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Agenda - Middle East

The Inaugural Middle East Export & Agency Finance Briefing Day

08:15 Registration and refreshments 

08:45 Chairperson’s opening remarks

Andreas Klasen, Professor of International Business, Offenburg University

09:00 Navigating through high geopolitical risk geographies: the case of the Middle East.

  • Understanding the Middle East’s new dynamics
  • Uprisings and oil price collapse: overcoming the challenges ahead
  • Forecasting sectoral and regional growth opportunities in 2016 and beyond.

Philippe Dauba-Pantanacce, Senior Economist & Global Geopolitical Analyst, Standard Chartered Bank

09:45 Being a borrower in the Middle East: an evaluation of Export Credit as a source of debt financing. Exploring the perspectives of new and experienced borrowers in the region

  • Why have borrowers in the region significantly increased the amount of ECA supported debt over the past few years?
  • What do they see as the key advantages and challenges of this source of funding?
  • Do borrowers see any changes in the way ECAs and banks have been addressing this market in recent times?
  • What can ECAS and banks do differently to make the product more attractive‎?
  • Outlook for capex spending in the region over the next two years

Imran Saeed, Senior Executive Vice President, Siemens LLC, UAE
Rani Selwanes
, Executive Director, Investment Banking, NBK Capital
Reham El-Beltagy
, Vice President & Group Treasurer, Orascom Construction Industries
Tom Koczwara
, Director, Debt Management Office, Government of Sharjah, UAE
Manav Futnani
, Managing Director, Head of Export & Specialised Finance, MENA, HSBC, moderator

10:30 Morning refreshments and networking break

11:15 Examining pricing dynamics in the Middle East: Will margins and pricing be more attractive compared to other regions?

  • Analysing regional pricing: How does the Middle East compare globally?
  • Winning deals in a liquid environment: How can banks gain a competitive edge?
  • How are local and international banks collaborating on deals?

Richard Evans, Director, Export & Agency Finance, Citi
André Gazal
, Global Head of Export Finance, Credit Agricole CIB
Yasser Henda
, Global Head of Export Finance, BNP Paribas
Erik Hoffmann
, Global Head of Export & Agency Finance, Banco Santander
Manav Futnani
, Managing Director, Head of Export & Specialised Finance, MENA, HSBC, moderator


12:00 How are suppliers using ECA finance as a sales tool? Is it working?

  • How is export finance being evaluated against other funding sources?
  • What are the “pain points” and what has been the corporate experience so far?


Xavier-Marie Robert, Head of Export Finance- Funding, Americas, Asia and Sectors, Société Générale
Pietro Amico
, Financing & Contracting Director, Danieli Group
Hadi El-Amaary
, AMEA Treasurer, ABB
Andreas Klasen
, Professor of International Business, Offenburg University, moderator

12:45 Lunch 

14:00 What is the best structure for financing large scale projects? Corporate or project finance?

  • A look at PPP and project finance structures: Success stories and barriers
  • Will ECAs and banks support projects without an off-tack agreement or sovereign guarantee?
  • Is there enough liquidity available in the market to finance large scale projects without ECA/multilateral support? What are the implication for export finance?

Salah Al-Garawi, Corporate Treasurer, Sadara Chemical Company
Giulio Dal Magro
, Head of Heavy Industries - Large Business, SACE SpA
David Craig
, Head of Project and Structured Finance, UKEF, moderator

14:45 Unlocking Iran’s potential: What market infrastructure is needed to facilitate export finance?

  • Understanding the current sanctions environment and time frame
  • Plugging back into the system: What infrastructure is needed to facilitate the flow of payments and applications?
  • How comfortable are exporters and ECAs with Iranian balance sheets?


Paula de las Casas Fuentes, Head of Underwriting, CESCE
Victor Carstenius
, Country Analyst, Middle East and Africa, EKN
Andreas Schweitzer
, Senior Managing Partner, Arjan Capital
Geoffrey L. Wynne
, Partner, Head of Trade & Export Finance, Sullivan and Worcester UK LLP
Michal Ron
, Head of International Business, SACE SpA, moderator

15:30 Afternoon refreshments and networking break

16:00 Presentation: Middle East banking sector and Export Agency Finance

  • Macro environment causing the local liquidity shortage
  • How local banks are getting affected
  • How do local bank funding costs differ to international banks?
  • How are they viewing export finance?

Yusuf Saeed, AGM Global Structured Finance, Qatar National Bank SAQ

16:30 Developing bankable ECA structures for IPPs in the power and renewables sectors

  • Comparing structures for financing projects in the power and renewables sector
  • What tenors will the market accept given OECD constraints? 
  • Strategies to accommodate shorter tenors: Will mini perm structures prevail?

Nina Wium, Head of Wind Energy Team, Large Corporates, EKF
Andreas Back
, Senior Manager, Wärtsilä Financial Services
Rob McNabb
, Head of Clean Energy Construction, Eversheds LLP
David Craig, Head of Project and Structured Finance, UKEF, moderator

17:15 Chairperson’s closing remarks followed by drinks reception  

Sandil Sanmugam
, Conference Manager, Trade Finance