The banking Academy
Small Business Banking Executive Programme 2013
14-15 November 2013
Traders Hotel, Singapore
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Small Business Banking Executive Programme is designed to sharpen the skills of senior executives by giving a better understanding and instinct of SME business and an overview of how supply chains are evolving at the level of different business industries. 



Making Small Businesses a Cornerstone of the Banking Industry

The Asian Banker is proud to launch the region’s first and most comprehensive training program on Small Business Banking.

Anchored by two of America’s leading trainers in serving small business customers, the training is designed to up-date senior bankers in Asia with leading edge thinking in the areas of credit, marketing, product development and the balance sheet of the business.

Small businesses are the veins and arteries of the economy. Millions of imaginative, hardworking and self-motivated individuals respond creatively to the demands of the economy in the respective countries we come from.

But serving the community requires considerable and specific skills, as well as an instinct for this business. It also requires an understanding of how technology and innovation can be used to succeed in this fierce competition for the business of the small customer.

Where banks are failing small businesses today, new forms of financing services are coming in to take the place of
traditional players. More important than selling credit, banks have to learn how to sell a sense of community and mutual support.

This training is designed to answer all of the above areas of concerns. This is the premier training event of its kind for the banks, insurance companies and other financial service providers that are serious about succeeding with this customer base.

The Objectives

• To capture product innovation and trends in small business banking
• To sharpen the instincts for the balance sheet of small business customers
• To keep up with the new trends, technologies and innovations in global supply chain shaping this customer base
• To speak with small businesses themselves in focus group settings.

This training program is designed for practitioners wanting to constantly improve their small business banking products and services in highly competitive markets:

• CEOs of banks with a renewed focus on small business banking
• Senior executives of small business banking
• Senior executives of retail banking tasked with overseeing small business customers
• Senior executives of wealth management tasked with overseeing small business customers
• Senior executives of corporate banking tasked with overseeing small business customers
• Senior strategic planning executives tasked with building a small business banking
• Senior credit managers tasked with building a credit management capability for small businesses.
• Senior product managers

This programme does not require accounting training, but all business owners should have the instincts for managing details.

Small Business Banking Executive Programme 2013
Tuesday, 22nd October 2013
09:00 – 10:30 A review of emerging global best practices in small business banking

The opening session will feature and review successful small business banks and initiatives from around the world. The session will be anchored by the faculty members, and feature presentations from The Asian Banker Research reviewing case studies and critical success factors of successful small business finance initiatives from around the world.
10:30 – 11:00 Coffee break
 11.30-12.30

Focus group sessions with small business owners

“How can banks and other financial service providers serve us better”

The faculty will conduct a no-bars-held interview with exceptional small business owners from Singapore. The faculty will draw out how these businesses grew and how financial services were important in the process. They will also share their insights into how banks, insurance companies and others can serve them better. The session will set the tone for the rest of the training in a way to reflect real life examples.

Invited panelists include:

  • Nicholas Chan, MD, Fredrik Marine
  • Adrian Khong, owner, Jewel Coffee
12:30 – 13:30 Lunch
  Breakouts designed to cover a wide range of tactical areas – each breakout will be anchored by one of the two faculty members
13:30 – 14:30 The transaction account of a small business customers

The transaction account is the first glimpse that any financial institution has of a small business customer. But what does it tell us? What should it tell us? What can we assume about the customer’s financial position and how do we build on that account? How indicative is it of the cash flow of the customer’s business? What are the red flags that are discernible from a transaction banking account?
Small business and debt collection

When it comes to seeking recourse from a failing small business, legal recourse has to always be augmented with other measures. The focus should be on rehabilitating small businesses in trouble so that the value to the community as a whole is preserved. But exactly what checks should be in place?
14:30 – 15:00 Tea Break
15:00 – 16:00 Tackling the leasing business
 
Leasing is the point of entry into the small business banking for many financial institutions. However, the leasing business projects many unique technicalities that need to be overcome by the bank in order to serve this specific customer base. What are the advantages and disadvantages of leasing?
Capital formation and investment options
 
What are the options for small businesses to raise required funds? Small businesses are a source of strong and sticky deposits. Financial
service providers have to be proactive in helping customers maximize their investment options. But what are they really interested in, and what are the money making opportunities?
16:00 – 17:00 Closing dialogue: Understanding the stages of business life
 
Every SME will go through different stages throughout its life.  To effectively market to SMEs you need to understand where the business is in its life cycle.  This workshop will list the characteristics, challenges and needs of businesses as they grow over time.  Discover when they need credit, when they need cash management services and when they need other fee-based services.  Learn where a company is most volatile, where it is considered fundable by financial institutions and where maximum value occurs in a SME.  To design a strategic approach to capture the SME market; financial institutions need to design products/services that address different SME needs throughout its life cycle. By capturing and maintaining a SME's business, you can begin to make small business banking the cornerstone of banking.
17:00 – 18:00 Faculty interaction cocktails

An opportunity for the faculty, speakers and delegates to interact with each other and complete unfinished conversations from the rich contents covered during the day.

Small Business Banking Executive Programme 2013
Wednesday, 23rd October 2013
09:00 – 10:00

Reading the balance sheets of small business by types of businesses 
 
The inferences the inferences that can be drawn from the balance sheet of small businesses is perhaps the most important skill that a financial services provider can develop. Continuing from the previous day’s session on reading the transaction account as well as credit risk management, this session will explore the elements of assessing small businesses by types of businesses and industry categories. Balance sheets tell us a lot about cash flows, assets and the long-term sustainability of a business. To run a successful banking business for small enterprises, financial institutions have to extrapolate the skills to an industrial level where they are able to assess thousands of accounts safely.

10:00 – 10:30  Tea/Coffee break
10:30 – 11:30 Working with government incentive schemes

In this opening session of the second day, we will discuss the work of government agencies in different countries and debate loopholes and implementation issues in government schemes
designed to facilitate small businesses. The session is designed to discuss the limits of such schemes that financial institutions can help bridge. It helps financial services providers to think about their own role in achieving government policies.
  Breakouts designed to cover a wide range of tactical areas – each breakout will be anchored by one of the two faculty members
11:30 – 12:30 Understanding asset financing patterns

Businesses will develop a need for three dominant types of assets, which create a different financing pattern.  To work properly, SMEs bankers need to understand the different asset financing patterns; and how to structure their financing adequately.  Discover the consequences of mis-financed balance sheets and discuss what are some the alternative sources of funds available to SMEs.
Mobile banking

Mobile banking is becoming a game changer in delivering customer satisfaction and ensuring customer retention. What are some of the best practices that we can identify from existing mobile-based services available today? What more can be done? What are some of the trends in mobile technology that financial services players should take into account in mapping their own technology direction?
12:30 – 13:30  Lunch break
13:30 – 14:30 Small business & international trade finance

In many Asian countries, trade financing is where the relationship starts with small businesses. Some banks have been able to take this service to new heights by investing in real time and seamless infrastructure. Other banks use white labeled services of the more developed banks. Insurance options can also be linked to trade finance.
Credit risk management

The credit risk department of a traditional bank is usually designed for either consumer lending or corporate borrowing. Small businesses lending is not, as assumed by some, a mix of both. It requires a different treatment that every bank has to design for itself. This session will explore infrastructure such as credit scoring for small business customers, the credit approval process as well as capital allocation under Basel III.
14:30 – 15:00 Tea/Coffee break
15:00 – 16:00 Organising the sales force

At the end of the day, building the asset book is about sending sales people out to seek and secure the business of the SME customer. How should banks configure their sales teams? Where should they sit? In the branches or in a centralized team? How should they build their relationships and what should their overall duties include, in order to provide exceptional service to ensure customer retention?

Foreign exchange, payments and trade

Increasingly, more small businesses are international from the day they start. Some have customers overseas and others have on-the-ground operations in more than one country. There is considerable value add to be demonstrated by financial institutions that are able to help small businesses hedge their
foreign exchange trade and payments needs.

16:00 – 17:00 Capturing the imagination of small businesses today

In this closing session, we let our imaginations fly. How should your bank be optimally organized to serve the small business customer today? Behind all branding efforts is the importance of having in place the necessary risk functions, product focus and customer targeting that will enhance a believable branding in this industry. While focusing on how the financial institution projects outwards, the session brings together all the elements covered in the two days.
  End of The Small Business Banking Executive Programme
*Please note that the attendees are in various stages of invitation and confirmation. An updated list of participants will be provided as these are available.

The faculty for this programme is made up of two of the most experienced bankers serving as teachers, facilitators and mentors as well as the subject matter experts from the U.S. Both trainers have over 65 years of collective experience providing consulting and financial management training to staff members of financial institutions and business owners in every state in the United States and abroad. They have served as bank officers as well as bank, credit union, and business financial consultants. In addition, they have owned and operated several of their own businesses and been involved in a number of corporate finance and business acquisition consulting exercises.

James R. Devine
Faculty at Stonier Graduate School of Banking
Former VP, Seattle First National Bank

Devine spent over 10 years with Seattle First National Bank and Bank of America where he served as VP and manager of both Trust Business Management Services and Business Advisory Services. He served as the EVP and manager of acquisitions for DLW Enterprises, CEO of Monitor, and a national institutional furniture manufacturing business. Devine was a senior consultant with Management Advisory Services, which merged into Moss Adams where he consulted to hundreds of banks and has trained thousands of lending officers and business owners throughout the world. He has testified as an expert witness regarding business financial management and valuation issues in both state and federal courts. For the last 15 years, Jim has facilitated the Managing Business Banking curriculum at the Stonier Graduate School of Banking.
Robert J. Hogan
Faculty Chair California Bankers Association Commercial Lending School
Former VP, Seattle First National Bank

Formerly a banker with Seattle First National Bank and Bank of America, Hogan served 10 years as the national training manager with Management Advisory Services, a nationally known training and consulting firm with bank and business clients located throughout the world. He designed educational curriculums, consulted to banks, and trained thousands of lending officers, business owners and accountants throughout Asia, Africa, Eastern Europe, and the US. Hogan has co-authored two books on small business management, and has developed/designed and serves as a lead facilitator for numerous state banking schools. He is a frequent speaker at national trade conventions and serves on the faculty for numerous corporate training schools for dealer networks.

 

The Small Business Banking Executive Programme is the region’s first and most comprehensive annual training conference on Small Business Banking. Limited places available for 30 participants only.

The fee per participant is US$3,800 per delegate and it includes the following deliverables:

  • All required reading materials
  • Conference facilities include all breakfasts and lunches during the training/sessions
  • A participation certificate issued by The Asian Banker

*For multiple delegates registration, please contact Gen Amorin at email: gamorin@theasianbanker.com or tel: +65 6236 6529

For delegate registration, please contact:
Genadeth Amorin
Tel: (65) 6236 6529
Email: gamorin@theasianbanker.com

For more details about the programme, please contact:
Gerlinde Gerber
Tel: (86) 10 5869 4641
Email: ggerber@theasianbanker.com

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What previous attendees say:

"It was a great introduction to derivatives"
Systems Analyst, Schroder Investment Management