The banking Academy
The Asian Banker Diploma in SME Banking
17-18 October 2012
Venue to be confirmed,, Jakarta

Ensure watertight compliance to Basel III regulatory requirements whilst increasing competitive advantage

Maximise your market share through successfully meeting the fast-growing financing requirements of the SME client in the buoyant Chinese economy.

SMEs form the backbone of a growing economy such as that of Chnia. With the slowdown in Europe, local demand both nationally and regionally has become increasingly important to economic expansion and SMEs have an ever-more important contribution to make to this boom 

SMEs all over China are willing and eager to take up the challenges, expand their operations and meet the demands of the increase in wealth. Naturally, in order to develop their businesses these SME operations need to have the appropriate funding and financial backing and it is something that they are crying out for across China. Thus, the profits to be made for banks in meeting the avalanche of demand for SME financing are absolutely astronomical. 

The Asian Banker has designed a comprehensive training programme to equip senior bank management with the information necessary to meet the financing needs of today’s increasingly ambitious Chinese SME.

Through this intensive 2-day course, attendees will come away with the necessary expertise to better tailor their service offering to the individual needs of their diverse range of SME clients through in-depth customer segmentation. In order to gain maximum profitability from their activities, attendees will explore in detail the complexities and risks involved in SME banking along with strategies for undertaking comprehensive feasibility studies of clients’ projects. 

The development of a comprehensive and innovative portfolio of products and services will be also under intense scrutiny along with the most competitive pricing of these offerings. 

The format of this 2-day intensive training course will be a mixture of interactive exercises and scenarios, group discussions, real case studies, focused tuition, and practical problem-solving.

• Each section of this comprehensive programme will be supported by individual and group exercises and case    studies

• Limited class size: Class size is limited to 30 delegates to ensure effective one-to-one interactivity
This programme is designed to achieve the following goals:
•Customer segmentation: Identify the individual needs of your SME clients
•Conduct a thorough financial analysis of your SME client
•Develop products tailor-made to the specific needs of your SME clients
•Conduct in-depth feasibility studies for your SME clients’ financing demands
•Effectively manage and mitigate risk in your SME financing business
•Benchmark the scope and competitiveness of your product offering within the market place
Directors, Heads & Managers responsible for:
•SME Banking
•Corporate Banking
•Business Banking
•Commercial Banking
•Retail Banking
•Product / Business Development
•Relationship / Account Management
Day 1 - Thursday, 5th July 2012, Jakarta
8.30-9.00 Registration
9.00am SME customer segmentation: Identifying the individual needs of your SME clients
• A macroeconomic overview of today’s environment and the implications for the development   of the SME
• Examining the role of the financier in the development and growth of the SME
• Methodologies for accurate credit scoring of an SME
• Data gathering and usage for effective credit scoring
• Marketing and branding your financial institution to the SME market
Interactive discussion: What does the SME require from their bank and how can we best provide it?
  Coffee break
  Conducting a thorough financial analysis of your SME client
• Understanding the corporate structure and make-up of the SME
• Overcoming the intricacies and complexities of analyzing varying types of financial    statements
• Maximising your information sources:
   - Borrower
   - Suppliers
   - Customers
   - Others
• Examining the cash flow cycle and its relevance to:
   - Growing companies
   - Working capital
   - Product design
• Ratio and cash flow analysis
Practical exercises in financial analysis of SMEs
12.30-2.00 Lunch
  Developing products tailor-made to the specific needs of your SME clients
• Determining the most appropriate financing tools and structures for your SME clients’ needs
   - Loans
   - Credit cards
   - Commercial and residential mortgages
• Identifying and meeting the insurance needs of your SME clients
  Tea break
  Developing products tailor-made to the specific needs of your SME clients (Continued)
• Cross-border solutions and advisory services
   - Mitigating FX exposure
   - Trade and supply chain finance solutions
• Developing and providing effective cash-flow and liquidity management solutions
• Refinancing solutions
Case studies and interactive discussion on SME product development
5.30pm End of Day One

Day 2 -Friday, 6th July 2012,Jakarta
0830-0900 Registration
9.00am Strategies for conducting in-depth feasibility studies for your SME clients’ financing demands
• A holistic examination of the project cycle concept and the implications for your SME financing strategies
• An analysis of the importance and nature of feasibility studies.
• Establishing the basic elements of any feasibility study
• Exploring the factors that determine what makes a financially sound business plan
   - The technical factors
     - Location
     - Environment
     - Raw material
     - Technology
     - Organization
     - Human resources
Evaluating the financial health and structure of the project
   - Financial statements
   - Financial analysis
   - Methods of evaluation and sensitivity analysis
Practical exercises in SME project feasibility analysis
  Coffee break
  Effectively managing and mitigating risk in your SME financing business
• A scrutiny of the key risks banks are struggling with in SME finance
   - Competition risk
     - How does an SME create and maintain a sustainable competitive strategy?
     - How do we evaluate the strategy?
   - Business risk
   - Management risk
• How capable and experienced is the management team?
12.30-2.00 Lunch

Effectively managing and mitigating risk in your SME financing business (Continued)
• Key considerations in managing your overall SME portfolio
     - Correlation risk
     - Market risk
     - Interest rate risk
• Collateral management as a risk mitigation tool
• What constitutes good appropriate collateral
• Determining the cost of funding
• Calculating liquidity ratios
Lessons learnt from practical case studies in successes and failures of risk management in SME financing

  Tea break
  Benchmarking the scope and competitiveness of your product offering within the market place
• Determining the most appropriate channel distribution strategies for targeting your SME    clients
     - Branch banking
     - Internet
     - Mobile banking
• Creating and providing valued-added services to your customers
     - Financial education and training
     - Advisory
     - Business information
• Best-practice strategies for identifying and managing SME problem loans
Interactive discussion and evaluation of the key features of the course proceedings
5.30pm End of Day Two

Chris August has over 30 years’ experience in international banking and has held senior executive positions all over the world including at National Westminster Bank’s international division, the Merchant Banking Division of The Saudi British Bank (HSBC affiliate) and Deputy General Manager of a Kuwait-Bahrain consortium bank responsible for credit and marketing, treasury, investment, operations and administration.

In 1992, he set up a banking consultancy in London, Banking Solutions Limited (, and has since been involved personally in assignments across the globe. As a consultant for the European Commission, he worked to merge three credit institutions in Palestine, and converted the resulting fund into a development bank, for both of which he was CEO for 6 years. The main business of the bank was lending to small and medium enterprises (SMEs). Chris established all the policies and procedures for SME lending and trained all the relevant employees.

More recently, he has worked for the British Government in Iraq in Basra Province to increase access to credit for SMEs, establishing the parameters for a regional SME loan fund in Basra. He has worked to assist UNIDO in the establishment of an SME fund for the whole of Iraq, and in formulating an Iraq agricultural credit scheme for an EU government. He also worked in Baghdad on a World Bank assignment to restart an SME fund of US$ 100 million for the Iraqi government. He is a regular speaker at SME finance conferences, and has also carried out numerous training workshops in SME finance in the Middle East and Asia.

This is one of the best-designed diploma programmes to provide Asian financial institutions with the tools and expertise necessary manage their liquidity to ensure maximum competitiveness and watertight liquidity risk mitigation.

Register today by completing the registration form below or contact Mr Gerald Rubio tel: +65 6236 6514 or email for more information.

Forthcoming Training Courses

What previous attendees say:

"A very engaging seminar. (The trainer) definitely knows his stuff. An experienced / knowledgeable lecturer. Case studies were interesting. Very helpful / relevant in my work"
Vice President, Commerzbank