Best Practices in SME Banking

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Benefits of the Course
The course gives delegates the opportunity to:

  • Understand the Major Contributions Made by SME’s in Most Countries: Essential Services, Employment, Innovation, Competition and Taxation
  • Appreciate the Major Opportunities for Banks Presented by SME’s: Opportunities to Lend But Also to Sell Many Other Products & Services
  • Examine How to Focus Marketing Strategy Across Sub-Segments of the SME Market: Sub-Segments That Need Loans But Also Those That Want to Save and Invest
  • Evaluate How to Intensify Selling & Cross-Selling to SME’s: Business Centres, Mobile Sales Forces and a Distinctive Brand for SME’s?
  • Assess the Best Ways to Organize SME Banking: A Separate Division or Part of Corporate Banking or Retail Banking?
  • Review How Leading Bank’s Appraise, Train and Reward Their SME Bankers
  • Understand How to Reach World-Class Standards of SME Credit Management: SME Credit Policy, and Credit Processes and Organization?
  • Explore How Leading Banks Plan & Control Business With SME’s
  • Set Priorities for Boosting SME Business and Performance at Their Own Banks

Learning Level
This is an intensive general management level course for:

  • Senior bankers involved in SME banking and who wish to learn more about best-practices for improving the organization, growth and profitability of their existing SME businesses
  • The leaders of banks who wish to enter SME banking successfully

The course is intensive and participative. Various methods are used:

  • Formal presentations with discussions, including many real case histories from across Europe, the Arab world, Africa, Asia-Pacific, the Americas and former Soviet countries
  • “Question & Answer” plenary discussions with the course leader
  • Case studies that illustrate the application of the approaches examined
  • Group work in which delegates discuss improvement priorities for their own banks

Half of the time at the course is spent on group work and case studies so that delegates can share their experiences and “learn by doing”. Because the course covers serious, “hard”, subjects the programme includes specific numerical examples and a range of practical, analytical methods.

Main Themes of the Course
Subjects covered at the course are grouped under five main themes:

  • Theme 1: The Nature & Important Contributions of SME’s
  • Theme 2: Marketing & Selling to SME’s
  • Theme 3: Organizing for Effective SME Banking
  • Theme 4: World-Class Credit Management for SME Banks
  • Theme 5: Planning & Controlling Business With SME’s
  • Theme 6: Priorities for Progress at Delegates’ Banks

Who should attend

This course is for top bankers, senior executives who are expected to reach this level, and those who support directly the top management teams of their banks:

  • The leaders of banks who are keen to enter or boost business with SME’s:
     - CEO’s, members of boards of management and top executive committees
     - Owners of banks and their supervisory board directors
  • General managers, executive vice presidents and directors who are:
     - Directly involved in SME Banking
     - Working for subsidiary companies that provide specialized services to SME’s, for example, insurance, leasing, investment and software services
  • Senior executives responsible for “support” divisions, including Strategy, Marketing, Sales Support, Risk Management, Credit Risk, Market Risk, Operations, Finance, Human Resources, Information Technology, Legal, Internal Audit and Compliance

“High-flyers” with potential to “rise to the top” will also find the course broadening and beneficial.

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Do you have five or more people interested in attending this course? Do you want to tailor it to meet your company's exact requirements? If you'd like to do either of these, we can bring this course to your company's office. You could even save up to 50% on the cost of sending delegates to a public course.

To find out more about running this course in-house:

Our Tailored Learning Offering

If you want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.

We produce learning solutions that are completely unique to your business. We'll guide you through the whole process, from the initial consultancy to evaluating the success of the full learning experience. Our learning specialists ensure you get the maximum return on your training investment.


We can offer any of our public courses delivered at your office or we can devise completely tailored solutions:

Read more about our offering or complete a call back request to speak to a learning specialist.


Why us

We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.

We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:

  • Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
  • Track record – we have delivered training solutions for 95% of worlds’ top 100 banks and have trained over 250,000 professionals.
  • Knowledge – our 150 strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
  • Reliability – if we promise it, we deliver it. We have delivered over 20,000 events both in person and online, using simultaneous translation to delegates from over 180 countries.
  • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 96% on service and 95% on product