OVERVIEW

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, the SME Banking Masterclass 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. The course will teach how to use the planning process to set goals, to control costs and to increase the profitability of clients and focuses on the needs of SME customers, how to define their product needs and discusses efficient client relationship management. The concept of risk adjusted pricing and minimum pricing based on the usage of standard risk costs, economic capital, RAROC and EVA will also be introduced.

WHAT YOU WILL LEARN

  • Implement a successful SME strategy
  • Build a SME focused 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

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
REGISTER NOW

Our Upcoming Trainings

SME Banking Masterclass
SME Banking Masterclass
Asset & Liability Management
Asset & Liability Management
Digital Banking Leadership
Digital Banking Leadership
Product Management and Development for Retail Banks
Product Management and Development for Retail Banks

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