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.
MSME lending perspective.
Customer acquisition strategies and due diligence procedures.
Range of asset products and credit facilities for the MSME segment.
Credit and other banking facilities for exporters and importers.
Government incentives available to exporters.
Elements of credit appraisal and assessment processes.
Credit risk rating models, external ratings, using credit risk ratings.
Sanction credit proposal documentation and making recommendations.
Credit follow up procedures.
Cross-selling to MSME borrowers.
Review of customer profitability and enhancing customer value.
Retention of customer relationships and exiting relationships.
A specialized and custom bank program to groom change leaders and transform organizations.
For officers in Scale-I/II who have been posted recently or identified for posting as Branch Managers for the first time in their career.
For Branch Managers who have been on assignment for 12-18 months, showing good performance and potential for taking up higher responsibilities.
For Officers identified for handling credit function across the bank/offices.
For Officers identified for leadership positions in the Middle Management.
For Branch Managers, particularly those heading the branches rated “high risk”, as well as Managers in Controlling Offices heading departments/cells dealing with credit monitoring, credit risk management, inspection & audit, mid officer of treasury, asset-liability management etc.
For newly posted officers in Scale-I/II handling foreign exchange and foreign trade transactions at “B” Category branches or who have been identified for such assignments. No previous experience in handling forex and foreign trade transactions is assumed.
For Officers or assistants joining the Bank at the entry level.