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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 bank 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  
  Branch and 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 e corrective measures
 The reality of a small business  
- Sales cycles and seasonality  
- Invoicing  
- Internal and external pressures 
- Market and sector influences
 Guarantees and collateral: valuation and recovery of 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  
     
   
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