Course Outline:

Module 1: Understanding the SME Banking Landscape

• Defining SMEs: Classifications and economic roles

• Key challenges faced by SMEs in accessing finance

• Opportunities for banks in serving the SME segment

• SME market segmentation and business models

• Case Study (STP Model): Targeting different SME segments for product delivery

Module 2: Credit Assessment and Risk Management for SMEs

• SME-specific credit risk characteristics

• Alternative credit scoring methods and collateral options

• Cash flow-based lending and financial statement analysis

• Managing NPLs and restructuring SME loans

• Case Study (STP Model): Creating a sector-specific credit scorecard for SMEs

Module 3: Designing SME-Focused Banking Products and Services

• Working capital and asset financing

• Trade finance, invoice discounting, and leasing products

• Non-financial services: advisory, capacity building, and market access

• Bundling services to meet holistic SME needs

• Case Study (STP Model): Designing a bundled product for women-led SMEs

Module 4: Relationship Management and Customer Engagement

• The role of relationship managers in SME banking

• Building trust and long-term partnerships

• Customer onboarding, education, and retention strategies

• Monitoring SME business cycles and needs

• Case Study (STP Model): Developing a relationship strategy for growth-stage SMEs

Module 5: Digital Innovations and Partnerships in SME Banking

• Leveraging fintech and digital platforms to reach SMEs

• Mobile banking and online lending solutions

• Ecosystem partnerships: aggregators, telcos, and MFIs

• Regulatory trends and inclusive digital finance policies

• Case Study (STP Model): Implementing a digital transformation roadmap for SME banking