Developing a successful SME banking business is always difficult because of lack of reliable market information and the difficulty of building a sound loan portfolio. It therefore requires banks to adopt novel approaches to overcome unexpected challenges they face. Key challenges come from poor quality data, ill-suited organisational structure, higher default rates, low interest income, unfamiliarity of managers with the culture of SME banking and strong competition.

This is programme is developed to provide pragmatic solutions to the problems facing banks and help them build strong and profitable SME banking business. It draws on our knowledge and practical experience of working with banks and financial institutions. Participants will therefore learn the application of key principles of successful SME banking and be able to adopt the action plans for their own institutions.

Target Participants

• SME Managers
• Branch Managers
• Departmental Heads
• Relationship Managers

Learning Outcomes

At the of the programme, participants will be able to;

• Outline the SME market and evaluate its attractiveness within their context
• Initiate SME products/services that customers really need
• Introduce innovative products and “product bundles”
• Manage the “cost to serve” problem
• Overcome the perceived risks of SME banking
• Deliver products to the market in the most efficient way
• Apply appropriate lending techniques to the market
• Increase cross-selling rate and the “share of wallet” of your bank
• Improve the credit decision process
• Implement effective risk limit for the banks
• Be aware of how asset-based and structured financing can mitigate SME risk

What it will cover?

Day 1 DAY 2 DAY 3