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Marketing and selling to small and medium sized enterprises (SMEs) is notoriously difficult.  As a group they are disparate, they do not read the same publications, there is no one association they belong to.  Entrepreneurs rarely have the time or desire to attend events or interact with the business community outside of their core areas.

So how do you reach and sell to this lucrative group of potential clients?

Nowhere is this challenge more keenly felt than in the retail banking community.  Often an SME founder will set up their business account with their existing bank.  How then do you track their development, keep pace with their changing needs and retain their business as they grow in size?  How do you reach and attract other successful SMEs to your portfolio of products? 

In a growing market are you happy with your share or would you like more?

Join us for a comprehensive look at these issues and more, drawing on real bank experiences and lessons from the European banking community.  In particular we have many case studies from Eastern Europe - currently one of the most exciting SME markets.  Hear also from the SMEs direct with a specially commissioned survey of the members of the respected Forum for Private Business (UK).

Hear 6 bank case studies and learn from leading industry experts including:

  • Millenium BCP, Director of SMEs Marketing, Jose Araujo
  • Bank Pekao SA (Poland), Head of Small and Medium Enterprises, Anna Zmigrodzka-Szymanska
  • Caja Navarra, Head of SMEs and Business Units, Jose Luis Larrio
  • Banka Transilvania, Romania, Deputy CEO & Head of SME Department, Ionut Patrahau
  • CIB Bank ZRT, Hungary, Deputy Managing Director, Andras Szekely
  • Slovenska Sporitelna, Head of SME Business, Daniel Szekely

Join us also for a special half day workshop designed to help you analyse and understand your preceptions of who SMEs are and what they want. 'Choreographing the SME experience' will offer you new and innovative ways to handle small business accounts and increase sales to them.

Conference programme

9:00 Registration & Coffee

9:30 Chairman's Opening Remarks

Adrian Smyth

Adrian Smyth, Director, Strategic Change, Bank of Ireland

9:40 PRODUCT PACKAGING AND BUNDLING FOR SMES

Andras  Szekely

Andras Szekely, Deputy Managing Director, CIB Bank

• Standardisation vs individual services?
• What is more important for an SME relationship manager: an advisory or a sales function?
• How to understand the needs of the potential customer and the best package to sell to the client (CRM)?
• Co-operation with third partners in product packages

10:20 BRANCH MARKETING TO THE SME MARKET

Jeremy Ridgeway

Jeremy Ridgeway, Director, Keyfact

• Overview of how UK banks service/support SMEs at the branch level
• The key advertising messages used by UK banks in the SME market
• How advertising to SMEs has changed in recent years
• The rise of direct banks and their impact on traditional SME banking
• How branches are being redesigned to service SME customers
• Self-service automation and counter services for SMEs at the branch level
• How banks are targeting migrant SME customers
• The typical new SME account opening experience – a snapshot
• Trends and the future

11:00 Morning Coffee

11:30 A SUCCESSFUL SMEs APPROACH

José  Araujo

José Araujo, Director of SMEs Marketing, Millennium BCP

• The Millenniumbcp SME's Model
• How to differentiate best SME's - The "Aplauso Program"
• Supporting the Approach To SME's Companies - Commercial Toolkit
- Working on Sales Opportunities
- Managing the Day-to-Day Relation with the Company
- Establishing a Plan of Contacts
- View the impact of commercial actions - Value Added Simulator
• Leveraging relationship manager’s potential – Recruiting, training and mobility

12:10 SMEs – A KEY AREA FOR RETAIL BANKERS!

David Cavell

David Cavell, Advisor to Financial Services Industry, Freelance Advisor

• Global attitudes and strategies
• Marketing, risk and profitability
• Delivery channels - the branch and beyond
• New opportunities
• Who knows what?

12:50 Networking Lunch

14:20 UNDERSTANDING AND APPRECIATING SMEs = POTENTIAL, RISK, PROFILE AS AN ASSET CLASS

Rolf Hickmann

Rolf Hickmann, Managing Director, The pH Group

  • The SMEs Universe: mapping of where they are, how to find them, how they can be segmented, their needs, etc
  • How to choose between SMEs: How to identify the winners, those with the lower financial risk, etc
  • Managing current projects and their risk profile.
  • Comparing customers to the universe; identifying concentrations
  • 15:00 ACHIEVING BEST PRACTICE IN SMALL BUSINESS BANKING: BENCHMARKS FOR SUCCESS

    Remus Brett

    Remus Brett, Director, Finalta

    • Maximising sales productivity of relationship managers
    • Automating the credit process
    • Capturing the personal wealth of small business owners
    • Customer acquisition, retention and satisfaction

    15:40 INNOVATION IN MARKETING TO SME'S

    Imam Hoque

    Imam Hoque, Senior Director of Technology Innovation, Detica

    16:20 Chairman’s Closing Remarks and Close of Day One

    16:30 Afternoon Tea

    9:00 Registration & Coffee

    9:30 Chairman's Opening Remarks

    David Cavell

    David Cavell, Advisor to Financial Services Industry, Freelance Advisor

    9:40 THE ENTREPRENEURIAL BANK – We’ve got rhythm

    Daniel Szekely

    Daniel Szekely, Head of SME Banking, Banca Transilvania

    • Local entrepreneurs vs. multinationals, acting in the frame of an ecosystem
    • Positioning as an SME banking leader; choices and sacrifices
    • The SME approach: specialization vs. universal banking
    • Dedication and commitment; the bank within the bank
    • The train schedule
    • Traditional credit process vs. fast loans approach – special tailored banking products for SME clients
    • Value added products for valuable customers

    10:20 MAXIMIZING REVENUES AND SATISFACTION USING DIFFERENT DISTRIBUTION CHANNELS IN THE SME SEGMENT

    Tibor CunderlÍk

    Tibor CunderlÍk , Head of SME Business, Slovenska sporitelna

    • What products & services SME customers demand?
    • How to establish strategies to attract SME clients?
    • How to measure effectiveness of different distribution channels?

    11:00 Morning Coffee

    11:30 BUILDING YOUR IMAGE BY PROTECTING SME'S FROM INTERNET FRAUD & MAKING TRANSACTIONS FASTER AND EASIER

    Nigel Reavley

    Nigel Reavley, Director of Banking Business Unit, Xiring

  • Growth of Internet for transaction management
  • Internet fraud and phishing
  • Case study of use of card based password generation
  • 12:10 CAJA NAVARRA CASE STUDY

    José  Luis Larrio

    José Luis Larrio, Head of SMEs and Business Units, Caja Navarra

    • A continuous improvement process to reposition Caja Navarra in the SMEs market
    • The development of a multi-regional alliance that allows full Spain and International coverage for Regional Saving Banks
    • A Non Financial Services Group launched a couple of years ago, whose target was to increase cross selling with SMEs

    12:50 Networking Lunch

    14:20 BANK OF IRELAND CASE STUDY

    Adrian Smyth

    Adrian Smyth, Director, Strategic Change, Bank of Ireland

    15:00 THE EXPERIENCE ECONOMY AND SME'S

    Bob Bayman

    Bob Bayman, Marketing Director, 'i-am' Associates

  • Financial Services Providers can demonstrate their customer focus through the way they service SMEs….  And they are beginning to.
  • An innovation-seekers journey around European banks.
  • Moments of Truth – what matters most for SMEs.
  • “But we don’t sell widgets” What banks can learn from other SME service sectors.
  • 15:40 Chairman’s Closing Remarks and Close of Day Two

    15:50 Afternoon Tea

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    WHAT IS CPD?

    CPD stands for Continuing Professional Development’. It is essentially a philosophy, which maintains that in order to be effective, learning should be organised and structured. The most common definition is:

    ‘A commitment to structured skills and knowledge enhancement for Personal or Professional competence’

    CPD is a common requirement of individual membership with professional bodies and Institutes. Increasingly, employers also expect their staff to undertake regular CPD activities.

    Undertaken over a period of time, CPD ensures that educational qualifications do not become obsolete, and allows for best practice and professional standards to be upheld.

    CPD can be undertaken through a variety of learning activities including instructor led training courses, seminars and conferences, e:learning modules or structured reading.

    CPD AND PROFESSIONAL INSTITUTES

    There are approximately 470 institutes in the UK across all industry sectors, with a collective membership of circa 4 million professionals, and they all expect their members to undertake CPD.

    For some institutes undertaking CPD is mandatory e.g. accountancy and law, and linked to a licence to practice, for others it’s obligatory. By ensuring that their members undertake CPD, the professional bodies seek to ensure that professional standards, legislative awareness and ethical practices are maintained.

    CPD Schemes often run over the period of a year and the institutes generally provide online tools for their members to record and reflect on their CPD activities.

    TYPICAL CPD SCHEMES AND RECORDING OF CPD (CPD points and hours)

    Professional bodies and Institutes CPD schemes are either structured as ‘Input’ or ‘Output’ based.

    ‘Input’ based schemes list a precise number of CPD hours that individuals must achieve within a given time period. These schemes can also use different ‘currencies’ such as points, merits, units or credits, where an individual must accumulate the number required. These currencies are usually based on time i.e. 1 CPD point = 1 hour of learning.

    ‘Output’ based schemes are learner centred. They require individuals to set learning goals that align to professional competencies, or personal development objectives. These schemes also list different ways to achieve the learning goals e.g. training courses, seminars or e:learning, which enables an individual to complete their CPD through their preferred mode of learning.

    The majority of Input and Output based schemes actively encourage individuals to seek appropriate CPD activities independently.

    As a formal provider of CPD certified activities, SMI Group can provide an indication of the learning benefit gained and the typical completion. However, it is ultimately the responsibility of the delegate to evaluate their learning, and record it correctly in line with their professional body’s or employers requirements.

    GLOBAL CPD

    Increasingly, international and emerging markets are ‘professionalising’ their workforces and looking to the UK to benchmark educational standards. The undertaking of CPD is now increasingly expected of any individual employed within today’s global marketplace.

    CPD Certificates

    We can provide a certificate for all our accredited events. To request a CPD certificate for a conference , workshop, master classes you have attended please email events@smi-online.co.uk

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