With more than half of the world's population and businesses, bank's prospects are bright if it can harness the energy and ideas of its SME sector. This requires an orientation for banks towards the scale and approaches of SMEs that differ from the traditional corporate sector.

These new approaches require that banks establish proper strategies, oversight mechanisms and analytics, while also introducing new products,services and processes to capture this business. To address this need, this course will provide an overview of SME strategy development, bank governance and management requirements, customer relationship management and SME oriented products, financing methods and impact on bank ratios, credit risk management and scoring systems.

This course will look at the strategic implications of SME Market Expansion. We will consider the opportunities and the threats of SME market expansion and explore the specific competencies required for success. We discuss lessons learnt from the SME banking industry and introduce tools to assist with market entry and market development. Participants will also receive tools to assist with the assessment of SME risk and the development of the strong relationships that the SME sector requires

Increase the productivity of your sale sales force through effective client segmentation and coverage

Differentiate your client value proposition

Increase client loyalty and retention

Cross sell more solutions to your clients

Maximize employee and client metrics through data analytics

Optimize the performance of the sales force through better training and optimal incentives

If you want to improve your banks performance then you should be there!

• Head of SME Banking

• Heads of marketing

• Regional Managers and branch managers

• Distribution heads and SME specialists

• Head of SME product development

• Strategic Planning Personnel

• Credit Management department

• Bank risk managers and compliance officers

• Head of Business Banking

• Head of Commercial Banking

• Head of Credit Banking

• Head of Retail Banking

• Head of Credit Risk

• Head of Recovery

• Relationship Managers