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SME Finance


The course is split up into 4 online interactive training sessions each 3.5 hours. For detailed content refer Course Outline.

Date : February – March, 2021
Time : 13:00 – 16:30 CET

Price per participant : 1,100 EUR *

*Alumni discount is 10%
*Group discount is 10%

Target Group

This course is of interest for anyone who wants to learn the fundamentals of SME-Finance. The course is also useful for more experienced colleagues who work in the SME-business and want to understand the strategic approach for building long lasting business relations with SME. The content is particularly relevant to understand the structure and particularities of the “SME-market” and to achieve a good overview of the present challenges and chances of achieving reasonable RoE when working with SME.

Learning Target

The course will inform you according to which criteria SMEs are segmented and defined. You will get an understanding about general aspects, chances, challenges as well as issues of SME-Finance. The course will provide you with a deeper understanding of the main classical short-term as well as long-term financing instruments, hybrids applied in SME-Finance,

Off-balance sheet financing and the most common collateral used for financing of working capital and Capex. You will appreciate the key success factors for credit approvals from banks and the benefits of financial planning. Further you will gain practical knowledge about the current market environment and a strategic approach how to work successfully with SME. Finally, you can verify your analytical skills in credit risk analysis.


Lecture, discussion, individual and group exercises, case studies and reading materials

Course Outline

  • Unit 1: Overview and present issues 

  • Unit 2: General Corporate Banking Products for SME / Cross-selling

  • Unit 3: SME Finance in a changing and challenging environment / Success factors

  • Unit 4: Common Collateral in SME Financing, Financial covenants, Practical example Credit risk analysis

Course Outline

Unit 1 – Introduction: basic knowledge of agriculture

  • History and principles of Agricultural Finance
  • Target groups of AF
  • Suppliers of AF services
  • Delivery models used in AF

Unit 2 – Financial Products and Services

  • Agricultural credit
  • Agricultural insurance
  • Warehouse receipt finance and other product innovations in the field of AF
  • Digital finance
  • Value chain finance

Unit 3 – Management of financial institutions

  • Governance
  • Risk management
  • Profitability management
  • Social performance management
  • Human resources management
  • Marketing

Unit 4 – Financial and Social Performance

  • Methods used to measure financial and social performance
  • Management practices to improve financial and social performance