Value chain and business procedures.

Marketing for small and medium enterprises (branding, market research).

Strategic analysis in banking services for small and medium enterprises.

Fundamental components of credit roles for lending institutions.

Tools and products for lending to small and medium enterprises.

Product/customer matrix for cross-selling to small and medium enterprises.

Organizing banking service/qualifications and characteristics of personnel in banking services for small and medium enterprises.

seven elements of managing risks for small and medium enterprises.

Client and product profitability.

Tools for implementing the banking services model for small and medium enterprises.

Starting point.

Effective internal communications.

Work culture

Change management.

Managing the execution process and involved parties.

Sectoral analysis of industries

Asset transformation cycle.

Credit classification and evaluation methods

Creditworthiness and credit risk classification

Qualitative analysis of customers from small and medium enterprises

Types of point-based credit assessment models for small and medium enterprises

Stages of building a point-based credit assessment model for small and medium enterprises.

Credit Lens tool for managing the credit lifecycle.

Risk management in all business stages.

Expert judgment approach for small and medium enterprises and clients.

Risk indicators and early warning signals.

.Summary

General framework for concepts of risk management models for small and medium enterprises.

Primary categories of financial risk types.

Stages of the financial risk management process.

Real-time data analysis.

Behavior Modeling models.

Understanding risk management.

Risk models: What to know about risk models.

Overview of credit risk modeling.

Challenges of credit risk models.

Introduction to Basel II regulations.

Definition of Basel III regulations.

Capital preservation reserves.

Global liquidity standard A.

Proposed stress scenario for liquidity coverage ratio.

Principles of sound stress testing and supervision.

International Financial Reporting Standard 9.

Business Models and the Expected Credit Loss Measurement Model

of loans and credit facilities/debt instruments

Measurement of credit risks and expected credit loss.

Value at Risk (VAR)

Credit risk assessment model.

CreditLens tool for managing the credit lifecycle.

Standard approach for bank stress tests.

Credit risk management tools.

Tool 1: Credit Manual guidance booklets.

Tool 2: Advisory services. Tool 3: Credit assessment - Credit Scoring system.

Tool 4: Early warning systems.

Tool 5: Human Resources and Training.

Tool 6: Inspection. Tool 7: Stress Testing.

1Tool 8: Re-negotiation package. Tool 9: Strategic planning for small

Tool 10: Risk pricing models. Tool 11: Structure

Tool 12: Change Management

Training: Risk Management Tools for Inclusive Banking Services for Small and Medium Enterprises

Summary

Concept of credit monitoring system.

Objectives and tools of credit monitoring.

Typical functional responsibilities in the credit management unit.

Stages of credit monitoring for small and medium-sized companies.

Post-execution lending monitoring.

Monitoring financing documents

Supervision of credit facility financing.

Monitoring credit information system reports (internally and externally).

Reporting requirements for loans and loan portfolios and their repetition.

Monitoring the evaluation of credit facility guarantees.

Margin of guarantee

Contract waivers.

Key risks of extended facilities under specialized operations.

Commercial papers

Export credits.

Requirements for evaluating

Monitoring the credit portfolio's safety rating.. Monitoring the credit portfolio's regularity for branches.

Signs of financial distress

Early warning signs observable in the context of continuous monitoring of borrowers' accounts.

Monitoring system for small and medium-sized company portfolios

Visible signs of distress on the borrower that should collectively be observed.

Warning/financing/investment signals. Warning/report signals. Warning/management and behavior signals. .Warning/operational signals.

Portfolio-level actions.

Considerations regarding criteria for impaired loan transfers.

Reference list for portfolio management at the bank level.

Reference list for insurance policies: .Reference list for loan documentation issues and subjects:

Credit risks for the micro and small finance portfolio.

Collection process management

Effective rules for periodic collections monitoring.

Mechanisms for dealing with delinquencies and provisions.

Basis of provisions calculation.

Risk-based control entry.

ntroduction to non-performing loans.

Definition of non-performing debts.

Reasons and stages of delinquency attributable to the lending bank

Credit delinquency reasons related to the bank. Credit delinquency reasons related to the bank associated with external factors. Reasons related to the nature of clients' business activities

Segmentation of loan delinquency indicators.

Financial indicators of delinquency. Non-financial indicators of delinquency.

Banking treatment of non-performing loans.

Principles for calculating the provision for impairment.

Steps to calculate the provision for impairment losses.

Key objectives of managing delinquent debts.

Strategy for dealing with delinquent debts.

Different scenarios for adjusting the position of a delinquent client

Financial and banking treatment of delinquent debts.

Management of non-performing loans.

Banking treatment of irregular investment projects.

Monitoring rescheduled non-performing loans

Management of delinquent loans.

Explanation of legal aspects related to dealing with delinquent loans.

Necessary legal procedures regarding (checks, promissory notes, bills of exchange, orders).

Lessons learned from non-performing debts.

Reasons for the importance of the process of developing and designing products and services.

Introduction to project management

Key areas of project management directly related to the process of product development and their implementation.

Categorizing and directing products/services

Targeted marketing process.

Market segmentation methods.

Factors to consider in determining the product service segment for small and medium enterprises.

Effective classification requirements

Market classification evaluation methods and their effectiveness.

Techniques for identifying target customers for each product.

Designing and developing new banking services and products for small and medium enterprises.

\Success factors in the process of designing and developing new banking services and products for small and medium enterprises.

Review of the process of designing and transforming market needs into a market product

Concept of product life cycle and its relationship with the stages of designing and developing banking products.

third stage of designing and developing banking products and services.

The fourth and fifth stages of designing and developing banking products and services.

The sixth stage of designing and developing banking products and services.

Continuous evaluation matrix for banking products and services.

Idea generation stage and its relationship with relevant stakeholders.

Product design or redesign training.

Creating a competitive scope of banking services and products for small and medium enterprises.

Various growth stages experienced by the project/types of products and services for each stage.

Standard product set for small and medium enterprises.

Training: Preparation of required product and service assortments

Key success factors in product development for small and medium enterprises

Designing a product package for the small and medium enterprise sector.

What is successful sales management?

The importance of building an effective sales network in financial institutions.

Objectives and purposes of sales management.

Challenges of sales planning and operations

Departments and roles in sales management.

Tasks of sales management.

Sales management and distribution channels.

Evaluating the performance of sales management

Importance and objectives of sales management business planning.

The integrated relationship between marketing and sales plans.

Model sales planning process.

Strategic plan for business lines.

Components of the strategic plan for small and medium enterprises sector.

Key components of a professional sales plan. Tasks necessary to achieve strategic objectives.

Areas covered in the sales plan for banking products and services.

Financial resources

Implementation timeframe.