Recent engagements undertaken by Aperio Associates, and its Founders & Principals, include the following:
Consulting & Advisory Services
Services provided by Aperio include alternatives designed to restructure the finances of several regional finance companies, and recommendations for assistance in improving the companies' lending operations whose focus is primarily on lending to micro and small enterprises.
Provided assistance in the development of a leasing market, through workshops with bank employees as well as workshops and advisory services covering regulatory and supervisory matters for employees of the Central Bank as well as the National Investment Commission.
The consulting engagement included devising 6 lending products to be used by 4 regional banks and credit unions targeted at small agricultural operations, including short-term pre and post-harvest financing, purchase-order financing, financing for small livestock producers, equipment financing for small-scale farming equipment. The Project include a loan product using warehouse receipts as a form of collateral for post-harvest financing.
The engagement was targeted at Small & Medium-Sized Enterprises engaged in the manufacture and sale of food & beverage and personal care products.
Professional Workforce Development
Produced by the Founders and Principals of Aperio Associates under a contract with the International Finance Corp. (part of the World Bank Group), the IFC Global Leasing Toolkit offers a complete guide to starting up and running a leasing entity. The Toolkit contains chapters on setting up and managing a leasing entity, including a business plan template, funding options for a leasing entity and individual lease transactions, lease origination including marketing and sales strategies and pricing of lease transactions, leasing company management including credit & risk management, lease documentation and insurance, accounting and information technology. The Toolkit also contains 4 "Focused Toolkits" covering financing of agricultural equipment, financing energy saving equipment, Islamic leasing ("Ijarah") and regulatory and supervisory issues affecting leasing entites. The focused toolkit on Ijara was, to the best of our knowledge, the first extensive treatment of this subject.
The Project involved establishing the first professional certification program for leasing professionals outside of North America. The Project included devising a curriculum for training sessions covering all aspects of equipment leasing, training the trainers, developing exam protocols, establishing a relationship with the Certified Leasing Professional Foundation in the US, as one of the certifying bodies, and setting up an NGO responsible for the on-going implementation of the Program. As of early 2017 over 500 leasing professionals in Ukraine, Moldova and, recently, Belarus, have received certification as Certified Leasing Specialists.
Workshops & Seminars
Nine 2-day workshops on financial leasing, over a 3 1/2-week period in mid 2017, for approximately 200 bank professionals. The workshops were held in conjunction with a $200 million loan extended by an international donor-funded institution to the country’s central bank. Loan proceeds will be used by development bank to fund financial leasing transactions for small & medium-sized enterprises.
Aperio was engaged to conduct workshops with key Company personnel at their Head Office in Beijing, to assist the Company in developing new leasing products, incorporating new and existing leasing products into their risk management policies, and to help develop a management accounting system to allow the Company to better evaluate the performance of each Department and each product. The workshops made extensive use of the case studies and examples contained in the IFC Global Leasing Toolkit (see below).
Specialized Training for Commercial Finance Professionals
Attendees included over 140 employees of the China Banking Regulatory Commission (CBRC), as well as bank employees, suppliers of agricultural equipment, and representatives of international donors from several East and Southeast Asian countries. The objective of the training was to familiarize CBRC employees with credit and underwriting procedures designed to improve access to credit for farming operators.
Attendees included personnel from the the Agricultural Bank of Nigeria as well as Member Companies of the Equipment Leasing Association of Nigeria.
5-day training workshop for 30-person in-house leasing department for a major US-based international manufacturer of IT and copier equipment. This department dealt with all equipment leased from others for the use of the manufacturer. In the workshop we trained the personnel in how to negociate and work with outside lessors.
A one week training program designed to familiarize bank employees with the rapidly expanding Islamic Banking and Insurance Markets. Over 100 bank employees, as well as officials of bank regulatory and supervisory agencies, were trained in various types of commercial transactions allowed under Shariah Law as well as training in the market for Islamic Bonds (Sukuk) which are increasingly important source of funding supporting Islamic banking operations.