Home > Training > Courses >  
   
 
GENERATING BUSINESS WITH SME CLIENTS
 
     
  Summary Description  
  The workshop 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 objectives are 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 opportunity the bank wants to pursue. Reaching these objectives, in time, increases the approval rate of proposals and reduces the need to rework the credit analysis.  
     
  Methodology  
  Presentations, case studies, group work and classroom discussion  
     
  Target Audience  
  Branch and client relationship managers  
     
  Main Topics  
 
Introduction to the credit process and the pillars of credit analysis
Environment in which the company and bank operate: Administration;
  Economic Sector & Competitive Position; Financial Condition; and
  Structure, Collateral and Guarantees
Small business clients: financial analysis, sustainable growth, cash flow
   analysis and reconstitution
Scoring: characteristics and operation
Standardized credit products for small business
Portfolio monitoring: use and functionality of Management Information Systems
  (MIS), warning signs and corrective measures
Risk analysis and management in specific industries according to regional
  characteristics
  Link among quality, pricing, default and losses related to credit
Structure and collateral: valuation and recovery
Client motivations identification
Value creation levers in small businesses
Function and characteristics of pre-approved credit
Matching products and financial needs
Winning the client's adviser position
Sound credit proposal: minimizing the rework
Reality of a small business: sales cycles and seasonality, invoicing, internal
  and external pressures, market and sector influences
Relationship among the economic sector, company-client profile,
  financial needs and risk
 
       
 
  Duration  
  3 to 4 days  
     
   
ABOUT US
Who we Are
Our Team
Vision and Mission
Clients
Global Reach
Partners
SPECIALTY AREAS
Retail and Consumer Banking
Commercial Banking
Corporate and Investment Banking
Wealth Management
Treasury and Transaction Banking
Risk Management
Sales and Relationship Management
Financial Institution Management
Sustainable Finance
Leadership and 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
 
CONTACT US
Work with us
International Offices
Contact Form
 
 
 
HOME
 
SOCIAL MEDIA
Facebook    Linkedin
Media Clorians Comunicação