Gain Insider Knowledge from the Other Side of the Fence

This course is unlike any other because it’s built on real-world experience from inside the banking world. As someone who has worked on 'the other side of the fence,' I’ll reveal the strategies, priorities, and decision-making processes that banks use when dealing with non-bank financial institutions. You’ll gain a unique perspective on how banks assess repo clients, allocate capacity, and price transactions. This insider knowledge will empower you to approach your bank relationships with confidence, speak their language, and secure better outcomes for your institution.

Unlock Capacity, Leverage, and Better Pricing

Repo markets are the lifeblood of funding, liquidity, and leverage for non-banks, but accessing and optimising these markets can be a challenge. This course will teach you how to break through capacity limits, diversify your counterparties, and negotiate better pricing. You’ll learn practical strategies to expand your repo limits, optimise your collateral, and build more resilient funding structures. Whether you’re looking to secure more capacity or improve your economics, this course will give you the tools and insights to achieve your goals.

Build Strategic, Long-Term Relationships with Dealers

Banks aren’t just transactional counterparties – they’re strategic partners. This course will show you how to build trust, credibility, and long-term relationships with your dealers. You’ll learn what banks value most in their clients, how to position yourself as a high-value partner, and how to engage proactively with front office, credit teams, and operations. By understanding the dynamics of dealer relationships and leveraging the tools provided in this course, you’ll be able to create a sustainable engagement rhythm that ensures your institution remains a priority for your bank counterparties.

About the Course

Unlock the Secrets of Repo Markets for Non-Banks Delivered over three days online, three hours per day at 12.00 UK, 1PM EUR, 7AM NY, 7PM HK.  Are you a Repo, treasury, liquidity, or funding professional at a non-bank financial institution (NBFI)?  Do you want to gain a competitive edge in the repo markets, secure better capacity, and build stronger relationships with your bank counterparties? This course is your ultimate guide to mastering the art and science of repo markets – designed specifically for professionals like you. Drawing on years of experience from 'the other side of the fence,' this course offers unparalleled insights into how banks view and manage their repo relationships with non-banks. You’ll learn the strategies, tools, and insider knowledge that can transform your approach to funding, leverage, and liquidity. Delivered live and online over three engaging 3-hour sessions (totaling 9 hours), this course is packed with practical, actionable content tailored to the unique challenges faced by NBFIs such as hedge funds, pension funds, asset managers, and insurance firms. Why Take This Course? Learn from an Insider This isn’t just theory – it’s a masterclass from someone who’s been on the inside. With years of experience working within banks, I’ll share the unfiltered truth about how banks assess, price, and allocate repo capacity to non-banks. You’ll gain a rare perspective that will help you speak the bank’s language and negotiate with confidence. Unlock Capacity and Leverage Repo markets are critical for funding, liquidity, and leverage – but accessing and optimising these markets can be a challenge. This course will teach you how to secure and expand your repo capacity, optimize pricing, and build more resilient funding strategies. Practical Tools and Strategies From case studies and role-plays to downloadable tools and templates, this course is designed to give you practical, hands-on skills. You’ll leave with actionable strategies to improve your repo relationships, negotiate better terms, and navigate market stress with confidence. Tailored for Non-Banks Unlike generic finance courses, this programme is laser-focused on the needs of NBFIs. Whether you’re a hedge fund navigating capacity limits, an asset manager optimising collateral, or an insurance firm seeking scalable funding, this course is built for you. Build Long-Term Relationships Banks are more than just counterparties – they’re strategic partners. Learn how to build trust, credibility, and long-term relationships with your dealers. Discover what banks value most in their clients and how to position yourself as a high-value partner. What You’ll Gain By the end of this course, you’ll: Understand how banks view their repo business with non-banks and what drives their decisions. Be equipped to negotiate better repo terms, secure more consistent capacity, and optimise pricing. Gain practical tools for managing dealer relationships and internal repo governance. Learn how to speak the bank’s language – from credit committees to collateral desks. Build a strategic plan for expanding and safeguarding access to leverage, funding, and collateral flexibility. Who Should Attend? This course is ideal for Repo, treasury, liquidity, and funding professionals at NBFIs, including: Hedge Funds Pension Funds Asset Managers Insurance Firms Any market participants accessing financing through bank counterparties If you’re ready to take your repo knowledge and skills to the next level, this course is for you. Don’t miss this opportunity to learn from an insider and gain the tools you need to thrive in today’s complex repo markets. Join us and transform the way you approach repo markets – because your funding strategy deserves nothing less.

Repo for 'Non Bank' Financial Institutions. 

A Practical 9-Hour Course Over 3 Days for Treasury and Funding Professionals at Non-Banks This specialist course is designed for treasury, liquidity, and funding professionals at non-bank financial institutions (NBFIs) — including hedge funds, pension funds, asset managers, insurance firms, and other market participants who access financing through bank counterparties. Delivered in three 3-hour sessions (totalling 9 hours), the course focuses on how repo markets can be strategically used by non-banks, and how to optimise capacity, leverage, and balance sheet from dealer relationships. It includes practical insights into how banks view NBFI clients, what drives repo pricing and allocation, and how to build more resilient, scalable access to funding. Day 1 – Foundations, Structures and Relationships Module 1: Repo and Non-Banks – Structures, Usage and Strategic Role Why repo is critical for NBFIs: funding, leverage, liquidity Common repo structures used by non-banks: term repo, evergreen, open Bilateral vs cleared repo access for NBFIs Securities lending vs repo for funding Typical constraints: legal, regulatory, operational Why dealers limit access — and what you can do about it Module 2: Understanding Your Value to Banks – The Dealer’s Perspective How banks assess clients for repo exposure and balance sheet usage What makes a repo relationship 'capital intensive' for a bank? How internal bank metrics like RWA, SLR, NSFR and Liquidity Coverage Ratio impact you What your bank sees when they look at your repo usage and profile Client segmentation: high-value, low-value, and balance sheet users The impact of regulation and internal stress tests on your repo lines Day 2 – Unlocking Capacity, Pricing and Flexibility Module 3: How to Secure and Expand Your Capacity Practical strategies to increase repo limits with existing dealers How to diversify and add new repo counterparties How documentation (GMRA) can hold you back — or unlock opportunity Navigating credit teams and internal approvals at banks The role of tri-party agents in helping non-banks access capacity How netting sets and collateral schedules influence capacity Module 4: Optimising Economics – Leverage, Haircuts and Pricing What drives your pricing? Dissecting the economics of a repo quote Why leverage and capacity are not always the same thing Haircuts, liquidity add-ons and the cost of capital How specialness and collateral scarcity affect repo access Real-world pricing differentials between client types Understanding funding value adjustment (FVA) in structured trades Day 3 – Execution, Risk and Relationship Management Module 5: Improving Your Execution and Operational Profile What makes a client operationally attractive to a bank? Booking accuracy, trade lifecycle efficiency, fail rates and margin call responsiveness Pre-trade allocations, settlement flows, and internal control frameworks How CCP-clearing (where possible) changes the conversation Working with clearing brokers and sponsor models Module 6: Building Long-Term Relationships with Dealers Strategic vs transactional repo relationships How to build trust and credibility with front office and credit Engaging with your bank: what to share, and what not to Key data points to track internally and share proactively When and how to escalate capacity requests Creating a quarterly engagement rhythm with dealers Bonus Segment: Navigating Market Stress and Regulatory Change What to expect during market disruptions (Gilt crisis, COVID, etc.) How banks triage clients during stress – and how to stay on the 'list' Adjusting your repo playbook for Basel IV and future changes Managing concentration risk across repo and collateral channels Course Summary By the end of this course, participants will: Understand how banks view their repo business with non-banks Be able to negotiate better repo terms and secure more consistent capacity Gain practical tools for managing dealer relationships and internal repo governance Learn how to speak the bank’s language – from credit committees to collateral desks Build a strategic plan for expanding and safeguarding access to leverage, funding, and collateral flexibility

About the Creator

Glenn Handley is a seasoned expert in global finance, with over 34 years of experience in securities financing, repo, and capital markets. He held senior leadership roles at HSBC, including Managing Director and Global Head of G10 Rates Cash Financing Solutions, where he played a key role in developing the UK gilt and emerging markets repo businesses. Glenn has also worked closely with regulators such as the Bank of England and the PRA on repo market structure and best practices. Through his consultancy, SecFin Solutions, Glenn has delivered the Advanced Repo and Securities Lending & Borrowing course to several consulting clients including Broadridge, and to a broader audience via ICMA in September 2024. Since November 2024, he has run the course four times under the SecFin Solutions banner, consistently receiving outstanding feedback. He has now added courses under the SecFin Education banner to lawyers, non-bank traders, Middle and Back Office professionals and Corporate Treasurers.  Glenn’s combination of deep market knowledge, hands-on experience, and a passion for mentoring ensures that attendees gain both technical expertise and practical insight into the evolving world of securities financing.

Course Curriculum

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