7^th Annual
SME Banking

KEYNOTE Regulatory Intervention to Improve Competitiveness in the Market

• Overview of SMEs and SME banking
• What‘s new with SME in Brussels?
• Encouraging growth and entrepreneurship

EU Support for the Financing of SMEs

EIB Group SME Financing in Support of SME Development, Growth and Innovatio

• Increasing value added for SMEs;
• Innovative approaches providing support for SMEs in economies facing stress
• New initiative to support innovative and growing SMEs
• Ensuring EIB financing is available to a wide range of SME financing entities

Focused Roundtable Discussions

All attendees will have a great opportunity to discuss a selection of interesting topics in small groups with their peers. Every table will nominate a head of the table, who will summarize the topic discussed and present the main findings.

Suggested Topics:

• Individual sales force efficiency. Do we have too many relationship managers based on the volume of business we do?
• Growing the top line strategies. Normal in these difficult times but what are your strategies? Do they work?
• What KPIs are you tracking while managing your segment? Any non-financial performance measurements? Customer engagement, X-Sell ratios, transactional business...
• Where is the new competitor coming from? Non-Banking Financial institutions.Will it become mainstream? SME Bank?
• Compliance too much time for no results?!
• Are we due for a European credit bureau? Would this help lending institutions with their risk evaluations?

Commercial Card Product Offering to SME`s

Acquiring and Screening SME Clients

Developing SME Lending Processes: Balancing Act Between Meeting Client Expectations, Costs and Risk Control

SME Outlook in Europe

Interactive Panel Discussion

Excellence in Dealing with SB Clients

SME Credit Life-Cycle: From Products to Solutions

• Key credit issues that the banker has to focus on when lending to SMEs
• The 5Cs of credit and their application to SMEs
• Assessing the viability of the business operation and assets
• Loan monitoring: Pre and post disbursement
• Asset recovery management

Product Solutions for Micro and SME. Russian Experience

Start Ups Approach in Erste Group

• Start ups - their needs and problems
• Start ups approach in Erste Group – “Seeding for future benefits”
• Erste Bank Österreich – Service model designed especially for Start ups

SME Banking

Designing & Marketing the Right Products and Services

Challenges of SME Loan Collection in Stressed Periods

• The impact of Sovereign debt Contagion risk in Europe
• The SMEs gained experience in being default. What should we do?
• Case study: Execute and recover fast vs. “non-braking the egg”

Balancing Risk While Evaluating SMEs

SME & Cash Flow Management

• Sources of information: Borrowers, Suppliers,
• Customers, and others
• Ratio and cash flow cycle analysis
• Tailored solutions to help your business growth

Interactive Panel Discussion

The New Era of SME Lending and Marketing