Details
• Risk identification and analysis
•SME credit analysis
• SME prospecting and sales
• SME client management By completing the course participants will become bona fide, successful SME bankers.
»» SME Relationship Managers;
»» Loan Officers; Credit Analysts;
»» Branch Managers;
»» Regional Managers;
»» and other customer facing staff of banks that
are either down-scaling from corporate to SME
banking or up-scaling from micro to SME lending.
1. Distinguish how the assessment of SMEs differs from large corporates and micro-enterprises.
2. Assess risks and mitigants in an SME business.
3. Focus on the most important criteria in conducting due diligence on SME loan applications.
4. Interview SME loan applicants and clients so that necessary information can be obtained.
5. Carry out credit analysis thoroughly and prudently.
6. Identify good prospective SME clients and successfully make them clients of the bank.
7. Properly monitor existing SME loans/clients, and identify “red flags” that might indicate a problem loan.
Outline
5 C’s
1. Types of business risks and mitigants
2. Description of a good SME banker
3. Basic types of loans
4. Suitability of loans
5. Acceptable and unacceptable loan purposes
6. Analysing the loan application: the 5 C’s of credit (Capacity, Character, Capital, Collateral & Conditions)
7. Judging Character (the most important ‘C’ for SME lending)
8. Minimum acceptance risk criteria
9. Interview with the SME loan applicant
10. The Asset Conversion Cycle
11. Statement Logic
12. Tools required for financial analysis of SMEs
13. What to consider when analyzing ratios
14. Impact of accounting methods on ratios
15. Spreading financial statements
16. Liquidity ratios
17. Efficiency ratios
18. Financial leverage ratios
19. Coverge ratios
20. Negative indicators for ratios
21. Cash flow statements
22. Tools for measuring cash flow
23. Direct Cash Flow Statement
24. Mechanics for constructing the Direct Cash Flow Statement
25. Analyzing the Cash Direct Flow Statement
26. Assessing the viability of an SME, i.e., ability to generate cash and repay its obligations on a timely basis
27. What is selling, and why sales skills are so important?
28. Prospecting: how to identify and research SME prospects
29. How to contact prospects, telephone questioning techniques
30. Interview techniques, the use of open ended questions
31. Background questions
32. Determining the prospect’s needs
33. Determining which bank products/services meet those needs
34. Overcoming objections
35. Closing a sale
36. Do’s and Don’ts for Reviewing the Applicant (SME
owner) and the Loan Application
37. Do’s and Don’ts in Monitoring an Existing Loan
Built upon the strong experience in the manufacturing sector, which its founders developed in Sweden during the 90’s global expansion, LEORON evolved into the dominant training institute that offers a comprehensive set of training and development solutions.
All across the EMEA region, we’ve gained a reputation by transferring knowledge in all strategic corporate functions, including corporate finance, HR, SCM, operations, and engineering. Today, we are globally recognized as one of the leading providers of US-certified programs. We offer certifications from the most notable American institutes, such as ASQ, APICS, IACCM, IIA, PMI, IABFM and much more.
LEORON’s mission is to help our worldwide clients boost their competitiveness by improving the competency levels of their employees through top quality training and development solutions delivered by unrivaled global experts and facilitated by the best training managers in the industry.
Whether our clients are facing difficulties re-organizing their brand, equipping their workforce with an extra set of skills or aiming to assess competencies within an existing structure, our development planning is a great solution. Through powerful content, gamification, and applied learning, we’ve established a great way of building professional skills and competencies, be it with public, in-house, or online courses. ...
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