Two international experts from The Alta Group will share their experience in setting the legal and operational framework, structuring and negotiating, and arranging the financing of Government projects in both developed countries and developing countries.

The experts will present real life Case Studies, extract the key lessons learned and encourage a gap analysis between the Kenyan current framework of the best practices that have been harvested across the years and around the World.

The presentations will encourage active participation from all stakeholders.

The Topics will include:

Day 1: (Advanced Type of Ideas on the below)

1. Selling Leasing: Tools for Managers and Sales force
2. Credit Risk management for Leasing
3. Pricing for Leases
4. Funding Leasing Companies
5. Documenting Leasing Transactions: general structures and sophisticated structured leases;
6. Asset Management: Evaluating leased assets, managing residual values, end-of-leases, LGD and related aspects;

Day 2:  (Focus on Government Leasing….with an emphasis on a Case Study Style/Approach)

7. Government Leasing (as Case Studies):
   • How Leasing has acted as game changer to enhance the investment capacity of governments with a given budget
   • How the bidding process has been conducted keeping transparent opportunities to all potential vendors of goods and services;

• How governments and private sector lessors have leveled the playing field addressing equitable solutions preserving the rights to
  • Terminate by Public Interest Convenience;
  • Comply with the Government Budget best practices in preparation and execution
  • How the parties are clearly compensated in justice in all events of termination
  • How to deal with defaults from contractors, vendors and other key players that might affect the game between lessors and County Government entities;
• Key issues dealing with risk management of government contracts
  1. Timely payments
  2. performance risks
  3. Political changes
  4. Collateral issues (legal, social responsibility and environmental)
• The second time of the game: How Lessors raise funds to enter into government leases:
  • Multilateral lending facilities
  • Syndications
  • Securitizations
  • Other funding alternatives (Private equity funds and other)
• Discussion and list of concrete proposals to change the game of government leasing in Kenya.

Trainer: Rafael Castilo

CEO, Latin America and Emerging Markets The Alta Group

• Management experience of over a decade in equipment leasing
• Expert in international law and leasing law worldwide, former leasing executive
• Specializes in vendor leasing, market research, deal structuring, delinquency management, corporate governance
• More than 27 years in the leasing industry in Latin America and Emerging Markets of Africa and the Middle East

Rafael Castillo-Triana, CEO of The Alta Group Latin America Region, LLC, based in Fort Lauderdale, is an international attorney with more than 27 years in the leasing industry. A former executive for a leasing company in South America, he later founded two leasing companies in Colombia. In 1990, he left his leasing management career behind and focused on serving as a legal counselor and consultant for lessors.

An expert in international leasing law, Rafael has been a keynote speaker at the World Leasing Convention three times. He represented the Colombian government in the drafting of national convention for international financial leasing developed through the UNIDROIT convention. He has published two books on leasing, written numerous papers, prepared speeches and lectured at Universities and Law School in the U.S.