4 Day Masterclass in SME BANKING

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1 4 Day Masterclass in SME BANKING - Banking relationship with small and medium-sized enterprises - Improving access to finance for the underserved Venue: Park Inn by Radisson Hotel Apartments Al Barsha, Dubai, UAE Dates: July 2017 Course Duration - 4 Days Non residential Delivery Type: Group Live Duration: 4 Days Pre-requisites: Participants should understand the basics of credit and financial analysis, and have some exposure to SME lending. Organised by For more information, please contact us Bricsa Events Marketing Team marketing@bricsaevents.in Tel: ; Fax:

2 Course Information Clive Wykes Expert Trainer Born in Belgium Clive is of British nationality. He was raised and educated both in England and Belgium, where he graduated from the University of Louvain (UCL) in Belgium, with a Masters in Applied Economic Sciences. From 1973 to 1991 he developed his career in banking with American Express and Chase Manhattan Bank. During those years he covered many areas of banking of which credit and marketing, risk management, product development and management, budgeting / MIS and strategic planning as well as general management. He was exposed to local and international markets in Retail Banking and Corporate Banking (SMEs, large global corporations and Institutionals). He had management responsibilities at departmental level and General Management responsibilities included CEO - Country Manager Chase Belgium and EMEA Sales Executive Risk Management Products. In 1991, he founded a Management Consultancy firm, PI Consulting SA Belgium, and developed his business with large European financial institutions. In 2008 he founded BC&T Ltd in Mauritius to take over the consulting and training activities of PI Consulting SA, Belgium and focused primarily on emerging countries and banks, while maintaining his activities in Europe, the Middle East and Asia. He has had consulting mandates with banks such BNPP, AXA, Barclays, Soc Gen, FNB, BBS and many more. He has collaborated with large solution vendors (Teradata, CSC, SAS ) in risk management, compliance and IFRS solution design as well as client valuation and management solutions. A substantial part of the consulting with solutions vendors and integrators was for retail banking solutions and retail bank restructuring. Clive is on the Advisory Board and Executive Board of Sovereign Bank Int l, St Lucia. Clive has worked in over 65 countries around the world, with banks and other financial institutions either as project manager in management consulting assignments or as training course director. Clive has also had a number of teaching assignments of which: : Boston University (Brussels) : Financial Risk Management 1988 : Université Libre de Bruxelles (Solvay) : The New Derivative Financial Products 1998: Nijenrode University : Derivative Products in their MBA programme : University of Saint Louis in Brussels : Credit Risk Management MBA course IN-HOUSE If interested to run this course in-house please contact Shruti Dalvi at or e mail: shruti.dalvi@bricsaevents.in

3 Who Should Attend The course applies to general managers, regional managers and experts in the field of SME lending from developed and emerging markets General Managers and regional managers Heads of regional businesses and branches 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 Banking and strategy consultants Human Resources and Training Head of SME Banking Heads of Marketing Head of Business Banking Head of Development Banking Head of Emerging Markets Head of Commercial Bank Distribution Heads and SME Specialists Head of SME Product Development Pre-course questionnaire To ensure that you gain maximum benefit from this course, a detailed questionnaire will be sent to you to establish exactly what your training needs are. The completed forms will be analysed by the course trainer. As a result, we ensure the course is delivered at an appropriate level and all the relevant issues will be addressed. The comprehensive course material will enable you to digest the subject matter in your own time. Course Overview Taught by an internationally experienced banking executive and management consultant, this course is designed to give delegates a comprehensive overview of how to build a successful SME banking strategy and how to raise the performance of their institution and applies to banks in developed and emerging markets. Develop the skills and competencies of SME bankers in the main management domain of an SME focused bank. The course will highlight the differences between SME Banking and Wholesale Banking or Retail Banking and discuss the product and relationship management challenges for this market. The training will review all the management domains required to manage an SME bank including sales & marketing, products and services including risk and relationship based pricing, risk management (credit, market and operational) and the compliance constraints that influence the SME Bank activities. The participants will gain a deep understanding of how to maximize the performance of the bank and develop the SME market profitably. We will discuss key success factors and challenges and suggest tools and methodologies to enhance the effectiveness of the SME bankers. Programme Feature Lending to SME customers presents one of the greatest opportunities for commercial banks to pursue growth and profitability; at the same time it ties up a large amount of economic capital and represents substantial credit risk. Taught by an internationally experienced banking executive, this course is designed to give delegates a comprehensive overview of how to build and implement a successful SME banking strategy and how to raise the performance of their institution. It applies to banks in developed and emerging markets. The course will teach you how to use the planning process to set goals, to control costs and to increase the profitability of clients. The course focuses on the needs of SME customers, defines their product requirements and discusses efficient client relationship management. In addition, it trains on successful sales channel management, optimised client relationship management approaches, the introduction of new products and service. The concept of relationship based and risk adjusted pricing using appropriate risk costs, under economic capital constraints and hence with RAROC and EVA performance focus, will be discussed in case studies and workshops. The course will give hands-on examples of how to create value by implementing efficient credit decisions and creating up to date rating and scoring systems. Through examples the programme shows how qualitative and quantitative ratios are applied to examine the credit worthiness of clients and transactions. Finally, participants will assess the main risk factors in SME banking; they will learn how to mitigate these risk factors and how to use an effective portfolio management. This programme draws on the knowledge and practical experience of an internationally experienced executive who has worked for some of the largest institutions in the world and supported large and small financial institutions as a management consultant. For more information, please contact us Bricsa Events Marketing Team marketing@bricsaevents.in Tel: ; Fax: The training will use teaching methods based around lectures, case studies, practical exercises and class room discussions. The course will use real life case studies and examples to develop delegates understanding of all aspects of SME banking, client management and risk management issues. Participants will learn to apply the key principles of successful SME banking to different real life situations and adopt an action plan for their own institutions.

4 4 Day Masterclass in SME BANKING July 2017 Dubai, UAE Course Agenda Course Timings Registration will be at 0830 on Day One. Course will commence at 0900 and conclude at 1700 daily. Two refreshments and one lunch will be served. Welcome and introduction Programme overview Delegates expectations Module 1 The Foundations The Foundations The SME market and its core role in economic development SME definition and market segmentation SME Banking business models SME contribution to profitability and value SME bank strategies and management domains Module 2 The SME Market The SME Market Dynamic multi-dimensional segmentation Product requirements SME internal competencies and required support SME business and financial risks SME financial reporting Module 3 SME Banking Products SME Banking Products Credit products Deposit and investment products Transactional banking Module 4 SME Marketing and Relationship Management SME Marketing and Relationship Management Sales and distribution strategies Product push versus product pull strategies Multiple distribution network (branches, other) Marketing campaigns versus relationship management Role and responsibilities of the Relationship Manager RM Key Performance Indicators Product Sales (push) versus Consultancy Sales (product pull) strategies. A role play simulation where participants are divided into 4 groups (2 SMEs and 2 Banks) to discuss and offer financial solutions related to an SME loan application.

5 4 Day Masterclass in SME BANKING July 2017 Dubai, UAE Course Agenda Module 5 SME Credit Risk Management SME Credit Risk Management Credit Process Credit Risk analysis, scoring and rating models Credit facilities and collateral structuring Credit management through the credit contract life Event Based Credit Management Management of collections and past dues Credit Risk Compliance constraints (Basel 2 & 3) i. SME credit scoring and rating: description and discussion of an Excel based scoring application (developed for training purposes, not for implementation) ii. Compliance exercise: projection of Capital Adequacy compliance as a function of SME segmentation and SME portfolio constructions, with analysis of RAROC impacts. Module 6 SME Market Risk Management SME Market Risk Management Interest rate risks definitions and management Liquidity risks definitions and management Impact on the SME banking products Compliance (B2 & 3) constraints Definition of FTP strategies and impact analysis on product profitability and product/ bank competitive positioning. Based on an Excel spreadsheet analysis. Module 7 SME Operational Risk Management SME Operational Risk Management Operational risks definitions and management Impact on the SME banking processes Compliance (B2 & 3) constraints Module 8 SME Relationship Profitability and SME pricing SME Relationship Profitability and SME Pricing Pricing SME products (loans, deposits, transactions) Risk Based pricing Relationship based pricing Relationship profitability and Value Module 9 SME Bank Profitability and Value SME relationship profitability and SME pricing Profitability analysis, the ROE and RORAC analysis Value analysis, EVA and DCF analysis Key Performance analysis The SME Bank Balanced Scorecard Risk and relationship based product pricing. Decomposition of pricing variables and optimisation based on the contribution to the bank s RAROC targets (hurdle rate). Based on an Excel spreadsheet pricing model. Case studies and workshop The taught sessions will be interspersed by exercises and case study materials (including copy of the Excel spreadsheets will be supplied to the participants during the training) which is designed to give delegates practical experience of how to implement the principles and associated processes and procedures for the benefit of their respective organisations. Please bring your laptop to the courses; To take advantage of the hands-on exercises. Summary and Conclusion

6 4 Day Masterclass in SME BANKING JULY 2017 Park Inn Hotel Apartments, Dubai, UAE Course Duration 4 Days Sales Contract Please write in BLOCK letters DELEGATE DETAILS COMPANY DETAILS Company Address: City: Tel: Country: AUTHORISATION Name : Position : Date : / / Signature* : I/we hereby confirm to the above and authorise our participants. * This booking is invalid without signature. COURSE FEE: Course fee will cover training materials, luncheon and refreshments for the respective training days. This course is non-residential hence participants need to take care of the accommodation and logistics separately. For accommodation you may contact us to get a special rate at the venue. BOOK EARLY SAVE US$ 400 Early Bird Discounts Register before March 15, US$3790 Register before May 15, US$3990 Final Price.US$4190 Group Discounts* 3-4 Delegates 10% 5 Delegates 15% *please note that all group discounts are given on the final price Easy ways to Register TERMS & CONDITIONS 100% payment of the full amount upon receipt of the invoice. All cancellations must be done in writing. Full refund for cancellations will only be paid to a maximum of one week from the invoice date. 50% refund for cancellations will only be paid to a maximum of two weeks from the invoice date. No refund for cancellations done after 2 weeks from the invoice date. Substitute is always welcomed; if not possible a credit note will be given which can be used for any of Bricsa Events up to 1 year. Force Majeure/indemnity: If the event is postponed, canceled or abandoned by reason of war, fire, storm, explosion, national emergency, labor dispute, strike, lock-out, civil, disturbance, actual or threatened violence by any terrorist group, or any other cause not within the control of our organization, we shall be under no liability to Company for non-performance or delay in performance of obligations under this contract or otherwise in respect of any actions, claims, losses (including consequential losses) costs or expenses whatsoever which may be brought against or suffered or incurred by Company, as the result of the happening of any such events. Complaint and Refund: For more information regarding administrative policies such as complaint and refund, please contact us at: Tel: , Fax: , marketing@bricsaevents.in Governing Law: This contract shall be governed by and construed in accordance with the Laws and Regulations of India and the High Court of Bombay shall have exclusive jurisdiction without regard to conflict of law provisions.

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