SME Banking Masterclass

4 days 15-18 May 2017, Singapore Singapore $6,150.00 Download brochure Add to basket

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 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.


• 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


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.

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.



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



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.




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


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