SME Banking Masterclass
SME Banking Masterclass
Overview:
Implementing the recent technologies allow SME Banks to transform from a product centric organisation to an effective customer centric bank, by adapting product and services to clients’ individual needs with flexible innovative financial products and services and efficient operational processes. This is a fundamental strategic revolution for most or all SME Banks, but we will look at the issues and opportunities from the most pragmatic and operational perspective.
The course will highlight that the bank can replicate a Corporate and Investment Banking model to the SME market, while benefiting from large economies of scale and effective, efficient front, middle and back-office tasks. The training will review all the management domains required to manage an SME bank including sales & marketing, products and services, risk management and pricing (credit, market and operational). Such a structured organisation will allow a deep analysis of market, client, and transaction data to enhance deep intelligence of all the aspects of client management and performance optimisation, plus reconciliation between regulatory reporting and management reporting constraints.
We will underline the limited use of innovative technologies without the fundamental review of the bank’s business model and vision.
Course Benefits:
Through case studies, group discussions, useful handouts, and professional instruction, participants will
- Bringing a “consultancy sale” model to SME clients.
- How to build strong and robust SME Banking Ecosystem
- How to understand the needs and challenges of the client and build appropriate responses
- Organising the bank’s activities around an SME ecosystem to enhance client satisfaction and service offerings.
- Enhance the performance in client sales, retention, up-selling and cross-selling.
- Enhance risk management by robust analytical process using AI and DML.
- Allow risk- and relationship-based pricing on a 1:1 basis.
- Reduce the cost of transactions and the efficiency of the operational Back-Office.
- Contribute to substantial increases in Economic Value Added (EVA) and Risk Adjusted Returns on Capital (RAROC)
Who should attend:
- General managers and regional managers
- Head SME Banking
- Head Business Banking
- Heads of regional businesses and branches
- Head Development Banking
- 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
- Bank IT managers
- Banking and strategy consultants
- Human resources and training managers