using Elliot Waves and F~bonacci Numbers Face to Face Sell~ng Skills Personal Guarmties Discount Operofions Cash m Foreign Erchange Operations

135 persons attended these eight classes from sixteen Bulgarian banks, investment intermediaries and one private individual.

In depth participant course evaluation forms are now in use for all IBI classes. Valuable faedbrlr has been obtained for development of future programs.

x a a s Required (2.0)

2. Bank Professional Qualification 2.1 Determine strategy for sboruloog term development of banker qualilicatiom,

the methods for its implementation, and submit for ACB approval. 2.2 Analysis and needs for certificate programs for various bank profarions, amd

develop recommendations to be presented for ACB m d BNB approval 2 3 Determine the framework for tbe short-term qualification subjects, metbods of

training and Curricula.

I SX based study tour included meetings to examine USA certification models; specifically h e Institute of Certified Banken. The European Union standard has yet to be developed. \\lvch will be the standard IBI expects to adopt. The European Bank Trainin? Nehvork is u11.isnaking this project, which is still in the formative slags.

llrl has rotrdrrcred I I , hor~se irarrrrtig for Hebros and USh' B.mlir. rrrrlrxng rhc @rnl!ficoiron r:,rr.lels desrgnerl h~ rlre respecfne banks

1 - ~ s k s Required (3.0)

3. Financial Management 3.1 Develop a business plan and a model for pricing IBI products. 3.2 Work with I B I management to develop imternal controls and procednra to

ensure effective financial management b in place. 3.3 Ensure the transfer of financial management skills related to develwine the - -

business plan and the pricing model through on the job training. The IB l lACB wi l l remain financially self snstaining, generating sufl jcimt rcvenue through member dua, courses, services and othcr&ces, as &mined by law.

?asks Accomplished (3.0)

.Aggegate tuition collected for USAIDBarents courscs, through December. 2003, reached 10 1.000 BGN or SS5,OOOO.USD. The funds wi l l be used to bolster the capital for future IB I olwrations.

l'llc. IB I library regulations were published i n April and fee manbenhips arc being acquired. - . Fws paid for new memberships totaled 1200 BGN through the month o f February Several n c u applications were obtained along with renewal o f existing memberships.

Kc\\. Bulgarian budget analysis sohare was tested and found to be inadequare. I t appears 11131 IB I management is satisfied with the information and format provided by their existing sotiware. Therefore. no future effort to develop alternative software is contemplated at this time.

Tasks Required (4.0)

1. Training Program and Advanced C o u n a 4.1 Develop an annual training program - subjects, methods of te in ing,

curricula, trainers, and schedula A concentrated effort should be made, to the highest ertent possible, to use a l ibrary o f training materials, devdopcd under other projects.

4.2 Bui ld the capacity o f IBI staNto develop and structure annual training programs.

4.3 Develop a solicitation program for the IBI to enhance relationships with clients and prospects, to include a t a h l h m e n t o f an alumni prog-

4.4 Ensure the development o f sustainabk mark r thg skills within IBI, which ail1 enable the Institute to compete in the bank training market.

4.5 Prepare an annual brochure with coarse descriptions, curricula and schedulc.

4.6 Conduct courses, as identified in the training plan. The conrsa wil l be presented i n Bulgarian in Sofia and major cities. A l l training materials (course curricula, instructional materials. texts, reference materials, distance learning materials and computer based training programs) xhould reflect the current Bulgarian banking and economic reality.

1 -. acks Accomplished (1.0)

4 I R: 4.6 Schedule o f 52 courses completed, which is twelve more than orig~nally planned.

J I Additional text books. received for thc IBI Learning Resource Center. The Lib- hm rrlrt*ady attracted jive corporate members and sir individud members Act iu usage ~ , ~ t r B u c s with many books in circulation. J 2 IBI is now fully functional in its capacity to develop its own training schedule.

I iwtmance ar the EB M annual conference suggests IBI should add more courses related ro / / i t . proposed BASEL II accordr. speci/ica/Iy regarding Operational Risk and Corporare (r~t~.crnance. -I The IBI Alumni Association database was completed through June 2003 I'rcvious activity included consolidation of LBI and Barents Group data bases

-I 4 New marketing associate began employment in mid April 2003. She is totally responsible for the ] i l l Library operations She has also assumed the complete publication of the m s l e n e r and web site in.~i~~tenance. 1:1sks - Required (5.0)

4 Computer - based training 4.7 Assist IBI to establish a team to be responsible for computer based training.

coordinated nith KHF and otber programs. 4.8 Identify and provide appropriate software to support computer-based training. 4.9 Design computer based courses, based on training needs analysis

j'ssks Accomplished (5.0)

\\'ark begun on selecting USAIDiBarents course material, which could be converted into an c-lcaming format. This will be done in conjunction with a rczmtly initiated GTZ funded ctuisultancy. An individual with e-learning background staffs this consultancy with IB1. This pi~~qecr is presently on hold pending the continuation of the GTZ program

Tasks Required (6.0)

3 Pedagogical Skills 5.7 Witb IBI, establish a methodology to develop pedagogical skills b the areas of

instructional design, presentation skills, and exercisefcase developmeat 5.8 Use the pedagogical metbodologv; provide follow up min ing to IBI staN.

Accomplished (6.01

F ~ f i m 5 1 faculty candidates received training in the subjects of'Tcam Building" and "Face to Face Szlling Skills" in May 2003. A class was conducted in June with one TOT panicipant, on the subject 01. '-Face to Face Selling Skills". Evaluations were very positive.

Tn 0 (2) Training of Trainer courses were delivered in January 2002. A USA based TOT, wo-week p~oqam, was conducted in March 2002 through a third party provider. World Learning. Six Bulgarian Ir.tders were selected for this program

Tasks Required (7.0) .

6 Communication strategy 6.7 Develop an IS1 communication strategy and train a PIR expert 6.8 Design a newsletter to the tiuancial communily, or otber parties, as deemed .

appropriate.

6.9 Design an IBI web page. 6 . I0 Organize a roundtable to discuss trends and h o e s in the bank qualifmtion.

T:~slis - Accomplished (7.0)

1111 web site content and maintenance continued as an ongoing effort. The web site has been c\panded to permit inclusion of multiple links and other large IB1 f i l s . The site was q~gaded in July to include more detail on future programs, as well as the Library p r o v . O\ cr 8000 sile visits since inception.

I h i g n work ongoing for a complete upgrade of the IBI web site. Implementation planned for 1iiiJ 2004.

1 lie fourth edition of the IBI newsletter was published in July. The fiRh edition was ~whl~shed in February 2004.

1;lsks Required (8.0)

7 Association of Commercial Banks assistance 8.1 Assist the ACB on priority h u e s (cg. internal corporate governucc, new pr~duct/Se~iCe development, outreach programs, as requested by the ACB, .ad as approved by USAID. Further assistance will be identified and defined in the annual work plans.

1:1sks -~ ~ Accomplished (8.0)

ho specific USAIDlBarents assistance for ACB was requested at this time. Two members of tl~c ACB accompanied IS1 managers on the USA Based study tour io December 2002. A I;qc portion of the agenda was directed to bank association issues. Specific visits to the .-\~i~encan Bankers Association and the Independent Community Bankers of America

8 Provide U. S. and third country trrining The contractor will design, in coordination with the Bulgarian counterparts and the USAIDIBulgaria CTO, US. m d third country-based tmining programs and ioternshi~s for ACMBI manaeelx and the most s u m u f u l of the course - - participants with potential to be future miners. Candidates for such training to be identified jointly by IBIIACB the USAIDIBulgaria CTO and the Contractor.

:i';~sks Accomplished (9.0)

:\ I'SA based study tour was conducled for one week in early December. ZC!@ Six I7 tlgarians atrcndcd. accompanied by the Barents Gmup :.csiden~ advisor. Hc;rings were held \: :!I1 representatives of the following organizations:

111s American Bankers Associatton It~irttute of Certified Bankers 1-lic American lnsl~tute of Banking Illdependent Conllnunir) Bankers of America

Society for Human Resource Management (SHRM) Federal Deposit Insurance Corporation training center H m k of American training center for retail bankers.

A1t1terialr from the SHRM visit haw been instrumental in the development oJrhe agcn&/or ,I,,. 161 conference on HR Practice held this September 2003.

7 h c . conference was cortd~rcted over three days. mwilh 31 dtff't presenters Qfthar number. ~c.rr presenters were IBI itutrucfors. Over seventy persons attended this event. which w a s ~r~~rrt~sponsored h,. IBIortd the Associarion of Commercial Banh. Much of the success w a s tlrw ro lessons learned from the information gathered during the study tour.

BANKER TRAINING IN BULGARLA

SECTION TWO Appendix D-Q

Contract PCEI-00-99-00006-00 Task Order # 81 1

Final Report

Prepared by Richard J. Lewis

Senior Advisor Bearingpoint, Inc.

Project under the auspices of tbe United States Agency for letemotional Development

March 30,2004

Appendix D

i Course topic

1. CREDIT MANACEMXNT SYSTEM - 3 times - -- - -

Cred~t Management System

Cred~t Management System

Cred~t Management System - Biochim Bank

2. PROBLEM LOAN MANAGEMENT

3. FOREIGN EXCHANGE - 2 timer

Fore~gn Exchange

Fore~gn Exchange and Intern. F~nancial Markeu

4. INTERNAL AUDIT - 2 timer

Internal Aud~t

Internal Aud~t

5. IAS - 2 t iqw

IAS

IAS

6. CUSTOMER SERVICE - I8 t l m r

USAIDIIBI COURSES - 2000 - 2003

Date Location

Bill Campbell

Bill Campbell

Bill Campbell

Bill Campbell

Carlene Crnkovich

Carlene Crnkovich

Maureen Berry

Maureen Berry

Maureen Berry

Maureen Berry

~. . 10102 - 10/06/2000 VARNA

~~~-

10109 - 1 Oil 312000 ~ ~

SOFIA

03i18- 03/22/2002 SOFIA

loll 6 - 1012012000 - SOFIA

10130 - 1 1/03/2000 ~+ SOFIA

03/04 - 03/08/2002 SOFIA ~ ~

..- 11113- 1111712000 SOFIA

~~ ~

01/29 - 02/09/2001 SOFIA

1 1120 - 1 I I2412000 SOFIA

01 129 - 02109/2001 SOFIA --

. . . .. . . . Custo~ncr Scrvice

- Customer Service - Bulgarian Post Bank

Customer Service

Customer Scrvice

Customer Service

Customer Service

Customer Service - BACB

Customer Service - Procredit Bank

Customer Service - Bulgaria - Invest

Customer Scrvice - First Investment Bank

Customer Service - First Investment Bank

Customer Service - First Investment Bank

Customer Service - First Investment Bank

Customer Service - First Investment Bank

Customer Service - Procredit Bank

Customer Service - Procredit Bank 1

Customer Service - Procredit Bank

Customer Scrvice - Procredit Bank

7. MANAGING CHANGE IN BANK OPERATIONS - Managing Change in Bunk Operations I Lynda Swmson 1 03/05 - 0311 612001 1 SOFIA

.~ Lyndil Swcnson

Lynda Swenson

Lynda Swenson

Lynda Swenson

Lynda Swenson

Lynda Swenson

Lynda Swenson

Lynda Swenson

Lynda Swenson

Lynda Swenson

Lynda Swenson

Lynda Swenson

Lynda Swcnson

Lynda Swenson

Lynda Swmson

Lynda Swcnson

Lynda Swenson

Lynda Swenson

2 t i m a

0 ~ ' ~ ~ / 1 0 / 2 0 ~

06/18 - 06/22/2001

06/25 - 06/29/2001

10108 - 1011 212001

12/03 - 12/06/2001

12/10 - 12/13/2001

02/11 - 0211 512002

0211 8 - 02/22/2002

0611 0 - 06/11/2002

091 1 5 - 091 1 712003

0911 8 - 09/20/2003

10107 - 10/08t2003

10109 - 1011 012003

10111 - 10/1U2003

0911 6 - 0911 WOO3

1 1103 - 1 1/04/2003

1 1/05 - 1 1 /06/2003

1 1107 - 1 1 /08/2003

-- - -. . .. -. . . . - - SOFIA

SOFIA

VARNA

PLOVDIV

First Investment Bank

First Investnient Bank

SOFIA

SOFIA

SOFIA

SOFIA

SOFIA

BANSKO

BANSKO

BANSKO

SOFIA

PLOVDIV

PLOVDIV

PLOVDIV

- . - .- . . .,.. / B k ~ i c h ~ a n a ~ c ~ ~ i e ~ i ~ - Procrcdi~ Bark Lynda Swellson

16. STRATEG~C-PLANNING Bili Campbel l -~ '~~ '~~-~

-~

17. R E i ~ ' i S ~ ~ ~ ~ FINANCE

18. HUM~N~RESOURCIEMANAGEMENT - 2 timck - --

A

Human Resource Management -

Human Resource Management Workshop -

19. ADVANCED TRAINING O F TRAINERS --

20. PROJECT FINANCE

21. SME FINANCE-^^^^ - SME Fmance

SME Fmance

22. ANALYSIS AND MEASUREMENT OF BANK'S FRONT AND BACK OFFICE OPERATIONS

- 23. TOT - TEAM B U ~ I N Z

24. TOT - FACE TO FACE SELLING SKI= --

\ TOTAL: 24 t o ~ i c s

.~ ~

Lynda Swenson 12/03 - 12/14/200 1 ~ =

Lynda Swenson 09/ 19 - 09/20/2002-' - .- - - .. .. .. Bill Campbell 0172 I - 01/25/2002 SOFIA

Tony Grier 0411 5 - 0411 912002 -

SOFIA , -

-~ .- ~~~ -~ Tony Grier

-~

Tony Grier

Lynda Swenson

~

Lynda Swenson ~ . .- -

Lynda Swmson -

58 courses delivered ( for 58 groups of participants)

Appendix E

WHO IS THE COURSE I N S l X U m ?

Mr.BIUKCAIWBELLismcxpcridbrmlurmdinstNaorinstNaor Hchrsmaank b v l r g r o u n d m a e d i t m d ~ m i n i n g , s h f f ~ d b m l r m m r g c m c n t H c bas prcviwsly delivatd scvaal colm*i an a variety of b d i q topics in Bulgaria Mr. . c.opbcUb.srlsodcLidannscsin~of~rrmjor~scboobi~Unitcd Sbtcr as wdl as in R d r , Boani., Hmgmy. Slovrki.. Czcb Republic, Anomi8, G a o r g i a , U h a i o c , M o l & ~ ~ m d R u g i r H e h a ~ o f ~ U n i v s s i r y o f A r i m n a a n d a f ~ S m i o r ~ o f k x a t ~ O n c o f A r i z M

PROBLEM LOAN MANAGEMENT fS0F.W

WHAT SHOULD BE LEARNED FROM TafS COURSE ?

WHO IS THE COURSE INSIRUCIDR ?

BANK CARDS

KEY TOPICS

BANK EXEC INTERNATIONAL

Buk Exec ererdse b a jobt presenbbk. of tk Umivcrdtg of Delaware/ FLAG Couortinm .ad KPMG Co.alti@Baremb Group WhI-hBmbEieeucdtotkUlllv?rrityofDd.mrdFWG coBs0rli.m

Thisaanscisdcsigncdto: 0 C o m b i n e t a m a m l r a r i m ~ s l d l l r t o ~ c n a P I I b s n L ~ .

Rwideanidasdivcwry(tbmu@acoapltcr~modcl)tosec~ ' - - d y Q f i n a r L l i n p a a 0 f ~ ~ ~ t d c c i p i a m D c v c l o p o t a d a a m d i n g o f t b c c o n p l c r i t i e s o f ~ a ~ i n a ~ c a m a n y andtkDad f o r ~ ~ . o d ~ s u o f p o l i c i a t o r m i n p i n m c ~ pliability and survivd of the fnm

Mr.Wilbr~irpo~coccdbmLardiareuda.Hcba~~cmacnch~d inJI~afb6nkmmrgPllar , f inancif innadnl~~dordopmadaddrLt ~ H c b p m i o u s l y & M s e v a r l c a r s * , m a v n i a y o f ~ r o p i c r m Bulpria,indufingBankExcfh~taoatirml. h f r . C . m p k U h a i h o ~ m o n a m r m a d the maja baoldog d n o l s in the United Stntes as acll as in Ram&, Bmr6.. H-, Sknlj., C ~ ~ l i c . A m m i a G b a g i a . U l o P i D c , M d Q v r . ~ m d R u g i r H c b a ~ o f t b c U ~ o f A r i z o r n d a f o m r r S e n i o r ~ t o f h m p l ~ O a c o f ~

COURSE FA-ATOR

BANK RESTRUCTURING COURSE

mWHEREWlLLTEECOURSEBEDEUVERED~ 07 Mav - I 0 Mav f 13:30 to 18:30)

MANAGEMENT OF TEE EUMAN ReSOURCE PUNCnON

05 M a d to I6 March - 09XW to 12:30 R c u t i r s o n H ~ - s q i a ~ u ( * ~ I . c r & r l

MARK&IMG OF FMANClAL SERVICES

KEY TOPICS

REAL ESTATE FINANCE

RISK MANAGEMENT

T h i s c 0 u r ~ e k ~ ~ ~ w i t b ~ t ~ u ~ e 0 f ~ ~ d ~ ~ ~ regulstMs plus senior Pod noi&lcvcl bank rnanagaJ; who havc -ty for ~ i l i t y m a n a g a n m f ~ r ~ n f c n d i t ' " ~oqmtalul.ildit. f d g o exchange policy d o r liquidity mmuganmt will bmcfit (Gnine wrr in l will be transhed in!o Bulgarian)

M r ~ H y g o v e i s m m ~ c x p a t o n ~ m d h r v a a m m t ~ She has urtbored aad dclivaed courscs on trusury mmqana& ksk ~nmqammt, da iva t iv~dys i s~ fbmladbank .ppn i s l lq mdbesimmtbding Sbebrr p v i & d ~ o n ~ U S A . R u s s i a , G e o r g i q A r m e n i r . B u l g r r t . ~ m d T h r i l a d ~hsova20ymscxpcriencemlmnkmmrgementuMargmSIlalcy&Co, C a c s b t a r F ~ i . 1 d W l c h o v i . ~ M s . ~ ~ ~ l i s o & ~ S e a e c r y o f ~ m P a m r y f v m i r f o r e i g h t y e ~ r d v g t b e ~ m g u b x h r b a t * n v i n g s ~ ~ c r a t i t i m i o n r . S b c b r e a i v a i ~ ~ H . r v r d ~ d t b e bivm&yOfPenasyhrrnia WbmtonScbmlShe h . I s o a ~ F i A n r l y l t

'd rssocl.hool. . . d r t i v e m m m y W

WEEN AND WHERE WILL nBE COURSE BE DELIVERED ?

ANALYSIS AND MEASUREMENT OF BANK'S FRONT AND BACK OFFlCE OPERATIONS

23 -24 Sepranba. 2002 @:00 to 12:30 h) 25-26 Scpbzmb. 2002 (OR:@ fu 17:00 h) Ror6jsm .US Grand Horrl s4.154 HaU 6

NalbsnLrtteod&s Tlrc abowprices include VAT.

involved D8Il ia

TEAM BUILDING WORKSHOP - KEY TOPICS H o w ~ y f r i d y i s y o l r r w a l t g r w p , ~ k h c s s a O ~ W ?

T e a m . p s e s s m m t ~ o ~ T h o n n s - K i l m m c o l l f i i d m o d t ~ . . Comrmrmuhoabebaviowindex T- building - dynamia, of tam devclopmms .cqoLition of s W a , ntsdtd lo faeiliIatcaodlcadtcrms

W B E N A N D W H E R e W I L L T E E C O U R S E B E D ~ Team Building W a M o p - 2 6 2 7 bhy, 2003 (09:00 to I7:W h) Face to Face Selling Si l ls War&hap - 28-29 May, 2003 (09.90 to I 7:OO .. h) Rodiuon SAS Gmnd Hotel S&. Room 6M

Appendix F

Bank Attendance - Barents Group courses - 2000 - 2003

1 TOTAL 1 119 I S U 376 7.3.l 1116

Munbor of Banks 26 I 12 YI 5

The total number of USAID course participants is 1116- i

Appeadix G

P A R T ICIPAWI'S BY GENDER - BARENTS CROUP COURSES - 200&2003

CGFssr I h t e Male C r n l ~ l I lm~gcmcnt System - Vuru C d i t hl.arugemt Syrtcm - Sofia Prohlcn~ I tun Mamgancnt Foreign I'xchange ~IIIC~I~JI \;dl1 I ln~cnrna<.~n.d Accounting Sandards I

11 I 5 8 7 7

101021-10106100 10109/-IM0/00 IM)9/-10?(Y00 1 ~ 0 1 - l I ~ M O 11/13/-I I R W E lnwm> \udit 2 OIR9-O2/09/01 11113/-11/24/00 7 5

ln tenutw~al Accounting Sendudt 2 : 0 1 ~ 9 -0~)9/01 5

F c n u l e I I 5 7

13 14

Toad 22 20 IS 1 20 I 21 1

16 6 I S

21 13 1 , 20

Mandg~iy Chrngc in Bank Openti- O M S - OY16ml S 5 10 t

Custot~u-r Service I O M 5 - 0 Y I M ) I 4 I I I S ' Bank E x c lntarvtionrl 04/02 - 0 4 M 1 4 7 II f Tnininr idTninms 1 : W09 - W I Y O I 2 I I 13 / Bank Rcwucruring OW7 - 0511 1/01 4 5 9 8

Bank Cards 06/11 - WISX)I 7 I S 22 : C(arkciins o f Financial Sm'ica -~ . 06/18 - 0&1MI IS 16 31 , C~n tonw Service -Bulgarian Post Bull; 06/18 - 0 6 R M 1 15 I 5 Cunnt~lzr ~ h v i c c 2 - V m ws - 0 6 ~ 9 ~ ~ 1 22 7 29 Rtsk U m a p m m t ws - ~ 9 m 1 15 19 34 Tnininp id Tniacrr2 09/17 - 09/21/01 3 9 12 Flnancid Institutions Amlysis -. '1 09124 - 09/28/01 7 10 17 Orawh I )llicc Management I 1 IM)I - IM)S)OI I I 5 16 Cunnt1h.r Scnicc 3 - Plovdiv 1 I(Y08- IWI2/0I 17 4 I I Managin:_. ('lunge in Bank Oprntions - DSK -- I 1 ~ 1 5 - l ~ 1 9 / 0 1 5 18 23 Straagi. I'lanning - . I 1/05 - I Im9101 I 8 9 Real Ecl.~a Finance -- 10112 - 10116m1 I 4 14 28 H v m n Rcsavrr b g m n t 12/03 - IU14101 I 12 I 3 C us~omwu Service - FIB - Grwp 1 I M 3 - IMM)1 14 14 C ~ ~ s ~ o t i h I Service - FIB - Group li -- 12110 - 12113101 I 12 I 3 Tninin; Tiahen 3 I 01118 - 01/22/02 3 10 I 3 Tmilnnp c&Tninen - Advanced Courv Custonwr Service - BACB Cuaonw Service - Pmrcdic Bull; n n w h Ollice MuYgcmcnt - Bulgarian Pmt Bull; Furcipu I \change

OIRS -0iT29/02 2 I I 13 02/11 -0UIY02 6 19 25 02/18 - O m 2 I 5 50 65 OX25 - OY01102 I 2 9 2 I O m - OYO8/02 I 4 14 28

C r d u \ I .~~aganmtSyram - Biochim Bank 1 03/18 - O M M Z 10 I 0 20 Propr I ntlaiKc 0(/15 - 04/19/02 6 2 8 SMF Fmmcc 04/22 - 04R6102 7 14 21 Bnm-h S l a ~ g a n m l - B i i i m Bank -- B n m h SIaoagaoaU - B i i i m Bank R n w h \ i a m l * m p l - Bourpas C'ununwr Service - CB -Bulgaria - Invest" Dnsn.11 \Imqpnau - Sofia Bnnch \ h ~ g e m ~ o l - R o T d i t Bank D d O l l i r t - Fmnc O f f ~ c Operations SUE FIII.IIICC Risk 3l.uug- -~

' 0927 - OsR9X,2 16 2 I 8 O n 9 - OY3 1/02 I 3 6 I 9 -3 - WSQZ 8 7 I S 06/10 - 06'1 1/02 3 I 4 17 06/12 - W IUO2 6 8 I 4 09/16 - 09/17/02 5 7 I 2 . 091 16 - 09/17/02 4 18 22 l 0n8 - 1 1/01/02 I I I 2 23 ; I Im4-11m8m2 16 7 23

Tram nwklmg ' OY2C OSR7103 2 10 I 2 FKC itr l;wc Selling Sti lk OW& 0y29/03 2 I 1 I 3 - CUYIIIIL.I&NKC - FIB -. - 09f 1 5 - 0911 7/03 0 29 29 C'uiiunlzr Service - h r c d i t Bank 09116-09118103 I 16 I 17 Cuslon*.~ >rvice - FIB 09/18 - 09/2M)3 0 30 Cwunwr Scrvice - FIB I W 7 - 1 W 3 c 3 2 1 -- Cus~unw Service -F IB IQ'09- 1W1LbJ03 1 24 Curtonwr S c r v ~ e - FIB I W l l - IWIUO3 I 23 Custonwr Scrvicc - Procredit Bank I 110~1104/03 L 7 17

30 24 U 24 I 9

Cusro~~k-r Service - Pmrcd~ r Bank 11mS- 11/06103 2 20 i 22 Cu~ton*.r Frvicc - Procredtl Bank 11/07 - 11/08/03 2 16 I 8 To-r?\l. - 375 74 1 I l l 6

Appendix H

1.WW9 Wld

Z MMOd z SVI

P wna MJUWI~ MIIUOSI

BNB 'IU*W~~O ~PW~S WE '*~hl.dng n(g w 'JOWM#UI PIU3 WE url(P48 '*W WWd We3 IUw(cug 'prylg (awWI ')w)y*W

ONE 'wno~y JOWS

LLEZ QtLO 110 20 28 OZO RO

(SOL 'WE) Pt Pt 6W RO (MtL Q~IO RO

WIW urhog h.oe 'JmAoe

rm~~og rurA~og ewwo W.~POE

Lyudmila fsou8hanova B-inch Managn.Bioifi7rn Bank, Svikngnd Bnnch 03791 7 15 83 BOM - BB Magd&a Denkwa Chkl Expat. Bank Analpls. Dopa Insumnor Fund 021 988 82 07: O(H 79 83 BR Magdiiena Oenkova chid Expwi. Bank Arulpls. Dopork Insunmr Fund 0 3 981 79 83 SP Magdaleor E n c h a Re~~pllonaIaI. BACB 021OBb83W CS . BACB Magdal.na Iliavm Inrpmor, C d i l Chpu(mm, D8K Bank, Kyurlendll Branch 07W 2 08 56; 2 64 24 PLM Magdalana ~- Psrlakchlivi Bmndl Mmqu. B g m l m Pwl Bmnk. Shoumm Bmnch 06VO3WX) BOM 1

l ~ i k o l a ~ Lazarov Nikolay Krushamkl ~ lko lay ~ ihay lov . . -- - -- ~lkol'ay Mlhayl_ov - --.. - Nikolay Nikolov ~ l k o l ~ ~ o d o ~ ~ - ~ikolha~zsk<Ca- '~ ~

Nina Bakalova ~ l n a Pelkova ~ ~-

Nina Slefanova Nino Nlnov Nlvellna lvanova Nora ~ i i a ~ o v a ~ ~ n ~ a n ~ o ~ o v ,- ,

Ognian ~ordanov Ognyan Grancharov Orlin Dschev Orlln Mahov Orlln Mllanov Panayol penchev Passinka ~aradi&a

]pave1 Sokolov . (pavlin Potrov Pavllna lvano& Pelo tordanov Poncho Dimtlrov Panka Handjleva Penka Karpuzova Penka Klrova Penka Kratunova

/Ponka Mlnlcheva' Papa Chllalliska Papa lgnalova Papa Tsakwa Peplna Mlteva Pelar Slrvw Patar 1gnaU.v Patar Marinw

-~ - - ~~ -

Legal Adviser, ~cbnomic ind ln&hent Bank ~ ~ IOU 8850 0218 IREF

Chid Expn. Plmnnly ~ l m t m t a , -. - - - - - DSK Bank I ISP Haad. NW Products Dw.looment and s a ~ e a ~ x o n . unitsdBuiaariG Bank'- 1021 oas* 23110 WnFs I

-- ~- I-"". "". -- ,""-I 8 "

~ -~ p~~ .. 10841 88 07 23 IBOM - BPB Head. Lending Daparlmmt. Blochim Bank, Bourgas Raglonal Branch

~ ~ 10581 84 13 10 ICMS - BB Expen, ~ccounlinp. DSK Bink i ~- ... .. -- I

.~ ~- OU 74 91 05 BOM 1 0881 375 903 BOM - BB

~unlcipal Bank ~ 021 930 02 53; 0881 878 420 RM

021 BR3 N A7 C)EE -~ "-7 - - - - - - . - . ,..-. Branch Manager. Bulgarian POSI Bank. SoRa Rwlon Branch IOU 980 18 70 IRnM . nor) 1 ~.--. - ~ ~ - . -.- ~ ~~ . ~ , - -. . . - . -

I~ana~~r .Corpors te Banking. Commerdal Bank of Greece h'~;; 1; 0; IMCBO I

I , ---

I~en lo i Loan Analy81. ~ o ~ l g i g e Flnance Olv~eon. Bulgarian American Cmdll Bank O W 84 20-01-

I [REF

Head. Credit Ponlol~o Manmgmnl. Blochlm Bank 0881 4838 57 [TOT 2 EXPOI(. Rrak Manaoammt Hv~ovmmabank 071 077 nr 71 lruc

~ .... . , - . .... Bnnch Manager. Biochlrn Bank,V.llko Tarnovo Brinch

IBraneh Manager. I i a b m Bank, Viloaha Branch Tralnlno Maruaar. 9 0 Emmadmk

-

Branch Manager. Habm8 Bank. Bourgaa Branch - Expen. CredH AdmlnlatraHon. H.bma Bank, Raglonal Canha Sever Chmf Aocount.nt. Cornmanlal B M k Bulgaria - Invert. Dlmltrovgmd Bnnch

l i nnch Manager, Buliarlan Port Bank. Lovoch Bmn j l

BOM . BB BOM 1 CS - BuClnv SMF

- - B r a n c h ~ i n ~ e r ~ ~ i i l g d i n Poal Baink; Dobrlch Branch

~

~&n(ant. Commsnial!%nk Butparla - Inveal. Bourgia Bmnch ~ ~ --

S ~ ~ l 8 l l 8 t . CofwmIe Clkn(l, H&W Bank. SilIltra Branch

,. ... (OW24494 IBOM - BPB J

0871 849 243 o w 2 2 5 M ) OW 84 23 M 086/ 820 748

S ~ a l l r t . Bank Op.n(lona, Fmnl OM- - Lwoch. Flrat Inmtmmt Bank cs 2

. . . . - - -

OBU2 40 51 088l828 W 3

-...- BOM 2 SME CS - Bul-lnv

--= -

Peter Popov Paler RechW

- . . . - Peter Sobkov Pelor SIGI~MV Peter .-~- . Stoyanov -. .~ ~

Petia Dimltnwa

Plsmana ~eranav8 Polina Dimcheva ~ . . ~

Polina Kolava ~olina~~aocheva Radka Gaorgievr

~~

.. Radka Ramlna

IRadmj laStoyn~~ ,Radodav lvanw Radoalav Milov Radoslsva -- -- Ivmncva

@!%?*l.--..~ IRadoslina Dimova

Ralilse Nikolovm Rslltma Todomva Ralllaa Zaharlwd Royr Onbov8 Reny Pelchwm Rllka Alexandrw8

Roaltn Bonchwm ~~. ..

Snezhana Basheva .. - . Snezhana Ivanova Snezhana Slehnovi Snezhans Stsfanwa Snezhana . Slsbnova . -

-

Snezhanka . . . . D J l n 0 ~ 8 . .

Snezhsnka Popwa -

Sonja .................... w e i d ' Slanlela Dobreva-llleva Stanllena ~ a m l r & r Slanimlr Sloysnov . ~ -- --

s'anisla"S!o%..-. ..... Stanislava .......... Boyanova Slanislava llleva Stanislava - ~- N I ~ O I W ~ ~ - -

Auditor. - - ~ Rmaximbank ~. . " ~

AccounUnl-, Carhler. ~ ~ Hall II - .. Sofir ~ l l ' y Brain*. . . , B ~ & ~ P L % Bank - ..... Head&ses.and ProJectlon8 - . - Dlvlrlon. Corporate Cornmerdal Bank Had. Analyses mnd ~- ~mjee(lons .. Dlvlsion. ~orporale~ommenlal Bank

-Head. .~ Anapes .~ a d Proj&bna Dlvlsion, - ~ Corporate - ~ ~ornmerclal Bank - ~ -

Dequt~ Chief Accountant. BNB - ........... . ... -- In8pector. Internal Control and Audlt Dlrectomb,DSK Bank

~ -~ . . ~~-

HR h4aqer. ~- Alllau-0Bbarla noldln . . . . . . . . . . Financkl Analyrl, ....... Moft~pgo FinrnceQDlv1810n. BACB Exbin.~sndlng DepMmmt. ~n lonba i i~~N; ; j l~mn&, . , ,, ,

Bnnch ~ a n a ~ a < -, - - ~ l ~ m i i i i k ~ ~ ~ r a n c h ~. ~. . . ~. Loan Analyst. BACB

- w a ~ ~ s ~ , RM ~- ~mnapnn%t . Dlmctorsls, .... United Bulgarian B G ~ ~~ ~.

Accounbnl, Individual W n 9 - SORE Raglon'Br&%, Bulgarian POSI Bank O K t n a 3 s r . BACB ... -~

~ ~ ~-~ . ~. Stanka Anastarova ~ t e f m . . . . . . . . . . . . iiadjlrv "

SMan Hadjiav Stefan lliev Slefan Ivanov .............. Stefan Slsfanov steen ~ r i f o ~ v Slelka Georgisva ~~

1SIelka Hristwa Stefka Lsncheve Stefka Mllevr Slslke Sloyanova Slma Vlhrogonova Stela Dirnltrova Stela Toleva , Slillana Evloplavr Stolen Popov Sloyan KoW S1oy.n Korlw

Istoyan Manolov

Cuslomer Sewlu Sp.ci.llrt, BACB ............ GIw, Inmd AudK --6@k_

~ ~.~~ ~-

*"~&!%'%~!!!!@%%! ~ .~ -

Branch Manrear, Bulgarian Port Bank, G a b r & ~ n m h iipcn.;3j.G Pyln* "k

. -

~~~ ~

H s 3 IMam.(.C.onPOr~~AIHmq 8.- Hwln9 ~ - ~

G v @ " . e k k . ~ ~ . . R J I M w n ~ k ChM E x W . CWll_~~egb.., Munldpal Bank ExperIPR and P-l~+hgn. OSK b n k . Rqbna l Bnmh B l q i ~ ~ n d Spedeli81. 8enkOpen~mr . ~ m n l mu. Fimt ~ m t m e n l Bank Chief ~+&nl, c&~&%~G& Bulgmia - Invest Ex*. ~ o ~ o u n ~ n ~ ' ~ ~ ~ . ' ~ l o c h l m Bank ~ r ) a m & ~ m i k ' , e , amkb.nk Sp.dall8t. Bank Opedona. Front MRw - S t r n Zagon. Flmt lnvntmem Bank Acmununl- Cashhr. VIP H . H - Solla Clty Bnna . Bulg.rlm Port Bank Sp.cldlr1; Bank Opmtkn i , hl Omce. Flmt IWnM ~ h n k Bmnch Manqer. Blochhn b n k , Bhoumen Bmd Bmnch M m w r . Eudmnk. Bourglr Bnmh Dlredor. DSK Bank. Q o f ~ Oy.hOVI(U Bnnch Dinelor. ON She Supmldon. Bank Supowlrlon D.p.rtnwn(, BNB Brmch Manager, Bbchlm b n k . 8houm.n Bnnch D i m , Fh.1 E n l 1 n t m . l Bmk, Sllvm Bmmk Account Managor, Commerdal Bank of OM

Tzvstornlr Petkov --

Tzvslomlr Todorw

I Tzanko Milev Tzanko Tzsnkov

1 Tzsnko T z e n k c T z o n k a G ~ o v a , ~ 8 c i n Stanev Valsnlln Sloichkw Valentln Tsvelkov Valenllna Angelova Vehnllna Encheva V8lenllna Ivanovt- Valmllna Monrvlkr Valmllna Totwa .-.

CMS . Cndlt Management Sy8tmn -Vama CMS - Cndlt Management Sy8bm PLM - Problrm Losn Manaprmwt FOREX 1 - Fonlgn Exchange and inbnutlorul Fkuylrl Mark* 1A I .Internal Audlt 1 IAS I . lnternatlonal AccounUng 8bnd8rdr IA 2 - Intornal Audlt 2 IAS 2 . Intornatlonal Accounllng Sbndards CS 1 -Customer 8.wlce MCBO - Managing Change in h n k OponUoM BankExec - Bank Exec lntorn.(lwl TOT 1 - Tnlnlng of T n l n r n BR -Bank Rsstructurlng BC . Bank Card8 MOFS - MarkeUng of Flrunolrl Sewlcn CS . Customer 9.wIce. BPB CS 2 . Custornrr Sewlce Vama RM . Rlak Manag.ment TOT 2 - Tnlnlng of Tnlnen FIA - Flnanclal InrUtutlonr Analpla

BOM 1 - Bnnch Office Manqemmt CS 3 - Ctmtomer 8 . ~ 1 ~ - Plovdlv MCBO - Managlng Change In h n k Op+nlione - WK SP - Stmbglc Plannlng REF - Real Uhb Flnant. HRM - Human R.rourw Management CS - Cuatomer &wIw -FIB TOT 3 - Tnlnlng of Tninen TOT Adv - Tnlnlng of Tnlnen .Adwncod CS - Cumtomar 8.wlce. BACB CS-Pa - Customer Sewlee - PmcndH h n k BOM - Bnnch Omce Manmgoment . BPB FOREX 2 - Fonlgn Exchang. Wodwhop CMS - BB - Cndlt Managammt Sy8t.m - Blochlm Bank PF - Project Flnanca SME Flnance -Small and Mdlurn Enbrprlw Flnance BOY. BB . Bnnch Offloe Wrugewn t - Blochlm 8.nk BOY 2 . Bnnch Omce M l ~ g e m w M - Bourpla CS - Bui-lnv. Curtomer Sewlor. CB "Bulgaria - Inwal" BOM 1. Bnnch Offlee M m a g ~ e n l -MID

Appendix I

Bmnia and llccrprin. #ant D-10p"r.t ~d rr- RFP* 165-W-J9

BILL K. CAMPBELL Credit Adniinistrationl Problem Loan Specialist

KEY QUALIFICATIONS

Mr. Campbell has rn than 20 )-cars of experience as a commercial and retail banker and trainer in thc US. He has an extensive background in commercial lending and problem loan management. credit and financial train in^, stalTdereloprnent, and management in the IJS. Since 1994. Mr. Campbell has contracted through USAID to provide more than 45 training seminars and presentations to banking professionals throughot,~ Ccntnl and Eastern Europe and the former Soviet Union. He hxs also p e f d in-bank consulting assignments in Georgia and Armenia immediately upon completion of training courus. as w l l as devrlopcd and revised credit mining materials for presentation in the NIS. Most recently. he ~ J S conducted credit mining in Bosnia. Mr. Campbell has highly concentrated skills in:

Commercial Lending ,

Problem Loan Management Credit Training Management Training Training Pmgram Design B m h Managmen1

CAREER PROFILE

From 1994 to the present, Mr. Campbell has been an independent consultantlnaina, with rhc Burn& Gmup LLC, University of Delaware, MAS. International. Central Asia American Entaprise Fwd and rhe American Bankers Association. He has presented seminars in CEE and che NIS: Beginning C d k lntmncdiate Credit, Probkm Loan Management, BanExrc. Commmial Bank Financial Mmagmaw, Letten of Credit and Trade Finance, Cash Flow and Credit Smmre . and Loan Padolio M-L Hc has also performed in-bank consulting assignments in the NIS and developed d o r revised uedit-related mining materials for NIS bank mining seminars.

Cumntly. Mr. Campbell is the Vice President and Manager of thc C d t Training and Dnrlopmau Division for the Western Region of Bank Om of Arizona. He maintains direct accountability f a all f r m of credit training for as many as 420 baik employees located in Arinnr. UIah and Cobado. He hu compktcly restnxtured he entire credit management mining program, designed and i n t c p t d new mining curriculum and materials for management and staff-level mining programs, and saved as an in-or for the Commercial Credit Training Program at Bank One Capontion in Columbu, Ohm.

As the Vice PrcsidentlManager of che Special Credits Division, Mr. Cunpkl l oversaw, & i d , ad mined a staff of 22 pmf+ssional and 20 adminidra t i~ pmonnel within the Special CdiIs Dmsiar He administered all loan and asset management functions of $360 million in criticized lotnr. up to 580 accounts and $215 million in chargedoff h. Reduced criticized and c k r r i f i d e b t by $165 million.

As Vice President, Spxial Credits Section Manager, he administered a $1 10 million non-l loan portfolio consisting of commercial, agriculhual and real &ate loans. He oversaw and directed activilks of svpport sia& ensured compliance with all credit marugement p o k k and yidcliuws. and &loped and administered annual operating budgas.

As Vice PresidcntlManagcr of the Regional Commel.cial Loan Center. Mr. Campbell directed all credit management and adminimtive hmctions for a $55 million ummcrcial and real estate p d o l i o , and o m w credit administration requirements within a sew-branch region.

As branch manager in the retail division, he managed and directed all o p t i o n a l and administrative support functions for h e entire branch.

Sun~mary olProfeoiona1 Experience

1997-prrsmt, indcpendmt W i g Consultant 1976 - prrsmt, Vice President, Bank (>nt of Arizona, Phoenix, Arizona

Education

BS. Economics, University of Arizona, T n AZ

Pacifi Coast Banking School. Robut Moms Associates Train the Trainer". Credit ud Supcrvioory M-tCourses

Native English

Citizenship

DR. NORMAN A. BAXTER Coune Customiution

Key Qualifications

Dr. Norman Baxter. a Director with the Financial Institutions Pmtice of Rarmts Group LLC, is a former banker with eatcnsive recent hmking sector experience throughout [he former Soviet U n h , in (Jknine, Russia, the Caucasus, and Cenirnl Asia. He has conducted more than 30 crcdit-related training ~ m i n m throughout the NIS since 1995, has served as a residcnt banking advisor in Ukraine and has also wMted with heads o f credit departments in commercial banks in various NIS countries to modify and improve credit policy, procedures, and practices. As a fluent Russian speaker, he works without an interprrtn. Hi areas of expertise include:

+ Credit training + Credit risk management + Banker mining curriculum development + Training oftrainm + In-bank credit process consulting + Russian language fluency.

Summary o f Professional Experience

1994 - p u n t Director, Barenu Gmup LLC, Ukraine. Russia and Washington. DC.

In 1998, Dr. Baxter served as deputy project manager on a World Bank-funded pmjecl to develop and teach public finance training materials in the Russian Federation for the Minimy o f Finamr. In this position, he has many roles: to ensure that the malerials am adapted to the local environmmc IO wwk with focal counrerpsN to ensure constant communication during the course devdopmt and p i la courv insation: to train a Russian deputy to assume his duties; and to train Russian hainen to teuh thc materials developed by Barents. in order to ensure the self-sustainability of the project once it is completed.

Ria to 1998. Dr. Baxter worked as a B a n & instmnorlconsulmt under the USAID-funded NIS 8.nLcr Training Project. I n this position, he had a number of roles: to conduct beginning intcmudhl+ and advanced credit training seminars for bankers in various M S countries; to adapt training nutaials lo the local environment in the various NIS countries; and, upon conclusion of training. to pmde i n - M advice and consultation to local NIS bankers.

In the summer of 1997, Dr. Barter served as in-bank consultan1 to a major Russian bank in W o w on a loan loss reserve methodology for the medium term lending grcup o f the bank. He also consulted w i t h the lenders in the group on individual medium term credits.

In the fall of 1996, Dr. Baxter ~ m d as a Barents credit advisor to the commercial banking Mar in Kyrgyzstan under the USAlDfundcd NIS Monetary Restructuring Project. Whik in K m he consulted with and trained personnel at the cmiit depanments of three commercial banks, and Consukd with the legal and bank supervision deparfments at the National Bank of K-n on loM agamcau and other issues.

S u k d &m&rr T- RFQl I U 1 1 #

DR. NORMAN A. BAXTER

From 1995 to 1998. Dr. Baxta served as a c d i t inslnretor in the NIS. wherc he conducted 30 &it- related seminars. He war also rcsponsibk for adapting banker-training materials to local caditiom .nd practices. and developing new course materials covering such topics as ALM. accountink intcrrul .udii and strategic planning.

In 1994, Dr. Baxter served as a Barenh resident banking advisor in Kyiv, Uknine. Hi ~sponsibili ics included training local staff to administer the newly founded banker training institute, identifying mining needs and marketing training courses to the Ukrainian bmking community. collabonting with Amaiun instructors on collrse content and &livery, and coordinating instruction is various cities thnwgh.x,t Ukraine.

1985 - 1993 Vice President, Signet Bank - Maryland. Becherdi, Maryland.

For Signet, Dr. Ba..er was responsibk for managing a portfolio of $ID+ million in loans to rniddk market companies, as well as business dcvclopmcnt and cross-xlling ofMher bank products and vrvim in the same market.

1981 - 1985 Banking Offi~cr, The Riggs National Bank of Washiion. DC.

At Riggs. Dr. Baxter completed the 13-month credit-mining pmgmn md \w ha v i k fix maintaining relationships with such muhinational companies as Ford Motor Compmy. Boeing, md Occidental Petroleum.

Oyneas Experience Long-tcnn residence in Russia, Ukraine, Gmany, and Switrcrland Short-term experience in Armenia. Azerbaijan, Georgia, Kamkhsun. K y r v . Moldova, Rursy Ukraine

Education

B.A.. Slavic Studies, Lawence University. Applcton. Wisconsin. 1970. MA.. Slavic Languages and Literatures, University o f California. Berkeky. 1972. Ph.D.. Slavic Languages and Literatures, University of California. &rlielcy, 1977. Cenificate, Alternative Careers Program. The Whation School, University o f Pennsylvania, 1980.

Pmfasional Associations and Bonon rJa

Languages Xative English speaker, fluent Russian; fair German

Personal U.S. citizen; born 1948.

Selected Publications Contributed the chapter on Cr& Ri3; Management in the Stnlegic Guide for Russian C o m m e d Banken, published in Moscow in Russian 1998 under USAID sponwhip.

Seprcu~bcr 1968-Jtutc 1976: Partner. M.E. Lewis and Maurccn H. Bcrry, CPAs, Pasadena, CA.

Jn,ruo#y 196Mrrg1ut 1968: Defensc Conlrnct Audit Agency, Los Angclcs, California. 1966- 1968: Resident Auditor-in-Charge at Thc RAND Corpontion and Systmi Developmoit Corpontion, Santa hloi~ica. Chief Training Ollicer, Advanced Audit 'i'echniqun, UCAA Los Angeles Rcsion. 1963- 1966: Supervisory Auditor. 1960-1963: Contract Costs Auditor.

Consulting Engagemears:

M q J t . 1 ~ ondJu&Avgurt, 1997(USAID contract): Study of poky cnvimmrnt forthe mobilization ofquity captal in the P.kainhn Tcrrilork W a t Bank and Gaza Ship. Field diagnostic of the dahrrofthc accounting function and the accounting profession in the public ad prince smm and the implications for introduction and application of internarionrl accounting standards.

ApiI-.Way ondJdy. 1997 (USAID contnct): Wrote intcrmtional standards accounting manual to k computerized for use in training personnel in financial and non-financial institutions.

Jme 1996 (USAID c o n ~ ) : fnsIiMimal rrsmrturing, Cairn. Egypt. Field rmdy diagnostic of cnfmemmt of international accounting and wditing standards by the Capital Markcts Authoriry. Designed rvorkshop for shffmaining in &ox standards.

A49 1996 (WcaM Bank project): Cotton Indusby Primtiration, Tashkent. Uzbekistan. Wrote accounting manuals for use by project suff to account fa the project in accorbnce with World Bank requirements.

March 1995 (USAID contrack): Agricul~re Privatization. Lithuania. Implemen(ntion phrv of accounting system design project for the Lilhuanh agricultural sector initiated in 1994.

Sepembrr-Nmn~bcr. 199J (US AID contract): lnstilutional asscssmcnt in Hungary, Poland, Czech Rcpublii Slovakia, and Bulgmia Member of intcrdiiiplinsry tam evaluating the e f f i i o f Entnpria Funds u v e h i l n for f m i n g dcmocnric economic growth in transition economies.

June 1994-Dccembcr 1995 (United Nations mhact): Performed mearch study. and co-authod monograph. of the linmcial mamgcmm~ problems of bmsition economies. (Pending publication by the United Nations.)

hloy 1995 (USAID contract): Agriculture privatization, Lithuania Field study diagnostic of the accounting system design needs of post-pivatizatim agricultural cornnlanes, intended for general appl'iation in the Lithtmnian agriculture xctor.

F&m~ry-Ahch 19PJ (US:\lO contract): Agricultu~e priuatizatwn. Ualpria. Member of interdisciplinary team evaluating the privatirstion potential of trvo fruit and rcgetabk pmccssing plants. Rcforma~led lk i r financial stalcments for use by western investors and adjusted them to confonn to international accounting standards.

hiember of i&diwipli& team evalwating the privatization p a d a l for an agricuhunl commune with owr hrmty operating entities. RefmrutIcd their financial sratements and adjusted thrm to conform to intunatimal xmunting standards.

Scp~cnikr 1990;Imumy 1992 (United Nations contna): Performed field studies in Poland, Hungary, and Frana ofthe lccwnting nnd valuation pcbkms arising during privation. C+authod a monograph cm h i s lopic. pvblished by t k United Nations in 1993.

Jantuqy 1983.1984. and 1985: lnnitutional diagnostics, Warsaw. Poland. Performed financial and efficimcy evaluations of a private, not-fa-pmfit organization.

J w e 1979 (USAID eontract): Institutional restructuring, Kinshasa, Zaire. Performed field study diagnostic of the financial management neob of thc MinirUy of Public Hnhh. Gave weekly IechueJ (in French) on public scdor budgeting techniques fot the Ministry's top kwl management and briefings for rhe Minista.

Professional Mcmbcrsbips and OKcw American Institute of CertifKd Public Acmunlanu

Illinois CPA Society (previous mcmkr) Pmidenr, Vice-President, Tmsurcr Eaaem Chapter. 1978- 198 1. Member: Committee on Relations with Educators. 1991-1992, 1990-1991.

Academic Membcrsbip and O f l i i :

The lnternutiorul Association for Accounting Education and R-h: 1993.1997: Member of Executive Board and Ne\*slccter Editor. [ I n t d w d with the Executive Committee of the lntcmational Fedustion of AccounlanU (IFAC)] .

The Academy of Accounting Historia~u: 1996 ct 1997 Past President and Member of Board of Trurtees; 1995 Prcsidcnt; 1994 President E k t ; 1991-1993 First Vice-Pmident; 1986- 1990 Men~bcr of the Board of Trustus;

American Accounting Associalion (AAA): 1996 Mcnlber of hi~nt~script Award Commiltcr.; 1987-88: hiembm o f Planning Cornmiltee for Scventh lntcrnational Conference on Acco~tnting Wltcalion in Jnpan.

International Accounting Section, AAA: 1997,1996,1994,1992: Memkr of the Board of Trustees (Chair - 19953; 1990-1992: Tmsumr, 1989-1990: Chair o f Education Committee; 1987-1989: Chair. Public Sector Committee; 1986-1987: Member of Dweloping Countria Cornmince; 1984-1985: Member. Cornminee to Review Propoxd lntemtional Accounting and Auditing Standards.

Boots or Book Chapters Opok Ekttric (with J a m A. Schweikart) 1994. Inlema~ionol AccountingrA Cow

Approach Nm York: McGnw-Hill, pp.340-349.

Accounting Robkms Arising During Privatization (Chap. Vlk Accounting Pmbkms Arising During Privatization in F- (Chap. VIII); Accounting Problem Arising During Privatization in Hungary (c~amhored) (Chap. X); Accounting Pmblems Arising During Printiration in Poland (Chap. X11); Accounting Problems Arising During Privatization in the United Kingdom o f Great Britain and N o r t h Idand (Chap. Xtll). 1993. Internmima1 Accounting and Repwing ISS~CI: 1992 Review. New York: United Nations, Department of Economic and Social Development, Transnational Corporations and Management Division.

The Reshaping of the Accounting Function in Poland (with G a t ~ d . Krystyna Swidmka). 1992. Intcrna~ional Hondbwk ofAccoimring Educmion and Cerli/icmin. Oxford: Pergamon Prrss. pp. 499-5 16.

Accounting's Cultunl Development in the Pcopk's Republic of chi^, 1988. T k Accounting andEconomic Problems ofConremporary Importance to the Far Eat. Urbaru. IL: Center for International Education d Research in Accounting pp. 1-25.

Accounting in Socialkt Counhicr, 1984. InlernaIional AccomUing, H. PcIa Holzcr. cd. New Yak Harper &Row.

Publ icat io~ in proem: Double-entry Accrual Aaomling in Gmrrnn~cnt: 71u Polish MnkI (with Bubur

6ddarska and Gertruda Kryst, .~ Swvidcnka). 1996. Case study cammissioned by the Australian Accounting R-h Council for IFAC's Public Sector Committee.

Financial MOM~C~I I~ in Trrarririmial Economies (with Professors Michael K . s c r and Bimal Prodhan, Oxford Uni\rrsity). 19%. New York: United Nations, Department for Dc\rlopmcnt Suppon and Management Services.

ArrifIes B Reftrcctl Jortr~~als: Accounting and Privatization: Some Problems and Challenges in Poland's Transitioml

ECMHW~Y, 1998. The bileninlioiiolJomrn/of Accorniling.

Rest~cturingthe Accounting Function in the Third World: hladagascar's Approah (with H. Peter Holzer), 1993. Rcsemh in Tbird IYorMAccoun~ing, vol. 2, pp. 225-244.

Nicktore AsFkty Racliankowosci \r Swietle Prywatyzxji \v Potsce (Sonic Asycctsof Accounting in the Light of Priva~ization in Poland) (\villi Gcrtruda Krystyna Swidcnta), 1392. Uorronrika i Urganiarja Przedsieblorsn~q pp. 2 1-23.

Making Perestroika a Reality, April, 1990. The .%r Acco~otronr. pp. 4-9 a d 46.

Accounting's Role in Economic Dwelopment: Some Normative Evidence from the Gennan Democratic Republic (with 0. Finley Graves). 1990. The 611em1imlJoi1rnal of Accormring, Vol. 24, no. 2, pp. 189-220.

Financial Accountability in West German Govemmcnt. 1987. Ahances in Intm~rMml Accoming, Kenneth S. Most, ed., vol. I, pp. 39-84.

The Cumnt Status o f the Accounting Profession in Poland, Summer, 1985. SovieI ad Eint E m p e o n Bullr~in. pp. 90-102.

Industrial Accounting i n Poland's Reorganized Economy (with Alicja Jaruga), 1985. The Jn tmra ic*~a lk~ lo /Accounr in~ vol. 20, no. 2, pp. 45-63.

The Accounting Function in Socialist Ewnomies. Fall. 1982. 7 b e I n l a n u t i d J o d o f ~ c c o ~ l i n g vol. 18, no. I. pp. 185-198.

The Design o f Accountability Systems for Publicly Sponsored International Cw production Pmgnms: A Need for Harmonization? 1982. Monogenrenrlrirernu~ionol Revirr. wl. 22. no. 2, pp. 41-60,

Why International Cost Accounting Practices Should & Harmonized, August, 1981 ~ogcmentAccounring, pp.36-42.

UnpuNisbed Seminar and Conferrncc Papem: Privarhing a Bulgmion Store Enrrrprix: &me Tuhnicd ond Culhral Asputs of

lFlr@ngAccuainting Pnrodigms (wih H e m Stolowy), 1994. Paper presented at the Annual Congress o f the European Accounting Association, Venice, Italy.

Some Pro~tiral Problem in Priiwliiing rhc ApiculIyrc Sector Ercunplesjhm Etrmia ondBulgariq 1993. Invited paper presented at a workshop on 'From Socialism to Capiul~m in thc F m r Communist Bloc: The View So Far". Russian and East European Center. Unirar i ty o f Illinois.

~urrent h u t s A@cting Accounting Edfuarion ill lh? k d y Emerging Democrociu, 1993. Panel Discussant, United Nations Intcrgo\~rnmcntrl W d i n g Group of E x p n t s on lnternationrl Standards of Accounting and RepMling, UN Headquarters. New York City.

Rosnia and I ltrr,egovina Rank Deulopnrm and Tminiig RFPU 163-99-39

CARLENE CRNKOVLCII Foreign Exchange Specialist

KEY QUALIFICATIONS

Ms. Carlenc Crnkovich is a x l l ior banking executive nich over 22 yean o f experience and a concentration in foreign exchange. Now manager o f the foreign exchange department at her bank. she isa highly cxperienccd tniner in her specially and has also bccn cngapl in mining nlalcrials dcveloptncnt, both clonleslically and it~tenlatioually. Her Association Cambiste lntcmational (ACI) diploma is recognition o f her c>perlise in foreign exchange. Most recently, she h.s fulfilled a number o f training assignments in thc NIS for Barmts GroupWSAID. Her c h i c f ~ l r ofezpcrliw arc:

Foreign Eschange + Training

Training Materials Development

CAREER PRORLE

AAer k g i ~ i n g her profcssiaul life as a ma& teacher. Ms. Cmkmicb bccam~ a farcii advyr blda i banking sector and is currently managing corporate fomign cxcbngc dhca far US BPt i

Minnegolis kmk. Ponland and Dmver. She has developed mining muerids fa both farce adumgc pmfeyioruls md lay pmonnel. Since 1997, she has perfamed wious mpgcmcnts with B m o Group to develop training materials and conduct training in facign exchange a! Bankm Training Institutes in Ukraine, Georgia, and Armenia.

Selected Training Engagements

Bankers Training Institutes, CIS, 1997-Prescnr Assisled in the development of foreign exchange and options seminu mlcrials for F i BuJt Wmc and presented a K day Foreign Cumncy Options Suninar for ihc Dmvcr Wald Tndc Center (1996) b r e d a (2) day Forcign &hange Seminar for Montana State Univasily Small Blainep hogrsm ( 1990) Designed and \ 4 ~ d e all cumnt marketing materials for foreign exchange and opciom Roducts Frequently deliver X day customdesigned suninan for clienU.

Summary ofProfesiolul Experience

Vice Resident, Managu FX, F is t Bank (US Bank). NA, Miwicapdi~ MN. 7/86 - Rercnt Assistant Vice President, First Bank. NA. Minneapolis, MN, I M S - 7/86 Assistant Vice PrcsidentlFX Trader, First Bank, NA, Minneapolis, MN. 1/82 - 10185 OfkxffX Trader. F i m Bank, NA, Minneapolis, MN. 1/80 - l a 2 Foreign Exchange Representative, First Bank, NA. Minneapolis. MN, 8217 - 1/80 Math Teacher, Independent School ti622N St. Paul. MN, I M 6 - 6/77 Assislance Director o f Counseling, HR De\rlopmenl Council. Bommm. MT, 5/76 - 9/76 Teaching Assistant, Monlana State Univmity. Bozeman, MT. 9/75 - 6/76 Math Teacher, Great Falls Public Schools. Great Falls. MF, 9i72 - 6/75

c

Bmrrys Group LLC. Propicmy I Scpraber 1999 li-h-,&ul-&-.-.L.---L-*,-C.-.I

us' r,

RFPN 161-99-39 CARLENE CRNKOVICIf

EDUCATION

ACI Diploma*, Asw~iation Cambiste International, 1997 RR. Series 7. NASD (license ret id) , 1986 RR. S r i n 63, Slate of Minnesota (license retired), 1986 M.Ed.; Counseling Monhna Statc University, 1976 BS. Mathematics. Montana Setc University. 1972 ('Competency exrni for foreign exchange traders, k a d q u a r t e d in Paris, France)

Additional Education and Tniaing International Financial Markets, lnrtitutc for Canadian bankeiq 1997 Series 7 Preparation. Longman Institute. 1986 School for International Banking ABANniwrsity of Co lasdq 1984

PROFESSIONAYCOMlrYUNITY ACTIVITIES Association Cambiste International Cmmt ~prrsmmtive for h e Ameriur to Incmutioml B o d of Education Board mmbn of The F i i a l Mark& Association-Faex USA Past R t s i i t of the Regional Chapter of F o m USA 1992- 1996 Mentor for Mcntiium (prognm for women executives) 1994-19% Minnesota World Trade Center Associstion, Charier Member

Name ofStan: Sara Hargrove

Profession: International Banking and Finance Cmsultant

Date of Birlh: -

Years witb Firm: Nationality: U. S. A.

~Ucnibenbip i n Prufessional Societirs:

The Philadelphia Committee on Foreign Relations. World Affairs Council. A n o c i . t h for In\emncnt. Management and R-h. & Whuton Alumni Club ( f o n m Advisory Bovd member), \Yomen Executives in State Go\rrnment (formcr Board member). Csrm Ach' m m e n t Award, Mary Baldwin Colkge, Julime Low T & e the M' Award, Girl Scoue of Philadelpbia, H m o m y Degree, Dator of Laws, Seton Hill College. Pennsylvania's Honor Roll of Women, Pennsylvania Women's Forum (Charter Member). Forum of Executive Women (F- Resident), Marathon Runner (Bostan. Philadelphia, Montreal. New Yodc, Pitlsburgh)

Diagnose ALhUTrtwry Risk Matuganent pmxscs, pmcadum and systems: identify and mommend impmvcmentq assist in implementing improwd proccs%s, procedures ud vauns of ALMKmasu~y Risk Management for Turk Eximbank; md design and delivery dated mining.

Key Qualifkatiou: Sarah H a r p o w is 8 wontd financial uccutive with ma 20 yurs of cxpcricncc in f i i principally commmial and mwhnent banking. including --up businesses in capmre finance and capital market products. She has spent eight ).cam &s Pennsylvania's Souauy of Banking the primary regulator of the Commonmralth's state&ered hanks, rrust companies, savings associations and credit unions. Since leaving government service. Ms. H a r p w e has ban providing general financial advisory and litigation support consulfancy services to banks, small b u s i i , the legal community. government agencies and multilateral institutions, including bank training and bank appraisals in emerging markets.

Education:

University: H d University, JFK School ofGovemmcnt -: Graduate Certifmtc. Slate and Local PmgM Year Awarded-. 1988

University: Unimsity of Pennsylvania, The Wharton School Dcgrcc: MBA Y e a Awarded: 1988

Chartered Financial Analyst. 1980

Employment Record:

Employer: H n q - 0 ~ ConntftuKy Position: Principal

Date: 1995 to Prewnt Location: Philadelphia, PA

General financial advisory services, including espcrt testimony and litigation suppm; bank molutions and liquidations; appraisals and fairness opinions; strategic and business planning; bank acquisitions and linancings; feasibility sttdies; general corporate linance.

Bank cons~~ltiag. tecl~nicnl mistance and traiiting for L>ankcrs and bank supervisors in Russia. Qkraier, Georgia, Armenia, Bulgaria, Moldova and Polancl in the followng arns:

Asre, nmi Linbiliry I f o ~ ~ o g e n r e r ~ r / l i . e ~ ~ r ~ ~ y Ma~~ogernenr Lkritw~iws Econonzic Anabris a jhnks and Bank Appraisofs F i n m i d Ifonagenrnr Intusmn~enr Banking Intwrn~enf l h a g e n n n ~ Risk Afanagemenr

Appraisals of banks in Russia, Georgia and A m n i a for International Finance Corpmtion c d i t lines andlor equity investments

Legal and regulatory analysis o f draft regulations for 'Registry of C d i t s and Guaranteesees for the National Bank of Slovak Republic

Fusibility studies: Training centers (Moscow); new bank product offerin8 in Asia

Expert testinmy andlor reports have ban provided on bank regulatory changes supporting successful resolulion of tax caw for City o f Phil.delphia; for BCCI-rchtd ligmion supporling liquidator's successful claims; for successful restitution of funds impropp-ty ocizsd from a bank in Tanzania.

Private placcmcnts of debt securities for bank;, bank holding companies, manuhcfuring companies and housing project for Air Force Base in Alaska, including innovative use of tax- free financing for management buyout of subsidiary o f private company

Evaluation of assorted manufacturin& service and financial sewice companies. inchding innovative evaluation of "break up' value of asbestos-related company in -cy md unique valuation of trademarks of subsidiary o f Australian m p n y for capital alloution and tax PUT'=

Merger assignments in food, retailing hardware manufacturing, phmmaeeuticll and oil industries

Business and capital plans for severs1 companies including: tekcommunications b u s i i in U.S. for Eump.n equipment manufacturer, cocoa p m m i n g business in U.S.of brcign parent; and bank capital nudies for regulatory purposes Analysis and training for bank credit-related products including i n t e e rate swaps, defeasance and ESOPs

Dev&pment of an investment school to teach basic principles o f economics a d stcurily analpis of &bt and equity instruments, and supervision of the lmrrtmcnt Perfomuncc Evaluation Unit of Trust Investment Division o f major regional bank

.-

Employer: Commo~iwcalth of Pennsylvania Position: SECRETARY OF BANKING Date: 1987-199s Location: Philadelphia, Pennsylvania

Developed and implemented Department's first strategic plan, installing an integrated \vide-arca network for exan1 processing, intradepartmental co~iiniwiication and MIS, significantly reducing tursaro~~nd time and cnhancing surveillance; rcor~anizing along functional lines, eliminating duplicatioi~s and standardizing supervisory and enforcement activitk, and cmting a cross- trained generic examination force reflecting the growing homgcmity o f regulated firuncial institutions, adding value to examination function and improving utilization o f ~esaurccs. Successful resolution of failed privately-insured banks with de now FDIC-insured banks. Send on xveml Boards, including PA Housing Finance Agency (Vice Chair), PA Eeawnnic Development Pmmnhip, PA Industrial Development A g m y and State Liaison Commineq Federal Financial Institutions Examination Council.

Employer. Philadelphia First Group, Inc. Position: Vice-President b te : 1985-1987 Location: Plymouth Meeting, PA

Responsible for corponte finance and investment banking, including me- capital raising valuations, and general adviso~y activities Employer: CORESTATES Philadelphia National Bank Position: Various h te : 19761985 Location: Philadelphia, PA

fie-Presidenr a?d D e p r t n ~ e ~ ~ t Head Credit Product Management, responsible for focus o f planning for credit-related products, including interest rate nnps. defarsu~c and GTOP'r

Vice-Pnsident, Philadelphia Capital Advisors, responsibk for initkting dewloping and closing merser-rclated transactions, valuations, private placements and capital phnning

Assistant Vice-Prctident. Corporate Finance Department: Number hvo person in dK establishment o f department for corp~stc finance activities, subsequently known as PCA

Employer: Position: me. Lout ion: Employer: Position: Dale: Location:

Morgan Stanley and Co. Mergers and Acquisilim Analyst 1973- 1974 New Yortr Wachovia Bank & Trust Company Investment Assistant 1970.1973 Winston-Salem, NC

I l a n i a and llerzqouinm E d Dml-I u d 1niri.y RFP* I&-99-39

SARAH W. BARGROVE Liquidity and Funds Management Specialist

KEY QUALIFlCATlONS

Ms. Hargrove is a seasoned financial executive with more than 20 years ofexperience in commercial and investment banking, government, and international consulting. As Secretary of Banking for the Co~nn~onwvealth of Pennsylvania, she w a s the primary bank regulator responsible for !he safety, soundness, and regulatory compliance of thc Comnionwvealth's stateshaned banks, trusl companies, savings associations and credit unions with aggregate asx ts of $90 billion. Since leaving government KN~CC in 1995, Ms. Hargrove has been pmviding general financial advisory consultancy s m k to banks in Central Eumpe and the NIS. Her areas of expertise include:

+ Liquidity and Funds Management 6 Strategic Planning t Bank Capital Planning + Corporate Finance and Investment Banking

CAREER PROFILE

Consulting and Training Ms. Hargmve has consulting and training experience in a number of Central and Eas~ European countries. Most recently. Ms. Hargrove has w e d as a trainer and developer of training materials for rhe USAID/Barcnts Group banker training centers in Kyiv, Ukraine and Tbilisi. Georgia She has developed materials and m t e d seminars in ALM, Capital Markets and Investment Banking. In 1997. she kd a wvokhop at a commercial bank in Dnipropetmvsk, Ukraine on bank financial muugmvnt In a previous training engagement for the Central Bank of the Russian Federation in Moscow. Ms. Hmgmve developed a training module on Economic Analysis (Financial and Profitability Analysis of Banks and Their Borrowas), which included liquidity and funds management, accounting perfomunce analysis; credit analysis and loan review;; CAMEL; internal auditing. She subxquently taught the fim ~ourw to trainm at the Central Banks' Training School in Oryol.

Ms. Hargrove's other training and consulting engagements include an engagement with the lntematicnul Finance and Business School in Moscow, whac she developed a trsining module. and taught a seminar on the Fundamentals of Bank Appraisal, including definition of fair value and market valw. (Ma topics covered during the course of the seminar included: different valuation techniques; basic investmmt concepts; standard valuation masurrr, discounted cash flow d going concan n l w ; FMekisc nkc, liquidating value, adjusted baok value; merger and acquisition strategy and planning; evaluation of h poltfolios; and evaluation of off-balance sheet items (derivatives, standby lines and k n e n of c d i , ctc.).

In Slovakia, Ms. Hargrove pmvided an in-depth analysis of draft regulations for a "Regiaer of Credils and Guarantees" to be maintained by the National Bank of Slovakia.

Bank Supervision and Regulation As the Secretary of Banking for the Commonwealth of Pennsylnnk MS. H w v e dmkped and implemented the deptmcnt 's first strategic plm, installing and integrated a widc-area nerwat for aum processing, inlradeparhncntal communication and MIS, signif~anlfy reducing tumuound time a y l enhancing sumillanfe. She reorganized the department along functional l i e e l imht ing duplications and ~ t d r d i z i n g supervisory and enforcement activities, creating a ems-trained grncric examination

force reflecting the growing homogeneity of regulated institutions, adding value to h e ammirution function and improving utilization of resources.

Corporate Finance and Inv~slmen~ During her 17 years as a corporate finance and investment experf, Ms. Hargmvc has held mks of increasing responsibility. As Vice Pmident at Philadclphia F im Group. Ms. Hargrove wrr rrtponsibk torcorporate finance and investment banking, mergers, capital raising, valuations, and general dvisary activities. In her other positions, Ms. Hargrovc held responribiliIy for credit producl muugemcnt, planning and training for crcdit-related products, including intemt rate swaps, dcfuwnoe and ESOPs. She also has experience in initiating. developing and closing merger-related transactions, vlltutions, private placements, and bank capital planning.

Summary of Professional Experience

Secmtuy of Banking. Commonweall of Pennsylvania, 1987-1995

Vice Pmidcm Philadelphia First Group, Inc, Plymouth Meeting. PA, 1985-1987

Vice b i d e n t , Assistant Vice Pmident, Corporate Services Offcer. CorcStates Philadelphia NItiaul Bank, Philadelphia, PA, 19761985

Mergers and Acquisitions Analyst, Morgan Sunley and Co.. New York, 1973-1974

Invwmcnt Assinant, W ~ h o v i a Bank & Trusl Company, Winst-Salem, NC, 1970-1973

Education

b a r d University, JFK School o f Government, State and Local Program, 1988. CFA, 1980 MBA. Finance. T h Whanon School. University o f Pennsylvania, 1976 BA, Psychology, University o f North Carolina, Chapel Hill, 1968

English- Native tongue French- Reading writing speaking (fair)

*

Bmenis Group UC, Prqniercy 2 Wrbs 1999 - . ' - L - - - - ~ . - - - - c c . - ~

Joel T. Hefty Commcrcid Benke

( L ~ V - I m

Mr. Kc@ hs I; prr cxperievc in 'd cxacha:ki..s r1.d nk: yean cx,ulzcc in mining zm.j cmsl51:~. ?ria to his pj:hm Senior. Consll.3r.l wh :'nc airmu G a p of W N G Cooiulcng U C . LY 5 - d 2s i ~TLclpa; ~ s m i n ~ ix {ti FcCenl R c $ a e S;wm 2s u'cll as ~~rional pro:cct krda in ihc 3GczI Kcrrve Sjucm's scpervlscq cj,xrticn 7-n. M-. Hci?. is an k b n a l i m r l c u s a ! . ~ ~~ir.n, A fzcihtor on rsnm oi Lucking r~pn*-:,ian ~ z d ~ 2 i c i q . HL -1 respmmhilh b\r irc.hdsA t n i ~ g md orga%zetiooci Cc.delqmm! ior ha&e , 6 r i o n r'JfT in Sm f.e;;o.

Las h.ge!es, and Salt m e Civ.

W W mrrdy. Mr. Hefty hu sr=rd u a knia Cc~r~~kzat -%L\ CJZ Bama Gro! wakag in ZJbmi. d U g r . Lhb.* her+ 6 - u hc pi&? sr.c-orr-crr. g r q forrml and infcncll oprhpb I&ing to a.hyhc1. c x p r b x i . d n m a ~ e s e - l e v d tazk ~ g u l s t o r r r i Rniady ad u a mmxiuiomd F d e d Resave Exminer, he enlwed riri mntgrnart p.occuu in C o r x s k faaxill ins~irJrirmr., o.!gscd credit F i , emir@, cqi=l~de+xy, liqndity. rclsitvity lo - i s k cask flow, kvage. d mxx~accn! ia intimjclui 2nd cr.r;ronmc~.ml mntczl; md bcilt a moq n3pcrt mi& ktituriw mrapemeo~ other regdl;m a d p t r s IS a resident F W R- a- in a 'age bark holdkg m u p c y .

.Xi. Kcfry dm has na cxpcrkxc in ~~zieulm 2e:elgnen: and a-the-@ caini!q inirirtivu. & bc eoamtut;d dssigrrd. ud pturd r CUMC for hs- ~ e p a r i n g fa O ~ C ~ X U -& c a d md -led rn &\riopmct. mvieo nnd rnisiol. erubtisM md mlhilritrd copp.micsrirar a d pjcn commimml rmory nmbcrr. in &ition, he hu send u r mbc; oieg Fcdcnl RCSCIVC SYSIW COIC CunbhUII Review Task Forre. h his politicm, u Hell u a FOdtim~. Mr. H = b ty cco~cepnul3e.I and cohbbraled oc rcpdow r v i c * of r k Fcdarl R- S?-dcm's caslincr rninmz md codioaled IEe dewlopmmt of a nev Federal Rc-c Spvm ca&g C R I T K .

Conmlriog, TrliDhg and Pmfcssiond Senices

Brrena Group oiKPMG Conrclting UC, 22000 -present

Srmvnc & Holiday Opcntim Asrisxnt, !&ho State Brak, Clsmr Fary. Idaho. 1981- 1585

LYNDA D. SWENSON

2269 Carninito Preciosa Sur La Jolla. CA 92037

? EMPLOYMENT HISTORY

R.C.S. Company, Inc. La Jolla, CA

(858) 581 1400 (Busimss) (858) 274 5389 (Residence) swenson@l~com

Consultant firm specializing in Change Management; Strategic Planning. Organizational Review. Process Rrmginccnng; Training and Developmenl; and Executive Search. Assipmenu have included financial institutions, health care organizations and 0 t h service companies.

Resident Advisor to The Czcch Banking Institute, Prague. The Crcch Republic on a USAid CoahrQ Duties included training Czech bankers in Credit, Finance. Capital Markets, and Communicatim as well as the training of trainers for on-going programs. Consulted with cwunercial banks and otbcr financial institutions. Worked with The Czcch Banking Institute to manage the USAid mntrad.

Bane One Corporation Columbus. Obio

Bank One Columbus, Nd. 3/91 - 3193 Columbus, Obio

Vice President and Division Executive for the Quality I Productivity Division

Recruited by the ResidenUChairman to start up and be responsible for an internal manrgarmt consulting function which worked with the bank's divisiow to identify operating efficiencies and po61 opportunities within the bank's operations, pmcesses and organizational mucturr.

Buckeye Federal Savings and Loan Association 8189 -3191 Columbus, Obio

Vice President

Recruited by the C h a i i to act as a catalyst and Change agent for S I billion savings and toan association.

Authored the thrih's Strategic Business Plan. submitted Ihc Plan to the Offict of Thrift Supervision and won approval h m the Ofice of Thrift Supervision.

Participated in the strategies, packaging and sale of Buckeye Federal Savings and Loan whicb omrrrcd due to the Federal changes in capital rcqui-Is for financial inslitutiw.

Chosen by the acquiring bank, National City Bank, to manage the overall conversion of Buckeye Federal Savings and Loan into their S5 billion commercial bank. The convasion

that occurred February 1W1 was successli~lly completed on time. within budget and with minimal disruption to service or operations.

Banc O n e Corporat ion Columbus, Ohio

Senior Credit Analyst

Conimercial olliccr for Small Businas .md Private Banking clients.

investmcnl Officer 7/84 - 3185

Portfolio manager for >Sl billion short-tcrm investment aaets o w d by Corpora1ion. Primary emphasis was in Euro negotiable investments.

Senior Consultant Product Support Diibion/Convcrsions 3/84 - 9/84

Coordinated all activities related to bank acquisitions and conversion to Bane One systems.

Senior Consultant 1MU-3/84 Produd Support DivisionlATM Project

Bank One of Southeastern Ohio Athens. Ohio

Vice President of Operations Cashier

Federal Reserve Bank of San Francisco Manager of Fiscal Control Department

Broadway National Bank San Antonio, Texas

Oak Trust and Savings B a n k Chicago, Illinois

I W C.F.P. (Certified Financial Planner)

College of Financial Planning, Denver. Colorado

Stonier Graduate School of Banking

8 American Bankm Association, Rutgcrs University.

~1 MBA in Finance Graduate School of Business Loyola Univasity of Chicago ' Member of Dcan's Honor List.

A rrrr RW KAREN R. WESTERGAARD -

1992-1995 Ukrainian Financial Group, Business Development Manager, Kiev. U h i n c

Ms Weslerprd has also s t r ~ k l l y i n s q c d several businas slan-ups in Ukraine Shc worked as n senior lnanapnent cons~~ltmt to s c n n l stan-vp rntcrpriscs in thc tinmK1ai services 3 r d ~dwrtising industries for btrainian Financial (;loop. a quasi venture capital conpny and one o f Ukraine's lint private cmmrc ia l organi~111m. She was inarwncnlsl in the start-up of a relail finanrial services company, which kgm

one o f Ukraine's first cumncy eschangcs and evolvtd into o f k i n g c d i t card and money tnnsfer senices for foreignen and Ukrainian citizens. In addition. M s ~ Westergaard a key figure i n the founding inilia1 start-up and opcnlian of an advertising agency afiliated w i h UFG. uhich has b c c m onc of the leading agencies in Ukra in today. Her extensive experience in d i n g as both a strategic advisor to Ukrainian management and u a direct line supavisor to Ukrainian cmployca pnovided her with valuable imight into a wide range o f mans@nmt and communication issues applicable not only to the fonm Soviet Union but also to che conduct o f imcmatiaP1 business management. Ms. Wcstergaard also pmvidcd tnanagmrnt dvia and assistance to aher UFG companies i n the field o f insurance md complta warn installation and sales.

1987-1992 Ci t ihn lq NA.. Assistant V i i Pmidcnt. New Yo* New Yak.

Ms. Westergaard's cxpniencc i n merging mark& began with her five-ycm I- at Citibsnk, Vmerr she scrucnmd cross-border tnde f i ~ n c c I-ions for Citilnnk c l imu worldwide. Her experience in x m n g a multiMtiona1 client bast that wanted to diminate cross-bordcr risk exposure in trade with emerging economics led ha to organin, develop and manage a start-up business unit within Citibank. This m w a l transacting unit provided quick and accunte umr-borda finance i n f o m i o n to multinational customas around the world, earning $1.4 million in iIs first year o f operation and $2.4 million i n its second year. Central l o the s- of k him was the prcamngtd allocation of sovereign and ummrc ia l credit lines han Ciribu* branches, which required consideable marketing and branch coordination d w i & Ms. Weste- managed a staff mponsiblc for internal and u t c r m l nurkaing. transaction structuring and mining of branch oflicen in Asia and Eastern Ellropc. &fore initiating rhi twines. Ms. Watngaard war 1 mulicting o f f i m who mgbvled and structucd mdc -iaa us iw ride mitignim progrtmr o f i d by US. government agencies, multilateral organizations. p r i m ins- mark* and risk- distribution techniques such as bank syndicatia-6.

19861985 COBE Corporation, Marh t iag Manager, Madison, Wisconsin.

1981-1984 North American Company for Life Inrurancc, Wior Copy \Vrittr. C h i I l l ino~.

&fore receiving her M.B.A., Ms. Wcslergaard utilized her degrrc in jourmli by writing adwising and sales proposals for the financial services industry. fim fa a mid- sized lire immnce company, then for a sonware company specializing in moccgrgc origination application software. In thcw capacities. Ms. Wslergaard mhuwcd her skills in the conaption and execution o f ef lcc~iw marketing c.mpaigm and corporate communication goals. -

ArrrPl+ .d KAREN R. ~ K G A A K D

In addilion. Ms. Westergpard worked ac a reporter for GuuwII's Today nmptpa in Brevard County. Florida, as a miter for Sovbl~ I ~ l i l ~ l i o n r magazine serving t k

savings and loan indlatry and as a coordinalor in the Pfus Ofiice of The While Hour under llr Carter Ad~einistralion.

M.BA.. Finance and Marketing, J.L. Kcllogg Gnduatc Schml of Management. Nadmvaan Uniwrsity, 1987.

O.S.. Journalism. Mcdill School ofloumslism. Norchrrcnmn Univmity, 1981.

Appendix J

instructor: -- Roger ~ l a & n c e

~ ~

~ l k i e DeBourg ...

Jaques GrosJ'ean

Svetiana Paunova

- - Krassimir Kostadinov

- Roumyan Chobanov

Svetlozar Karaneshev

Lyudmll Anachkov, Eng.

Milan DrKdarov* \

Evgcnl Bonev -

LIST OF IB1 INS'rHUCTORS (Excludlng Bnrentu Croup Inr t~wtorn) IBI Short-term Training Program

~.. Position: -- Instructor for ~ ATTF ~ ~

ltistructor for SWIFT -- - - -- -- -- - - CEO of ATTF

-- Head of "Ccntral Cashier" Division, BNB 1. Alexander Battenberg Sq.

-. Chief Expert, "Banknotes &d Coins" Division, BNB 1, Alexander Battenberg Sq. Director, Cash Management Directorate and Chief Cashier. BNB 1, Alexander Battenberg Sq. -- Chief Executive of Bulgaria Invcst Former Chief Executive, Issue Department. BNB 1, Alexander Banenberg Sq. SeniorIT specialist, Softw& Programs Division, BNB I , Alexander Battenberg Sq. Senior ~anager ,Docurnenhr~ ~aymenls, Intemalional Bank Operations Biochim Bank 1. Ivan vazov St. Certified Trainer under USAID training methodology - - ~ - - ~ ~

-

D z r . International Payments Department

- Seminars: Strategic Planning SWIFT Net Migration " ~ - ~ - Management Skills: Leadership and Team Building - Cash and Tellers Transactions in Foreign Currency

Cash and Tellers Transactions in ore& Currmcy

lnvestmenl Management

. .- Financial Markets and-lkl~ments Bonds and bond markets

Bank guarantees in in~emat~onal kade international payments

Contact Information:

-- -

-. 0219145 1522 pxatg,u\.n s!~~;hnbonk orp

- 0219145 1349 kpstad~~l.cy.k(lLihnbank.orc

7L -. Ccntrul Cooperative Bunk 103. G.S. Rakovski St. Inspector. Business Clients DSK Bank, Branch 5 19. Moskovska St. Head of lnkrnational Payments ~ i v i & h , Encouragement Bank I, Dyakon Ignatii St. Certified Trainer under USAID traininn methodology Hcad, Lending Department Municipal Bank 6. Vrabcha St. Esk Manager, Raiffeisenbmk Ccrtificd Trainer under USAID training methodology Specialist, Card Payments Univai ty of National and World Economy Bank CPrds Department Rosexirnbank 17, Lege St. Training Manager, SG Exprusbank, Cntificd Traina under USAID training m t n

--

Certified Appraiser, Head, Problem Loans United Bulgarian Bank 5 , Sveta Sofia St. Psychologist, Soecialist. Recruitmen(. Training and

Credit Rating of institutions - Definition and Assessment

- Trade Fimnce; International Payments: - Collection of Paymenls; - Letters of Credits; - Correspondent Banking

Risks'in credit transactions

Credit Managemen1 System

Bank Cards Payments through the international organizations - VISA and Mastercard

-..-- ?__---- - Real Estate Transact~ons, Mortgages and Pledges

- - -. Stress Management and Stress Factors; Tlrnc Msnrgement

Tel: OD 930 02 80; Fax: 021 981 86 01 I"l'ndwovkuaclabr.nel .

Office tel: OU 9198 5143 r rn~~ t~~c l r .~~ iko ln \~~B~?rbh - d i r rn~fic~scnbnnti.at

021 930 72 7 1 ~i~boktz!rosexinihank bg

0881 731 444 pg~~~ia.n~~!c\'~kr~~occcn corn - 02181 1 23 13

H..- 19 Krassimir Hadjidinev

24 Valentin Nedtv. Dr.Sc. '' k

.- United Bulgarian Bank 5, Sveta Sofia St. Certified Traincr undcr USAID train~ng methodology Managing Director, KPMG 37, Frityof Nmscn St.

Director. KPMG 37, Frityof Nanarn St. Manager, KPMG 37. ~ r i t ~ o f ~ ~ n s r n st. - Director. Price Waterhouse Coopers 9-1 1. Maria Louisa Blv. Senior Auditor, Price Waterhouse Coopers 9- 1 1. Maria Louisa Blv.

Member of the State Commission on Government Securities 23. Vrabcha St. .- Head of "Licmsina and Controlling of Investment ~nterrnckries and ~ c c ~ r i t i e s Markets" Deperhnent, Stale Commission on G o v m c m l Securities 23. vr~bchr st. - -- Attorney. "Licensing and Controll~nn of - - Inverlment lntmediaries and Securttics Markets" Department, State Commission on Government Securitier 23, Vrabcha St. Managing Director. ~ inancg-~rokerage House - -- .

~ l n s t r u m e n l s Accounling 021 980 5 3 25 ! ~ i a r c i ~ r i I ' d . ~ o I p i ~ k u k ~ i ~ ~ ~ ~ ' . I ~ y

Financial Instruments Accounting 021 980 53 25 ~ J ~ ~ ~ ~ I I C \ , [ I ~ ~ ~ I I I ~ ~ ~ . C O I ~ ~

IAS 021 91 003 s r e l J ~ i . n e n o ~ y ~ ~ l ~ ~ ? ~ ~ ~ e ~ I ~ ~ b ~ l . c o n i -

[AS 021 91 003; 980 88 84 LI., .' .1~11i1i1~. lorol i lnv~1ub~~1)~~~1ohal .corn

Amendments to the Law on Public 021 940 45 IS Offering of Securities !i&v v(ulssec.bp

Amendments to the Law on Public Offering of Securities

Offering of Securities ~ ~ L ~ I L - : I I L I ~ I W C C , I V ,

i n l e r n e ~ - b a s ~ - FOREX Market --,-- .. .

1' ATEIP IS-/ KAREN R. \VESIFRGAARD

&

P 1992-1995 Ukrainian financial Groop, Bnsincu Dwelopmcnt Managrr, Ktev. U h ~ n

Ms. Wester~aard has also sllccessft~lly tnetugcd several business sun-ups in Ukraine. She wnkcd as n senior msnaymcnt consultant lo x w m l stan-up cntcrprira io t k

linnnci31 services and dvce~ising i~dust r~rs ibr Citrainiw Financial c;#oup. a q-i venture capital company and one ol- Ukraine's first private can~nurcial oryaniza~tons. She was inslrummtal in the start-up o f a mtail financial sewices company. which ixgan as o m o f Ukraine's fim currency exchanges and evolvcd into offering credit card d money transfer senices for foreigners and Ukrainian citizens. In addition, Ms. Wcrtcrgaard \\.as a key figure in the founding initial sM-up and opentiom of an adwnising agency affiliated with UFG. 11 hich has become ow of the leading agencies in Ukraine today. Her atensivc experience in working ar both a strategic advisor to Ukrainian matugcmnl and as a direct line supervisor to Ukrainian employes provided her with valuable imigh into a \ride range of managanrnt and co~nunication issues applicable mc only to the famcr Soviet Union but also to the d u c t of intunational business management. Ms. Wcstergaard also provided managanent advim ud assistance to other UFG companies in the f ~ l d of ins- and compna s)nm installation and sales.

Ms. Westergnard's experience in emerging markers began with hcr five-years tenm u Citibank where she st~ctured crow-border vadc fi- tmsacliom for Citibmk clients worldm'dc. Her experience in serving r mullinationrl client base hat mned to eliminate cross-border risk e~posum in trade with emcrgng economirs led her to organize, develop and manage a stafl-up business unit within Citibank. This rcnual transacting unit provided quick and accurate cross-border finance infornution to multinational customas around the world, earning $1.4 million in its f i r s yar of operation and $2.4 million in its second year. Central to the success o f the burirrrr was h parranged allocation o f sovereign and commercial credit t i n s from Citibank branches, which required comidcrable marketing and branch coordination vafdwide Ms. Wwergaard managed a staff responsible for internal and extanal marketing tnnsaction slructuring and training o f branch officers in Asiu and Eastern Eumpc. B e f m initiring this business, Ms. Wcstcrgaard was a &cling offim who origimtcd and stmturrd tnde transactions using I& mitigation pmlg~s off& by U.S. gowmment agencies, multilateral organizations, pivatc i m m e m u l c ~ and risk- distribution techniques such as bank syndicationr.

v

19M-1985 COBE Corporation, Markcling Manager. Madison. Wisconsin. liJ n 1981-1984 North America. Comprny for Lire Insnrance,Scnior Copy Writer, Chicago. Illinois.

a Before receiving her M.B.A.. Ms. WcstcrpWd Wilirrd hcr degm i n j m l i w n by writing advcriising and sales pmporsls for the financial m i c a industry. fim for a mid-

F sized life imwance company, then for a sonware company spccislizing in morrgrgc wigination application soA\vue. In lhcsc capacitirs. Ms. Wcsterganrd enhanced her

yi skills in the conccpion and execution o f effective rmrkcting campaigns a d coprate

f ? communication goals. e

A TRIP KAREN R. \VESTERGAAHD

In addition, Ms. Wcr~crgaard worked as a rcparIe for Ganne~t's Today in Brevard County. Florida, as a writer for Swings Insrir~dims magazh vning tl~c savings and lmi industry and as a coordinator in the Press Ofiice of The White Hcxrr under the Carter Administration.

Education

M.B.A., Finance and Marketing, J.L. Kcllogg Graduate School of M - g n n n . Ncmhwcna Univcrsily. 1987.

B.S., Journalism. Mcdill School of Journalism. Nonhwstcm University, 1981.

Lw%=

Native English fluent Russian

Appendix J

-- .. Instructor: -- - Roger Clacscnce Alkie ~ c ~ o u r b : Jaques Grosjcan

Svftlana Paunova

E s s i m i r Kostadinov

Rournyan dhybanov

-- Svetlozar KaranGhev

Lyudrnil ~ n a c a o v , En

MIIG Drsndarov* \

Evgcnl Boncv

LIST 01: 181 INS'THUCFORS (Excluding Barentr Group lastructors) 1111 Short-term ~rslnin; Program

Poddon: Instructor for ATI% - Insiruior for S W I F T - - -. -- CEO of ATTF - Head of "CentraiCkxer"-~ivlsion, BNB I. Alexander Battenberg Sq.

-- Chief Expert, "Banknotes and Coins" Division, BNB 1, Alexander Battmberg Sq. -~ .,. .. Dirktor, Cash Management ~irectorate and Chief Cashier, BNB 1, Alexander Battmberg Sq. ChiirExecutive of Bulgaria Incs t Former Chief Executive, Issue Department, BNB I, Alexander Battenberg Sq. Senior IT s k i d i s l Software Programs

-

Division, BNB 1, . Alexander Banenberg ~ Sq. ~ ~ ~

Senior Manager. Documentary Payments, International Bank Operations Biochirn Bank I, Ivan V m v St. C d t i e d Trainer under USAID training methodology - - --

Director, Inlernational Paymena Departme% ~ ~

~ ~ ~-

Seminars: Strategic Planning ~%m NX~ Minrat~on - -" - Management Skills: ~ e a d e r s h i ~ and ~ e a m ~ u i l d i n ~ C&h and Tellers ~rmsactions in Foreign . Currency

Cash and Tellers Transactions in Foreign Currency

Bm Cash OpcratibG-

- ----- Investment Management

Financial hidrkets and lnstrume<s Bonds and bond markets

-- - -- -- h k guarantees in international trade lntcrnalional payments

~ ~~

Foreign Cunency ~ Cheques, Documcntay .. .- , ,. -

k o m d ~ n o v k((r0bnbank org

Mirela Danova

Rosltsa Bonchcva'

Plamen Todorov

Emnnueln Nlkolova*

Lyubomlr Karlmmrkl

Pepina Mlteva*

SoRa Simqnova

Boyan Strahllov*

Ccn~ral Cooperat~vc Bank 103. G.S. Rakovski St. Inspector, Business Clienu DSK Bank, Branch 5 19, Moskovska St. Head"ii11ltemational payrn= Division, Encouragement Bank 1, Dyakon Ignatil St. Certified Trainer under USAID training methodology

~~ - - ~ ~-

~ead,-i-g Department Municioal Bank 6. ~ r a d c h a St. Risk Manager. Raiffe~scnbank Certified f k n e r under USAID traming methodology Specialist, cad Payments University of National and World Economy Bank Cards Department Roseximbank 17, Lege St. Train~ng Manager, SG Expressbank, Cert~fied T miner under USAID training methodology Certified Appraiser. Head, Problem Loans United Bulgarian Bank 5. Sveta Sofia St. Psychologi& Specialist, R m i t m m t , Tra~ning and Qual~fication

. Cr=dit Rating of 1isiit"tions - Definition 021 1 8 0 9 2 ~ - 7 and Assessment $8 angclova@!d?k&)&

Risks in cred~t t r a n a ~ o n s I TII 0 2 9-@: -1 F a x 021 981 86 01

~-

Tridc Finance; International Paynicnts: - Cbllcction of Payments; - Letters of Credits;

Correspondent Banking

Credll Management Syste6

021 8 l m 3 -

Bank C a r d s ~ a s c n t s through the international organizations - VISA and MasterCard

Training of Trainm

Real Estate Transactions, Mortgages and Pledges

Stress Management and Stress Factors; 021 81 1 24 77: Time Management c~~xihllov h(rr).;of

Krassimir Hadjidinev

Margar~ta Golcva

Nikolay Gumev

Stefan Ncnov

Krassimir Logofetov

Valentin Nedev. DrSc.

Elka Elenkova, DrSc.

Dcssislava Racheva

United Bulgarian Bank 5, Sveta Sofia St. Certified Trainer under USAID training methodology ~ ~

Managing Director, KPMG 37, Frityof Nansen St.

.~ .. Director. KPMG 37, Frityof Nansm St. ~-

Manager, KPMG 37. Frityof Nanscn St. % ~ t o r , Price Watnhouse Coopers 9-1 1, Maria Louba Blv. Senior Auditor. Price Waterhouse Coopers 9-1 1, Maria Louisa Blv.

Mernbcr of the State Commission on Govcmmcnt Securities 23, Vrabchs St. Head of "Licensing and Controlling of Investment Intermediaries and Securities Markets" Department, State Commission on Government Securities 23. Vrabcha St. Attorney. "Liccnning and Controlling of Investment lntmnediaries and Securities Markets" Department, State Commission on Govmunmt Secu i t i a 23, Vrabcha St. Managing Director, Financial Brokerage House

- Financial Instruments Accounting

Finanklal lnstrumcnts ~ c c o u n l ~ n ~

Financial Instruments Accounting

-. I AS

I AS

Amendments to the Law on Public Offering of Securities

Amendments to the Law on Public Offering of Securities

Amendments to the Law on Public Offering of Securities

Intemet-based FOREX Market

Margarita Atanassova*

Daniela Feschiyan, DrSc.

- --

Boyan Durankev. Dr.Sc.

Boychinka Yonkova

Lilia Rangelova

Antoniyn Pa,rcheva

Kalina Bratanova

AHMAPT Commission on Regulation of Telecommunications Professor at New Bulgarian University. Expert at "Marketing and ~om~unica t ions" (~"strian con~pany), Certified Trainer undcr USAlD training methodology Associate Professor, University of National and World Economy Certified Trainer under USAID training methodology Senior Assistant Professor, University of National and World Economy, Guest Professor at Leicester University. UK and Certified Trainer of IAS hsociate ~ r o k r , University of National and World Economy, Consultant, Ministry of Education Certified Public Accountant, Lecturer at the University of National and World Economy, certified instructor on IAS Certified Public ~ccountant, Lecturer at the University of National and World Economy Senior lecturer in English. University of National and World Economy. Member of the Union of Translators and Translator for USAlD Projects Senior lecturer in English. University of National and World ~ c o n o r n y r ~ m b e r of the Union of Translolorn and Translator for USAlD Projects

.- .~. . . . ~

Operutions -~ .

Introduction to the Application of Electronic Signature in E-Business Communication Skills and Effective Sales; Business Communication and Corrcspondcncc

- - -. -. - - --

H R Management

Integrated Marketing Communications; Public Relations

Managerial Accounting

Managerial Accounting

English

English

Anguel Marchcv, Dr.Sc.

Elizabeth Vatchkova*, Dr.Sc.

-- -

knatoliy Antonov, Dr.Sc.

Bistra Anachkova

Milena Yaneva

Colonel~lamen P o p

Lieutenant-colonel Hristo Ivanov, Associate Professor Tzanko fzankov*

9

Todor Krastev

Hristo Mavrudiev

~~~ ~ -- ~ ~

Associate Professor, University of National wd World Economy

- - Professor, International University Human Resource Management Certified Trainer under USAID training methodology - ~ ~ .- ~~

Manager. "Euro Risk System"; Chicf Advisor at MUCH-NET A.G., Germany; Lecturer in investment analyses, Economic University, Vama Senior Scientific Researcher, Professor at the Technical University and High School of Mathematics

Head of D~vtston, Police Faculty, Higher Institute for Promotion of Officers and Scientific Research, Miistry of the Intenor Deputy Dean, Police Faculty, Higher Institute for Promotion of Officers and Scientific Remarch, Ministry of the Interior Psychologist. Analytic Psychotherapy 23, Tzar Samuil St. Certified Trainer under USAlD training methodology - -

Certified Public Accountant

Certified Public Accountant

-.- .- The Effective Sale Change Management

Assessment of Market a n d C r 2 C R T

-

Computer Training

-- Computer Training Certified Program Ms Office Security M e a s E G a i n s t Armed Bank Robberies

-- Security Measures against Armed Bank Robberies

CommuniEatton Skills and Effective Sales

2002 Legal account in(^ for Business Entities 2002 Legd AFc5unting for Business Entities

- ~

( 1 0 be contacted through Orlm Zmoviev - at: 021 953 16 2 1 ; 0881 730 108) ;~~nr~no~~(tici~~o~~~sks~s~e~ns~coni

Momch~l Chcrgarski

Konstantln Petkov

Ivan Valchev Vcssel~na Geneva Anton M~haylov

\

Ivan Todorov

Rositsa Vaklinova Alen Godio

Audit manager, member of the association of certified expert-accounmls, ACCA. Great Britain

Specialist in auditing, member.of the association of certified expert-accountants, ACCA, Great Britain, successfully took the exams for CFA ( certified financial analyst )

Vice-president of Mizuho financial group, Luxembourg, Head of I n t d control and Law issues department, Cargolux Airl~nes Internat~onal SA

Bulgarian Association of business assessors

Senior Scientific Researcher. Doctor of Science, Manager of "Denel" Ltd. Teacher Head of "Capital Markets" department, Societe

IAS 32 Financial Instruments: announcement and presentation IAS 39 Financial Instruments: Acknowlcdgment and Assessment IAS 37 Provisions,~contingent a s s z ~ a n d liabilities IAS 32 Finaticial Instruments: announcement and presentation IAS 39 Financial Instruments: Acknowledgment and Assessment .

IAS 37 Provisions, contingent assets and liabilities IAS 32 Financial Instruments: announcement and presentation IAS 39 Financial Instruments: Acknowledgment and Assessment ~.

Financial Crimes. Money laundering.

Bases of the practical assessment Bases of the practical assessment Certified programs: Bases of the practical assessment

Machmery and equipment assessment Credit onalysn

German language for beginners Derivative Products

Petya Tsekova

Lllla DLlkova

M~lanka S1avova;Dr. Sc.

Ncvyana Krasccva. Dr. Sc. $

Generale. Luxembourg Consultant for Deloit and Tush, Luxembourg Consultant with the French Ministly of education --- Director of "Supe&ision policy and niethodology" direction, BNB

Chief Economist, UBB

Chief executive of Kaloyan, BDSK regional branch -- -. Associate profemor in "International Econom~c Relations" department. Lecturer in marketing and innovation management in New Bulgarian University and under the City University programs in Bulguia Specialist in the marketing of the USA, Japan, Great Britain, Denmark and Grrece Director of the Center for training special~su with the Ministry of Economy, member of the American Marketing Assoc~ation and the European Management Association, a rmla te profasor in marketing and international business in "St. Klimmt Ohridski" Sofia Univenity, New

Comments on Regulation 9 from Dcccmbcr 19 2002: For Assc s s~~~c~ i t and Classification of bank risk expositions and Formation of provisions for depreciation losses A series of seminars: Situation analysis by branches Trends in the agricultural development in Bulgaria and the Common Agricultural Policy of the EU -

Management of a bank branch

Promotional policy

Promo tional Policy

Zlatko Zlatcv. Dr.

Em11 Papazov Krasttna M~t~chcvo

---- Ivan Kosturski

Kamen Kovachev, Dr.

.- Andre Talmnn Ivan StoyPnov Borlslav Natdcnov. Dr

Todor Mindilikov Alexander Nikolov

~ ,

Bulgarian University. City University, Sealtic, International University. Porthsmoth Managing Director of the Bulgarian - Bavar~an center for quality, . . , ., . qualification and management ~ .

Doctor - of economics Lecturer in the National training center wih "Customs" agency

Chief Legal Adviser, Legal Issues Dcpann~ent at the Central Offrce of Customs Agency

Lecturer in "St. Kl~ment Ohndskl" Sofia University - A m , ~u=urg Senlor .- Legal Ad&r, BNB International experience as expert and consultant unda projects of IBRD, EBRD, USAID, PHARE. UNFAO; author of 15 books and over 200 articles in banking and inswancc. commercial and financial law, trade finance, international relations and national security; lecturer in finance md legal sciences in "St Kliment Ohridrki" Sofia University, the Bank Center for training and development and the University ofNat~onal and World Economy, Sofia Freelance consultant m the HR management Chief technical analyst and head of International

Juality management in banking

pp

&ality management in banking - --

'roccdurcs - rcgltncs of dc~crrcd layrncnt, customs cconomic regimes and clatcd securities 3ank Guarantees, Des~gned for the 3usloms, Proccdures-regimes of deferred laymcnt, customs economic regimes and dated securilia %and Advatising

h d i t Management ?uropean banking law Specific pledges

Social network building mproving the financial markets analysis

- - Stoyan Manolov

~ ~ - Ralkr Ontsova

-, . ~- ~ ~- Zornilsd Stcfanova*

Rossscn Grozfv

Ivan Gctsov Gom Rasrnussen

~ - - ~ ~

Daniela Durinr ~. . . -. . -

Milenn Mladcnova Marii Apostolov

~ . Capital Markets dcpartn6ii in Karolllinawial via Eliott wavc ihcory house, financial manager in Likora Ltd. - organization for personal and corporate development Director of "Financial ~ u ~ e r v i i k i and Analysis of bank financial performance Analyses" direction, BNB - ~ ~~ - on the basis of IAS Chief auditor. BNB - . , , , . . ..., Internal Audit Managing director of KompGs Ltd., cet?cf% Face-to-face selling skills trainer under USAID training methodology -- -- L~~VNB Clkmges in foreign exchange regimeof

Bulgaria, interaction with the payment transactions of commercial banks and the

money laundering Bankservice AD in Bulgaria

r AS

NB! The names In bold - instructon, wbo work in banks. The names, marked with - Instructors, who are Certined Trainers under USAID training methodology

Instructor: - Krash i rKos t ad inov

--

Svetlozar Karaneshev

Lyudmll Anachkov, E G

Milan Drandarov*

Evgeni Bonev

Plamen Todorov

Lyubomlr Karlrnan~kl

LIST OF SELECTED IBI INSTRUCTORS (Excluding Barcnts Croup I~istructors) IB1 Short-term Tralnlng Program

.- Posltion: Chief Expert, "Banknotes andcoins" Divis BNB 1, Alexander Battenberg Sq. - - Chief Executive of Bulgaria Invest Former Chief Executive, Issue Department, 1, Alexander Banenberg Sq. --

Senior IT specialist, Software Programs Division, BNB 1, Alexander Battenberg Sq. SeniorManager. Dccumentary Payments, International Bank Operations Blochim Bank I, Ivan V m v St. Certified Tmner under USAID traifung methodology Dimtor, International Payments Depanmn Central Cooperative Bank 103, G.S. Rakovski St. Head. Lending Department Municipal Brnk 6, Vrabcha St. R~sk Manager. Ra~ffmlmbank Certified Trainer under USAlD trnrning methodology Specialist, Cud P a y m s n ~ University of National and World Econom)

Semlnan: Contact Information: Cash and Tellers ~ransactions in Foreign 021 9145 1349 Currcncy I= hap1:1(!i1i!\2i(lhnl?i11ik n:.:

- Financial Markets and Instruments

- t Bonds and bond markets lud ln~l a ~ i a l c l i l \ o v ( r t ~ b n b a ~ i L ~

-- ~~~

Bank guarantees in International payments ~iidfi~p~arov(~r;hiocliini.co~n

..~. ~ ~ . ~ ~

Foreign Currency Cheques, Documentary' Payments

~ ~

Risks in credit transactions Tel: 021 930 05 80; Fax: OD 981 86 01 ~ ' l h d o r o v ( ~ ~ n u t n b ~ ~ n e ~

~ ~-

Cred~t Manapmcnt System Ollice tel: 0 2 3 1 9 8 5 143 c ~ i i a ~ n ~ e l n ~ i ~ k ~ l ~ ~ ~ ~ ~ ~ t ~ h - ~ v I ~ I ~ ~ I I N ~

Bank Carda Payment6 through the 021 9307271 international organiations - VISA and I ~ h ( I o ~ ~ o ~ ~ \ i n i h n n k hg ~- ~.- ~~ --

- ~ o f k a Simonova

.. .- .- - Krasstmtr Hadjidincv

Margarita Goleva

Nikolay Gurnev - Margarita Atanassova*

- Angucl Marchev, Dr.%. - El~zabeth Vatchkova*, DrSc.

--- Anatol~y Antonov, Dr.Sc.

\

-- - - -- --- - - . . . . . - . Bank Cards Deparhiierit Roseximbank 17, Lege St. ~ e d f i e d Appraiser, Head, Problem Loans United Bulgarian Bank 5 . Sveta Sofia St. Managing Director, KPMG 37. Frityof Nanscn St. ~ ~~ -~ Director. KPMG 37, Frityof Nansm St. -- Manager. KPMG 37, Frityof Nansm St. -~

Asskiate Professor, University of National and World Ewnomy Certified Trainer under USAID traininn - methodology - -- --- Asmiate Professor. Univmitv of National and World Economy - Professor. International Univetsitv Human Resource Management Certified Trainer under USAID traning methodology -- Manager, "Euro Risk System"; Chief Advisor at MUCH-NET A.G., Germany; Lecturer in invoslmcnt analyses, Economic University, vuna - -- P8ychologirt, Analytic Psycholhcrapy 23, Tzar Samuil St. - -

--

Real Estakrransactions, Mortgages and Pledges

.. .- ~Tianc~a l Instruments Accountrng

Financial instruments Accounting

~ n a n c i a l Instruments Accounting

HR Management

~ i n a n c i a r ~ a r k e t s and Instruments

The Effective Sale Change Management

- - Assessment of Market and Credit ~ ~ s k - -

Communication Skills andEffcctivc Snlea

~ -~ ~ ~' ~. ..

-

Toshko Poptolev Ekater~ns Dim~trova*

-

S ~ l v ~ a Pcncva

\

Mllanka Slavovs, Dr. Sc.

Certified Trainer under USAlD training methodology

Marketing Director, ~ i n a n i s w - GEORAD 61 Holding Ccrtificd Trainer under USAID training methodology -. .

National Director on auditing, certified expert accountant

Audif manager, member of the association of certified expm-accountants, ACCA. Great Britain

--- Sp&ialist in auditing, member of the association of certified expnt-accountants, ACCA, Great Britain, successfully took the exams for CFA ( certified financial analyst )

Associate professor in "lnlemational Economic Relations'' department, Lecturer in marketing and innovation management in New Bulgarian University and under h e City University

- . ~. -~ ~ - IAS - Marketing and Advertising Communications Marketi~~g of Financial Scrviccs

IAS 37 Provisions, contingent assets and liabilities IAS 32 Financial Instruments: announcement and presentation IAS 39 Financial Instruments: Acknowledgment and Assessment - IAS 37 Prov~sions, contingent assets and liabilities IAS 32 Financial Instruments: announcement and pruentation IAS 39 Financial Instruments: Acknowledgment and Assessment

--

IAS 37 Provisions, contingent assets and liabilities IAS 32 Financial Instnunents: announcement and presentation [AS 39 Financial InstrummB: Acknowledgment and Assessment

--

Promotional policy

LIsr

of the Instructors from the Short-term Qual i i t ion Prognm for 2000

I. Chavdar Rissin - "Corporate Clients" Department, BNP Dnsdner B&,

2. Radoslav Nedyalkov - Chief Financial Officer. Wadezhda" investmeat company

and lecturer at the Economic Faculty of "St Kliment Ohridski' Sofia Univcisity;

3. Evgeni Ranguefov - Certified Public Accountant;

4. Aspassiya Petkova - Head of "Social Security Mahodology and Contni011s"

Division, National Institute of Statistics (NIS);

5. Ganeta Minkova - Ph.D. in Law, tax policy lawyer,

6. Peter Crouch - Authorized instructor for S W ,

7. Radoslav Tzouchev - Chairman of the State Securities and Stock Exdmgcs

Commission;

8.. Anguel Kalaidjiev - Expert in the E U i c Policy Commission at the National

Assembly and lecturer at the Law Dcpertment of "St K l i t Ohridski' Sofia

University;

9. Valeri Dimitrov - Legal Adviser to the Managing Board of BNB;

10. Antoniya Parcheva - Senior lecturer, teaching English at thc University of

National and World Economy;

1 1. Kalina Bmtanova - Senior lecturer, teaching English at the University of National

and World Economy;

12. Alexander Mahozov - Manager, BORMA,

13. Valentin Sabev - Head of "Information Tahnologies" DcpartmmI, UBB;

14. Borislav Belazelkov - Judge at the S u p r e Court of Appeal;

IS. h r g i Petkov - Head of "Money Market Instruments' Divisioq BNB;

16. Lyuben Ivanov - Director of "Cumncy Issue and Cashn D i m ad Chief

Cashier, BNB (until Septanber 2000);

17. Rwumyan Chobanov - Director of "Cumney lrmc ad Cashn Dirrctorate and

Chief Cashier of BNB;

18. Radoslav Kounnawv - Head of "Development and Countafeit" Divisim, BNB. /

(until September 2000);

19. Krassimir Kostadinov - Head of "Development and Counterfeit" Dividoa, BNB;

20. Nikolai Mihailov - Director of "Business Developments" D i o r a t e . UBB;

21. Jean-Louis Guamicro - Lecturer at the Institute of Banka Training (IFBL).

Luxembourg, with an extensive professional background 1 KPMG Banquc

Paribas, Luxmbourg,

22. Daniela Vladimirova - Executive Director of 'Rodina" Pension Fund;

23. Veneta llieva - Spcialist "Investments" Department, Bulgarian - American

Credit Bank.

24. Madlm Mincva - Bmker. BNP Dresdnu Bank;

25. Georgi Marinov - Manager of "Datamax' LLC,

26. ! k d m Petmv - PkD. in Economics, Professor at the Technical University,

Gabrovo;

27. Tanya Lazarova - Director of ''Marketing" Dirrdorate. UBB (aarmtly D i ~ ~ t o r

of "Marketing" -orate, Allianz Bulgaria H o h g ) ;

28. Alexander Gorgiev - Dirator of "Marketing" Dinctorate. UBB;

29. Dimitar Mitev - Head of "Strategic Planning, Analysis and Oqpimion"

Division, Biochim BanL;

30. Andrei Garev - Specialist "Investmcntsn ikpamnent, Bulgariao - American

Crcdit Bank;

3 1. Maria Chakamva - Director of the Autonomous Research 1nstiMe for Seategic

Analyses;

32. Miroalav Yordanov - Director of "CMlccssinns and Risk Analysis". the

Autonomous Rscarch Iostitute for Strslegic Adyses;

33. Svctlaoa Paunova -Head of "Ccnasl Cashid Division, BNB;

34. Bill Campbell - Vice h i d e n t and Manager of the Credit T- aod

Development Division for the Wcstan Region of Bank Oac of Arimoa;

iodepcndmt codtantlaainer with B.nnts Group LLC, UnivcrSity of Dchvarr,

M.A.S. International. Central Asia American Enterprise Fund and tbc Awrican

Bankers Man;

35. Cadme Crnkovich - Vice Presideot and Managing Dealer of US Baooap.

Minotapolis, Mionesota, a major U.S. bank in the United Stntcs; imrmaor in

foreign exchange at Bankers Training institutes in Ukraine. Georgis a d M a ;

36. Maurcen Berry - Aaociatc Rarssor of Aeawm(lmey at University of l l l i

USA ; an intanationally recogruzed irstructor and consultan<on mattas of

Internal Audit, Internal Controls and International Acmunting Standards ;

37. Roje Klaesens - Lecturer at the Institute of Banker Training (IFBL). Luxembourg

with an extensive background at the American Bank N T S A as a regional

dimtor for North Africa and Malta and at C d i t Lyonnais, Ron& as a

regional manager, as well as a consultint in economies and banking for Citibank,

Societe Generale, Eurobank. Elada Bank, etc.;

38. Birgit Moschitz - Head of "Human Resource Management" Dcpamncnt,

Raiffcisnbenk,

39. Stefan Konstaninov - Chief Expert at "Humaa Rsoura Mamgcmd"

Dircctwatc, Biochim Bank,

40. Lyudmila Sloeva - D i i o r of "Human Resource Managcrnmt" Dirretorate,

Biochim;

41. Iveta Mihcva - Head of " Human Rcsounx Managanart" Dirrctorate, ING

Bank; 42. Rossitsa Milyankova - Training specialist in the "P~sonnel Managaaaa"

Division, BuJbanlr;

43. Elam Terrieva - Dirrctor of DSK Bank Academy;

44. Krassimi Yordawv - Head of "Personnel Management" sector, UBB;

45. Stefanka S i n o v a - Head of "Labour Law" Division. Ministry of Labow md

Social Wcl*

46. llliya Niolov - Member of the Managing B o d of the Taxpayers' Uniaq depdy

editor-inchief of "Tax E m " magmine. Deputy Minister of F i and Head

of "Tax' Administration during 1991 - 1992;

47. Diitar Niolov -Head of "Mahodology and ConIrol' Division. BNB,

48. Jean Piare Antoine - Authorized hihuxor fos SWIFT, 49. Anatolii Antoaov - Manager of "EuroRisk Syslams". LLC and Ass*

Professor at the Technical Univasity. V-

50. Snabana Stcfawva - Head of 'Analyses and Rojdom' Department. h p o d e

Baalr;

51. llian Z a h v - Hesd of Incanstional Payments* Deparm#rt, Chpfatc W, 52. Marina Stoicbcva - Head of 'Budget' Genaal Dk&r8k, Ministry of F i ;

53. Dimitrine Tasheva - Chief project design -alisI, Ba-, *

54.Rositsa Boncheva - LecIurer for FLAG Consortium. with an extensive

background in international payments.

LlST

oflhe instructors from the Short-term Qualification Program for ZOO1

I Dimitar N~holov - Head of "Currency Reserve" Section, KIND;

2 Krassimlr Kos~adinov - Chief Expen, "Banknotes and Coita" Division. BND;

3. Svetlana Paunova - Head of 'Central Cashier' Division, BNB,

4. Lyuben lvanov - Director of "Cash Center". UBB;

5. Georgi Petkov - Head of 'Money Market Instruments" Division. BNB;

6. Marina Stoicheva - Head of "Budget" General Directorate, Ministry of Finance;

7. Dimitrina Tashcva - Chief project design specialist, Bankservice;

8. Rossitsa Boncheva - Head of "International Payments" Division, E n c o v t

Bank;

9. Daniela Vladiiirova - Executive Director of "Rodina* Pension Funci;

10. Ivailo Botev - Manager, "Development" Division. BACB;

I I . Lyubomir Karirnanski - Specialist, Card Payments, lecturer a1 the University of

National and World Economy;

12. Antoniya Parcheva - Senior lecturer, teaching English at the University of

National and World Economy;

13. Kalina Bratanova - Senior lecturer, teaching English at the Univmity of National

and World Economy;

14. Anne - Sophie Valragence -Instructor, SWIFT,

15. Hubert Van de Vivers - insbuctor, ATTF;

16. Vassil Mrachkov - Pmfessor. Bulgarian Acsdcmy of Sciences, 'St Klimenl

Ohridski" Sofia University;

17. Ivan Stoyanov - Senior legal adviser, Legal Department, BNB;

18. Anguel Marchev - Associate professor, Ph.D., Eng., "Managemnt" &padmat,

the University of National and World Economy;

19. Lyudmil Anachkov - Senior IT specialist, Information Technologies Department.

BNB and a part-time lecturer at the University of National and World Economy;

20. Serafim Petmv - Professor. Chief Executive Dimtor, Center for Small and - Medium-sized Enterprises, Bulgarian Industrial Association;

21. Todor Velev - Associate professor. Head of Finance and Banking Dcpertment,

Technical University, Gabmvo;

22. Albena Simeonova - Free lance anorney and a leclurer in English;

23. llian Zafimv - Procurator, Head of "International Payments" Deptmcn~,

Corporale Commercial Bank;

24. Bistn Ananchkova - Lecturer at the University of National and World Economy.

25. Elizabeth Vacllkova- I'rofessor. Dr. Sc., lecturer nt the Universily of National and

World Economy.

Appendix K

r

d r

FEEDBACK FROM PARTICIPANTS IN IBI SHORT-TERM COURSES u' SUGGESTIONS AND SEMINAR TOPICS

hi SEMINAR

I? CASH AND TELLERS TRANSACIIONS IN FOREIGN CURRENCY

(DSK BANK) (lo- I l May. 2003)

SPECIFIC PLELXiES (15-16 May. 2003)

CREDIT MANAGEMENT SYSTEM (21-23 May. 2003) d l

May zoo3

nudi 2) An))nkofhachl .orLdr 2) Such minvl should continue 3) F i r r u r b l i m r i l u h ~ I

, i 1 L

I !' . . FEEDBACK FROM PARTICIPANTS IN IBI SHORT-TERM COURSES I, SUGGESllONS AND SEMINAR TOPICS r' April 2003

Ir SEMINAR I S U C C m O N S I WPHS r' CASH ANDTELLERSTRANSACnONS IN I) Thc seminar should LU longer, I) CMer in E n g l i i - SaR. I I FOREIGN CURRENCY

I

BANK GUARANTEES IN I ) LatcnofCrrdi I

CASH ANDTELLERS TRANSACTIONS IN I) R e w i n g carvr (to updac be I) As rrgads cr8 ad *I*n FOREIGN CURRENCY rgudhm**dec) t i==iom@-

(DSK BANK) s b a u l d b e ~ t a ~ 1

-.. 1 dkrlownrmo. MARKEllNG OF FINANCIAL SERVICES 1) Longu dunlion - m ran& a r

(24-25 April 2003) minv wim a followvp

FEEDBACK FROM PARTICIPANTS IN IBI SHORT-TERM COURSES SUGGESTIONS AND SEMINAR TOPICS

SEMINAR INTERNATIONAL PAYMENTS -

MODULE A'DOCUMENTARY COUECTIONS" (4-5 M u c h 2003)

FOREX CHEQUES (1 4 March 2003)

X S H AND TELLERS TRANSACTIONS IN FOREIGN CURRENCY

(DSK BANK) (15-16 March, 2003)

COMMUNICATION POLICY (18-19March,2003)

SUGGESTIONS I ) M m visuals 2) The exampla should be mlated to

the mntanpmry W i n g practices in Bulgaria. rnha dun the Wasiil" -.

3) R u l liAell.mpks I ) A mom canfombk ram

EvuyChi eke has been he ~~ kvef.

I) M m c - 2) Longer h v u i o D o f ~

I ) T k seminu should eoati*r longa. It mm( k hwma in s d n n c c u h u k n g u y s u c spoken by the c o v v puricipao.

DERIVATIVES-SeminuofAm (17-19Februvy.MO3)

I) The mining mom wo small ud unwmfcdabk. all db? nn w#s O.K.

2) A bnga seminar. a follow-up sank wkh the saae hrrtwtor (Mr. ALin Godio)

3) M a e lime should bc ailoclcd la hc nmc whnne of maerial (for exam& 1-2 web)

I) Lkaivaira- A d d 2) FXOpiom-asrscplrrcranhrr 3) MPLakg of fkmd unim

h ' FEEDBACK FROM PARTICIPANTS LN 1BI SHORT-TERM COURSES f: SUGCESnONS AND SEMINAR T OPlCS

b

1: SEMINAR COMMENTARY ON REGUMTION n 9 (4 Februuy. 2003)

CASH AND TaLERS TRANSACTIONS IN FOREIGN

CURRMCY (DSK BANK)

(11-12 Fcbrury.2003)

CASH AND TELLERS TRANSACTIONS M FOREIGN

CURRENCY (DSK BANK)

(IS16 Fehruuy, 2003)

lNT€RNATlONAL PAYMENTS - MOWLE A 'DOCUMENTARY

COLLECllONS" (20-2 1 Fcblualy. 2003)

CASH AND TELLERS ' TRANSACllONS M FOREIGN i CURRMCY

@SK BANK) 1 (Z2-23 Februuy. 2003)

I CREDIT ANALYSIS

I 04-26 Fcbuy. 2003)

oRm 2) 2) Mort kquerrt axvvr for upgndictg

me's qurlifiwion 3) koowetshouMbe~..rk.aS 3) &P

4) Morr frrquent focus d l x u s s i i m 4) pfeuioMl issues 5 )

5) Rcmshing c a y l a (fa ilpdaii Q 6) vqvired knowledge) should k organizcdmorroftcn 7)

SUGGESTIONS Morr pmke-oriented fats: howcur a model for divuaim ha not been pawed.

TOPICS

Learning Priorities Worksheet

InstrucIions

/Unit - 3 Performance Mmarrra t

BB.B,BA,B.C.A.B.A - 6B 1. Establishinn individuayteam oafomwa c*actatioos

UA,B,A,BAA,B.C - 6A C,C,BM,C,C,C,C,C - 7C C.CB,B,A,C,B,C,C.B - 5C - A,A,B,A,B,A,C,B,CA - 5A B.B,A,A,B,B,A.A,A,A - 6A

- - - - - - -

Unit 2 Selection and Phrrmcnt - Job analysis and job descriptions

Recruiting - Interviewing and selection Staff planning

Career development and mmagcmat sucmdoo planiag

B,B,A,A,B,C,A,BA,B - 5B A,A,A&.A,A,B,A,B,A - 7A A,A,A,C,BBA,BA,B - 5A

A,A,B,A,ELB,CAAA - 6A

A.B,A,A,B.C,B,BA,B - 4- B,C,A,A,B,CAB,A,C - 4A

B,A,B$,A.A,A,A,C.B - 5A

. Employee motivation, feedback and coaching . Perfonname appraisals Employee communication and invol-t p~gnrms

Unit 4 ...... Tninine *ad Dcvelo~mcnt - Training needs assessment

Training plans

- Developing, selecting and delivering Ir'ainitng

Unit 5 ...... C o m ~ n u - rion

Compensation philosophies and @QS

Topics, according to degree of importance:

I ) Pay S l N a u r r s 2) Pcrformanccappraisals 3) Job analysis and job descriptions 4) Career development and management succession planning 5) Training needs assenmm~ 6) Staff planning 7) Employee communication and involvement progmns 8) Compensation philosophies and practices 9) Developing, selecting and delivting training

ADDlTlONAL COMMENTS:

1) According to me the training should be specifically targeted at the oficials born Human Resource Department. The interrelation with the line manages is OBLIGATORY. However, this type of HR Management training should be conducted as an in-banlr training pmgram, due to the following motives: - the training should involve the strategy, mission and objectives of the organization; - different banks ascribe difierent priority to the specific topics, which are considered

important and uptodate; - the line managers are many - can we get all of them together for 1 seminar. designed

only for I bank? What about all the banks?

Line Managm - thc process of attestation; training needs assessmcnc intaviewing LIK prospective empioyees. Ibc training objectives and how to upgrade dK qualification; How to take a decision?

2) Li Maaagers: - Trainins; - A ~ s ; - Motivation; - Recruihnent and Selection; - Job Description.

3) The most important topics arc: - AacsmKnt of the effects of mining. - Staffevaluation systems; - Introducing thc line managas to the Appraisal System; - Systems for establishing in-bank trainm. Coneeming the line-managers (mainly in terms of branch managas) I thiok h thc most impottant thing in implementing all the procedures in HR in branches is the e f l i i w communication and internal training of the lioe managers - in the proccdm idtlq mission of the HR in a bank.

4) Participation of line managus and HR managus; T i mamgewnt - coordirdon of activities, improvement of the work org&oa, delegation of authority.

VARNA - BILL CAMPBELL

SUMMARY OF SUGGESTIONS BY BARENTS GROUP COURSE PARTICIPANTS

I ) Active sales I I To include more oractical tasks. case studies and real I 1) Credit analy~is 3) Problem loans - measures and guidelines 4) Bank management in the USA 5) Credit activities and liquidity management 6) Structuring o f the credit portfolio and the bank's alscts 7) Mahods for analysis and risk mmagement, concerning the credits in the Investment and trading portfolios - distinctions a) IAS 9) External capital financing o f banks 10) Financing o f investment projects and assessment o f the m u m on caprtal 11) Extending credits to smal14zed enterprises and new businosw 12) Bank management 13) Marketing o f bmk services 14) Personnel selection and recruitment I S ) Risk manrgement 16) Problem loans 17) Financing o f privati~ation m~mc l ions 18) Topics, relevant to the real problems, faced by Bulgarian brnkt . 19) Topics, regarding extending credits to physical penons and frw lanca professions. 20) Subjacta related to the most effective step$, by which we u n reach the inlemat~onrl standards. --

life examples 2) To review -cash forecast & cash budget 3) Provide a blank (ready) aoswer on the a s h flow

analysis after the exercise - comments, including concrete figures, on the cash flow structure by separate lines.

4) The coune was very well organized m d presented in a very accessible way. Useful practical implications based on rich expertise.

5) The volume o f the course material was optimal and the instructor managed to adjust it to the audience's level. Things fmm everyday practice were summarized effectively, so the course participants did not get bond. The discussions were professionally delivered, highlighting the positive foreign experience in the credit management. The course materials a n really useful. Perhnpr, the credit portfolio management could have been further analyzed, but this will require additional classes.

, 6) The topics unda discussion should account for h e Bulgarim reality, because no maner that we aspire to international standards, we s t i l l work in the Bulgarian economic conditions.

7) Use your opportunities for influencing the Bulprian institutionr, concerning the complirnce of the Bulprian 1eg.l frsmowork with that of develapcd economics. That should contribute to tho banking,

:REDIT MANAGEMENT SYSTEM--- - ;OFIA - BILL CAMPBELL

- . dentifying the ways for a future cooperation betwoen Mgarian and European/Americsn financial nstitutions.

I ) Analysis o f the collateral, types and risks !) Treasury activities (capital markets, options, etc.) I ) Ecommercc for banks i) New products development i) Selling o f banking services (negotiation skills. m.) I) Credit cards - advantages and disadvantages 7) The role o f the central bank 5) Cash flows - projections >)Cash flows -analysis 10) Bank management I I ) New bank products and services 12) Investment credits 13) Cdhcards 14) Risk analysis 15) A m t and liability management 16) Financial mdyrir of 8 company 17) Bank.custmer relationship !a-h f l o ~ u r n ~ r NAS 7 -

sys& effectiveness. I) Both the organization and delivery o f the seminar

were at the highest level. Pan o f the acquired skills I am going to apply in my immediate professional duties.

)) Too many topics were under discussion, considering the duration o f the course.

0) Such seminars are extremely useful, in terms of unifying the business style and approach, applied by individual bank. Therefore bankers can prevent casual mistakes while making practical decisions.

1 I) The answers for case study cxcrcises should be given - in the textbook material.

I ) More vrofound financial analysis 1 ) ~xcelient trainer with very~practical and balanced

reaching approach. I am very satisfied with the seminar

)) When foreign instructors deliver lectures on cemin topics, they should comply w i ~ h the Bulgarian legal framework and environment; (hcrcforc the seminan wil l have practical relevance.

4 ) Possibility for using technical facilities 5) Tho d i f fmnen in the legal framework shall be

considered and outlined through comparative analysis

PROBLEM LOAN MANAGEMENT - BILL CAMPBELL

FOREIGN EXCHANGE AND INTERNATIONAL FINANCIAL MARKETS - CARLENE CRNKOVICH t !

19) Electronic banking 1) Thwty o f analyses, used in banking practicw in

the West 2) Cash flow analysis 3) Courses, related to legal regulations 4) Review o f different methods of credit risk

analysis, applicable on a world scale 5) I t would be useful to present in further detail the

same issues, as regards the possibilities for collecting overdue claims, considering the Bulgarian legal framework.

6) Software for credit assessment and financial analysis 7) Capildl markets 8) Risk management 9) Banking products 10) Corporate finance I I) Tnrsury risk ~ a l y s i r 12) Credit risk management 13) Loan portfolio manqement - specific ways o f managing problem loans (cue studies) 14) Management information systems - monitoring

and ffiponing systems I) Cansolidatd supervision 2) Capital adequacy, inclusive o f market risk 3) Other dcrivativw trades 18s inflation/ 4) Fortign cumncy control in the USA 5) Foreign currency loans in the USA 6) Topics rolamd to the bank supervision systems

and rogulrtionr in the Euro-lane. 7) Continuetion o f h a dircwrpd topics, mom

marke!lng strategies. , . .~

1) Review o f additional use studies, in view of accounting and financial analytical tools.

I) I would like to anend courses, concerning mainly dcrivativas and the new instruments, traded on the international financial markets.

2) The topic i s very comprehensive and one week is not enough fw presenting and understanding all the arpecta. More time should be envisaged for the use studios, so thd they can be discussed in greater detail.

3) Since the course material has great volume, the course should be delivered within ~.. a - longer ... period .--" - - two

INTERNAL AUDIT I - MAUREEN BERRY

INTERNATIONAL ACCOUNTMC STANDARDS I - MqUREEN BERRY

-

8) Derivatives, Options 9) Settlement and clearing of eurobonds.

I ) Technical skills in auditing - SWIFT, credit and debit cards, electronic banking, IT - activity.

2) Pnvention of unauthorized accus to the bank's information system.

3) Risk nssessment - specific procedures and tests 4) International Auditing Practices 5) Financial audit o f foreign exchange operations

(by type of transactions and instruments) 6) Course, aimed at acquiring skills for performing

audit in the i n t r i m specific audit arcs: IT, treasury and international payments.

7) T a h n i u l skills in auditing - SWIFT, credit and debit cards, electronic banking

8) Audit programs for auditing h a d ofXw functions: Opnationr; IT.

I) Cornpuiw be twan IAS and National Accounting Srandlrds (NAS).

2) Tax treatment of bank operations 3) Accounting for invoatmmt 4) Brnks in relalion to VAT. 5) 0th IAS, which hu not been nviewed at this

wminar. Diffaenws- betwwn national and

weeks for example. 4) Mom practical tasks and more tests should be

included in the program. 5) Interpreters should use some otlitr means of speaking 1 mean microphones This may be time saving. 6) Classroom interpretation should be provided only for those, who would like.

I ) Organization of regular m i n m 2) I think the instructor is appropriate to deliver a

seminar on "lnlernationrl auditing practices" 3) The seminar h a completely covered the key

principles and methods of internal audit practices. The course materials, dclivend to the participants, contain comprehensive information on the internal audit requirements. The use studio, which have been diseusscd in detail, fit into the seminar objective.

4) In order to perform effective audits and adequately addrors audit risks, audit professionals must be kept up-to-date with developing new banking products to a lwel of proficiency. Such training is not cumntly available in Bulgaria. 7his coulro was useful in its conceprud wpsnr.

I) More s p e c l a l i d counes with various eurnplos from accounting pncticas.

2) L c k of practical aspats, to be illustrated by sccounting e;umploa

3) Tho instructor should have been partly acquainted with the NAS. The lectures should cover mainly examples from r e d life practice. .-

international -

accounting standards - in accounting terms.

5) Managerial accounting - Management Information Systems

7) Topics, related to accounting and legal aspects: I) Electronic banking; ) Corporate securities; : Commercial paper. 8 ) Bank Analysis ?) b t i ng r 10) Macrotconomic Analysis - specialized course

for commercial banks 11) Tax issues, related to the taxation of revenues,

expenditure, etc., in compliance with the current Bulgarian legal regulations.

I) Bmk's balance shat analysis; Mergers and acquisitions of financial institutions; Assessment techniques.

2) Bmk marketing and management; lnternational payments - cheques and cards. Credit tnnnctions and bank accounting.

3) Offshore wneJmrnks and respective c u h mnsfcr, survey o f transactions and funds, related to "the money laundering".

4) Measures against money laundaring; Security o f Internet-based electronic paymenu; Profiling o f potential "internal fraudstersn.

4) Future seminars should focus on additional practical atpccts.

5) More practical examples. 6) Morc frequent courses, dealing with actual accounting

practices. 7) I t would bc more useful. if the theoretical marcrial

incorporates more practical examples with specific accounting operationf reporting - by items.

8) More accounting practices to be discussed - with concrete examples.

9) Future seminars on IAS with more detailed review of accounting practices.

10) If possible, more practical examples should be presented.

11) Develop long-term programs on preparation for exams on obtaining international certificates. such as CPA, CFA, CMC, etc.

1) The instructor has said quite interesting and useful things, which were not.includcd in ;he textbook materials. As far as I ramember. some o f them were taken from a book, contaming the International Auditing Slanduds. I could not take down all the notes, I wished to. It would have been better if the additional i t e m had been included in the ra of materials or delivered additionally. in general. 1 s u m t that all issues, coverad by the instructor. should be included in the textbook materials.

2) The examples should reflect banking practices. 3) The cue studies should be based on the banking

rbclor. Specific wac, concrete techniques. 4) Practical assignments should be further e m p h u i d

during . fonhcam~~reminars. .- Case -- studies should be

NTERNATIONAL ACCOUNTING STANDARDS 2 - MAUREEN BERRY

I) Bank services and technological development in the transition period - regular seminars on the same topic. ,

I) A more comprehensive course on IAS, although it might be time-consuming.

3 ) Detailed comparison between LAS and the corresponding Bulgarian international standards - similarities and diffarencer.

1) Financial instruments - IAS 32 and 39. I) VAT in banking; O&balanca &sat items.

reviewed from an accounting point o f view. 5) Topics, concerning taxo payable by banks under

current effective legislation. 7) Fixed assets; Salaty and remuneration; Social

wcurity paymenh. I)) A more profound review of pan of IAS,

wwcially thorn. which still have inrinnificlm

more detailed. 5) 1 am very happy that I had the chance to attend this

course Therefon my suggestion is to organize similar seminars 3-4 times a year. It will be useful to invite as instructors leading professionals ill the respective field from Bulgaria and abroad.

6) The case studies should reflect the specific banking practices in Bulgaria. I am satisfied with the high level and eficiency o f this seminar.

7) More detailed and comprehensive presentation o f issues, without every time starting from the initial basic concepts - ABB. Higher level o f upgrading fundamental knowledge.

8) Review and discussion o f more cart studies. I ) The seminars (longer ones) should be organized a h

the year-end fiscal closing, not in the busiest time for accountants.

2) After reviewing lheorctical aspects, more case studies should be solved in view o f specific practical implications. I consider that extremely impanant.

3) The topic IAS requires a longer period o f training. 4) The seminar should highlight more practical srpsts.

The analysis o f specific case studiu fmm the accounling practice would be interesting.

5 ) More practical use studiu, illustrating the respective IAS.

CUSTOMER SERVICE I - LYNDA SWENSON

?

1) Customer Service, focused on corporate clients 2) Asset and Liability Management 3) Pricing of bank products and services 4) Criteria for segmentation of the customer base 5) Substitution of products in the process of

developing new ones and their subsequent implementation

6) Distribution channels of bank products 7) Virtual banks - practical aspects, future

developments 8) The best organizational structure in a bank 9) Internal audit in banks 10) How to negotiate with current and prospective

customen (techniques, methods, etc.) 1 1 ) Product management in the banking system 12) I d a for new banking products 13) Introduction of bank products 14) Methods for assessment of products and selling

&Ills IS) Financial marketing- elements 16) S W m for assessment of bank personnel 17) Producb and practices, which have not been

appliod within the Bulprian banking practices 1 8 ) T o p h targeted at the banking system

management, considering p n c t i d implications 19) The m e topic, but in greater detail, i.e. the topic

hould be developed, for example, mmagement of tho program on effective cuslomer sewice, a.

20) Customer rowice a m @ d w 2 1) Sarvicing corporate clienu 22) Customer m i w pcculiuitiaa: mail - private

banking customer --

I) Good ficilities and wonderful opponunities for networking1

1) Perfectly organized seminar! 3) A more detailed coverage of the customer service

standards. 1) As for myself, I am very impressed with the course

and especially with Linda's skills. I will sham my points with the management of the bank, which I work for. 1 suggest that coune participants should be given the opportunity to contact the organizers, and Lynda personally. in case of current problems and need of cenain data.

I ) I suppose that smaller banks will approve the establishment of a permanent training center. That center will be responsible for defining the topics, according to the banks' specific training needs. It was explicitly outlined in the course announcement, t h ~ t the seminar is designed for managers. however in fact it suited higher level professionals.

5) The seminu rm very well organized and delivered. It w u very ureful, but a way should be found to reach all the levels in the bmk.

7) Thank you Lynda and Richard for the wonderful attitude1 I hope we will meet again!

S) I would like to compliment you on the following: - very convenient time /half 8 day1 of the wune. considering the opponuniry not to l ave work for the day; good sclation of the coune panicipmts.

3) lncrwre in the number of role plays and simulations

ANAG AGING CHANGE IN BANKG~FZRATIONS LYNDA SWENSON

-%

23) Communication channels within the organization 24) Private banking products 25) Motivation 26) Attracting new customers I) ~ssessment and control of bank &ks 2) Managerial accounting 3) Management Information System -

characteristics, functions and development 4) Structure o f banks in the USA 5) Organizational structure of American banks -

positions o f employees 6) Measuring and increasing the productivity o f

separate activities in the banking sector 7) The lisl o f courses, offered by Barents Group is

comprehensive enough 8) Detailed research and solutions to the problems,

regarding the application of changes 9) HR management and evaluation o f personnel 10) Bank Exec International

.- I) T m building 2) Motivation 3) Risk analysis in bank management 4) Muuprid Accounting - providing the

foundation for taking management decisions 5) Market simulation models 6) Risk manrgomont 7) Credit risk management - credit, liquidity. - - foreign exchange ~

- ~

I ) A wonderful seminar! I would like to thank all the organizers! Thank you Linda!

2 ) To review also the unsuccessful attempts for managing changes in bank operations in the USA (so that similar mistakes can be avoided in Bulgaria)

3) The seminars should bc focused on more practical issues

4) To empl~srize further the analysis of effectiveness and to change the name o f the course in order to highlight the effectiveness and the way to incruse it.

5 1 am satisfied with the material, the topics and the instructor. Tho volume o f the material i s too large, compared to the course duration; therefore we had to "gallop" through it.

6) 1 find the content o f the course and the way of inscrudion viry effective. Perhaps the strategic management and the methods o f personnel evaluation should be funher highlighted, considering the changes respectively analyzed. --

I ) The translation o f course materials i s very professional

2) More time should be allocated to the introductory p m - to clarify the functioning o f the computer simulation model in order to avoid wrong rolu~ions, due to incorrect completion of forms (e.g. credit rating growth, etc.)

3) The seminar turned out to be very beneficial for ma. 4) Courser outside Sofia to keep us free from our day-to- -- - ~ - ~

IANK RESTRUCNRMG - IAXTER

- 8) Characteristics of product and service pricins

established on the corporate banking market 9) Bank card payments 10) Corporate banking - business relationship -

banks - corporate clients I I) Product pricing in respect o f corporate clients 12) Organizational aspects ofdiffuent bank activities 13) Presentation skills 14) The leadership challenge 15) Product pricing - retail and corporate banking 16) The leadership challenge 17) Negotiation procedures 18) Product pricing, new product development 19) Strategic planning 20) Investment banking - 21) Derivatives 1) Managing of Bank insolvency - - 2) Bad Loans 3) Legal Framework o f Bank Activities 4) Capital Markets 5) Mottgage Lending 6) Marketing Policy 7) Targeting o f Clients 8 ) Swuritization m d Mortgage Bonds 9) Use of commcrcial papers as a SI

bank credits for

10) lnvemnent banking transactions - mergers and ~ u i d t i o n s I) Topics, n l r tod to the introduction o f the

electronic signature; the introduction o f Euro- banknotes. cheques and operations with them.

2) Production functions 1 - regardin1 the processing

day professional obligations 5 ) Very high professional background and performance

o f the instructor 5) More information on the organized c w m s shall be

distributed among the respective institutions. 7) The organization of thc course and the instructor were

perfect!

I) The wutse war very beneficial, considering my mfessional responsibilities. The small number ol mrticipants contributed to detailed discussions.

I) A good seminar, r professional instructor, compnhensibility, since translation in Bulgarian i t provided. Interesting matter, many things cm be learned about the foreign exprience in banking.

\

m ~ ~ m G OF FINANCIAL SERVICES - .YNDA SWENSON

wntrol m d security; Administrative supporl; Customer service - the procedures on obtaining a bankcard and submitting complaints.

1) Topics, more specialized in the area o f bankcards. This activity has entered its initial stage and there i s a vital need for more specialized professional information in the field o f clearing and settlement in local and foreign currency card payments; chargeback.

4) Issuing and servicing of debit and credit cards, information exchange between the individual parties to a transaction - customer o customer's bank MartercsrdNisa o merchant's bank o merchant.

5) Terms and requirements for participation o f card issuers in the system o f VISA, Europay.

6) Foms and methods of credit research. 7) ITAudit. 8) Acwunting of bank operuionr. 9) Everything, pcttaining to the card business. 10) Lagal regulations on accounting operations with

brnk cards. Accounting o f income m d expense h m bank cud transactions.

I I) Development o f a capital market; contemporary finrnchl instruments, 0%.

12) h4ukating o f bankcard acrvices; clslring and O m l e m s n y ; ~ + e t i n & ~ q u o y i ~ s .

I) Risk management; development o f bank statisti& (msthodologv) - contemporary methods; team work.

2) Intsmational bank rccounting; internal control in bank. ~-~

2) A good and beneficial course. Excellent impression of the instructor and the organization.

3) 1 expect more concrete and profound topics. 4) The seminar should be a half-day sessioti (a morning

one). 5 ) Considering that we are familiar with most of the

theoretical material (to a certain extent), the practical issues shall be highlighted further.

6) The seminar has been very useful for me, because it expanded my view on the international experience in bankcard operations and i t also gave me some new ideas.

7) A pleasant and beneficial week! We would like to be duly informed about new seminars with Mr. Crier as an instructor.

I) Such seminars should be organized in the form o f full- day sessions from 9 a.m. to 5 p.m, Thus, not involved in their daily rerponribilitiec puticiprnta un conwnmta entirely on the topica under discuaionr.

, 2) Such seminm rhr l l include

1) Bank strategy And bank policy; capital markets; stock exchange and stock market operations.

I) Product development; market analysis; other bank's experience.

i) In-depth analyses of: product development; market surveys, CRM.

I) Asset and liability management - RAROC model.

7) Management o f marketing teams; PR - image- making (institutional) and product - baaed.

I) PR of financial institutions; investor relations. 3) Develop the topic in greater detail with more

numerical examples. 10) Mathematical and statistical methods in the

pmcess o f investment management. I I) Marketing rcsearcb (specific techniques);

marketing planning (concrete review of all stages within the planning pmcess).

12) Landing; Transactions in securities. 13) Topics, concerning specific methods for offering

bank products; topics, highlighting the comct form of behavior towards individual clienu m d the ways for dealing with troublesome curtomerr; manners o f the bank employee, considering d i f iemt simtions.

14) New pmdunr: firuncial analysis, financial calculations, and l e p l parties.

15) Bank management; assessment of bank activities; pmfitability.

16) Electronic business; smtegic cooperation with non-bmk compmicc Iinaur~co, mobile oqsntm, Internet Service Providers ~ - ISPI;

academic classes /full-day sessions arc possible/; additional group work.

3) The duration o f the course is too limited. 4) I would appreciate very much if USAID could help

my bank to invite Lynda Swenson for seminars in Tbilisi, Georgia.

5) The topic can hardly be covered within S working days. Perhaps a more profound review of the issues within this program will be significantly more valuable, considering the needs of bank employees in the country.

6) The only problem with the seminar was the lack of time.

7) Thanks1 8) Excellent instructor! 9) The seminar was extremely useful and concrete, with

a fantastic instructor. 10) 1 suggest that the following scminarr be more

specialized and focus on several specific techniques or case studies with mom dnails.

11) The instructor haa beon cxccptional. A rare compatibility between an instructor and an interpreter.

12) The seminar was delivered with exceptional quality - instructor, interpreter, textbook materials and organization. The only recommendations I a n make are to conduct new seminars on financial topics, concerning new products.

13) The banking experience in the USA has been effoctivcly presented. I t will be useful to provide information on survey& regarding the banking industry in Bulgui.. Lyndr is a wonderful instructor, howovcr jn@ructon - ~ fmm &rorc~ l ~ i ? l i s t countries,

collection o f marketing information and Customer Relationship Management ICRMI;

17) Management and methodology, ensuring branch ofice profitability.

18) ~ r i v a & bonking; investment opportunities; portfolio management.

XJSTOMER SERVICE - VARNA - LYNDA I) Communication I Different target groups; SWENSON motivation o f tho staff and development of

corporate culture; training "Making Decisions". 2) Everything. pertaining to (he qualification of the

bank employ as... /presenting and offering bank produd.

3) C m u r l s r o f bank products; marketing research 3 (tools and methods); formation and qualities o f a

good turn. 4) L i n k between the separate structural untts within

the bnk. 5) Introduction to the advanced technologier in

.. . banking. - - -

such as the Cuch Republic, Poland, can be invited, because they have already undergone similar economic situations.

14) More practically oriented issuts.(rccommended twice) 15) Exceptional choice of the instructor and a very good

translation. Score 7! I t would be interesting to allocate more time for discussions among participants. The idea o f constantly regrouping participants really appeals to me.

16)The seminar was well structured and parfectly animated. I personally have acquired useful knowledge, which I am going to apply in my job. Role-plays and film material can be included within courses with greater duration in the future.

17) A very beneficial, very synthesized and high-level seminar on the fundamentrls o f marketing. A future mom detailed and profound training on the topics of analyses, price formation and products will be highly appreciated as a follow-up step.

I) I am g M , bcuuse I have had the opponunity for establishing various beneficial conucu; certain cultural events and entertainment during the spare time for the purposa o f getting to know each other and providing the foundation of "team relationship" within the seminar itself. Objective - active subsequent contacts.

2) Vary interesting presentation of the mater~al, stimulating the active involvement o f the clasr.

3) The seminar war interesting and useful and i t will be my plekture meat with you ABV apin.

4) Thank you for the wondorfil time, which we have spent togsther. It war lovely! -. -

6) Introduction to the latest techniques and technologia in banking.

7) New technologies and products in the rerail banking; international tinancial markeu and transactions conducted on them.

8) Introduction to the new technologies and customer service development.

9) Intcmlations betwwn the participants in the bank's micranvimnment.

10) Topics related to problems with credit card operations.

I I) How to manage the quality of the service from the back office o f a bank.

12)New software products; trends in the development o f banks.

13) Servicing o f various types of clients; conflict management; communication.

14) Topics related to different groups of clients. I S ) Banking in the fuhlre; what qualities should the

bank manager possess in order to be up-to-date, advanced m d adquate; bank management within a tam.

16) Business customer service - tools, approaches and techniques.

17) Customer m i c e clarsified in specific categorisr - Consumer Crediu, Credits to Businus Clients. Acwunt Aquisition, and Foreign Cumncy.

18) Informal communication with clienu outside the working time schedule.

19) The topic should be divided into two sub topics: CS for managers and CS for executive oficen.

20) Concmte quantitative methods for measuring the

5 ) Such seminars should be conducted more often. 6) Such reminua should be conducted more often also

with Bulgarian instructors, who are bener acquainted with the working conditions and accepted practices in Bulgarian bank. The foreign instructon enrich our theoretical knowledge, however certain issues are hard to apply in the country at this stage of development.

7) Similar seminars on various topics should be organized more often. Overview o f the l s w t developmenu in the banking system.

8) The seminu is useful. Similar events should be organized more often.

9) 1 like Linda Swenson very much! 10) Such seminars should include more role-plays and

practical exercises, so that the patticipants can apply the thcoraiul material, being taught and acquire it more easily and effectively.

I I) Such seminars should include more role-plays and practical exercises, so thrt the panicipanu can apply the theoretical materid, being taught and acquire it more w i l y and effectively.

12) Review o f concme cases from banking practices. 13) Permanent training rhould be provided - seminars,

designed for the same p u p of parricipants, should be conducted more o h .

14)The topics under discuss~on, their theoretical presentation and the opportunities for their practical application, should comply with the economic environment in Bulgaria.

I S ) Mom sernin~ra should be conducted. 16) The course panicipants should be involved in more

- - -

level o f customer service. 21) Acquisition o f new customers; introduction o f

new bank products.

RISK MANAGEMENT - SALLY HARGROVE 1) Credit risk - in details; risk assessment. 2) Topics with groater practical relevance

concerning the separate issues under discussion. 3) The topic should be funher developed in the

following seminars: 1. A s K s s ~ ~ ~ ~ and management o f the credit risk; 2. VAR - theory and practice; 3. RAROC; 4. Methods and practices for defining limits. 4) Investments. 5) Derivatives; capital adequacy. 6) Organization o f Limits System in Commercial

Bankr. 7) Topics related to the risk management - greater

practical relwmce.

-- - -

self-dependent and additional tasks. Practical exercises and demonstrations should be conducted in accordance with different institutions

17) Let's not concentrate so much on the offered bank products and other generally known issues, which are familiar to all o f us. It was really interesting to me to get acquainted with the banks' practices in the USA.

18) There should be fcwcr participants in the seminar. 19) The seminar war at a very good level, l~owever the

topics under discussion were familiar to al l o f us, because we come across similar situations in our daily practices.

20) Very good organization of the seminar. We are familiar with most o f the presented material, but for the purposes o f greater practical applicatioti a significant number o f bank employees should be trained.

I) This cycle o f k tures should continue. 2) In order to have more time for practically oriented

questions, simultaneous interpreting should be provided. Power Point projectors should be used for presenting the overhead transparencies.

3) The seminar has been extremely successful, mainly due to the highly qualified and competent instructor.

4) The instructor should be more informed about the respective country, ha is lecturing in: economy, legal framework, main companies, banks - participants in the financial market.

5) 1 think that this type o f seminars and this seminar specifically i s very effective and interesting. f o r me p a r w ~ l l y i t has teen useful to systematize my knowledge ~- in that way, and to establish contact with

-

1) Oprational risk. )) SME Lending. 10) Assessment methods. Models for the risk

assessment and management. I I) Models for identification of limits on the types o f

risk. 12) Financial Analysis o f Commercial Banks;

Strategic Plannmg; Analysis of Macroeconomic Environment o f Commercial Banks.

13) Credit analysis and risk assessment. 14) Foreign currency derivatives - hedging; ~rlterest

risk management. I S ) Market risk sensitiv~ty; derivatives - at several

wges. 16) Amazing instructor! The review o f risk

assessment should involve more pract~cal methods, their advantages and disadvantages. Simulation methods. I t would be appropriate to organize seminars, focused on sepmte risks.

17) Models applied in the risk management.

-.-- ~

other colleagues from the banking industry. 6) The theoretical materirl is very comprehensive,

however the course duration is very short. I recommend separate seminars on the overall risk, which i s measured in banks; on the identification and monitoring o f limits - methods. The instructor of rhe seminar - Ms. Hargrove made a very pleasant impression on me, her presentation o f the issues was excellent.

7) More practical exercises and adjustment o f the material to our economic environment, Thankrl We have acquired significant amount o f knowledge. however we needed more time.

8) More practical tasks. The courses should have a longer duration. for example 2 weeks.

9) The models on risk assessment should be reviewed in greater detail.

10) More precise definition o f the m k s and exercises. 1 I) The number o f prrticipanu should be reduced. 12) The groups shall be smaller for the purposes o f more

effective seminar discussion. 13)Th.t hrs been a high-level seminar, however there

were plenty o f issues discussed and the time w not enough. The topic is very imponant; therefore mom time shall be allocated to its separate aspects and especially to the assessment o f different types o f risk and their management Tha examples am v e y valuable; therefom mom time is necoruy for d i r u i n g hem. The p u p s shall be smaller for the purpow of effective mining.

14) Tides of nrpeaive textbooks shall be provided, bswuw most o f ~-~ the definition, am general. Mom

~ A N C I A L MSTITUTIONS ANALYSIS - OEL HEFTY

3RANCH OFFICE MANAGEMENT - VARNA - ,YNDA SWENSON

I) The same topic should be reviewed in greatel detail.

2) Risk estimation. 3) Risk analysis. 4) Asset and Liability Management. 5) Bank management 6) Credit risk 7) Money laundering and its impact on bank

activities. 8) Foreign branches. 9) Bank groups. 10) Investment porlfolio management. 11) Speculations on the foreign exchange markets. 12) Any topics connected with banking. I) Non-standard methods for communicating with

corporate customers and ways for attracting them M "shareholders" of the bank

2) Everything, pertaining to the management of a bmch office and the respective job rrrponsibilitiar

3) How can the branch oftice achieve grutel profitability

4) Pmctiul simulations of management and banking models

5) How to develop 1 n w product 6) HR rruiugement 7) Contempomry mnds in the development of the

practical tasks should be included. I can recommend Prof. Popchev of the Bulgarian Academy of Sciences - he is a very good lecturer in the area of risk management, and is well acquainted with the Bulgarian legal framework.

I) The best lecturer. M ~ . H - should conduct such seminars more frequently.

2) 1 will participate again in a similar seminar whenever I have the opportunity.

3) Classes to be formed by including professionals of the same field. Greater specializat~on.

4) Thank youl!!

1) Mom practical comments and examples, reflecting the Bulgarian environment.

2) The somimr war very good. We were given the opportunity to develop abstract thinking!

3) To make reservations for all course participants a the w e hotel. This will contribute to the team building and enhance the informal contacts.

4) Perfectly organized and useful course! 5) The theoretical material should be baxd also on the

local conditions.

'USTOMER SERVICE - PLOVDIV - LYNDA WENSON

banking system I) Approach and ways for attracting customers: - the m w market;

- corporate clients 1) Bank management 0) The world experience and its application in the

concrete economic environment 1 ) Relationship - branch office- head of ice ) Problems, concerning banking and groups and

technologies, designed for their solution !) Problems, concerning banking and groups and

technologies, designed for their solution I) Leadership Skills I) Financial Analyses i) Management Functions 5) I T Services 1 ) Personnel Management 1) Organizntional structure o f branch offices )) Topics, regarding the products, which have not

been offered in Bulgaria yet. Outline o f the difficulties in the process o f their implemmmtion. u well as the problems, faced by transition economies, such as the Czech Republic. Slovakia, Lithuania, e ~ c .

10) Strictly specialized seminars, designed for individual specialists

I I) Structure and organizntion of team work 12) As we have seen at tho end o f the seminar all our

questions and expectations on the Cuatotom~ Service seminu wen ma. My only rocommendation it to focw further on the practical arpecb olcuttomer service abroad

I) A wonderful instructor. A very good compatibility with the interpreter. The information was presented in the best possible way.

) The seminu was wonderful. I found the way of presenting the topic very amusing.

I ) More seminars should be organized for the purposes of learning fmm the world banking experience in view o f both the advantages and disadvantages.

8 ) Highly professional and comprehensive sessions. I) As can k evidenced from the above, the seminar was

o r g a n i d and conducted at a high level. 5) 1 would like to thank the whole team for the excellent

presentation o f th is important topic. At these seminars we a q u i n very useful information, which can be applied in our immediate professional obligations.

7) Thmk you for the initiative, which you have undertaken and I wish you succeu in your endeavours.

B) M y only recommendation is to acquire more information on the foreign banks' practices in the uea o f customer service. I would like to thank the organiten and especially the inst~ctodinterprelsr t o m for their profesriorul attitude towards the group.

9) Meeting and>zmmrs should ba organized more

REALESTATF~NANCE - BILL CAMPBELL t

13) Topics, relatc'ti to capital &kek and trade in securities

14) New bank products and services, offered worldwide

15) Team work 16) Credit activities 17) Internet-based services 18) Bank products - accounting and information 19) Electronic banking. I ) Project Management 2) Performance Management 3) Similar seminars, which are designed also for

senior managers 4) Financial analysis o f banks 5) Risk assessment I ) E-business 2) Appraisal of creditworthiness o f individual

clienrr 3) Project management and financs 4) Mortjpge B o d 3 5) Risk management 6) Bad loans w o k out 7) Mortgage bonds and other asset-backed securities 8 ) Advanced construction finance 9) The topic should incorporate a nview o f the

mortgage bonds 10) Investment credits 1 I) Mil banking 12) Aua evaluuion 13) Porlfolio management 14) P i n ~ c i d u u l y r h o f companicr, applying for

Witr .~ ~

-~

oft& for the purposes o f improving and upgrading the customer service, as well as the quality o f offered services.

10) More frequent meetings with the charming inst~ctor Lynda Swenron and greater duration o f the seminar.

1 I) The orgnnitcn o f the seminar should be responsible for the overall organizational aspects o f the course - accommodation, business trip documcnta~ion, etc.

I) Thank you! I am happy, because now I know more than what I knew one week ago.

2) There was not a Bulgarian version o f the textbook materials.

I)Iflwould-ti have he following financial repons, stipulated under the Bulgarian law - Balance Sheet, Income Statement, and Cash Flow Slalement.

2) I am very i m p d by the way Mr. Campbell prwcnrcd h e material (Rcal Estate Finance). Without being fluent in English, I managed to learn r lot of new things during these five days. The window has a l d y been opened, so 1 hope I will be able to participate actively i n another seminar.

3) Care studiol were very useful. Gmup work effective. 4) The topics under discusrion wen very interesting, and

the wpuate questions wen reviewed on one-to-one bwir. Since the two credit systems (Bulgarian and Amcriun) uc different, the introductory p~ should focua briefly on 41 the pmicipmu in the credit

_ p ~ y s , M well u ~ on the overall scheme m d the

ZUSTOMER SERVICE - FIRST INVESTMENT BANK - LYNDA SWENSON

\

I d i f fmnt banks. ) Financial Arulysis I I) Thank you! Such seminars should be organized more

1 ) MotivatingStaff I) Evaluation o f personnel - current experience and

prospective developments. Review o f a specific model, for thc'purposes o f its improvement.

) Strategic Planning and HR Functions

c

many HR managers as possible. Lynda is just amazing!

7) 1 was fully satisfied with the course and wish I could participate in other similar courses.

8) Exceptionally good preliminary preparation o f the instructor, concerning all the modules o f the course. Most materials can be used in future training courses. I t is especially valuable, that Lynda manages to change the anitude o f course participants towards the problems under discussion and redirect i t to the appropriate direction.

9) More Bulgarian practices and statistics! 10) The seminar was organized in an amazing way,

extremely fruitful for us; I have learned many new things. The instructor i s a wonderful lady and professional. She has made me think and take pan in the discussions.

11) 1 wac really pleased to get acquainted with new ideas and concepts, which emiched my views and thinking. I have discovered new suidelines for my professional development.

12) There should also be seminars with participants from

! Management I) Banks within the macroeconomic environment

and its influence upon them 1) Professional skills, required for the management

o f a bank, as well as for each individual position i) Every topic is interesting and useful i) There ars different topics, which will appal to

me.

- o h n l They am very beneficial!

2) The seminar is very good, but i t would have been better, if it was not conducted after working time and if them were more games and assignments. More time was needed for solving the problems, we were interested in.

3) I t would be great i f the seminar duration is longer and mom practical exercises are included.

7) Fmus on wncme everyday problems lfrom customer service/ and ways for their solution.

8) Technical developments, organizational patterns in leading banks.

4) Mom information on the practices o f other banks in the world should be presented. The fish philosophy i s interesting, however we are more involved into the banking. There was just one video about another bank on the last day o f the seminar.

5) The seminar is useful and interesting, the only disadvantage is the time - after working hours, when you cannot participate effectively.

6) This seminar was extremely useful. More similar seminars should be conducted.

7) The presentation was very comprehensive, but at the same time it is rather tiring to be 100 %effective after an &hour working day.

8) I would attend similar seminars with pleasure, no matter the topic. I consider valuable a11 issues, presented by foreign instructors with extensive professional background.

9) The seminar was organized in an amazing way, extremely fruitful for us; I have learned many new things. The instructor i s a wonderful lady and professional. She has made me think and take pan in the discussions.

10) l was really pleased to get acquainted with new ideas and concepts, which enriched my views and thinking. I have discovered new guidelines for my professional development.

I I) Thm should also be seminars with participanu from different banks.

12) Lynda has been lovely. I was in great mood at the end o f the seminar. I have learned things, which I have never imagined to exist. She creates a wonderful atmosphere.

IUSTOMER SERVICE - - BULGARIAN (MENCAN CREDIT BANK - LYNDA IWENSON

- :USMMER SERVICE - PROCREDIT BANK - .YNDA SWENSON

-. I ) Perhaps seminars focused on the work with

"difficult" customers and on more specific bank products

2) Selling Skills 3) Communication process within the teams of an

organization; Internal customers and how to deal w~th unsatisfied colleagues by nature.

4) More specific on banking. working under pressure, managing stress.

5 ) Concrete results from the implementation of the sk~lls, acquired during the seminar.

5) Marketing, Adverusing 7) How to reach consensus in a team B) Preparation and processing of documentation 9 ) Further survey of the customers of the future 10) Seminars, focused on profess~onal bank serviws I) Corpomtc Customers 2) Team building skills 3) Psychologicnl analysis of the customer.

Diplomatic behaviour under r t rwed and confusing circumsunws.

4) Product# offered by the compaiton, not necessarily during I wninar.

13) MK. Lynda is perfect1 14) A better location; better training conditions. IS) This topic was very useful for me and I am glad that I

managed to change some things in my work. 16) Lynda and Deyan arc wonderful. I can say only

marvelous things about their work, as well as about their personalities. It was a real pleasure for me to communicate with them. I hope we will meet in the future. .-

I) A very useful seminar 2) If all people were as positive and open to others as

Lynda is, there would have been no misunderstandings. If possible, the seminars should be conducted outside the building of BACB.

3) A very comprehensive, useful and interesting seminar, concerning the various aspects ofcustomer service.

4) The seminar waa both useful and amusing. 5) It was great. I have had fun. Thank you. Lynda! I

hope to rcc you again in the next course

I) The topics, which we have rev~ewed, are wonderful, however the time was not enough. We should further expand on the means of attracting customers.

2) The topics are cornpmhen~ive enough We do not need additional on* but funher revtew in greater detail. However it all depends on the remlnar duntion.

5j Sale o f bank products - behaviour; overall disposition o f the bank officer, i.e. acquiring effective selling skills.

6) What do the customers expect from the bank? How to refuse without affecting the customers? Real life examples from the banker's experience and not hypothetical situations!

7) Topics focused on the future projects o f the bank - mortgage loans, car loans, etc.

8) Management skills 9) Different approaches for acquiring new

customers - traditional and untraditional 10) Results from the other SME lending bank8 in

Eastern EuropC, based on similar seminm 1 1 ) A l l new topics shall be reviewed in the same

intcrcsting way (considering the bank scwice and the future products)

12) More detailed information about the bank ac a form o f enterprise, the activ~ties and products o f each separate division and the overall activities o f the bank ar a system.

13) Customer service standards accepted by world leading trade banks. Team work.

14) Problems and opportunities for solving a problem in lending (banking activities)

I S ) Corporate finance 16) Turn work pmblems 17) Relationships b e w n the different hierarchical

levels in an organization 18) Pnaicwriented, targeted at concrete issues

rather than hypothetical 19) Sales o f products - in greater detail; How to sell

3) I t would be great if I could apply in practice everything, I have acquired during the seminar. I would like some o f our customers to attend a seminar, for example on "How to behave in the society".

4) Thanks for showing us how to acquire new things in a pleasant and amusing way and to focus our anention on small details, which are equally important in our daily activities.

5 ) I am happy with the seminar. I would participate in the next one with plearun, and I hope it wil l be soon.

6) The seminar w u at the necessary level and it will help us improve our work, both with the customers and our wllcagues.

7) An amazing seminar delivered at both highly professional level and with great personal attitude!

8) The scminar was pleasant, accessible and beneficial. The information was presented with ease and much sense o f humour.

9) The topics were presented in a unique way. My only m g a is that it is only 1 two-day seminar, therefore we could not practice more role-plays. Lynda Swenson is a very good instructor - she keeps the intenst and attention of puticipants focused.

10) The seminar helped me understand better the customer needs, how to service them more quickly and precisely, and offer them solutions to their problems.

I I) I like the presentation o f the material - we are supporcd to find the answers to the questions ounelvu. We have bean provoked to think! Drawing comparisons with other countries and illustrating the ideas with specific examples both appeal to me. I t

- -- - - a product over the phone

20) Approaches in new customer acquisition by phone or directly (face to faw)

21)Direct on-site sales to the customer - prerntations

22) Communication ethics (etiquette) 23) Teamwork - how to establish more professional

relationships with colleagues and with the customer's team (his employees)

24) How to keep the already established good relationship with the customer, when conflict situations uir

25) The role o f the appearance and clothing for customer contacts

26) Practical training on how to react in specific situations (roles-plays)

27) Psychology-based training (how to assess the disposition o f the client, his personality type and what we can expect from him in the future)

28) T m - work 29)Mom practical exercirs. How to be more

p e n w i v e and profusional in our communication with customen and c l imb

30) How to organize one's working time more effsctively

31 )Tm-work (how to integrate the "new" colleague into the tarn)

32) Telephone convenrtions 33) Dircussion o f concrete care studies and optioru

for solving wncreta problems 34) How to avoid stmu 35) Work not under pmssum

would be nice to pksent the problem form another point o f view - for example, Japanese.

12) Excellent impressions! 13) More statistical data. Greater focus on "the problem

customer". Practical examples. Seminars should be conducted outside the working place. Comparative analyses o f the following relationships: . with clients; - with colleagues; - with the director; - with competitors.

Comparisons with other banks all over the world and the Republic of Bulgaria. 14) Work (communication) with corporate customers. 15) Very useful! Detailed review of specific situations! 16) The organization o f the seminar is very good. I'd

rather say excellent. the interpreter receives the highest mark - 6. 1 would like all future seminars to ba at thu levell

17) I t i s a wonderful idea to learn from the experience o f American colleagues, but perhaps the American way o f stimulating (similar to a coach, throwing small fish to the wl in a circus) should comply with the Bulgiuian mentality. On the other hand the energy and charm o f Lynda Swenson is contagious and it i s worth learning from her.

18) 1 liked especially the great number of games, examples and h e interactive atmosphere. More information and more complicated tasks shall be includedl

19) Happy and confident1 20) Comment - Exceptional training approach1

-- 36) How to say "No" 37) Contradictions "subordinate-boss" and the way,

each one reacts 38) Relationship not only between the employee and

the customer, but also between the employees themselves. How to preserve our efficiency for a long poriods.

39) Relationships within the staff. 40) Problem situations. 41) Attitude towards employees - the superior-

subordinate relationship. Communication b e e n collaagues.

42) Home banking 43) Coordination between the separate bank

divisions, in order to comprehend the details in their responsibilities and understand better the specific reactions in a given situation.

44) Topics directly related to the job respansibilities 45) How to identify the deficiencies in our work with

customers, how to overcome them 46) How to control our behaviour in the customer

service process (body language, etc.)

21) Review o f specific problems, already existing in the organization, where the course participants work

22) The seminar was very useful. 23) More specific examples from the bank practices

should be incorporated into the course. 24) The seminar w w very beneficial for me! Keep on

doing the same good work! 25) There should be more discussions. 26)Amaring seminar1 Mrs. Swenson is the best

instructor, 1 have ever met - exceptional approach and presence!

27) Excellent lectures and excellent performance. 28) According to me, this seminar should be more

detailed and with a higher degree o f difficulty. 29) Chocolates and candies should not be delivered. 30) Such seminars should be delivered more often. 31) The examples, which are used in the training process.

at l w t most o f them should be taken from the banking activities.

32) The seminar h w made us think further about the issuea discussed and helped us assess our current position.

33) In order to cover the entire subject matter, we need at l o u t 3-4 days o f training.

34) More specific problems and cues. 35) Mom information on individual bank. 36) Thank you for the seminar. A wonderful escape from

the daily routine in the bank. I t i s necessary to have more statistical data from Bulgarirl

37) 1 had r wonderful time during the seminar m d 1 enjoyod m y ~ l f , thmk to the amazing instructor and the ingenious team.

38) A very interesting seminc and a wonderful instructor. The banking industry in Bulgaria should be reviewed in funher deuil.

39) Any topic, which is presented to the audience in such a way. wil l be well accepted and beneficial.

40) More examples with problem customers and different ways for dealing with them.

41) M y expectations were completely met. Exceptional anitude on behalf o f the instructor.

42) The seminar should be conducted within 516 days. More information about the Bulgarian conditions and way of life shall be provided. The seminar should not obstruct the cumnt job responsibilities o f bankers, considering that i t is being conducted during working time.

43) The customer service topic is very important and useful, because the banker works with people, whcrcas each onc is different from the other.

44) Very interesting, very dynamic and different from all the previous seminars, which 1 have ancnded. My suggestion is that we organize other similar ones.

45) Interesting and different from other seminars. Dynamic, flexible.

46) The seminar was interesting and the information was presented in a way, inducive to a detailed understanding of the subject maner.

47) This is the first time, I have anended such a seminar. I was impressed by the different style o f teaching and I greatly enjoyed i t Most of the issues, we have discusad were familiar to me, but we managed to analyze them in further detail.

48) The seminar duntion ~ - - ~ ~ ~ should be longer. Some issues

3RANCH OFFICE MANAGEMENT - 3ULGARIAN POST BANK - LYNDA i WENSON

. I) Topics connected with ensuring quicker

profitability, and developing a credit portfolio. 2) Innovations (international) in the banking

practices. 3) 1 prefer more detailed review o f specific topics

(with the respective approaches and methods). 1) Based on the banking practices o f Bulgarian Post

Bank. I) Topics related to the HR management and the

increase o f profitability. 6) How to increase the amount o f deposits in leva

(BGN). 7) Customer service culture. B) Psychological aspects o f customer service; way

o f bchaviour in front o f tllc clicnt: how 10 stimulate the personnel.

9 ) Foreign exchange payments 10) Financial instruments ll) Topics related to specific bank products,

mvicwed in greuer detail 12) How to incluse the sales o f products, offered by

Bulgarian Post Bank 13) Concrete topics regarding specific problems.

according to a preliminary accepted mining plan 14) Review o f the economy in the countiy, new

buainess initiatives, new legisluive acts I S ) Mwtingr with specialist$ - insbucton from the

herd office o f BPB 16) Work within extremely competitive environment

s h d be discussed in more detail. More practical wos, based on the specific work conditions in the bank, should be reviewed. . ~

I) A l l slides should be included in the participant's manual.

2) More practice-oriented discussions. 3) 1 would like to have the opportunity to participate in

such seminars. It i s the first time, that I have attended such lectures. A wonderful way of presenting the material.

4) The training was conducted in an atmosphere o f trust. Each participant was positive and inclined to share new ideas, acquire new things and approaches for solving specific problems.

5) The seminars should be conducted periodically and be focused on issues, arising in our daily activities.

6) Regular participation in work groups on specific topics (lctlding, finnncc). Our most interesting ideas shall be summarized and presented to the heads of divisions.

7) A lecture on banking in the USA should be delivered. 8) The forthcoming seminars should review specific

guidelines. complying with the execution o f the branch office budgets, as stipulated by the head office o f BPB.

9) Such seminars designed for managers should be conductad twice a year.

10) Them should be practical examples, which u e less theoretical and at a lower managerial level. Group assignments, concerning changes, depending on us. Techniques on successful cooperation with staff and clienta.

- - FOREIGN EXCHANGE AND INTERNATION~L FINANCIAL MARKETS - CARLENE CRNKOVICH

!

CREDIT MANAGEMENT SYSTEM . BIOCHIM BANK - BILL CAMPBELL

- --

I?) New bank products offered by both the head ofiice and the branches

18) Market strategies

1) Inter-bank transfers and-transactions should be further highlighted

2) Risk management as techniques for measuring market risk and credit risk

3) Counterpart limits assessment workshop 4) Risk assasment techniques 5) Stock exchange market 6) Portfolio management 7) Controlling policies and audit procedures 8) Internal auditing 9) international payments 10) Tcchnicll and fundamental analysis o f foreign

sxfhange mrrltst Imn& 11) Credit card payments, cheques 12) Disbursement and repayment o f the bank loans -

problems, risk mmqemenf provisions ulculated

I) C u h flow analysis, accordins to the Bulgarian Accounting Standuds

2) Topics connected with the work in privatiudon and post-privatiution conditions

3) Raril Banking

I I) I am dtisfied with theseminar, because I had the chance to compare my criteria on customer service, offered by the bank.

I2)The specific conditions of the bank market in Bulgaria.

13) Such seminars should be focused on the immediate responsibilities o f employees, Inore specifically on: - selling skills for new bank products; - new approach towards customer service.

14) The topics should be selected by the branch offices. I) In order-to get a more detailed information on the

topics discussed I would suggest longer seminars. 2) More active involvement of the participants in the

working (teaching) environment - sharing opinion, making suggestions.

3) More practice in a dealing office, real-life conditions. 4) The course i s very interesting and useful for internal

1 auditors, but the time is short. 5) Al l materials should be vanslated into Bulgarian.

A very useful seminar1 C u h flow analysis bued on the (accounting) financial reporta under the Bulgrrian standard, A wminar on similar issues should be conducted

- 4) Credit Cuds 5) Cheques 6) International Accounting Standards 7) Review o f the IAS with practical examples 8) Financial analysis 9) Factoring 10) Forfeiting I I) Problems with the accounting pmceduw.

regarding the activities o f the enterprise 12) Topics, related directly to the bank practices 13) Topics, concerning the IAS application 14) Revim o f the lending activities, as regards the

delegation o f rights and responsibilities 15) Other types o f bank credit

privatization. I) I am very pleased with the seminar. i) The basic topics of the seminar were discussed in

detail. 5) More new topical issues.

PROJECT FINANCE - TONY GRIER I---- I) R G ~ Managemmt ! Portfolio Analysia I) Project Finance in concrete industrial sectors I) Topics elated to the varlous project-funding

practices (in d~ffemnt countries), for example . Risk Asscssmont.

i) Financial Analysis o f tl ic Company i) Corpomte Banking 1 ) Factortng I) Forfelting ) Export F~nancing

- -- I) The selection of topics depends on our profiling

(allocation o f specific responsibiltties) in the knk.

L) Topics related to my specific professional mponsibilities.

I) IAS and Corpomte Accounting I) Investment credits and procwsing credit

applications i) Topics dated to the latest developments the MI

o f corporate lending. 5) Inwmenta, Ancly8is. Investment Pduc ta 1) Privam Banking

I) Such seminars are undoubtedly i real plus for every bank official. Themfore 1 would suggest that this type o f courses should also be organized in the future!

2) Such WUKeS am definitely beneficial to finance employees in Bulgaria. Please, advmire more such mums, so that more people anend. Also, keep in mind that different people have different level of competence, so YOU should find ways to discriminate against that.

3) An extremely professional instructor. A highly professional and very interactive approach towards the audience. If possible, this subject could be discussed within follow-up sessions.

4) The instructor was wonderful! T l~e way o f presenting the textbook material i s vcry nice, amusing and with interesting examples.

5 ) The seminars should be conducted within half-day sessions for a period o f 1-2 weeks.

6) Optimal number o f participants - up to 10 '])fink yoxa-wonderful and very useful seminar1 1) I would like to express my extreme satisfaction with the mum. 1 wish you health and even more fmitful and interwing initiatives1 Suggestions: - tho issues under discussion should focus on the local

conditions; - the textbook materials should be entirely completed, for example the Appendix "Forecast Vuiablos", so that we have more time for survey and analysis and not wu ts time in miting.

2) The numsriul data should be pre~nted mow slowly. Mom time should ba allowrsd to questions, concerning our immediate job responsibilitia. - ~

)RANCH MANAGEMENT - BOURGAS - .YNDA S W N S O N

- --

I) Characteristics o f the credit activities in Bulgaria ) Investment projects analysis 10) Investment analysis o f shares and bonds 1 I) Topics, regarding the banking activities in

Bulgaria and their practical implications. 2) Credit Portfolio Management 13) T-Bills and T-Bonds Management 14) Futures and Options 15) Credit Management 6) Internet Banking 17) Corporate Banking

I) Motivation o f personnel 1) HRrmnylomsnt 1) Development and placement o f new prcducu on

the muket o f bank services I) Pricing I) Planning techniques and assessment in dynamic

conditions I) Marketing 7) Fituncial uulyair ) Topics, misled to the personnel )) Adjustment o f the new products to the local

3) The material w u prwnted in an easy-going and colourful way. According to me, there should be fewer calculations. Greater emphasis on the latest form o f analysis.

4) Thank you for the wonderful seminar, delivered by the instructor - Mr. Grier and the interpreter - Mr. Kyuchoukov.

5) Bulgarian conditions should be considered in greater detail. The theory should be supplemented by practical experience, gained within the local environment.

6) I t wi l l be a great pleasure for me to take pan in future seminars, organized by KPMGlBarents Group.

7) If possible, consecutive instead o f simultaneous interpretation should be provided, otherwise the presentation o f the material and the Bulgarian equivalent arc mixed up. The audience should be controlled in a higher degree in order to keep silence in the c h r o o m .

8) Fewor calculations, more detailed analysis o f the handouta (banslatcd).

I) 6= training has completely met my expectations. I wru given valuable guidelines for my fururn work. I am leaving with a c l u r vision on what I will do fist thing TOMORROW. I wish everybody good luck and a nice trip1

2) The instructor should be acquainted in advance with the local environment and subsequently adjust the seminu hereto. Good luckl

3) The coune would have been even mom beneficial, if the instructor knows the Bulgarian practices.

4) If p s r i b l q o ~ n d the same case study should be

:USTOMER SERVICE - CB "BULGARIA- ' S I.YND,\ S\\'IINSON

conditions 10) How to stimulate staff to work and respond to the

changing local conditions 11) Training sessions on sales o f services 12) Psychology o f the customer 13) More specific models of organizational structure

and customer relationship management, applied by leading American banks

14) Sales 15) New products 16) Presentation skills 17)Problems closely related to the realities in

Bulgaria 18) New products offered by banks 19) Bank products and services - the latest trends 20)lntroduction to the practices o f leading

international banks 21) Introduction to advanced payment procedures

and the expenses related thercto I) Solution o f concrete problems 2) Scnrcli o f n market niclic 3) Competition -markets 4) W a e r v i o s s 5) Scfurities - gwernment securities 6) Bmk services and products 7) Insurance products 8) The pmblems in banking and customer service

should be reviewed in detail 9) Aquirit ion o f SME clients 10) Cwtomer Service, mlated to SME busineuos 11) Markets and compailion relatad to cusmmer

service in banking

~~ -~~~ ~ ~~ --

reviewed as regards both local and foreign banks. Focus on who deals with the existing problems and how they arc solved.

I) More detailed outline o f specific topics. 5 ) The seminar sliould outline the experience o f

companies, who have gained market recognition rather than local companies.

7) I am happy with the organization of the seminar. I) Real life case studies sliall be included into the

textbook materials. The material covered is comprehensive, and although presented in r very accessible and interesting manner, it i s not quite c lu r to me (the theory o f X and Y; Maslow, etc.)

>) I t is better to cover less material and discuss the specific problem in grcatcr detail.

10) Adjustment o f the topics to the Bulgarian bank market.

11) The topics under discussion should be presented. nccording to the Bulgarian banking practices.

I) ~orsfrequent contactr. I ) Analysis o f the acquired matcriol and a follow-up

meeting after I yur . 3) Very well organizad training. I would recommend

more frquent meetings in different towns. 4) Everything was presented in a very nice mnner - a

dynamic instructor, who has energized everybody, a perfect interpreter, pleasant environment and a very useful seminu. Thank you1

5 ) More representatives from the bank branches should puticipnte in the training.

5) Such type o f training should be conducted more oRm, considering its benefits for the bank officials.

BRANCH MANAGEMENT --SOFIA - LYNDA SWENSON

12) The topic - Dealing with "Difficult" Clients should be explored further

13) International bank products 14) New bank products - distribution channels I S ) Tcam work 16) Specialized services - international payments;

new bank products

I ) Head Office - Branch Offices Relationship 1) Customer Service 3 ) Marketing and Promotion i) Special training on lending and corporate

uulysis I) How to solve problems in critical situations; 5) How to deal with "problem" people in a given

1..1111.

7) The issues undcr discussion are topical. B) Bank products - the current needs for them.

butd on the region's potential and the personnel required for servicing those needs; how to define standards.

3) Development o f a newly established bank structure under the existing strong competitive environment.

10) Mahodology (model) for allocation o f expenses, according to specific activity and bank product.

I I) Bank product profitability

..~ . ~ . . ~ ---- - -. ,

7) The rame meeting after I year and share the practical experience, based on the acquired knowledge.

8) The same seminar should be conducted for the bank management and the decision-making officials.

9) A greater number o f our bank officials should participate in the seminars.

10) More frequent training shall be conducted. 11) Mom bank oficials should have the opportunity to

attend such training. This will have direct positive impact on their immediate job responsibilities.

12) The seminars should be designed for a l l the officials in the branch office, not just for one representative.

I) It was a pleasure forme to take part in this course. 2) More detailed analysis of separatc problems.

connected with branch management, which i s possible within a longer course.

3) M y only expectation, which was not met at this seminar, was the following: exercises on financial report analysis (balance sheet, income statement, and I fl,:;, 1 1 .r I I i ~ i s a,,! decisions on funding opportunities.

I) Well-org.nizcd seminu directly focused on the branch office activities.

i) Then should be more interrction behrtsn the instructor and the students outside the classroom with a view to bener results.

.- 12) Innovations 13) Renovation of product line 14) How to evaluate theeffect (impact) o f the offered

bank products on the bank I S ) How to evaluue the effect (impact) of each

individual client or a group o f clients on the bank 16) Bench marking 17) Image self-making 18) Customer service 19) New customer acquisition 20) Organizational structure and optimal utiliration

o f employee skills

Appendix L

& u w o / ~ ~inion ~ iec-

3 Irn~saisbldththepai- b n k i l q ~ k c t h c u m c ~

r)ulcririrdmW. j uwohnbemnthefmhDlnd

I g u ~ m p o w d n g ~ ~ e f - tothebnkbgsec- Gzz'L~-

U m b n t o n p p o r t ~ v n o r pqlnna

Mvkplur- YCivddpin(iulian.Wpaviran

depositiravroc.afadmmr- IMos-Bcolacdthe 9" <ens o( our rmnol efforts the

-ammlporitpned s n l e h c ~ t n i ~ i n g * d g c w

jtnctm. The Jt*rute objcc- O t t h e V W D ~ t n i r i n o ~

w l o a a d b t c m c ~ r c p r n c c 181 opentiom m 8NB and Gnf hpsiw. lhe la ldrkoc Y. mchd L c v h a n d h i r m i f t m m B r c n h G m u p v d i b o n l m a t o t h b m h J d n p ~ ~ r u l i n d u d c ~ nislmmd6Q%tniingtrdcia.C ~ d s m i g a a P r r d c a k T h e b J m g s i n t a t n l S d 4 ~ ~ GlatuhcoDnmriurmrrimthc o t h a ~ k t h c ~ d b r , k ingandf *unb lsmb?s .Andd tDnJduntrJe6t)urthe-h adi.owmomertmmiu.rrlid,po

h ~ @ ~ ~ . t h e t t l i ~ a mcctingdthcHnunRcrarmY, n * ) c n d m n m r r i ~ ~ o h e & i a t mccuimJThsnshlolil.nu --*or-

. .

* r r c c i v d ~ d t c ~ a h ~ r f i s i m n , h o l l d b e o o ~ finucdinonbmahnatheum+ . . m a a m n r d a o d u g c d a c a m m 3 t h e H R m r u g m m d p o mote the impkmmtition d new tnni*l-

ThewmndHaFmmI*Ikhdd a t a t - R i n a n o t d m PbvdvonOcrmxrQmmThh m a i n p k s d 8 u M e d a , ( m a o n mrcindathnnieuamrtdbe

rnhnr-to-~ L i * r ~ * ~ b r o p c r , B a n k g Tr&ing NetwaIws web-site X i t i s ~ ~ t o l s l ~ 7 h e I B l i s a m a n b e r o f t h e E B l N . wbkh oblcctin is to promote. ~ e d u o Q n a n d ~ t h e -dthebdingand* dalrenr*asectorswitMtheEun, p e a n L l n m d o m C r ~ a n t r i a i n hmpe.ad~theuchngcof nfamatantofutherenhawcthir poan.

ThemuctucdtheEBTNrifrcan be defined a ~~. Y w can find gmnl infmMtan on the ag, ~itsgwemingbodirrmkdon andoladarofeumtr.Butwtut ~tht*va luable . is i tsrdcnd t o t h e ~ o f o t h e r E B T N ~ b n ~ t o g e t h e r w i t h t h e f u l R n g e d t n i n i l g a o c m c r a n d ~ Nntt Iqpouidc.Wwlh*you ~ p u b n K s t n i n i n g r O t u r andmmprrittorinbriratitutiom mEuope.Thelo*ltionthatmprc- poseirtocontrturadap$yfaaw m i n i n g c o u v r a a s k I t o ~ ~ t n i j n g t o b m c r M W p u MCIMiviAdneedr

T h e ~ M s i t e i s w l d r r u c d t o a hrgrubaae,wh&iscmnposaid b a & h g p d a z b d % a m l x c a + nmssmdcnqparad- dmn61Isricsir*ay.Aba*pl) i s d i v i d c d ~ N a ~ r c a t o t R 5 t ~ i b ~ A - ~ r i d c r i d c d drsrcdmrrordM6ngpdcoprub and mwmm, a d a 'private side' d o n b p d ~ f a A B U m m barhp.

The-plbCcride-haMcxhnriK nfami6onarABI*mIUtirQ

p r o a c c r ~ p a r c a p r r ~ ~ * prwidadcoi*din(omufiononw crnning tnining LOU- and p m g u m s o r n e d v r h i c h u r a d a & orrhe. You may f id an omnatiK MdthefNodUcaudIsricspwC dedbytheABhbyhaOfbcaina. ~ i d u d e r n o n ~ o t h c r r :

r m m n s o n d ~ f o r t h c i r d e - -.

ltk y w r I81 conoiusd to b a d 1 fmnrhehcuppor(d(MH),nw*ding U Y I b a n k t m i n i r n J f o r ~ I I ) 1 " + m u c t 0 n . T h e B ~ G o r s n n n t f v r r dcd pojrrr olro c m ' m ro ie fi1101

w. I neody fo l ld20D2m ddfe

t m ' ~ t o b 0 ~ a p m i n t h e o r c p 0 f W 0 ~ o b i q l . T h r ~ d b e condvcfed lrith the nrppM d the PlUREpmlmm,moaqlrdthcbr- mmmmmtanmdintqn&mofthe&C (PIM b~nb ig +an infD the ELW. psonpDniceandtmnhingi(ondordi.

W e h q r e t t R Y r t h ~ m m c i n ~ t iva~)* IbchrlprUrto)arrtrPnng o n d p d a r m a l g u t H i m r m .

Three ym aftu i ts birth a a v*tu.l

CurrecqthtEurohrbcanratan- gibk reality shared by 300 m. r e s i dents of 12 European countncr. since

lanuary I. 2002. ~ h c fdarmg tlcts

area*PadvaprtofthrEmhlory Tht Eum symbol was impred by

the Greek letter e m . The prdW

&och*nnz&Mnz&&dgarw Port Ba& Municipal nz& Bulgaria lnmt AGanz BulgaM Hddng. the B u m Foundation, foreign banking and linanoal adbbm and re- tatives of economic mass d i d . Al attending b a h and financial experts g m recognith to the p gress ot IBI. most ab le duing the bnyeacWheRthetwokyrucccrr f- for IBI w e 'expaxhd and -qdlly-.

E I p a n r a n i s achkQdontvmle velr - (1) M market c m a g e and (2) international coverage. 'Local mMlcet c m ' tnmbtes the IBI ambnion to expand i ts w g e t a d ence kymd the banlung area into the financial market and economic vctu as a wlwk. Now we count among w regular dents nu- urvlrance ad vade compark fi- cia1 hourer and aidiner. 'International coverage' nffectr the IBI efforts to becom a mong RgaMi training TP

source. Substantial pmgress was madeinth isbmct imasml-~nthe bn year don. 181 ha povided trai- ning for bankers from Albania. Georgia. Mmdonia. Roman*. Serbia and Uknine.

The cad arcem facta. -qua& ~ . i r a ~ m m u g h ~

(1)pwicmofmvkesasSRedin the IBI a d tnininJ pugram. and

(2) d nntomirrd trai- IIingMhrtamreruttingfmmkdivid ual clients' requests. aka. -*thank training-. At the beginning of each year the ISI issues a catatabgue. cm- taining the topicr and time vhedule of the c- ad seminan that it

emirans to conduct thmughovr the year In rddition to this the 181 ir always opm to barb' ~quem to

organize individual wainkg for their cmprorces in order to meel the* ~pc

ufic tr- ncrdr The topin may be indudedinthehcinitidktedb# the Institute. hrt on also be &dc- k d a d o g . n r e d ~ I y t 0 M ~ rdnng speafk pmbkmr. no matter whether potential a currert. in ader to be able to meet the demands on a regional bas6 I& is conudering the 0ppomnliIy to start c a d u R i in. b a d tranmg outride Sofia on a more repubr basis. limn the mll capan. won d IBI affects the institution in

&pth(upraanoftherangedser- ricn)udinrridm(nationalandin. ternatand cornage).

Anottm rignificant euent or* nized by the IBI. in cooperation with the A s h t i o n of Commefdd Banks, a n d w i t h t h e h c s u m d t h e UYUQ was an HR OacuuioR with the parbapmon

. . . oftheHRnunagen

of commabl bnb in BulpMl and when as *chm was M e d Mn. L ~ S m r a o R a ~ G r o u p i m nructa. mCburwn in the Bulgarian banlmg o h The met * was M d on 6. 2001 at tk VIP Hal of thc Nationd Theater %an Vuov- in Sofia and ccinded d t h the ce& brationdtheBanLer'sDayinBu(ga- r ia The dncvrsion was mamly f* d o n the hdedl io s* and change management. The atterr dants were HR nage en fnm 0% Bank United Bulgarian Bank Bul- bank &och*n Demirbank E l t robank. Neftinvfstbank Piraeur Bank. - . .

bnk nd AHianz BuC garia tioldng. Ms Elizabeth V e n. of the Manage ment Board of the &dgwn As& tion for HR klrnagemmt and Deve bpnent. was abo among the anem danu and pined the dmnsiom by in. V-~~K-HRMR

agen illto that auoaatan. in order to help optiniring Bulguun badci staff muupcment. Thir discussion was a bg;ol continuarion of the two HR Forums. organind by IBI in April and October 2001, and in future the IBl plm w keep p*ymg i t s m(e of promom d the commurration and eachange d idcar be- the HR mmagers in Wdgana.

Inour~oak~arlprseeiomweaimat &oosing subjects t b t wil draw your anentm m key issues that make any

c a n p n l pohf.bk. nus, in thn issue of Nluigrtor, w tlmight r-te to focur on wket ing and i t s useful- ness to any aganizatant resuh5 as effect* marketmq pbwing bes at the heart of the company's revenue eamingsrrmUer.

We wordd #re to ~ntmduce you to a bock that perf- matches flus

Makdm MBauld (Mr. McDaukl i s ~ ~ c o g n k d a a r r a ( d ~

As -tor ya, *+ know that the Mo cohunn is aimed

area,&asubiectind.pth access the newS trends and re searchf indapwt icalvauntoa queskm a rirnply lreep uptodate withthebtcnnmadirnminthe area of human rerowce manage- ment. the w h i t e

mn*p. AnotharPLvblcmuldmt*

6mcMcaotoarrcrdcliracdly ~ a m E m i f t h e P e " s e , n y mtmcndmem*npcrcncr, ~ t i . l k m u t m ~ e o n t h e Lmnmndrrddcnbpnmtian in the HR mrvpannr sea.

I n d d t m t o ~ t h o r c ~ U I e O P Q t h r o u g h i t s ~ b o p n t o b a h i d * W a n d ~ t e ~ f a U K a m r r ~ ( ( b , udpiratc-rd- m u a n i n b m d o e m m m b m o f t h e ~ ~ tflemmaaaJlareasdtherrrb- * . i n d l J r k i d u l c . ~

Wlen+-m-t~d*e--=~ t o & - ~ ~ q v i r r d b y ~ d&---m;rhrrchcn creavng competitive labor market re insthutc and dedicate a special space M urcfd tpr to k hnd h e t ~ ~ ~ suire that m -a*. repard tor the re& rie.n, reviews and ~u rmnkttu k s d its size. bcepr uptodate with c m r C o m b i d with & & T l u ~ i s s u e o f ~ d ~ the pople ma~gement ir- sign a d multimedia effects. the on the pocm d Crw%hg wes.Thani i~mdtof indabout b o d o t a e h e a r r m ) y v r c h l ~ x d M i r * o n S u t a n c r * d a C o r p , t h c l a t m b e r t p r t i c e ~ o n a ~ tdforawyHRintemcdsrpaca ny-twokyingcdenammbum

m a d n m m i d , m e ~ m r g c - m n t l i i c o h m w e m c ~ p u to share your uperience and idea withusmvvianiswrsinmyna d t h e b u J u n g a W k n i n c u t h a t h w c h m w a t t m t m a n d p u thinlc I p p m p t i a I C to C M r m n i C )

RtopurcokaguuandPartnen Supgariaahaddbeddnnedto:

dKL.gb+ltixkyfironcidond- gunmz topin thlmnjl ow AlailJma co*mm.Tl i r rd i tmptucnkrkm- t n or mc edit 0- of bonk. we awawDgc ol mden to rrominr t k rcrOnmmdsd rwding d mb rite linb m this topic. w t k Book M a r k column pnmtr ahc mopr i r a n r m t h c d j e c t d b r m k c m i i t ~ , t h c U r c f u l L i n k r r c r t a n f c w o - wrmorrindet~mahcbcrndnrlop msrnondhmds.

Our Management l7ps r h n p m s r a - h d p / U I ~ . m m mtiar MI, o rvbjat, id) d f c t f s ~ d d m f m n t i m t o t i m r i n ~ pofarirndSfc.Monyofushmrrbcm in 0 r iMt ionvhacmIuwrhodr0

The haimnr of IQ continue to ex. pand and recent events are inckotnre of this giuwth and the diredon of lu- turea&&e%

T h e n w S W e a m i n t h e l O ~ bpncnt Strategy a n supported at al lereb d the imrmnan as indicated in the fdowing remarks:

IBI Team Rrarot

inpMant idcaton was the number of pr6cipanis who enrded in IBI educational programs. There was ovw a 300 X increase in pamdpantl blthepastyear.Thirgowthinthe number d IBI diw,h i s amplified by the dnnifikation of the audiwre. In additbntothegmwthfmmiacore cGenrbase.theBu+rianbanluthere was a tendency to a m no+* kerr. as 4 as representa* wt- SidedMQavia.

In & I I has intensified its wbk wesem. aimirrr at W deve bpnmt wtde the tndmond dar- room sevhg. In earty lune 2002. 1BI aganized the Third National Cmfe- reiue on Management and Devdop ment d the Human Rescwmes, t q p I k r with the Bulgarian Human Re- same Associatin Ouw 250 hman resource pmfeslionds were in atten- dance. In mid lune. 101, acting in c* operation with the Bulgarian Na- tond Bank tonducfed The Sued International Camterfeiting Confe rence. Reperenuties fmm 24 cou* tries attended thts signifrant confer- ence. inchding those from as far away as I-.

Autumn Classes Begin

1Wmimatenrictr;ngitspoduct range and deherkg lbnely courses nmcmdina to immediate market

ken. These semhws are due to be - fmm sept- thrargh Novwnba 2002.

kptembnnhthe-nmurht n the USAID/I(PMG Com&ing cwr- sunrenued .T rah$dyr r rognC zedLannon-LyndaSmnunand T a y Grier return to Bulgaria in Sep tember and OctobedNmember rep e. Mn. Swemon rvil lead a t w o d a y ~ i n v e l i k o T s m o v o on Human Resource Pmfasiorulr: Their R d a in Building Compctitin

*moldngmthe dnhchacntar bodaonmoC '.mwmetnmrr the Dtporit Ins". nna hmd (DIF). theMgarianN, tioNl Bu* (BNB) andttr-U,

obLpltPnSdIetnntechnbroda n g h a T o n y ~ t h u d i , - c h c ~ d t t i r a c t i d ! L d 6 n g u d e d W - v p a k & - " m t ~ t h t t i d e d p r d a r m ' . hanrfc(ealn0Inyrhcrrchciw dmna-panmrrsnmd rhcrrtheccommcemniesnrs- P n a k ( h a n u k e r f c r t h c i ~ s ta t lakb iur iob* rha tchacare b=&q3tqLmTherefarettrac- ~ d a b e t t ~ r e q b b o n ~ l k aea may duify the si tuah k J omerf*mrthathrpprntobeiad n n t n i s w M m r t ~ h M d e a r &fo.cnferingmto.burirr\kR . h o f a e r i t i n g a m e Q c r m ~ intercntornrdrbrrloirduemh

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guage. conapt r and the reparvl vb

tam affecting ban16ng. bank a w yr t randbank~nderobnthe ale,lhatbakcredtarulynrpby s

and expbim the mcthoddogy of

u a b k g u i d c t o b o t h t h e ~ x d edbnlrueditandyrkandm

i pl.nu- Chr Y i

b a s an mtermtiond bankcre& anaw Tkmwm Bank watch mde)y

egarded as the W s leading bank a t i n g m . A s V r c R c d d n n d t h e

CHong Kong office he was mpomiblc

mb-site

www.banldmightr.com btorrppor(thebodrdhnr-

t i o n a a r r u w m a t e r o n I k o c d c afdySi5dhuncialiatitvb;aaThr a.dwcplanstounthesitenarehi detoprarideupbtnm~bo.24 and nfonufion on

International Bonking Institute

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dphIraYkrnnrrrar , - "m'Bvrron-dshmqmn(ar

n s r ~ b t o c o m wr- 10 YI <- Old d l a a rnars rnna'."*lo**dgrrawr.s-

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Appendix M

IBI BOOK CATEGORIES

Bank Risk Management & Insurance

Asset & Liability Management

Credit Management & Credit Products

Financial Management & Accounting

Trade Finance

Economics & Capital Markets

Bank Operations and Systems

Consumer I Retail Banking

Management & Leadership

Marketing & Public Relations

Human Resource Management

Careers I Training I Self-Improvement

Small Business & Entrepreneurship

Business English I Dictionaries I Encyclopda

ASSET & LIABILITY MANAGEMENT - 2

LANGUAGE T m K A I m i o R -OF PAC I ptJmJc4- w-c I I , -

English I Managing Bank Capital ( ChrisM.ttcn I 2000 I 341 --

BulaGan I Invcslrncnts I Zvie Bodk Alex I ZOO0 1 944 - cane, i n n

Manvs English Tbc Handbook of Asstt I Frank I. Fabui & 19% 506

Liability Managanent AtsuoKonishi Managing Bank Asets and Marcia L. Stigum 1983 429 -

I ~ i a b i k s : Strategies for Risk & Control and Rofit I L ~ O B m u c h ,

Jr. Tbc Dow Jones-lrwin Guide Macia Stigum & 1987 298

English to Bonds a d Money Market Frank Fabozzi Investments Money Market Cala~Iatiom: Marcia S t i m 1981 ZOO I

English Yields, Break-Evens, and 1 Arbitrage I !

English The Money MPrkd Marcia Stigum 1983 , 728 English Asset Liability Managanmt: Jcan Dambe ZOO2 28a

I A Guide to Value Creation Youssef F. Bissada

CRlEDIT MANAGEMENT & CREDIT PRODUCrS - 3

1. Englisb Roblan Loan Strategies

Hlmdbook 5. English Managing Credit Risk: The

N n t Great Financial I I challenge

6. 1 English 1 Rojcct Asset-

Applications (a) 1 I

lo. English I Credit CardRisk

12. i Bulgarian I Mor(gagc Market in Bulgaria 13. 1 Bulnarian I Housing? Loans Allocation in

-1 John E. McKinley,

Ben F. ~ohnson. 111 I I 1 Waymoad A. I 2001 , 297 1

Grim 1 i Bob Vaus~c 2OOl 1 357 j

John B. Cowcac, 1998 Jack B. caow2ttc

I I William I.. 2001 / 446

Vcntolo. MarUu R wiikms 1 lw8 ' 4,4 1 Euromoncy

Publicatioas Ioc. LM C. Thomas 2002 248 I

&dB. Edelman, I Jonathan N . Crook I

Richard Warrcn 1997 318 1 Nehn t

Paul R Beams 1992 342 Stefan Yotov 2001 59 . Stcfm Yotov 2002 135

Moody's Inveator?r 1 999 saVice Pi

FINANCIAL MANAGEMENT & ACCOUNTMG - 4

ment: Evaluation of icaton for Your

8.

14.

15.

English

English

I I

Eugene F. Brighm 2001 lOSO Joel F. Houston r

9. Bulgarian

10. English

I 1. Eoglisb

12. Eoglisb

Accounting Undadaading and Applying Standards and Regulations Fundamentals of F i a l Managemat (+CD)

16.

Emrt and Young Guide to Performance Measunment for

~aompauy the book) Investment Analysis and Portfolio Managand 1

English

I (Sohitions M~nual to

Bus- Results Red Options Tom G#=-d, 2002 446

Vladimir Antilrnrov Fied Income Reading for the Frank J. Fabom 2001 U)6 Chartatd Financial Analyst I

Frank K. Rally Zoo0 1242 Keith C. Brown

English The Handbook of BBlk

IAS 98. Interpretation and Barry J. Epstein 1998 842 , Applicallon of International Abbas Ali Mina

17.

F i i a l Institutions: I

Metbods for Managing

Emst and Young

Financtal Accounting (+a) / &ba( E. N d l q Jr.

Matian Pow-

Charles J. Woclfd 1993 418 j

English

1995 341

2001 825

F u ~ O p t i o n s , and Swaps Robat W. Kolb 2002 968

LANGUAGE

English

Bulgarian

English

English

TRADE FINANCE - 5

1 Chamber of I 1 1 I Commerce

Banks - Local and PkD. Penka 2000 1 259 IntcmPtional Payments ' Stefanova I

-- EXPO-~~. Procedures I Thomas E. 2002 583 aod ~octuktation Johnson Global Trade F i m i n a 1 Ham M. 1 2000 I 500 1

Warfield Intcmntional Cndit rad Mary S. Scbaeffa 2001 266 I

Collections. A Guide to I I

I Extending credit worldwide I I

6. English ( Export - Import Fiancing Harry M. 1996 478 I

1 I

I Warfield 7.

' English Incotams 1990 International 1% 216

I

J

Letters of M I 303 9. E@sh

/ and Exchange [ 10. Eaglish The Basics of Foreign Trade / Adam Goanelti (

8

1993 1 5 0 ,

Standard Documartary CRdit Fonns for the UCT' 500

Charles del Busto 1993 75 ' 1

I

ECONOMICS & CAPITAL MARKETS - 6

1. Bulgarian t-t- Guide to Economic Indieaton: How to Understand Economy

Economics

Fundamental Methods of MathBDatical Economics

Money, the F i i a l System, and Ibe Economy

The Economics of Money. Banking. and Financial Markets

Debt Stocks, Debt Flows and the Balance of Payments

1 5. I English

Bank

I n t d o l r P l

Jack Glen.

M. A. AIrbtar

Report on Ibe Masurcment of Inicmatiooal Capital lows

Debt or Equity? How Finns in Developing Countries Choose

Urnlastanding Opar Markct operations

Emerging Stock Markets: A Comolete Invesbnart Guide

10. English Margaret M. Price 1994 414

to N& Markets Around the World

Securities Markets

Marlre 2000. An Examination of Currmt Equity Markd Developments

l l . , English

I 13. I English Economics with bfotrac:

Rivate and Public Choice Ricturd L s&. 1 Russell S. Sobel,

David A. I 1 <

Macpbenon I I The Stock Market: Theory James H. Lorie & 1973 and Evidence Mary T. Hamilton

304 I

f

18. Russian

19. Russian ti---

22. Bulgarian -I-

Bonds Pmblans of Economic rnnsitim Refonns and the Dcvelopmcnt of the Russian Economy in 1995-97 Emerging Stock Markets

Common Sense on Mutual Funds New Impuativs for The lnteltigmt Investor How to Make Money in Stocks: A Winning System in ~ o o d ~ i e s or B& -

Investing for locome: A Bond Mutual F d Approach to High-Return, Low-Risk Profits Resttuchuing and Devetoprnatt of the Banking Seaor in Advanced T-tion Countries: Lssons to be Leamt by Otha Transition Efonomies

R e g and Development of the Banking Sector in Advanced Transition Combifs: Lssoas to be Learnt by Other Transition Economies

International Finance

John C. Bogle

I 1

William J. O'Neil I i 3x 1 I I I

It& G. Norton ] 2002 l m 1

I

Ecowmic Policy ZOO1 rltstitu*

BANK OPERATIONS & SYSTEMS - 7

No

1.

2.

3.

I PartnaJhip

1 English Emezging Mark-: National Senaitia 1997 180 Dcvebinn Cle~rnna and

4.

David Nowak Configuring thc Finwcial and ControLling Modules

7. English Banking Institutions in Diana 1992 1 170 Developing CornIris: McMaugbton Building a Strong i Managanmt and R c q o d h g to Chengc, vol. I

8. English PmjectMmagement Proem TmStep. Inc 2003 2%

9. Russian BimlrLigInstitutiomin Dims 1994 325 Developing Ctnmbis: McMaugbton Building a Strong Management and Respwdiog I to change, vol. 1

L . C U A G E

English

English

English

Eoglii

m L E

7 Steps to Bena Written Policies and Fnxcdurcs

AuTllOn

Stephen Page

Policies and ~ m c a ~ m a I 1997 Infomation Technology and

Financial Savicar: The New

YEAROF ruBLKS\TW)P(

2002

Achieving 100% Compliance of Policies and Procedures

220 Dr. A. Gaudy & Dr. C. S. ampaall

FACES

125

2000

2001

Stephen 5. Page 330

IS0 Establishing a Systan of I .StcphcnB.Pagc

CONSUMER 1 RETAIL BANKING - 8

in cooperation with Pricewatahoutc

N* LANGUAGE

MANAGEMENT & LEADERSHIP - 9

What the World's Grcsttst

m E

Dirrdm Bulgarian The New Art of the Lcada: William A. Cohen. 2001

Leading with I n t e t y md Ph.D

A V M O R

Softwan of the Mind Bulgarian TIIC Practice of Manganent P d a h k a 1 2001 470 Bulgarian The Power of Six Sigma Subircbowdhury 1 -2001 1 05 Bulnarian Sun Tzu and the Art of Mark McNaely 2001 256

11. Bulgarian Six Thinldng Hats 12. Bulgarian Managing Conflict 13. English Banking Stra~egies and

1 I Beyond 2000 14. 1 Endish I The Bank Director's - I Handbook 15. English Wbm Giants Leam to Dance

1 1 16. 1 English I The Fulure of Banking

I I 1 7.1 English I Influence: The Psycholog~ of --

Pcrm+sion 18. English Designingorgmzab

. . OILS

19. English Games People Play 20. English Managemeat: Tasks, . . I Rcsponsibilitics, Practices 21. 1 English I Managanent Challenges for

Creating and Sustaining

I ~ e f & -Transform! English I Vision, Mission, Total

I Quality. Leadaxhip Tools for Turbulent Times

English The Power of Strategic Partnexing

English Improving Corporak Boards: The hardroom Insider Guidebook (a)

Engtish Team-Based Strategic Planning. A Compl* Guide to Sbucturi~~g, Facititrting and Implementing the Procss

English CEO Logic: How to Think and Act Like a Chief Executive

Eaglish Megatrends 2003. Ten Nnv Directions for the 1990's.

English A Fone to Change. How Maship Diffas h m Managancnt

English Reengineering the Corporation. A Manifesto for / ~&ness Revoluuon.

Edwadde Bow Ursula Markham Anthony G d y Zoo0

Eric Beme, M.D. PC& F. D ~ c k a 1993 840

TI Ralph D. Wnrd

C. Davis Fogg . C. Ray Jobmar I

1 I Jobn Nu'sbitt & 1990 380

Patricia Aburdcm

John P. Kotm

1 32. ( English

33. English I-r 34. English r-r- 36. English

[ 47. 1 English Quality C i l c s in the Office I Rich Tearell, 1983 90 I i j -ARactidGllidcw Coasuttrnt

260

200

280

Teaching Thinlung

Jamming. The Art and Disciipline of Business C d v i I y

I 39.

40.

, 41.

Edward de Bono

John Kao

FsaYQ Leadaship and the New Margaret J. 1994 ' 165

1984

1997

Men, Ideas & Polibcs Pcta F. DNcka

Sc~awx. Lunung about organizstion from and Ordaly Univnse

How Managas Make Things H a w Lcdcrs. The Stratcgics for

English R&rlh of the Corporation. D. Q u h Mills 1 1991 320

1971

English English

I

42. En@h

1

Wheatley

FutunShock Ahrin Toffla I 1970 SO0 1 Ridmg the Wavs of Change. ' G;lrdh Morgan 1988 Developing Managmal Compctay:ics for a Turbulent

I World

Staying S h a t Smart in the Mark H. I 2000 285

In- Age McConnack I

George S. Odiome

WomoBamis& Taking Charge. The Four hl Nanus

I

1974 215

1985 245 I I

43.

Keys of Effective Lradaship. I

Thriving on Chaos. Tom Pclas 1988 5 6 0 Haodbook for a Management Revolution. I I

English The Complexity Advantage. I M Z z n 1999 260 / How the s l i m of

Comp1cxity can Help Your I

1 1

44. 1 Bulgarian

B ~ ~ ~ I K S S Achieve Peak

45.

46.

Pafonnancc

Thc EffcEtiveMrmapx

Stmtcgics for c-govanm~~t Bulgarian

English Ethical Issues for Bankers - Amlxkan Bankas 2000 120 1 Trainer's Guide Association

PctaDnLur 2003 1 88

Duglas Homes , 2003 352

MARKETING & PUBLIC RELATIONS - 10

N* LANGUAGE f 1 7 L E AVTHOR YEAROF PAGES muanm

1. English Marketing Plans: How to Malcolm 1997 490 Prepare Them: How to Use McDonald Them

2. English Elancnts of Marketing Anthony R 19% 435 Mn& . - --

3. 1 Bulgarian 1 Kotla on Markding Philip Kotla 2000 1 279 1 4. 1 Bulaarim a The 22 Immutable Laws of Al Ria, 2001 1 125 - / Marketing Jack Tmut I

5. 1 Bulaarian I The 22 Immutable Laws of Al Ria. 2000 160

Branch Banking for the

Dinct Markding and Gantmbein Customs Managanmi

Bulgarian ~ c o t t M. ~uclip. 1999 508 I I. Effective Public Relations Allan H. Ccnta.

Glen M. Broom English BankcrsWhoScll.Ins,mving LumardLBary. 1985 160

12. Selling Effectiveness in Charfa M. FuheU Michat1 R Bowas

Engl~sh 'The Strategy and Tactics of Thomas T. Nagle, 2002 391 13. Ricing: A Guide to Profitable Reed K. Holdm

Decision Making 14. Ennlisb How io be a B a a Nemtiltor John M.ttock & 160

15. H ~ W to Design and Deliver SlIcccssful Business Rcssctations

English 'Ibc Business of Eveni Judy Allen 2002 330 16. Planning: Behind-the SEeocs

Saaes of Successful Spacial 1 Events

) English / 101 Sax& of Highly c d 1998 160 17. 1 Eaective Spealras: Krannich

Controlling Fear, command& Attention

18. CustornaCentdSix Earl Naumann, 2000 340

CAREERS I TRAlMNG I SELF-IMPROVEMENT - 12

Na LANGUAGE TITLE A m l U n l YBAROF ?ACES ruBuCATKWI

I. English 101 Ways to Make Training Mtl Silbaman. 1995 303 Active assisted bv Karen

I LPw;en 2. 1 Endish 1 Evaluatine Trainine I DwaldL I 1998 1 285 - - - I / PlU- I Kirlrptoick 3. Endish I Handbook of Traininrr 1 Jack J. Phillim 1 1997 1 420

I - -

Evaluation and M~asurrment I i I

Mahods I 4. English Multimedra-Based W i m W. L& 2000 359

Instructiod Dcsign (a) Dim L. Owens 5. English Techniques of Training k l e Rae 1998 303 6. English Ten Steps to a Learmng Pcts Wi & 1998 nl . .

-on BemPrdsaIndas 7. English The ASTD Handbookof Geargt M. 2000 530

Training Dcsigo and Delivery Pishaieh t 8. English I The Fifth Discipline Pcta Scnge, 1994 592

1 Fieldbook Richard Ross I Thc Fifth Discipline: The Art 1994 423

1 9. 1 English i & Practice of tbe Learning I Pdcr M. h g e i 1 . . -on

10. 1 Endish I The Profssional Secrrtarv ! John Socnccr 1 19% 1%

1 Skills I I. English / The Professional Saxdmy John Spcnca 1997 189

(Volume 2) - Managanent I and Adrian Pruss I

Skills I

12. English The W i g Trains Julius E. Eitington 2001 736 I Winning Ways to Involve People in Learning

13. 1 English Traming for Impact: How to DanaGaim3 1989 3Oa Li Training to Business R o b i i Jrmes C. NeedsaadMca~urcthc Robinsm Results

14. English The Big Book of C u s t ~ l l ~ PW -wW 1 998 209 Service Trainine Glams VadbaK -

Daniog 1 IS. / English I Attitude: Your Most Priceless I Elwood N. 1995 86

I P ~ o n 16. 1 English 1 It's All in Your Head. 1985 270

' Lifestyle Managemat Strategies for Busy Paople

17. Endish What Matters Most. 'Ihc HYIIUII W. Smith ,2000 252 - Power of Your Values

18. English I'm OK - You'rc OK Thomas A. Harris 1973 315 19. English Power Tools for Women. Joni Daniels 2002 288

Plugging into thc Esscntid Skills for Work aad Life

-20. English Tbe Time Trap: How to Get R Akc Mackeraie 1975 195 More Done in Less Time

21. English Use Both Sida of Your Tony Buzan 1976 144 Brain. New Techniques to Help you Read ~ f f i & t l ~ ,

Roblcms. Rcmcmba More, Think CrcPtivel

1 994 333 Love. to Learn, to Leave a A. Roger Menill,

!Legacy Rebecca R Murill 23. Bulgarian ' Professional tests for Self- Jim Beret 2003 244

, aSSeSSmmt I

24. Bulgsrian All for searching a job - 1.2, 2003 45 3.4 /brochurs/

1. English * English

8. Bulgarian I

SMALL BUSINESS & ENTREPRENEURSHIP - 13

Small Business in Transition Economies (Promote Businas in Central and Eastern Europe and the fonnrrson'er Union) C0ntaqom-y Retailing Cut Your Loses Marketing Your Saviccs: A Stcpby-Step Guide for Small - - Busioesses &I Rofessionals Succesfil Business PlPmina - in 30 Days: A Step-by-Stcp Guide for Writing a Business Plan and Start Your Own Busiaess Small Business Trickling up

R d Estate Bmkaagc: A Managanent Guide

Kickstart Your Businas: Biggcr Brands for Smaller --

The Business P h writing ~aodbook: A stcpby-stcp Guide for Creating a W i Business Plan, Complete with Markd and Competitor Analysis and F i a l Projections

Business PIIlming 3 - Aspects of the Market Ecommy (2 copies)

Jacob Levitsky

Anthony 0.

Pcta J. Patsula

Galm Speaca Hull, Shlart

Bruchcy John E Cyr

JoanUSobcck Laurel D.

Linda T. El%

Richard Lloyd, Hanos MI&

Frcdcrick M a c h

BUSINESS ENGLISH I DICTIONARIES I ENCYCLOPEDIA - 14

qzz 5. Bulgarian

6. Bulgarian I

Guide to English for Busimss Barbara Campbell m I

Guide to English for I.T. and I Lesley Gourlay the Intand Banking English I Julie Ratten Dictionary on Eeoaomies I English-Bulgarian Dictionary ( on Trade The McGraw Hill Dictionary Carolyn R Gipson of Intcmatid Trsde and F i (v.1) I The ~cGraw~Hil1 Dictionary I (3molvn R Giwoo of Inteanational Trade and

Dictionary of Markding (v.2) Wolfgang I. - . .

~ o x h n i k Dictionary of Banking Tams Thomrs B. Fit& Banking Terminology American Banlrcrs

F. L Garcia,

CD-ROM

M LANG TITLE AUTEOR FORMAT

CATEGORY 9: MANAGEMENT AND LEADERSHIP

The Creative Lcadaahip System - CD 1 Vaw - m a English Audio u- " I

"Quest for Mastery" - A N m .I.--- .,- te le Leadmhip P d g m - Based on Ivuac V u m

Managanent By Values . .I English

English

Eoglish

English

Audio

nndpart;cipation Ttunbng . .

-CDI-CD4 nuj-t

Brain Exchange - CD 1 - CD 4 Mike Vpncc The Brain Excham - Audio Maeazine I

Audio

Audio

Audio T a t

~~ ~ -~ " ~-&urces for the G- 'Ibought 1 MikcV~occ

~ ~ g u c s - CD'I -'a 12 Sala M-t J. DDUglas Edwsrds Cornrate G o v a o a ~ x MmuaVBufnaria USAID I CsDital

/ e ~ n e ~ ~ ~ p ~ i i ~ I Corporate Govanance ManuaVBulgaria USAID I Capital q 7.1- Mark* Pmiect

Text 1.17 MB - -

lean clan^

CATEGORY 10: MARKETING AND PUBLIC RELATIONS

SOUND SELLING llbe Audio Magazine for Sale Success - Source for New S.les I d a s I

Solmd Selling vot.1 I I

English

English

Eaglish

CD1: Have I &t to Beg to Buy? PrPsniption for Prarastination

CD2: Analvsis on Settian Priorities - - Sensory Selling I ThamrcFaranda I

Sound Selline vo1.2 I I

MiChad Am Susln Stephani Chudr Rcava

Audio

Audio

Audio

A d o

CDI : Put thc>potlight on Your lkaltation The Miltion-Dok Call

CD2: Thc Asntive Altitude Competitive A w a r a ~ ~ : W i g

DavidDwors)ri George Wattcr Jane B w c k

s a k i strategies

English

Jim Psocao

CDI : Selling 10 Keys to More C r d v e Selling

CD2: Perfect Your Power Skills Deflate Job Prmurrs

Skills for Success Adele Scbale

2 1

Sound Selling vo1.3

Sound Selling vo1.4 CDI: How to Position Yourself in Your Nido Qubcii Audio customas' Minds

TY Boyd C. Richard Weylmaa

Mnrilyn Mlrming ManOechsli -

Audio

Audio

English

CD2: Nc-Wony Pmposal Writing CPR-Consult, Personalize. Recommend

Sound Selling vo1.5 CDI : 9 Key Skills That Make Sales

Rocket Keeping Cool When Things Gct Hot

0 2 : Fearbustas B u w s Rights

Sound Selling vo1.6 CDI: The Fine Art of Questioning

Selling & Self-Esteem CD2: Smart Ways to Survive a Slump

The 5 Biggest Priorities for -- Success

Sound Selling vo1.7 CDI : Four & d o n s of Selling Skills

Nelworking for Sales & Customcr Scrvice Success

CD2: The Magic of Enthusiasm The Challenge of the 1990s

Sound Selling vo1.8 CDl: How to Make You Own Go6d

Fortune Anatomy of a Soft Sale

CD2: 7 Skills to Enhana Your Pasonal Power Building Contact Chrstm

Sound Selling vo1.9 CDl : Creating Customer Loyalty

Smart Questions for Salespeople CD2: The Magic Minute

How to Collect & Keep the Accomt

Sound Selling ~01.10 CDI: The AceTheory

Building Desire Through Word Pichlies

CD2: Advasity Selling - Direct Mail

Sound Selling vol.11 CDI : W h y &tomas Leave for Granes

Pastures Succas in 25

CD2: Intuitive Selling - Selling to Win

Sound Selling vo1.12 CD1: closing the Sale Fast

Selling What People Art Buying CD2: A Quick Formula for Handling

Fear

Ralph & Lois Patton

George Walter

Brian Tracy

Jan D'Arcy K a r y Johnson James Calano

Tony Alcrrandra Nathaniel Brandm

Sheila Munay Belhel Jim Hansbergcr

Anne Boe Dank Waitley Bill Brooks

Jocl Weldon James Lomtzm

Lisa Ford Fomst PPtton

Jcny Andasoo Domthy Lbeds

Bill &che1 Bill Giison

Cam1 Sapin Gold Michael Wickdt Mike Lipscy Rick B m

Michael LtBocuf W R i n g c r

Susan F. Woodring Jim Cathcvt

Danielle ~ e n n e d ~ . Mark Sanborn Jim LorentZen Nido Qubein

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

Audio

60 min

I

r '

r' &

cD1: High-Impact PIospacting t!' Bill Brooks Audio 60& Opportunity Selling Jeff Blackmau 16' CD2: Sales Is an Attitude. Nor a

I - -

Improving Your Sales Results I Jack & Cary Kinds I Audio I I Sound Selling vo1.14 1 1 I CDI: NLP: Todays Raport Builder

I ' I I 4 English 1 Value-Added Selling

r' ' I CD2. How to Defeat the inner Enemy Reducing Buyer Reluctance

13.

succe~s Sound S e l l i vol. 18 CDI: A Winning SalesCombination Jim catbat Audio 60min

Sound Selling vol. 15

i' ! CD I : Winning the ha Game of MatI Oechsli Audio Selling 6 0 m i n The Best Imago-Builder in the Bill &the1

P IS-

Selling World Shcrill Estcs Audio CDZ: Morc Thm Om Way to Sell 60min

A S w e k Formula for Getting Gordon Allen Free Lists of Prmpacts

Sound Selling vo1.16

Kary Johns00 Chuck R e a m Pam Lontos

C. Richard W c y b m

W

Supastar Ideas for Sqxdar Success MI& Victa Hmwn

CD2: TheRebirthoftbcAmaicaa Audio 60& s~tspason Jim Hasbaga Power Plavs That Cavtivate

English

-t Patricia Fripp Audio 60min Streetfighting Jeff S h d y

Respwsl'bility as a Salespason Establishing Yourself as the

CD2: Taritory Managemmt Gun- Peopk Play

Sound Selling vo1.20 CDI: Breaking the Ice

Key Attniutcs Lead to Success

Audio

Audio

Sound S e h g vol. 17

trr I I CDI: A Balanced Approach Spells Audio 60mia

selling rim Pmeao s ~ ~ m s s ! Alan Cimbrsg Ranoving the Barrias to the Sale Mary Jo Huard Audio 60min

CD2: All Things Arc Negotiable James Lo- 7 Common h m i n a t o n of

I Audio I ~.a~ne~oogfc i low 60 min

Jw- Michael Wolff Audio 60mio

Caol Sipin GoM

How to Boost Your Selling Powa Sound Selling vo1.13 CDI : Fax Phoning

Resolving Conflicts Positively CD2: Secrets of Closing the Sale

60mia

60 nun

Bill Gibson Audio 60min RebcccaMwam

*Y CD2: Defining Your Motivational Tom ~ei l l ; 60min

I' 23

60min

60 min

George Walther Joan Pastor Zig Zidar

Audio

-

English

Dealing with Call Reluctance Sound Sellinn vo1.21 &I : N&d~-ke~ed setling

Achievanent by Dsiga CD2 Persuasive Prsentaii011~

Mental Imagcn: The Masta Skill

Shdla Munay Bclhel Will Robacson Mark Sanborn

Audio

Audio

I - -

for succm I Curtis van vowhces I I Sound Selling vo1.22 1 I CDI: ~reak& Out of Your Comfort Bill Gibson Audio

Zone Patricia Fripp Eoglish Being A Visible Salespasw Dcnis Waitley Audio

CM: How to H d e Failure Using Evidcnec to Eliminate Mike Wick&

I Disbelief ' Sound Selling vol.23 CDI: Using thc Support Conwpt in Hank Ttisla Audio

Sales

English Lkaling with the Objection: Your ( Alan Cimbag Price Is Too High Audio

CD2: Actions You Can Take to Colmta Susan Stcghani Sbcss Joel Weldon r Drop Me in Dubnque

Sound Selling vo1.24 CDI: Empow~m3cnt Lury W i h Audio fl 24. English What Makes a salcspasoo Lucky Cavdl Robat CD2: The ApproDch M e l l c Kmncdy Audio

60 min

60 min

. .

Dealing with Objcctioos Zig Ziglar A ~ o u a d Selling ~01.25

CDI:CNshingPriceObjectioas om ~e i l ly Audio 60min Acbicving Succe~s with No Holds

25. English M AdclcSch&k

CM: Provm TaImigucs for Inercacing Audio 60mia Sales Bill Gibson

1 How to be more viable to Your Clrstom~s Patricia Fripp

SPEAKERS ASSOCIATES PRESENTS SIX ALL-STAR SPEAKERS

Audio

Speakas Associates presmts Six AU- Star Speakas CD 1: Four Keys to Succes~ful Selling CD 2: six& smse CD 3: You Can't Heat An Oven with Smwbaus CD 4: T ~ C ~%a~knge of a PIO CD 5: The Mitack Called Amaicp CD 6: RMiption f o r m Happy Life

Dr.ArthurScFQ-d Dr. Hat, T m C a v e Robert

M Holst cwF==~

T-ysao Guya Dr. Chuies W.

Jarvis

VIDEOS

Appendix N

Project name: BANKER TRAINING PROJECT EQUIPMENT INVENTORY Contract No: PCE - I - 00 - 88 - 00006 - 00 Country: 8ULGARIA

Typa of Inventory Deecrlptlon Equipment

Model No SWhU Purchrrr Purchrrr Regirtntion No Date Price

printer Computer Computer Gmpu~er Computer

.

. . .

. ~ .. Audio-visual

0 ' 1 ~ ~'

Audio-visual 0 1 3

. ~ . . .

. - ~ - - -

Computer

Aa at March 13,2003 NBI The USOIBpN axchmgb rat* b 2.00

-the computer, whlch war loat at the Curtom

Appendix 0

4 / b r d bur and tnvel lo ihc Wain Gnnd

Ewning k e

Mm a lhc KPMG building u M SIIUI. NW

,

P m p m review and oty* d ihc b y - Gwpn C h d k ~ KPMG conrucncc mom 60 13

Silc rirn - ABA A B A v h m l s u J c m f n m m . Instilute or Cmirad Bantus

Lvachbrut

R a m lo ABA

M A W LnmingE-Luaing Pmducad.hvkcs

Walk horn ABA m KPMG 2001 M SbrxC NW

Wr.p.p&o.-GwTonclmidkr KPMGconlaclvrmm6013

aputhgocrpdinoaaPorteRsu~..gia'lbCHO*Ih(aO.CO m0FStrcU.W

Ormpdill~suPmccRaumrmu

MrrcmihcKPMGbaikiiegmmOLMSura.Nw

~ m * w . e d o * a * i e w d & & y - O r ) . m C h r d a KPMG cod- mom 6013

BardbaudmvclloBrntdAaaiailiR)IKSbea.NW

S i e v i & - 8 . . k d A n a i a ~ l T ~ ~ . Gumlonn*vdBMtdAaaiaIni . i . r . Saricao(lcrrd . ~ c r r l o p c n c l v d p r o m h d r r ~ n b q p o b a r

B a r d b o u d ~ m W M G ~ q

R q n l . W ~ p r ~ - = p . Q u r d * r KPMGcoof- mom 601 3

Nbawaknning fla

IBUACBlBNB USAID - Barenlc of &.rlngPoinl United Stale Study Taw

l i Week d07-IS Dmlabcr. 2002 Washington, DC

hfaI M e l i Sehune in the lobby dthc KPMG buildiry MOl M Svm. N W

Rog"l orrrvkw - Gvynn Chudla KPMG mnf- mrat 6013

2 a - 3 S O P M ABA-c-nn~nrd ~ d r s n r c r i o n m M B . - M r S b d l y O d d a =I

at ; 3SFm Walt from ABA to KPMG m ZOO1 MSeca . NW

4 : 0 0 - 4 ! 3 0 ~ ~ Wnpup session - Gw)mn Qundkr

P1 KPMOmnfatrrcroan6013

Walk hacl

'I!

The American Bankers Association

Based in Washington. D.C.. the American Bankers Assxiation reprmts banks d a sues m issues of national mpatance for lmanoal mst~tulans and thew ~ l c u n e r s The ABA. founded n 1875. brms lwemer aU cateaones d bankna nslrtutms. ndudna

The associalion's mksim is to serva its member banks and enhaca hci rde as providers d financid senrices. ABA acEomplishas lhis mission thmu@ lederal legblative ad regulatory act*, legal adion. ammunicalian and anwmer d s a t k n . research ad and services that promote. educate. M. inform and sllppat memben.

The Am- Bankers Associatm hhgs bg&w d elements d he bmkhg ammur*y lo pmnoletbesbengmand~of tha industry . Itdoesthb bypmvidnpdedimlea&zh@ ir government relations. Wing stmng industry ansensus, amktmUy lislening la ils membership. and responding to W needs Wough lhrwgh hnovative poduds and. PlbL: affairs supporl ad legal servicer. The ABA offers its members wdddass leederrhp. adwcacy, and sdutiaa.

ABA memberrho is made w d ammunilv. rsaiond. and and hddm

largest banking bade assoaibon in he cnuntry. Most &mmiiy m ~ a s ABA manb&. and wbslantidv laroe banks are members d the ABA Most ABA ae ba*s wm ass& d under t8j mis i i .

American Bankers Association 1120Comecticu(Avaus. N.W.

Washhaton. DC 20036

7 1 USAIDIBcaringPoiol Bulgarian Sndy Tour

Affiliates of The American Bankers Association

Corporation for American Bankinq ICABl

The Cwpora(i00 far American Bankng (CAB) awads ABA-endawd produds and services b help banks inpmve prditaMity m d am@e mae elfadively. ABAendased programs range from miss-h-d id i w - a n d t ~ s ~ t o i r a m e - e n h a n d n g f n a n e i d marketing products. -- -=rryuU.. ABA eCom

ABAaom k a wbslbary d the American Bankers AssoaaDon . . (AW.

Our m i s s i is to fadlate eiatmnic banMng and annwrce ovec lhe Internet. We hope ltds site a serve as yar ga~eway la h e ABACcom understanding. acguisilion and use d bankiswed diaital wl ib tes and the benefits d W e d . secure eledronic amnetce.

ABA Education Foundati~@ - . ~ . . . e T h e A B A E ~ F a n d a t i o n ~ ~ a n d b a n k a resarce+ to help anwmers take control d malr p m w d w. 11 sponsasComunerComeclionwhiipmvides~maKatips OUU * . and ban- services infwnahrt. -

AM=--

w l ~ * Z ,

American Institute of Bankina IAlg)

American Bankers Insurance Association IABLA)

7he Amecican Bankers Insurance Associalion (ABIA) is a separalely chatered affiliate ol the American Bankers Assodation (ABA). As the onb Washington. D.C. based M service association far bank insuance interests. ASIA is dedited to luffimh the odicv and business

USAID/BcuingPoin~ Bulgarian Study Tou Deccdu 2002

ABA Service Membership-General Information

The American Bankers Assodation has been (ha pemier voice of lhe American bankmg induslry for 125 years. vnlh ass& of rneniber hnks represenling appro- 90 percent of the inbrstry I W . ABKs missii is Wold: lo provide high- bankkg educdan and ~produdsandservices.andtoserveasthevoicadPlc~irdusby.

ABA Service is antomlred to malch each mnpary's malceb andla~bushs r e s . Canpardar tdar their membership to meet theL unique needs by joiiing one a more dthefolowingspecbnysedans:

Burinerr Bank&! reaching moSe h the -bank area ndrdirg oqmate. red , 8

eslale. m e . and wndl bus- lending acmhes. . .

Communily BankerrlSlate AssockUons reachng those mrdved wim CEO's. b& a diectm ad executive maMgers of commurity banks. and lhe skde bakers auoe'abaa.

Compl*ncdBilnk Counsd reachinp those hdved in bank canpIiancs pogam ad exams. federd lam and q p h t m m s , and bank musel.

Personal Financial Services Reaching moSe imolved in tetaiYUmSUmer m.

USAIDIDearingPoiol Bulgarian W y Tow Dsmnbcr 2002

SUPER SERVICE MGUBERSHIP k a special calegay lhat hdcdes a eight m e secliom fcn W e canpanies lhal markd lo the full spechm of banking prdessimals.

ABA World-Class Value

b M s members only Funding and Liquidity Toolbox. with Alexlnformalion, is a comprehensive guide to oplions. t------

,Access ABA's information rmurces. h b d h g our ~~smuchasyouask~a-msay c m @ b c e muii. 800.551-2572, and aba com lo conned :more ban w ABAduas

~youlotheexpertsonABA'sslaff. I

-

bABA is the only hanciel senices kade arsastm to make F m n e n u w r Power 25 &st d tha nation's most infiuenlial id MS.

Nher l,zOa or the best and bright& bankers Iran every mmer d Ihe irdur(ry pa(icgeb on ammines and provide leadershp on a broad ranged issues.

blM)O-BANKERS (2265377) aaesses dedicated staff e@ aUomeys. arrmnirts. lobbyists and CAB tedndogy specialists. r b W i gw broadest and most diveme membership. ABA is unigua)y gudhed to lead and uiry

: me idustry.

PABA sucressMly led industry Mats lo enact legslafion Mat I bResa%ng customer trusl and cracks down on money launderers and tenorists. 1enhamb-g bw enforcement etrorb

1 BABA sucrssslu4y led the fight againsl national charters :for Farm Credit Institutions

I

I .As a direct rewlt of ABA effats. FDIC premiums are zero *Savings d f 1.6 tihl ir

PResecvingmecooperdiva whre d FCS m d pevenlng UnfaI oompe(ltan

j /for.y-italized . . . . . . . . . . . . and welCmanaoed banks. . . . . . . . . . . . done . . . . . . . . W . -

I?

efforts make Subchapter S eleclan a rsalily for P 2 O O ( i n e s A B A ~ ! ABKs Sub S Registry is a unique lobbyhg and lax a 11.500 v&e) fw banks inleresled n Sub S.

PABA led the regulatory burden rdiel campdg, h a l has , .Each rrah more Mum PEA dua d e d in less frequenl and mae sIreamli i CUA e m . . a ahcled b d s t I

Rogua review and o*aview dthc day - &ynn aundb KPMG coofermcc ant 601 3

Week of 07-13 December, 2082 Washington, DC

' 12:25- 1:JOPM 9. i

1% Phl

Rognmrcviewandovaviewdtheday-Or)nnf3had*r KPMG confuwce mn 6013

I k a Union Sutiw

I Boud bus r Union SUtioa and h.4 lo Canmaity Ebakm A m i 9 o n (ICBA) at Om Thonvr Cirrk W. Suite 400

International Association for Continuing Education and Training ( IACW

ABOUT IACET

education.

M E HISTORY OF UCET

d Education (now the Depa(meot d E h h ) in 1968. The lask lone hQded he leaden in- -. ~ . s u d l a s ( h e A m e r i c a n ~ A t s a k , t a n a d A m a l c a N v J h a -

~ . T h e ~ a s k ~ o r o e d e l e n n h e d t h e m h r s r + a l ~ b r ~ c o n b r i n B ~ . a-eabd the (hnthuhg Educabbn Unil (CEU) I A C m grideRes are based tpm icdep(h - - reKarchonthempocess .TheCEUwasmbmeswrahamntd- xr educalmsuaessMlycanpletad-one(l)CEUisequalbten(lO)cordadharr Undar J - . J: r WEl3 care. Ihe LACET CEU has evdved horn a quanbtabve . . meawsbahah . lakdw* - ~ a n d h s t r u c l i a r b v r e s o w b l e . ~ i o m a n i r a l i m s . M a n v ~

. .

THE CONTINUING EDUCATDN UNIT (CEU) e n . - . . - The CEU was created h 1968. IACET hSs been the CEVs caelaker la aver thity ysss. . ,

IACET 1620 1 S b f W. Sule 615

Washiion. M: 20006 202-463-2905 wmr.w.org

IACET Distance Learning Program

In keephg wi!h IACETs tonglime mmitmenl to respond lo issues rfdaling lo Ihe needs d h e T i d cmliwing educah~ and training. the Gcride*res for Marice Education adbesses a growhg mnzm about dehnii and mainlainii qudRy h distance educa(ion progans.

These gddehes kdd m previous work and present a practical appmach fa asarirg gurYr m &lance deliveryofmnthvhg education and kaini icarses and progams.

- o p p a & l i t i e s t o c n e w p e r s p e c t i v e s o n u l e ~ a l l d a n d ~ . Dr. Sv(uia C h m . edita-irrchie( d T- tknizms in Educetion mbv. 1997). savr 'llhd

&sc@besandenhawzsl&o ppahnitieslaalapar... Sluden(.--b*JmMhon resumes. faaltv, kchnes. demmslrations. confe(~(~~e~. arlside activities. &.. hpllwaa

Defmition of Distance Education Wisbnce educalim is Be @i t i d ad s k i (hrousS, mediated informa(m and ins*. m p a s s i n g dl techndogies ard olher forms d kamhg at a distance. Norm*. diilance education is characterized by ihe fakwhg:

*

Separation d place andlor time between hslrudar and learner. among leaers. adla between learners and learning resounes. I n t d i between ihe learner ad the hbudor. anmg learners. andla be(veen learners and learning r e ~ ~ c e s conbucled though one or more me&.

USAID5aringPoi1~ Bulgarian Study Tour Dcamba 2002

Processes may empby a mvltple +el d dehmy memods in Ihc ka-niq -. suchaswrinellaxrrspondanceslud/.n~ecadiveaudDandtorvideo,canp*er.ad other electronic technalogie+. Each of (hese may be used &am or n combnabom . . .use d eklronic media is not necessarily required; lednology is a 1 4 lo aid the debvery ad provisb of educatand oppatunities. Processes may be in 'real Line- inlerach batween learners and hstrudas. a lasynchrmous'invdvingtheaccessdinslrudonandM1eridsbyle;merscllaylina

GuMelines for Distance Education

E d u a h a l Activity

1.1 P r o v i d e r r d d a t a n a , ~ p r o g a + ~ a n d ~ h ~ s d l a p o b l e m s d stakehdders (learners. gmup~. and organizatbns) lo debmhe lesnec nesds.

1.1.1 in the amtext d &Elana, ebucalion, needs m&ysis &o incLdes inquiy

selecting ssssssment and evaluah methods

hanlhg Design a d ImpIeinenbUon

3.1 Laaning experiences are &sigwd b faciliWe Uw proqess d the leaner a( a dktanar f'mgam am1Bnl. inStsw%rd materials. and debvery processes are relevant and tinery for XiIiwhg fhe nlended Mi artoomes.

3.1.1 The d e s i i leam (e.g.. hstrudm, sut#ed maller e m . ledmeims. htrudand W i , dislam learning spectaFols) is quatiired tordedop quality distance educalion programs

3.1.2. Leamhg eqefimcm are d e s i i to prcmole rekvat inleraclm between inshuda and leamer, among leamen, and with iesaroe mahids b a c h i lhe slated leami ovtmnes:

3.1.3. The design lean selecls lechnology mt is consislenl with the most efficient and eff& mlhod lo meel lhe kanhg objedives.

Assessment and Evaluation

&tame leamhg program.

5.3.3 The drst;na, educalm provider makes av- and aaes&4e b the learner suff-1 rescuce male&l on instrWlbd conlent Lo S W p l Ihe

5.3.4 The &stace educatm pwider invesls in awqniate pdttrsional devekement and bahina activilias for woaam team memberr lo kew amnt in

5.4 The distanea education provider makes avdable to ieamers h advace dea. aq&k aarale .andbnetvhfumaI imoniheleam' i~ includhe~ca*er* .bamm

USAIDlRnriagPoint Bulgarian Study Tour

The Independent Community Bankers of America (ICBA)

ICBA MISSION EL MEMBERS The hdependent Community Bankers d America (m tha h a t Bankers Associalion d America) is the primary voice for ammunity banks in lhe United States. CEA is an advocate for some 5.000 community banks with 17.000 kcalions natanwide. represenling tha *by before Congress. regulators and Uw me&a.

anwnunaybank?rando(her-*w-forhebenelYdcomuners. smal bainesaes ad familv farm natanwide. The asdal im aives ammr*v bards and

lCBA Members

lCBA One Thomas Ckda. MN. Suit. 400

Washington. DC MOOS 1600422-8439 www.ibaa.org

ICBA Benefits

ICBA is tha only natioMl trade assodalion dediied axdusive(y lo senrig the interests d ammnRy banks. Fmm beirg an advocate in Washingla, for the issues th&4 affect banks. lo prwidii profit-ting and co~t~nacliva poduds, to off- the ecbcabm ad resources community banks need lo slay competitive it a changhg market. ICBA is servilg lhe needsdaxnmvlitybanks.

Mv- I Profitablllty Solutions ( Resources

ADVOCACY

Themworksbpotedthehlaceslsd-bakshW-bymonbr;ngad h ~ n u m e r o u s ~ k t i v * e s ~ ~ v P e c t ~ b a n k ; a n d f h e i ~ W e have a boad reach with lawmakers. fe@~las and -boards and. rrak rrlh hese bodies. ensure that the naeds d oommunity bsnlrers are head end met

Ce4 its mhmk d subsidiaiesmdprefenad~pwiders.givescumnmaybaltt l o d s b i r a a a s e ~ a n d s t a y - M h a ~ f - k a W a m .

Profit Possibilities with ICBA

The ICBA Community Banking Network pmvide~ sobhm fhmuOh *i fk ampaieJ.

- ~ce~~ecuriu;rpm&j .

with &nY inveJbncnt w. ICBA Mortqaqe pmidhg anvnwdy banks access lo the secmday market and a M menudlongtenntbmchgoplans ICBA Financial Smkas cmmmity bankers' & Lo offer lhek anl- retail inveslmenl producls .hddi i reliernenl plans and m u l d hnds ICBA Credit Life Reinsurance providing banks -S 10 tna9 FTOfb w Lhe arena

USALDI&lriogPoiat Bulgarian Shdy T w DeccmbaMO2

IBVACEVBNB USAID -Blrrnlr of BcuingPdnt Unitd States Study Tour

Week ofCt7-15 December. 2602 Washington, DC

Rugram review and onrriew of ihe day - Gymn Chardla KPMG conf- rmn MI3

BdbusinfronlofmOI M S 1 1 4 N W a n d t n ~ l m ~ f a ~ Fksowcz Ma~ugunnc ( S W 9 . ISM Duke S- ALrundrL VA

18 llQM Board bus and mvcl to OM Town Akraodrir Watchxu

Rtrcnution at FDIC Ms. Dawn Singa Mr. S t e m Hunta

Board bus and mvrl to chc We& Gand

Society for Human Resource Management

The Society for Hunan Resovna MaMgement (SHRM) is the WOIIUS lawst assagbon . .

devoted to human resource management. Repre+en!ing more lhm 170.WO hdM&d members. the~~ocietystheneedsneedsHRprofdassaMts byprodhgthemostessenbaland mmprehemive sa( of nrravoes available. As an i n W voice. SHRM K canmined b

* 1.' The Federal Deposit Insurance Corporation (FDIC)

7: 3

me Federal Deposit ins- ~orpoc;tlian (FDIC) has been hsuing d e p d and pomo~ng

- b safe and sound ban* pl ices s h e 1934. The FDlC sign -posted in insured linasid ins- across tha cumtry - has became a d conlidawe.

IntroducUon

Ti lhan 9.000 banks dosed between the stock market crash d OdDber 1929 md UBch d 1933.

7 1 caJdberes(oced A ~ n m g h e a d m t b k e n b y C o n g a r t l o b ~ o r d e c l o h e ~ ~ h e aeabon d Lhe FDIC h Jva 1933. The h l m t was to provide a federal aovarmsnt d

Mission

The heart d lhe FDlCs mirsan k to maintain shbibty and mnMenca h iha nabnk hMncial system.

Today UM FDIC:

Examiner Training

The Federal F i In- Examinalia~ Cand (FFIEC) and ihe FDIC condud l w o a a ~ for bolh federd and W e e x a n i ~ e r s . Tha Federal Fnandd Insldulms Exannalim

JBUACslsNB USAID - Bartnlc d Be8ringPoint United S(rtes Study Tour

I Mm u the KPMG building r 2001 M Snul. NW

I Rog.m review and owniew dtbe day - G- C h d a WMG anf- mom 6013

Bank of America - Fast Facts

More than 100.MW) Bank d America associates provide tinancial produds. secvices. ideas and solutions to customers and dimts in 48 s l a b and the Disbid d CoLwnbia

Our Glow Camrate and Investment Bankm smu, has dlices in 30 cantries dimls in more than 150 countries. mV, associates in maia business centen n the Americas. Europe and Mi.

In 1998. Bank d hwka made an lnprecadenled ammibnenl blend ad mwst fJ50 b l lmfor~deve lownenteRoctsmcmwideover~nex l10yeas . hihekt three yem. we f u K i $1 14 3 babn d lhat ammiQTlan(.

ihmuES, our innoMtive Web sile bankdamarica.com. American -can prequatii for and oblain rate quoles customized for W localm and bm typewithinsecands.

12. BankdAmericai$theMlion'sNo.I w n d l b u s h e S S f e n d e r ~ l o h e U . S . ~ &ainess mnistratm. having doubled its SBA toan odpu4 dwhg the 2002 SBA 6x3 Year.

13. We operate n e w 4.225 bankhg centers in 21 states and fhe DisW of CaCmbia - more lhan any Ovlec fmandal services company. s

14. Two millimn smd businesses (up lo f 10 million in amud revenues) withh our 21-Ha& franh'ie bank with us. That's one smal business out d eveiy five.

USAID/DearingPoinl Bulgarian Sndy T w Dsankr 2002

16. Banc d America lmesbnenl Sewices. Inc.. dfa more lhan 8M.000 acwu-11 holderr roMtive sbategies for w d l h managemenL Ow anlmers have entnrSted Wa, more Lhant71 b d i o n h ~ u d e r a r r n a m g e m e n l .

less than $2.5 m l m h smal naighbommd pmpe+s &barnride. Bank d Amarica ako makes dLed historic lax Wi invesbnenls in m l s greater ha $2.5 miEar.

20. Bank d America was rated he Best DerivaSves Dealec aaart poQnt in a Treasury and Risk Abmgenmnl Magazine suvey d CFOP and beaxsen at U.S. companies.

22. Sincaitshceplion.Bankd~CamunityDevekpmentBa*inghashvestedor diredy devekped m e lhan 100.000 units d affordable harsing.

- USAlD~BeuingPoinC Bulgarian Sndy Tour

Appendix P

--edDp~~1910~~113=Q~=4**w~m P..

Participanb: Cclltral bu*s' speciakts, finuriai imtibiliom' rcpracntativa, pMting =- perk international ~ p a n i c s ' managers intacstcd in dcvcloping or rrpanding their bucinaJ in the *.

Appendix Q

American Ambwsrdor Prrdcw IS1 Director Marl8 Georgleva

Renrln~Polnt r8roclrta, Jlvka Cancva and Rorellnr Sotlrova SME Flnrnce Graduation Ceremony

April 26,2002

181 and Asroclrllon olCommercla1 Bankr Study Tour Wr*hlogton, D.C. December 9,2002

(L to R) Mel lm Schuttc, Cwyyn Chandler, Dmltrr Koctov, R. Lewb. Irenr Mamevr, Kallnr Lazarov8, Marlr Ceorglevr, Sylvlr Penev.

Foreign Exchange Cla~r Safla, Bulgarla

October 30,2000 Carlene Crnkovlcb, ln~tructor