Francophone SME Banking Project

SMEs are a primary driver for job creation and GDP growth, yet face a lack of access to finance. IFCs Financial Institutions Group provides advisory services to financial institutions in the MENA region in order for these FIs to build and grow their SME banking operations.
 
 
The experts should be able to field teams that have experience and expertise in the following areas:

1. Current state assessment:
  • Undertake a current state assessment of the client institution
  • Collect data and analyze
  • Provide findings, analysis, quick wins and recommendations for improving performance and suggested prioritixation of initiatives

2. Strategy and Business Model:
  • Review the Current Business Model used for all segments of SME at the Bank
  • Complete evaluation against best practices and identify detailed design requirements
  • Conduct market research, including internal data mining and market segmentation
  • Facilitate senior management strategy and business model workshops and achieve consensus on way forward.
  • Hold a best practice and visioning workshop with the Clients senior management to confirm aspiration for SME segment and discuss implications on infrastructure requirements and investment.
  • Review in detail the current business model to inform the design process and identify quick win opportunities
  • Document the high level components of the business model
  • Perform desk research and review the perceived customer needs, geographic footprint
  • Facilitate design of specific Customer Value Proposition for the chosen segments which best fit the customer needs
  • Test the Customer Valur Proposal(CVP) and potential SME Segments branding options with a sample of customers through focus group discussions
  • Deliver final CVP through a workshop
  • Review and agree on a set of financial baseline assumptions
  • Design a financial model on the basis of identified segments and planned products

3. Products and Services
  • Undertake a review of existing asset and liability products
  • Design Asset/transactional/liability products
  • Develop a value proposition for the targeted SME segments
  • Develop pilot and roll-out plan
  • Develop financial forecast for the product
  • Design the process flow and product booking and monitoring mechanism
  • Develop a pricing guidelines and collateral policy implications
  • Perform analysis on what existing alternate channels can be bundled with products for SME customers

4. Sales and Delivery
  • Review and assess existing distribution and channel strategy
  • Review current alternate channels offered
  • Review current sales productivity and conversion rates and benchmark against global & regional best practice
  • Analyze portfolio performance (by Segment, Product, etc.) and review current sales management and monitoring activities and tools
  • Conduct workshops with relationship managers to understand frontline expertise and challenges
  • Conduct interviews of branch/regional managers
  • Conduct branch/commercial centers visits to understand SME branch experience
  • Participate as observer in sales meetings to assess current sales management practices
  • Support the selection of appropriate branches/ Commercial Centers in network for SME Banking
  • Advice to establish SME helpdesk /call center capabilities based on customer feedback
  • Hold a workshop with key stakeholders to agree on core components of the targeted client servicing and coverage model

5. Credit Risk Management:
  • Review of the current SME credit policy parameters and applicability
  • Review the process workflows from origination through to collections
  • Refine / Draft the SME credit policy
  • Advise on process workflows from origination through to collections
  • Support on development of new pre-and post documentation requirements
  • Help establish Service Level Agreements that cover the complete credit process
  • Identify training requirement for users impacted by the changes
  • Review the Early Warning System (EWS) under implementation, determine any gaps and advise on recommended actions
  • Assess collections performance through review of collections policies, processes and loan portfolio performance data versus best practice benchmarks
  • Review the current credit risk management policy and processes, banks risk appetite, credit RM governance, structure, roles and responsibilities and interactions with the business units
  • Perform a high level review of risk rating tools for the SME segment

6. SME Bankers Training
  • Analyze the recruitment & career development processes and procedures
  • Evaluate the incentive scheme and provide adequate recommendations
  • Provide recommendations in order to enhance SME team performance
  • Develop TOR for SME Head and Relationship Managers
  • Review job profiles and job descriptions related to SME Banking positions
  • Review current trainings & policies
  • Administer surveys/ interviews and/or focus group discussions to understand the profiles and training needs of participants
  • Assess the staff skills development, identify skills gaps and training needs requirements
  • Discuss the training curriculum to shortlist training modules
  • Formulate role based competencies & define role based training needs
  • Develop agreed training modules, curriculum and case studies
  • Develop delivery notes and training manual
  • Develop Train the Trainer Manual
  • Recommend implementation and roll out plan
  • Conduct 1 workshop to the management on the overall program
  • Conduct 1 training program spread over 3 days for the SME bankers
  • Conduct train the trainer session for appointed trainers over 1 day
  • Conduct assessment of competency post completion

7. Implementation Support
 
  • Help facilitate organizational transitions
  • Conduct a workshop session to communicate and exchange on the project challenges
  • Review progress against plan and provide ad hoc consultancy support on site
  • Support the resolution of implementation challenges as required
  • Mentor and coach selected leaders and key staff by conducting workshops on the new approaches for SME segment, with the aim of transferring the knowledge and developing bank trainers
 
Qualifications: 
  • University Degree in Economics
  • Solid Knowledge in Analyse of SMEs, Review the Current Business Model of SMEs, Review of liability products,
  • Credit Risk Management
  • Sales and Delivery
  • SME Bankers Training
Start / Duration: 

This project is still in the forecast

Please send you most recent CV to:

Barbara.Braun [at] afci.de

Thanks!

Please note that only shortlisted experts will be contacted