SME Banking Masterclass

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 managers and experts in the field of SME lending from developed and emerging markets. The training will use teaching methods based around lectures, case studies, practical exercises and class room discussions. The course will use real life case studies and examples to develop delegates’ understanding of all aspects of SME banking, client management and credit risk issues. Participants will learn to apply the key principles of successful SME banking to different real life situations and adopt an action plan for their own institutions. Who Should Attend General managers and regional managers Heads of regional businesses and branches Managers in branches responsible for SME banking Experts responsible for sales and distribution Managers from credit departments and risk management Experts responsible for corporate strategy and planning Banking and strategy consultants Human resources and training Course Level Lending to SME customers presents one of the greatest opportunities for commercial banks to pursue growth and profitability; at the same time it ties up a large amount of economic capital and represents substantial credit risk. Taught by an internationally experienced banking executive, this course is designed to give delegates a comprehensive overview of how to build a successful SME banking strategy and how to raise the performance of their institution. It applies to banks in developed and emerging markets. The course will teach you how to use the planning process to set goals, to control costs and to increase the profitability of clients. The course focuses on the needs of SME customers, defines their product requirements and discusses efficient client relationship management. In addition, it trains on successful sales channel management, cross selling approaches and the introduction of new products and service. The concept of risk adjusted pricing and minimum pricing based on the usage of standard risk costs, economic capital, RAROC and EVA will be discussed in case studies and workshops. The course will give hands-on examples of how to create value by implementing efficient credit decisions and creating up to date rating and scoring systems. Through examples the programme shows how qualitative and quantitative ratios are applied to examine the credit worthiness of clients and transactions. Finally, participants will assess the main risk factors in SME banking; they will learn how to mitigate these risk factors and how to use an effective portfolio management.