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Training Guide

Commitment Letters and Other Preliminary Documents


Training Guide

Commitment Letters and Other Preliminary Documents

Commercial Lending
Remote or in person

What’s Covered

  • NDAs
  • Terms sheets
  • Commitment letters
  • SunGard provisions
  • Fee letters

Before the Session

Prepare the Attendees

Send the attendees an invitation for the session. Include this link, which has the videos and exercise they’ll need to prepare.

Prepare Yourself

Watch the videos and read the exercise so you’re familiar with the Hotshot material.

During the Session

Part 1: Knowledge Check
Ask attendees these questions to ensure they understand the topic:

  • Why are NDAs particularly important in the lending context?
  • What major economic terms of a deal are almost always decided at the term sheet stage?
  • Which terms are typically not negotiated in any detail until the main documentation stage?
  • What’re the main differences between soft commitments and hard commitments?
  • What kinds of deals more commonly use hard commitments? Why?
  • Why do the parties sometimes include a SunGard provision in the commitment letter?
  • What’s the main reason that lenders use a fee letter?
  • What are some of the common fees charged in a commercial lending deal?
Part 2: Group Exercise

Lead a group discussion based on the exercise. To encourage collaboration, divide the attendees into groups to discuss the exercise, then have a representative from each group summarize their views to the larger group. Call on people to share their thoughts and ask others to respond.
Tip for remote sessions: use your web conferencing system’s breakout room feature to divide people into groups.
Part 3: War Stories and Firm Specifics
Share your own experiences and guidance, including:

  • Anecdotes and war stories (e.g., about a near-disaster or a tough negotiation)
  • General practice tips (dos and don’ts)
  • Firm-specific guidance and practices

After the Session

To continue their learning, attendees can check out related courses in Hotshot’s Commercial Lending topic.

About Hotshot

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