SME Banking Masterclass

4 days 8-11 Apr 2018, Dubai UAE £3,995.00 Download brochure Add to basket
4 days 12-15 Nov 2018, Singapore Singapore $6,150.00 Download brochure Add to basket

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Overview

 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

Course 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, 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. 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.

Methodology

• 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.

• Provides hands-on examples of how to create value by implementing efficient credit decisions and creating efficient rating and scoring systems.

• Through practical examples illustrate how qualitative and quantitative ratios are applied to examine the creditworthiness of clients and transactions.

• Finally, you will assess the main risk factors in SME banking and learn how to mitigate these risk factors and to use an effective portfolio management.

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

Instructors

We work with a series of expert instructors, please select the course location of interest to review the credentials of who will be delivering the programme.

Dubai
Clive Wykes

Born in Belgium, the course director is of British nationality. He was raised and educated both in England and Belgium, where he graduated from the University of Louvain (UCL) in Belgium, with a Masters in Applied Economic Sciences.

From 1973 to 1991 he developed his career in banking with American Express and Chase Manhattan Bank. During those years he covered many areas of banking of which credit and marketing, risk management, product development and management, budgeting / MIS and strategic planning as well as general management. He was exposed to local and international markets in Retail Banking and Corporate Banking (SMEs, large global corporations and Institutionals). He had management responsibilities at departmental level and General Management responsibilities included CEO - Country Manager Chase Belgium and EMEA Sales Executive Risk Management Products.

In 1991, he founded a Management Consultancy firm, PI Consulting SA Belgium, and developed his business with large European financial institutions. In 2008 he founded BC&T Ltd in Mauritius to take over the consulting and training activities of PI Consulting SA, Belgium and focused primarily on emerging countries and banks, while maintaining his activities in Europe, the Middle East and Asia. He has had consulting mandates with banks such BNPP, AXA, Barclays, Soc Gen, FNB, BBS and many more. He has collaborated with large solution vendors (Teradata, CSC, SAS...) in risk management, compliance and IFRS solution design as well as client valuation and management solutions. 

The course director has worked in over 50 countries around the world, with banks and other financial institutions either as project manager in management consulting assignments or as training course director. He has collaborated with large international consulting and IT firms such as Computer Science Corporation, Teradata and others, as senior business consultant and industry specialist.

Singapore
Clive Wykes

Born in Belgium, the course director is of British nationality. He was raised and educated both in England and Belgium, where he graduated from the University of Louvain (UCL) in Belgium, with a Masters in Applied Economic Sciences.

From 1973 to 1991 he developed his career in banking with American Express and Chase Manhattan Bank. During those years he covered many areas of banking of which credit and marketing, risk management, product development and management, budgeting / MIS and strategic planning as well as general management. He was exposed to local and international markets in Retail Banking and Corporate Banking (SMEs, large global corporations and Institutionals). He had management responsibilities at departmental level and General Management responsibilities included CEO - Country Manager Chase Belgium and EMEA Sales Executive Risk Management Products.

In 1991, he founded a Management Consultancy firm, PI Consulting SA Belgium, and developed his business with large European financial institutions. In 2008 he founded BC&T Ltd in Mauritius to take over the consulting and training activities of PI Consulting SA, Belgium and focused primarily on emerging countries and banks, while maintaining his activities in Europe, the Middle East and Asia. He has had consulting mandates with banks such BNPP, AXA, Barclays, Soc Gen, FNB, BBS and many more. He has collaborated with large solution vendors (Teradata, CSC, SAS...) in risk management, compliance and IFRS solution design as well as client valuation and management solutions. 

The course director has worked in over 50 countries around the world, with banks and other financial institutions either as project manager in management consulting assignments or as training course director. He has collaborated with large international consulting and IT firms such as Computer Science Corporation, Teradata and others, as senior business consultant and industry specialist.

Venue

Dubai

Dubai Hotel

This programme takes place on a non-residential basis at a central Dubai hotel. Non-residential course fees include training facilities, documentation, lunches and refreshments for the duration of the programme. Delegates are responsible for arranging their own accommodation, however, a list of convenient hotels (many at specially negotiated rates) is available upon registration.

Dubai has an incredible number of hotels. Courses held here are mainly held at the J.W. Marriot hotel, Sheraton Dubai Creek and Le Meridien all in central Dubai.
 
J.W. Marriott Hotel – Abu Baker Al Siddique Road, PO Box 16590, Dubai, U.A.E
Phone +971 4 607 7811; Fax +971 4 607 7011
www.marriott.com
 
At the JW Marriott Dubai you will enjoy luxury on your terms; impeccable service and elegant surroundings allow you to relax and focus on your own agenda. With 344 luxuriously appointed rooms and suites the J.W. Marriott provides an oasis of calm in a busy city while the award-winning restaurants have the recipe for satisfying a taste for international flavour.        
 
Sheraton Dubai Creek – Baniyas Street, PO Box 4250, Dubai, U.A.E
Phone +971 4 228 1111; Fax +971 4 221 3468
www.starwoodhotels.com
 
After undergoing a complete renovation, the Sheraton Dubai Creek Hotel& Towers reopened October 10th, 2002 with a fully refurbished interior and exterior. The 255 room hotel now offers more creek-view rooms, redesigned atrium lobby, outstanding food and beverage facilities, upgraded rooms with state-of-the-art data connectivity, and Dubai's newest conference facilities. 

Le Meridien – PO Box 10001, Airport Road, Dubai, U.A.E
Phone +971 4 282 4040; Fax +971 4 282 5540
www.lemeridien-dubai.com
 
Le Meridien Dubai is a five star deluxe hotel built on two floors and surrounded by 38 acres of landscaped gardens. The hotel is elegantly furnished with a french accent that incorporates the individual character and flair of the local culture. The hotel is minutes away from the commercial districts and shopping centres and a short distance from Dubai International Airport. Facilities include a choice of 15 restaurants and bars, 24-hour room and laundry service, two fully equipped business centres and a state-of-the-art Spa and fitness club.

 
 

Singapore

4-5 Star Hotel in Singapore

All of our courses are held in 4 – 5 star hotels, chosen for their location, facilities and level of service. You can be assured of a comfortable, convenient learning environment throughout the duration of the course.

Due to the variation in delegate numbers, we will send confirmation of the venue to you approximately 2 weeks before the start of the course. Course fees include training facilities, documentation, lunches and refreshments for the duration of the programme. Delegates are responsible for arranging their own accommodation, however, a list of convenient hotels (many at specially negotiated rates) is available upon registration.

Related Courses

Inhouse


 

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.

inhouse-learn-more

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.

 

Agenda

Agendas are localised, please select your preferred location.

Day 1


Welcome and introduction

  • Programme overview
  • Delegates’ expectations

Strategies in corporate banking

  • An update of the banking crisis: lessons to be learned
  • The competitive landscape in developed and emerging markets
  • Different strategies in corporate banking

Workshop: Products and services required by customers.

  • Corporate banking
  • SME banking
  • Retail banking
  • The profitability of different banking products
  • The key success factors in
  • Corporate banking
  • SME banking
  • Retail banking

Workshop: The customers’ view of banks: How to position your bank in the eyes of your corporate clients.

The importance of the planning process for SME banking

  • Mission & vision statements
  • Setting SMART objectives for
  • The SME banking portfolio
  • A region or branch
  • SME- account officers
  • Defining financial and performance goals
  • Profit goals
  • Market goals
  • Product goals
  • Cost targets
  • Portfolio targets
  • The execution of the planning process
  • Review of performance goals

Workshop: Setting individual goals for a SME division, a branch or account officers responsible for SME banking.

Building an efficient SME sales network

  • Defining strategic business units
  • Market research and relevant data
  • Successful client segmentation
  • Designing the national branch network
  • Delivering through different sales channels
  • Branch network
  • Internet banking
  • Direct sales forces
  • Others
  • Delivering corporate finance and capital markets products
  • Executing a market penetration strategy
  • The role and responsibility of the regional and branch manager

Workshop: Towards an effective sales management: Understanding the pro’s and con’s of the different sales channels.

Day 2

Effective client management

  • Client relationship management
  • Defining the client’s needs and your banks “share of wallet”
  • Improving cross selling
  • Dealing with loss leaders
  • Calculating the client’s profitability
  • Tracking sales channel efficiency

Case study: Delegates will analyse the performance of a medium sized corporate client, assess its requirements and develop a marketing strategy.

Building a competitive product range

  • Defining core SME products
  • Lending based products
  • Transaction based products and services
  • Introducing innovative products
  • Risk management products
  • Corporate finance products and services
  • Leasing
  • Factoring
  • Securitisation
  • Others

Workshop: Delegates will “standardize” different product offerings and apply them to the SME market.

  • Does bank assurance work?
  • Sharing revenues and expenses
  • How to build a portfolio of structured products

Case study: Identifying a corporate client’s needs and increasing the “share of wallet” for your institution.


Day 3


Measuring product and client profitability in SME banking

  • Different concepts of measuring profitability in SME banking
  • Revenues/volume/risk-weighted assets
  • Regulatory capital
  • RAROC and RORAC
  • EVA
  • Applying risk adjusted pricing in SME banking
  • Standard risk cost and expected loss expectation
  • Unexpected losses
  • Economic capital versus regulatory capital
  • Establishing the minimum price for banking products
  • Factors influencing the price of banking products
  • Understanding the pricing practice in SME banking

Workshop: How to price a product in a competitive banking environment?

Mastering credit risk in SME banking

  • Introduction to risk in corporate banking
  • Developed markets
  • Emerging markets
  • How Basel II has changed the perception of risk
  • Defining ratings for corporations
  • Qualitative assessment
  • Quantitative ratios
  • Defining an efficient scoring system for SME customers
  • Quantitative factors
  • Qualitative factors
  • The weighting of the factors
  • What are the differences to a consumer lending scoring model?
  • Defining ratios for structured lending products

Workshop: Analyzing the different rating models for corporate lenders and SME clients.

Case study
: The effectiveness of financial ratios and qualitative factors in rating and scoring systems. How to apply them to the SME sector.

Day 4

A streamlined credit decision process for SME customers

  • Segregation of duties in the loan underwriting process
  • Defining the appropriate approval level for loans
  • Manual interference in the scoring process
  • The governance of credit committees/ decisions
  • Alternative route: credit decision by an expert system
  • Joint portfolio responsibility

Case study: Improving the cooperation between the sales organisation and the credit department.

Understanding operational risk in SME banking

  • Level of operational risk
  • Risk indicators
  • Assessing operational risk
  • How to avoid operational risk

Workshop: Calculating the potential losses from operational risk.


Introduction to portfolio management in

  • Role and responsibility of the risk management department
  • Establishing risk- limit systems
  • For portfolios
  • Regions and branches
  • Clients
  • Introducing a loan transfer system
  • Applying risk mitigating factors to a SME portfolio
  • Establishing a value creating management information system

 Action plan for your bank or area of responsibilities:

  • What steps to be taken next!


Course summary and close

Duration

The concepts will be reviewed in 4 days as this training covers a large scope of subjects.

Content

Module 1: The foundations

The SME market and its core role in economic development
SME definition and market segmentation
SME Banking business models
SME contribution to profitability and value
SME bank strategies and management domains

Module 2: The SME Market


Dynamic multi-dimensional segmentation
Product requirements
SME internal competencies and required support
SME business and financial risks
SME financial reporting

Module 3: SME Banking products

Credit products
Deposit and investment products
Transactional banking

Module 4: SME Marketing and Relationship Management

Sales and distribution strategies
Product push versus product pull strategies
Multiple distribution network (branches, other)
Marketing campaigns versus relationship management
Role and responsibilities of the Relationship Manager
RM Key Performance Indicators

Module 5: SME Credit Risk Management

Credit Process
Credit Risk analysis, scoring and rating models
Credit facilities and collateral structuring
Credit management through the credit contract life
Event Based Credit Management
Management of collections and past dues
Credit Risk Compliance constraints (Basel 2 & 3)

Module 6: SME Market Risk Management

Interest rate risks definitions and management
Liquidity risks definitions and management
Impact on the SME banking products
Compliance (B2 & 3) constraints

Module 6: SME Operational Risk Management

Operational risks definitions and management
Impact on the SME banking processes
Compliance (B2 & 3) constraints

Module:  7 SME relationship profitability and SME pricing

Pricing SME products (loans, deposits, transactions)
Risk Based pricing
Relationship based pricing
Relationship profitability and Value

Module 8: SME bank profitability and value

Profitability analysis, the ROE and RORAC analysis
Value analysis, EVA and DCF analysis
Key Performance analysis
The SME Bank Balanced Scorecard

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