SME Banking 2011

Maximising The Effectiveness Of Your Product Development,Distribution, Sales & Strategies In The Fast Expanding SME Sector

WORKSHOP OVERVIEW
Banks in the Asia region understand that SME banking is the ‘missing profit generator’: corporate banking is too crowded and retail banking is too competitive for sustaianed profitability. Governments understand that SMEs are the most important sectors in their economies for robust and sustainable employment and wealth generation.

This specially tailored 2-day course on SME Banking will take delegates through the process of establishing and managing a broad-based profitable and sustainable SME banking business.

BENEFITS OF ATTENDING THIS WORKSHOP
SME Banking – not just about lending
Designing a marketing programme, and a suite of credit products that can be effectively sold to the SME market
Understanding a structured approach to marketing through intermediaries and channels to reach the better SMEs
Applying advanced value chain concepts to designing and marketing banking programmes for SMEs
Identifying external resources (funding and technical support) to complement their own resources in developing a sustainable SME banking business
How can banks make sure that the key differences between lending to SMEs and lending to larger corporates are reflected in their credit process
Establishing an SME-specific Credit Scoring programme
Applying the 5 Cs of credit to the analysis of SME borrowers
Can any microfinance techniques be utilised in SME Banking?
Specific issues to be considered in financial analysis of SME borrowers
Incorporating 3rd party and informal financials’ into financial analysis
Coping with inadequate financial information
Introducing a range of innovative SME-specific products that are suitable for Indian SME borrowers and depositors
Identifying suitable collateral to support SME loans – it’s not just about landed security