By the end of this course, delegates will be able to:

• Demonstrate the basic concepts of small and medium enterprises.
• Explain the different requirements of financing small and medium enterprises.
• Apply funding mechanisms for small and medium enterprises.
• Identify risks associated with lending small and medium enterprises.
• Elaborate the modern principles in marketing and sale of financial products.

Module 1:

Basic Concepts of Small and Medium Enterprises

• Definition of small and medium enterprises
• Characteristics of small and medium enterprises
• The strategic importance of small and medium enterprises
• The characteristics of entrepreneurs
• Challenges facing small and medium enterprises
• The basic requirements of financing SMEs

Module 2:

Requirements of Financing Small and Medium Enterprises

• How to communicate and deal effectively with the borrowers
• The general rules of financing small and medium enterprises
• The general framework of credit analyses
• The credit worthiness and determining financing gaps
• The elements of the credit study
• Loan cycle

Module 3:

Mechanisms of Financing Small and Medium Enterprises

• Design and implement the full loan cycle
• The executive mechanisms of loan cycle
• The role of risks and management information systems in the loan cycle
• Identify and measure profits
• The difference between corporate and small and medium enterprises
• The different financing tools for small and medium enterprises

Module 4:

Risks of Financing Small and Medium Enterprises

• Types of banking risks
• The factors that affect the increase in credit risks
• The method of credit risk management
• Analysis of small and medium enterprises risks
• Loan portfolio risk management for small enterprises
• Reading management information systems reports (MIS reports)
• Impact of risks on portfolio profits

Module 5:

Principles of marketing and Sale

• What is marketing?
• The factors that control markets
• Elements of the marketing mix
• Principles of distinguished sale
• The most important elements of sale art and sellers types

Assessment Strategy:

Participants will be informally assessed on their interaction during sessions; their participation in-group exercises

This course is directed to all staff working in retail banking or officials responsible for dealing with loans of small and medium enterprises, in banks or institutions.