Home > Training > Courses > Securities Industry  
   
 
GENERATING BUSINESS WITH SME CLIENTS
 
     
  Summary Description  
  The program focuses on increasing credit sales to small business clients within the branch network, while promoting the maintenance of risk quality, improving portfolio management and reducing losses. The course objective is to improve the quality of the pre-analysis of credit opportunities performed by the relationship manager, and to achieve a greater alignment of the proposals with the type of business the firm wants to acquire. Reaching these goals, in time, increases the approval rate of proposals and reduces the need to rework the credit analysis.  
     
  Target Audience  
  Client relationship managers.  
     
  Main Topics  
 
The relationship among the economic sector, company-client profile, financial needs and risk
Risk analysis and management in specific sectors according to regional characteristics
Introduction to the credit process
The connection among quality, pricing, default and losses related to credit
“The Four Pillars” of credit analysis
The environment where the company and bank operate
   1. Administration
   2. Economic Sector and Competitive Position
   3. Financial Environment
   4. Structure and Collaterals
Financial analysis of small business clients
Reconstitution and cash flow analysis of the small business client
Sustainable growth
Scoring: characteristics and operation
  Standardized credit products for small business
Portfolio monitoring
   - Use and functionality of MIS (Management Information Systems)
   - Warning signs and corrective measures
The reality of a small business
   - Sales cycles and seasonality
   - Invoicing
   - Internal and external pressures
   - Market and sector influences
Identifying client motivations
Levers for value creation in small businesses
Sustainable growth as a tool for identifying opportunity
Function and characteristics of pre-approved credit
Matching products and financial needs
Winning the client’s adviser position
A strong credit proposal: minimizing the re-work
Using MIS to generate business
 
       
 
  Duration  
  3 - 4 Days  
     
   
ABOUT US
Who we Are
Our Team
Vision and Mission
Clients
Global Reach
Partners
SPECIALTY AREAS
Retail & Consumer Banking
Commercial Banking
Corporate & Investment Banking
Wealth Management
Securities Industry
Transaction Banking
Risk Management
Sales & Relationship Management
Basel
Financial Institution Management
TRAINING
Overview
Courses
Delivery Formats
Training Methods
Traning Process
Training Values
Performance Approach
Post Training & Evaluation
Download PDF's
RISK CONSULTING
Overview
Consulting FAQs
Success Stories
 
NEWS FROM GENESIS
CONTACT US
Work with us
International Offices
Contact Form
 
 
 
HOME
 
SOCIAL MEDIA
Facebook    Linkedin
Media Clorians Comunicação