Training Plan Small & Medium Enterprises Package Small & Medium Enterprises Certificates

Transcription

1 Training Plan Small & Medium Enterprises Package Small & Medium Enterprises Certificates

2 Small & Medium Enterprises Package Financing Small and Medium Enterprises SME s Course Hours: 16 Course Code: 11005E Target Audience: This course is directed to all staff working in retail banking or officials responsible for dealing with loans of small and medium enterprises, in banks or institutions. Course Description: In this course, participants get introduced to the role of small and medium enterprises in economic development and bank financing for these enterprises. They will also get trained on how to recognize the risks associated with lending such enterprises, assess and mitigate them. Course Objectives: Demonstrate the basic concepts of small and medium enterprises. Explain the different requirements of financing small and medium enterprises. Apply funding mechanisms for small and medium enterprises. Identify risks associated with lending small and medium enterprises. Elaborate the modern principles in marketing and sale of financial products. Course Outline Module 1: Basic Concepts of Small and Medium Enterprises Definition of small and medium enterprises Characteristics of small and medium enterprises The strategic importance of small and medium enterprises The characteristics of entrepreneurs Challenges facing small and medium enterprises The basic requirements of financing SMEs Module 2: Requirments of Financing Small and Medium Enterprises How to communicate and deal effectively with the borrowers The general rules of financing small and medium enterprises The general framework of credit analyses The credit worthiness and determining financing gaps The elements of the credit study Loan cycle Module 3: Mechanisms of Financing Small and Medium Enterprises Design and implement the full loan cycle The executive mechanisms of loan cycle The role of risks and management information systems in the loan cycle Identify and measure profits The difference between corporate and small and medium enterprises The different financing tools for small and medium enterprises Module 4: Risks of Financing Small and Medium Enterprises Types of banking risks The factors that affect the increase in credit risks The method of credit risk management Analysis of small and medium enterprises risks Loan portfolio risk management for small enterprises Reading management information systems reports (MIS reports) Impact of risks on portfolio profits

3 Module 5: Principles of marketing and Sale What is marketing? The factors that control markets Elements of the marketing mix Principles of distinguished sale The most important elements of sale art and sellers types Assessment Strategy: Participants will be informally assessed on their interaction during sessions; their participation in-group exercises. Upon Successful Completion of this Course, participants will obtain: 1.4 CEUs Course Language: Arabic/English Prerequisites: Three years of experience in banking in addition to a minimum of one year in the field of small and medium enterprises or credit retail. Small & Medium Enterprises Package

4 Small & Medium Enterprises Package Course Hours: 20 SME Banking for Bankers Course Code: 11027E Target Audience: Bankers working in SME, retail, corporate and credit departments who have, or will have, SME responsibilities Course Description: This course will explain the compelling importance for entering (or further developing) SME banking for banks in Egypt; teach the key techniques and success factors (at international best practices) which are needed to make profits in SME banking; and map out an implementation plan, including change management techniques, for moving forward on SME banking. Course Objectives: Explain the five principal reasons why banks in Egypt should become involved in SME banking, using the SME Market Analysis Toolkit. Describe the key techniques and success factors needed for successful SME banking in Egypt, based on international best practice using the SME Banking Toolkit. Apply the various tools needed to launch SME banking in the participants banks in Egypt, using the SME Implementation Tool-kit. Course Outline Module 1: The SME Market Analysis Toolkit: Reasons for Entering/Developing SME Banking Profitability of SME banking Size, growth and segmentation of the SME market Competition Timing considerations Risks and difficulties Module 2: The SME Banking Toolkit: Techniques for Successful SME Banking Business processes and logical frameworks Marketing to SMEs (brand, market research) Product development for SMEs Branch types and delivery channels CRM (Customer relationship management) IT for SMEs Strategic analysis for SME banking Product/client matrix for SME cross-selling Organizing for SME banking Staffing profile for SME banking Credit scoring Risk management Product and client profitability Motivating SME lending staff Review of international best practice examples Module 3: The SME Implementation Toolkit: Methods for Implementing SME Banking The starting point: green-field, up-scaling or down-scaling Effective internal communications Operating culture Change management Implementation management and working parties Assessment Strategy: Participants will be informally assessed on their interaction during sessions; their participation in-group exercises Upon Successful Completion of this Course, participants will obtain: 1.7 CEUs

5 Course Language: English/Arabic Prerequisites: Minimum three years of banking experience Good command of English (in case of attending the program in English) Small & Medium Enterprises Package

6 Small & Medium Enterprises Package Product Development for SME Banking Course Hours: 24 Course Code: 11029E Target Audience: Bankers working in SME, retail, corporate and credit departments who have, or will have, SME responsibilities. Course Description: The course aims at explaining the product development process cycle, introduce participants to the different tools of building a competitive product range. The participants also, get a chance to illustrate the methods of analyzing SME product client matrix and explain the success factors in international best practices needed for effective SME banking. Course Objectives: Define project management. Describe the market segmentation methods as an introduction to SME market segmentation. Explain the product design and development process. Describe a competitive product and service range for SME banking. Apply the key success factors of SME Product Development process. Course Outline: Module 1: Introduction to Project management Key areas of project management directly related to the process of product development and how to implement them The project life cycle and the different tools utilized in project management The role of the project manager in defining the responsibilities related to that role Risks associated to the project management process and how to mitigate these risks Module 2: Product/Service Segmentation and Targeting Methods for segmentation Issues to consider in determining the SME product service segment Requirements for effective segmentation Methods for evaluating market segments and their effectiveness Techniques for defining target clients for each product Different methods for marketing research Assess the competitive environment within any segment Module 3: New products, Services Development and Design for SME Banking. The general framework for implementing New Product Development process (NPD) The foundation for the NPD process coupled with specific examples from real world examples Demonstrating the process of developing the identified market need to a market product Criteria for evaluating the newly introduced products Module 4: Building a Competitive Product and Service Range for SME Banking. Financing approaches for SMEs Core SME products and their definitions SME standard product set - Lending based products - Equity finance for SMEs - International trade finance - Transaction based products and services Innovative products targeting SME clients Additional services for financial management Pricing/interest rates

7 Module 5: Key Success Factors for SME Product Development (workshop) Key success factors for SME banking product development Practical guidelines: Take-away tips DOs and DON`Ts Case study Assessment Strategy: Participants will be informally assessed on their interaction during sessions; their participation in-group exercises Upon Successful Completion of this Course, participants will obtain: 2 CEUs Course Language: English/Arabic Prerequisites: Minimum three years of banking experience Good command of English (in case of attending the program in English) Small & Medium Enterprises Package

8 Small & Medium Enterprises Package Marketing and Delivery Channels for SME Banking Course Hours: 24 Course Code: 11030E Target Audience: Bankers working in SME, retail, corporate and credit departments who have, or will have, SME responsibilities Course Description: This course has a fourfold purpose, which is to identify SME clients different needs. More emphasis will be given to determine how to market SME products and services. All participants will get acquainted with the procedures of delivering SME banking products. It identifies the success factors and international best practices needed for effective SME banking Course Objectives: Describe the size of the SME market and its segmentation. Identify the potential market by segment and how to use the marketing mix. Explain how to develop a relationship management plan. Determine information technology needs for SME. Describe the profile of an entrepreneur and the tools of SME client education. Course Outline: Module 1: SME Market Size Introduction and overview Market size definitions Sources of information SME population definition in Egypt Number of establishments and attributes SME survival rates Market sizing methodology Defining segmentation, segmentation benefits and limitations Methods of segmentation Estimating segment size The dynamics of the SME market Module 2: Market Potential and Marketing Mix Defining segment potential Projecting market revenue and profits Evaluating potential per business Practical tips Cost consideration The 5 Ps of marketing Voice of the customer Product mix by segment Determining product features Product bundling Delivery channels alternatives Price considerations Positioning SME operation Sales promotion alternatives Getting the message to SME owners Measuring promotional success Module 3: Structuring SME Sales Efforts What is relationship management? Why relationship management? The relationship manager Benefits to the bank and benefits to the client

9 Deciding who should be managed The relationship review Measuring relationship costs Module 4: SME Information Technology SME data organization Unit of measurement Existing SME customers and SME prospects Digital marketing and its applications Digital marketing benefits and drawbacks Module 5: The Profile of an Entrepreneur and SME Client Education What is the entrepreneurial personality? Who is more likely to start a business? Which SMEs will grow? Owner s characteristics that drive business growth The power of networking The need for client education Client education tools Importance of client education Case Study Marketing Plan for SME Proposition by Trade International Bank plc. Assessment Strategy: Participants will be informally assessed on their interaction during sessions; their participation in-group exercises Upon Successful Completion of this Course, participants will obtain: 2 CEUs Course Language: English/Arabic Prerequisites: Minimum three years of banking experience Good command of English (in case of attending the program in English) Small & Medium Enterprises Package

10 Small & Medium Enterprises Package Risk Management for SME Banking Course Hours: 24 Course Code: 11031E Target Audience: Bankers with SME banking responsibilities; including those working directly with SME clients and others in Risk Management teams, Credit Departments, Branch management and Internal Inspection. Course Description: This course will enable bankers to understand the fundamental causes of risk in SME banking and the tools, processes and organization required to manage those risks. The course also exposes participants to the success factors and international best practice needed for effective SME banking risk management. Course Objectives: Define the international trends in risk management and regulation. Explain the causes of SME banking risks. Apply the SME Banking Risk Management tools. Demonstrate SME Banking Risk Management process. Course Outline Module 1: Background Trends in Risk Management (RM) Introduction and overview The credit culture International trends in RM The growing range of typical risks The tools available for banking risks Regulation and its effects Module 2: SME Banking RM The Difference The different parameters of SME banking The specific risks affecting SME banking The package of tools needed to manage SME banking risks Module 3: SME Banking RM The Tools Manuals Advice Credit scoring Early warning systems (EWS) Adapted HR and training Adapted intensive inspection Stress-testing Re-negotiation packages (for portfolios) Strategic plan for SMEs Risk-pricing models Compliance structure and responsibilities Change management Module 4: SME Banking RM Making it Happen Application Good practice how top SME banks did it The challenge how you too could do it Assessment Strategy: Participants will be informally assessed on their interaction during sessions; their participation in-group exercises and their performance in presentations. Upon Successful Completion of this Course, participants will obtain: 2 CEUs

11 Course Language: English/Arabic Prerequisites: Minimum three years of banking experience Good command of English (in case of attending the program in English) Small & Medium Enterprises Package

12 Small & Medium Enterprises Package Strategic Planning for SME Banking Course Hours: 24 Target Audience: Bankers with current or potential SME responsibilities. Course Code: 11038E Course Description: In this course, participants will acquire the basic skills required for the preparation process of setting up a new or reforming an existing Small and Medium Enterprise Banking Business Line in their banks. This will be done through preparing a strategic plan and a business plan for this business line. Course Objectives: Determine the SME sector and segmentations in Egypt. Define strategic and business planning. Explain the key components of a strategic plan. Perform a situation analyses. Recognize the main methods and techniques for developing a business plan for the SME banking business line. Apply various tips for successful and effective planning for the SME banking. Course Outline Module 1 Definition and Segmentation of the SME Market The SME market (data sources and segmentation) SMEs versus corporate firms SME banking is not only about lending Module 2 Introduction to the Planning Process The Typical Planning Process What is a Strategic Plan? What is a Business Plan? Strategic Planning Versus Business Planning The Basics of Strategic / Business Planning Some Strategic Planning Models Module 3 Understanding the Target Main Components of a Strategic Plan Vision and Mission Values and Strategic objectives Module 4 - Situation Analysis Needs Analysis Gap Analysis SWOT Analysis PESTLE Analysis Porter framework for competition Module 5 The Path Main Components of a Business Plan Tasks to achieve strategic objectives Indicators for task assessment Human resources Financial resources Other resources Time frame for implementation Monitoring techniques and tools Module 6 Tips for Successful Planning Writing and communicating the plan Ensuring well implementation Monitoring, evaluating and deviating from the plan Why plans fail

13 Assessment Strategy: Participants will be informally assessed on their interaction during sessions; their participation in-group exercises Upon Successful Completion of this Course, participants will obtain: 2 CEUs Course Language: English/Arabic Prerequisites: Minimum three years of banking experience Good command of English (in case of attending the program in English) Small & Medium Enterprises Package

14 Small & Medium Enterprises Package Customer Relationship Management for SME Banking Course Hours: 20 Course Code: Target Audience: This program targets SMEs bankers senior and middle management staff in addition it is relevant to marketing and product development, sales management and credit departments, as well as for those who are in charge of strategy and planning, and business analysis and risk management. Course Description: This course has been designed to tackle the market needs in relation to the recently established SMEs Sectors at banks, which mandates training the employees of those sectors Course Objectives: Explain the nature of small and medium enterprises and the importance of customer relation management. Develop the basics and apply the tools of planning and strategic marketing of SMEs customer relation management. Identify the general framework of SEMs customer relation management aiming at sustaining and maximizing customer satisfaction and loyalty. Course Outline: Module 1: Principles and basics of SMEs customer relation management Banks general objectives and concentrating on the importance of SMEs customers General framework that controls the customer relation to the bank Customer relation management as a frontline achieving all the bank strategic objectives Origin of SMEs segment establishment internationally and locally Characteristics and importance of SMEs to economy and banks Module 2: Infrastructure and strategic planning Concept and tools of strategic plan Market segmentation Marketing mix of each segment Project s and entrepreneur s needs Administrative structure and defining roles Importance of integration and coordination among the head office, customer branch, other branches, call center, supporting departments and IT Module 3: Integrated bundle of customer relation management Know Your Customer (KYC) from the commercial aspect Basic distinguishing qualities of the relation manager Fundamentals and framework of relation management with SMEs Stages of relation development with SMEs How to determine the portfolio size of each customer relation manager Quality of service as part of the product How to set targets Production lines to maximize productivity and achieve targets Sources of new customers How to divide the portfolio to manage time as well as enhance efficiency and effectiveness Marketing campaigns Vertical and horizontal selling Calculating profit on different levels Sustenance and maximizing customer satisfaction and loyalty Assessment Strategy: Participants will be informally assessed on their interaction during sessions, their participation in-group exercises and their performance in presentations.

15 Upon Successful Completion of this Course, participants will obtain: 1.7 CEUs Course Language: Arabic Prerequisites: Minimum three years of banking experience. Small & Medium Enterprises Package

16 Small & Medium Enterprises Certificates SME Banking Certificate Certificate Hours: 116 Certificate Code: Target Audience: Bankers with current or potential SME responsibilities. Certificate Description The SME banking certificate will enable bankers to get acquainted with the whole package of success application to enhance success to finance for SME. Such program includes the essential parts of planning techniques, marketing philosophy and selecting the appropriate product development to fulfill the requirements of SME with respect to international best practices for operations and risk management. Certificate Objectives Explain the importance and techniques of strategic planning. Apply operational setup for SME banking unit. Define SME customers product needs and successful clients product management. Identify tools of marketing and delivering SME products and services. Determine major risk and how to mitigate it in SME banking. Certificate Outline Module 1: Strategic Planning for SME Banking Definition and Segmentation of the SME Market Introduction to the Strategic Planning Process The Target Main Components of a Strategic Plan Situation Analysis The Path Main Components of a Business Plan Tips for Successful Planning Module 2: Operational Setup for SME Banking The operating model The work flow From theory to implementation Module 3: Product Development for SME Banking Introduction to Project management Product/Service Segmentation and Targeting New products, Services Development and Design for SME Banking. Building a Competitive Product & Service Range for SME Banking. Key Success Factors for SME Product Development (workshop) Module 4: Marketing and Delivery Channels for SME Banking SME market size Market potential and marketing mix Structuring SME sales efforts SME information technology The profile of an entrepreneur and SME client education Module 5: Risk Management for SME Banking Background trends in risk management (RM) SME banking RM The difference SME banking RM The tools SME banking RM Making it happen International Exposure A study tour will be organized to one of the advanced countries in the SME Banking who do apply SME international best practices. Learned lessons and success stories will be adopted to the Egyptian environment.

17 Assessment Strategy: Participants will be assessed based on participation (interaction and group exercise) and an individual assessment through a written test after each module. Participants will also be required to submit a project in one of the designated areas of study that will be presented and assessed by a panel of SME Banking experts. Upon Successful Completion of this Certificate, participants will obtain: 9.2 Quarter Credit Hours Certificate Language: English Prerequisites: Minimum three years of banking experience Prior credit and financial analysis training available at EBI or equivalent from another reputable training institute Good command of English Small & Medium Enterprises Certificates

18 Small & Medium Enterprises Certificates Credit and Risk Certificate for SME Bankers Certificate Hours: 174 Certificate Code: Target Audience: Bankers with current or potential SME responsibilities. Certificate Description The Credit and Risk Certificate for SME Bankers is a unique certificate that includes both; the core credit knowledge and concepts needed by creditors with special focus on small & medium enterprises and their related risks. The Credit and Risk Certificate enables bankers to get acquainted with the learning process by empowering participants to think broadly, manage globally and compete strategically. This certificate focuses on all aspects of Banking Credit whether short-term, medium-term or long- term, it also enables them to understand lending techniques for effective credit decisions. It is a vital certificate for those who work in SME credit departments in banks and financial institutions, as it incorporates the concepts and knowledge creditors need to be familiar with the credit environment. Moreover, this certificate will allow the participants to understand the role of risk management within a modern financial institution and gain an overview of the main approaches used to measure credit, market and operational risks. Particular emphasis will be given to the various approaches proposed in the new Basel accord. Certificate Objectives Explain basic concepts of economics, fundamentals of accounting and financial statements. Describe how to take a credit decision through lending rationales, cash flow statement analysis and projections. Define the small and medium enterprises with special focus on business models of Small and Medium Enterprises Banking. Explain Small and Medium Enterprises credit risk ratings and discuss how to mitigate and manage Small and Medium Enterprises credit risk. Apply real life case study for small and medium enterprise lending. Certificate Outline Module 1: Foundation Principles of Accounting Introduction to Economics Module 2: Core Credit Industry Analysis Financial Statement and Ratio Analysis Lending Rationales Cash Flow Statement Mechanics and Analysis Cash Flow Projection / Assumptions SMEs Finance and Valuation Managing Remedial Advances Real Life Case Application Facilities Structure and Report Writing Trade Finance Legal Applications Module 3: Small and Medium Enterprises Introduction to Small and Medium Enterprises Banking Strategy and Business Models for Small and Medium Enterprises Banking New Market Opportunities Managing the Small and Medium Enterprises Customers Products and Service Strategies for Small and Medium Enterprises Banking Sales and Delivery Channel Management Module 4: Risk Management Credit Risk Management for Small and Medium Enterprises Lending Risk Management Tools Basel III Agreement Obligor Risk Rating Credit Scoring Model

19 Module 5: Applied International Best Practices in SME Banking Case Study International Best Practices in Small and Medium Enterprises Banking Case Study Application Assessment Strategy: Participants will be assessed based on participation (interaction and group exercise) and an individual assessment through a written test after each module. Participants will also be required to submit a project in one of the designated areas of study that will be presented and assessed by a panel of SME Banking experts. Upon Successful Completion of this Certificate, participants will obtain: 13.8 Quarter Credit Hours Certificate Language: English/Arabic Prerequisites: Minimum three years of banking experience Prior credit and financial analysis training available at EBI or equivalent from another reputable training institute Good command of English Small & Medium Enterprises Certificates

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