SME Banking Masterclass
Starting dates and places
Description
A comprehensive 4- day strategic management course for banking experts that will help you to: Implement a successful SME strategy Build a SME focussed sales force and increase the cross- selling rate Introduce innovative products and “product bundles” Calculate risk adjusted pricing Apply standard risk cost, RAROC , economic capital and EVA Apply modern credit scoring systems Improve the credit decision process Implement an effective risk limit system The Programme Features This programme draws on the knowledge and practical experience of an internationally experienced executive who has worked for some of the largest institutions in the world. The course applies to general managers, regional…Frequently asked questions
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Day 1 Welcome and introduction Programme overview Delegates’ expectations Strategies in corporate banking An update of the banking crisis: lessons to be learned The competitive landscape in developed and emerging markets Different strategies in corporate banking Workshop: Products and services required by customers Corporate banking SME banking Retail banking The profitability of different banking products The key success factors in - Corporate banking - SME banking - Retail banking Workshop: The customers’ view of banks: How to position your bank in the eyes of your corporate clients The importance of the planning process for SME banking Mission & vision statements Setting SMART objectives for - The SME banking portfolio - A region or branch - SME- account officers Defining financial and performance goals - Profit goals - Market goals - Product goals - Cost targets - Portfolio targets The execution of the planning process Review of performance goals Workshop: Setting individual goals for a SME division, a branch or account officers responsible for SME banking Building an efficient SME sales network Defining strategic business units Market research and relevant data Successful client segmentation Designing the national branch network Delivering through different sales channels - Branch network - Internet banking - Direct sales forces - Others Delivering corporate finance and capital markets products Executing a market penetration strategy The role and responsibility of the regional and branch manager Workshop: Towards an effective sales management: Understanding the pro’s and con’s of the different sales channels Day 2 Effective client management Client relationship management Defining the client’s needs and your banks “share of wallet” Improving cross selling Dealing with loss leaders Calculating the client’s profitability Tracking sales channel efficiency Case study: Delegates will analyse the performance of a medium sized corporate client, assess its requirements and develop a marketing strategy Building a competitive product range Defining core SME products - Lending based products - Transaction based products and services Introducing innovative products - Risk management products - Corporate Finance products and services - Leasing - Factoring - Securitisation - Others Workshop: Delegates will “standardise” different product offerings and apply them to the SME market Does bank assurance work? Sharing revenues and expenses How to build a portfolio of structured products Case study: Identifying a corporate client’s needs and increasing the “share of wallet” for your institution. Day 3 Measuring product and client profitability in SME banking Different concepts of measuring profitability in SME banking - Revenues/volume/risk-weighted assets - Regulatory capital - RAROC and RORAC - EVA Applying risk adjusted pricing in SME banking - Standard risk cost and expected loss expectation - Unexpected losses - Economic capital versus regulatory capital Establishing the minimum price for banking products Factors influencing the price of banking products Understanding the pricing practice in SME banking Workshop: How to price a product in a competitive banking environment? Mastering credit risk in SME banking Introduction to risk in corporate banking - Developed markets - Emerging markets How Basel II has changed the perception of risk Defining ratings for corporations - Qualitative assessment - Quantitative ratios Defining an efficient scoring system for SME customers - Quantitative factors - Qualitative factors - The weighting of the factors What are the differences to a consumer lending scoring model? Defining ratios for structured lending products Workshop: Analysing the different rating models for corporate lenders and SME clients Case study: The effectiveness of financial ratios and qualitative factors in rating and scoring systems. How to apply them to the SME sector Day 4 A streamlined credit decision process for SME customers Segregation of duties in the loan underwriting process Defining the appropriate approval level for loans Manual interference in the scoring process The governance of credit committees/decisions Alternative route: credit decision by an expert system Joint portfolio responsibility Case study: Improving the cooperation between the sales organisation and the credit department Understanding operational risk in SME banking Level of operational risk Risk indicators Assessing operational risk How to avoid operational risk Workshop: Calculating the potential losses from operational risk Introduction to portfolio management Role and responsibility of the risk management department Establishing risk- limit systems - For portfolios - Regions and branches - Clients Introducing a loan transfer system Applying risk mitigating factors to a SME portfolio Establishing a value creating management information system Action plan for your bank or area of responsibilities: What steps to be taken next! Course summary and close
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