Overview

The SME market represents a huge and underexploited growth opportunity. The market segment is however underserved, reflecting the risks associated with the sector and getting the SME banking right presents significant challenges. Banks are required to adopt novel approaches to overcome unexpected risks and challenges. Key challenges come from poor quality data, ill-suited organizational structure, higher default rates, low interest income, unfamiliarity of managers with the culture of SME banking and strong competition.

This program draws on extensive knowledge and practical experience of working with banks and financial institutions. Participants will learn the application of key principles of successful SME banking management and be able to adopt the action plans for their own institutions.

Areas covered

• How SME differs from retail banking
• Market overview – SME- huge and underexploited growth opportunity
• SME’s relevant characteristics and attitude towards banks
• Getting SME banking right- understanding trends
• Understanding the process of selling to SMEs
• Pursuing SME-driven revenue growth
• Profiling SME customers’ real needs and wants.
• Product needs – respond to needs – keeping pace with their changing needs
• Profiling SME customers’ real needs and wants.
• Product needs – respond to needs – keeping pace with their changing needs

Adopting effective client relationship management practices