Program for Relationship Managers (MSME Credit) 

Business models of banks are undergoing change. To provide customized services, banks are assigning Relationship Managers to high-value and potentially high-value customers, including borrowers in the MSME segment. This deepens the customer engagement by anticipating and providing solutions to individual customer needs, optimizing customer profitability, and ensuring customer retention. This program is designed to bring role clarity and build up the knowledge and skills of Relationship Managers, which will help them to promote mutually profitable relationships between the Bank and MSME clients. Duration : 5 days Target Group: Relationship Managers assigned to MSME clients, who are newly-recruited or who have been working in the role for less than a year. Objectives: At the end of the program, the participants would have gained:
  • More deep and extensive knowledge of loan products and credit facilities offered to MSME clients.
  • Knowledge of processes involved in credit origination, appraisal, assessment, sanction, and post-sanction follow up relevant to the MSME segment.
  • Skills involved in acquisition, retention and exiting borrower relationships.
  • Understanding of cross-selling opportunities.
  • Ability to provide well-informed and quality customer service to MSME clients as well as handle customer grievances confidently.

MODULES 

Our Vision
MSME LENDING PERSPECTIVE.
Our Vision
CREDIT MARKETING
Our Vision
CUSTOMER ACQUISITION STRATEGIES AND DUE DILIGENCE PROCEDURES.
Our Vision
RANGE OF ASSET PRODUCTS AND CREDIT FACILITIES FOR THE MSME SEGMENT.
Our Vision
CREDIT AND OTHER BANKING FACILITIES FOR EXPORTERS AND IMPORTERS.
Our Vision
GOVERNMENT INCENTIVES AVAILABLE TO EXPORTERS.
Our Vision
ELEMENTS OF CREDIT APPRAISAL AND ASSESSMENT PROCESSES.
Our Vision
CREDIT RISK RATING MODELS, EXTERNAL RATINGS, USING CREDIT RISK RATINGS.
Our Vision
SANCTION CREDIT PROPOSAL DOCUMENTATION AND MAKING RECOMMENDATIONS.
Our Vision
CREDIT FOLLOW UP PROCEDURES.
Our Vision
CROSS-SELLING TO MSME BORROWERS.
Our Vision
REVIEW OF CUSTOMER PROFITABILITY AND ENHANCING CUSTOMER VALUE.
Our Vision
RETENTION OF CUSTOMER RELATIONSHIPS AND EXITING RELATIONSHIPS.
OTHER PROGRAMS