SME Banking Masterclass

4 days 21-24 Nov 2016, London United Kingdom £4,595.00 + VAT* Download brochure Add to basket

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A comprehensive 5-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.


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.

Ralf H. Fiedler

Former member of the Executive Board, ING Europe, BHF - Bank and Bayerische Vereinsbank in New York

The Course Director is an executive with over 25 years experience in banking and consultancy; he is a former member of the executive boards of ING Europe, BHF- BANK and Bayerische Vereinsbank in New York. He was responsible for managing large banking networks, corporate finance and investment banking activities geared towards small and medium sized companies.

In addition, he was frequently involved in restructuring projects to increase the efficiency and profitability of bank organisations, credit processes and risk management functions. Based on his assignments, he has substantial experience in developed and emerging markets.

Prior to joining the banking industry, he worked for almost 10 years for BASF, the world largest chemical company. In this capacity, he was involved in the external funding programme of the company, strategic planning and the analysis and execution of numerous acquisition projects all over the world.

Today, he is specialising in working with leading banks and financial institutions to design their strategies, to enhance profitability by seeking growth opportunities and product innovation, to address risk adjusted pricing and to streamline credit policies and procedures. In addition, he teaches Bachelor and Master courses in Banking and Finance at different universities.



Hotel in Central London

All  courses are held at four or five star venues in Central London, Zone 1. We strive to provide you with a training environment of the highest quality, to ensure that the whole learning experience exceeds your expectations.

Your training venue will be confirmed by one of our course administrators approximately 3-4 weeks before the course start date.

Related Courses


We can bring this course to your company's office.

If you simply 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. Our tailored learning solutions are designed specifically for your organisation’s needs.

We’ll be here to support you every step of the way. From the initial consultancy through to evaluating the success of the full learning experience. We'll ensure you get the maximum return on your training investment.

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Day 1

Registration commences at 8:30
Programme runs from 9:00 - 5:00 daily

Welcome and Introduction
– Programme overview
– Delegates’ expectations

Strategies in corporate banking
– The competitive landscape in developed and
emerging markets
– Different strategies in corporate banking
– Competitive advantages in emerging markets

Workshop: products and services required by customers
- Corporate banking
- SME banking
- Retail banking

The profitability of 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

Case study: SWOT analysis of incumbent and foreign
banks in the emerging markets

The importance of the planning process
– Mission and vision statements
– Setting SMART objectives
– Principles of a successful planning
– Defining financial and performance goals for each level
– Profit goals
– Market goals
– Product goals
– Cost targets
– The execution of the planning process

Workshop: setting goals for a corporate banking division

Day 2

Building an efficient branch network
– Defining strategic business units
– Successful client segmentation
– Designing the national branch network
– Delivering corporate finance and capital markets products
– Building an efficient international banking business

Workshop: key success factors in establishing an
international banking presence

Effective client management
– Client relationship management
– Improving cross selling
– Dealing with loss leaders
– Calculating the client profitability
– Managing the matrix organisation

Case study: client segmentation and designing an efficient
branch network as success factors for a commercial
banking operation

Day 3

Building a competitive product range
– From corporate lending to cashflow based lending
– The introduction of corporate finance and investment
banking products
– Understanding structured banking products
– From general lending to cashflow based financing
– Defining structured and transactional products
– Asset based lending
– Investment banking services
– How to build a portfolio of structured products

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

Case study: SWOT analysis of incumbent and foreign
banks in the emerging markets

Measuring product and client profitability
– Introduction to the different concepts of measuring success
and profitability
– Revenues / volume / risk-weighted assets
– Regulatory capital
– Understanding
– Standard risk cost and expected losses
– Unexpected losses
– Economic capital vs. regulatory capital
– Establishing the minimum price for banking products
– Factors influencing the price of banking products
– Calculating the client’s profitability

Case study: risk adjusted pricing for lending products in a
competitive environment

Day 4

Mastering credit risk
– 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 ratios for structured lending products
– Understanding covenants
– Establishing an early warning system
– The treatment of impaired loans / the workout process

Case study: the effectiveness of financial ratios and
qualitative factors in the corporate banking rating

Improving the credit decision process
– Segregation of duties in the loan underwriting process
– Defining the appropriate approval level for loans
– The governance of credit committees
– Alternative route: credit decision by an expert system
– Joint portfolio responsibility
– Reducing costs in the credit decision process

Case study: improving the cooperation between the sales
organisation and the credit department

Day 5

Understanding operational risk
– 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
– Role and responsibility of the risk management department
– Establishing risk - limit systems
– Introducing a loan transfer system
– Applying risk mitigating factors by active portfolio
– Establishing a value creating management
information system

Round table: discussion about risk limits and performance
parameters different banking departments and products

Workshop: calculating the potential losses from
operational risk

Course summary and close

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