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SME Banking Knowledge Guide

SME Banking Knowledge Guide

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Published by International Finance Corporation's Global SME Banking Program, the Knowledge Guide outlines leading practices, market trends, opportunities and challenges, and success factors for profitable SME Banking operations.
The SME Banking Knowledge Guide draws widely from existing research and literature and from numerous primary interviews with SME banking experts and practitioners worldwide. It is primarily a technical publication intended for bank directors, managers, and staff in developing economies, who see the untapped opportunity in their local markets but still have not reached the optimal way to approach the SME segment. It is also a useful to for policy makers and other financial sector stakeholders who seek to better understand the essentials of SME finance.
Also Available in Arabic, French, Russian, Spanish and Vietnamese at http://www.ifc.org/accesstofinance.
Published by International Finance Corporation's Global SME Banking Program, the Knowledge Guide outlines leading practices, market trends, opportunities and challenges, and success factors for profitable SME Banking operations.
The SME Banking Knowledge Guide draws widely from existing research and literature and from numerous primary interviews with SME banking experts and practitioners worldwide. It is primarily a technical publication intended for bank directors, managers, and staff in developing economies, who see the untapped opportunity in their local markets but still have not reached the optimal way to approach the SME segment. It is also a useful to for policy makers and other financial sector stakeholders who seek to better understand the essentials of SME finance.
Also Available in Arabic, French, Russian, Spanish and Vietnamese at http://www.ifc.org/accesstofinance.

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Published by: IFC Access to Finance and Financial Markets on Feb 23, 2011
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The SME Bakig Kwlege Guie
IFC AdvISory SErvICES
|
ACCESS To FInAnCE
I Pateship with:
 
2010 © International Finance Corporation (IFC)Second Edition2121 Pennsylvania Avenue NWWashington, D.C. 20433, USATelephone: 202–473–1000Internet: IFC.org
All ights esee
This information, while based on sources that IFC considers to be reliable, is not guaranteed as to accuracy and does notpurport to be complete.This information shall not be construed, implicitly or explicitly, as containing any investment recommendations and,accordingly, IFC is not registered under the U.S. Investment Advisers Act of 1940.The denominations and geographical names in this publication are used solely for the convenience of the reader and do notimply any judgment on the part of IFC, the World Bank, or other afliates concerning the legal status of any territory or theendorsement or acceptance of such boundaries.Any views expressed herein are those of the authors and do not necessarily represent the views of the World Bank or theInternational Finance Corporation.
rights a Pemissis
The material in this publication is copyrighted. Copying and/or transmitting portions or all of this work without permissionmay be a violation of applicable law. The World Bank Group encourages dissemination of its work and will normally grantpermission to reproduce portions of the work promptly.For permission to photocopy or reprint any part of this work, please send a request with complete information to theCopyright Clearance Center Inc., 222 Rosewood Drive, Danvers, MA 01923, USA; telephone: 978–750–8400;facsimile: 978–750–4470; Internet: www.copyright.comAll other queries on rights and licenses, including subsidiary rights, should be addressed to the Ofce of the Publisher,The World Bank, 1818 H Street NW, Washington, D.C. 20433, USA; facsimile: 202–522–2422; e-mail: pubrights@worldbank.org.
 
List o Abbreviations 2Foreword 3Preace 4Executive Summary 5Introduction 7SMEs and the “Missing Middle” 9
Denitions o the SME market 9The economic importance o SMEs 11Unmet demand or banking services 12The SME banking opportunity 16
Bridging the Middle: SME Banking Today 19
Composition o the industry 21The role o the operating environment 22
Challenges and Approaches along the Banking Value Chain 27
Risk management 28Understanding the SME market 30Developing products and services 34Acquiring and screening SME clients 42Serving SME clients 48Managing inormation and knowledge 54
Banking the SME Market 57
Lessons rom SME banking today 57Getting started: entering or expanding SME banking 61Tools or initiating market entry or expansion 63
Appendix A: Sample SME denitions 70Appendix B: List o bank case studies and vignettes 71Appendix C: Partnering with IFC 72Appendix D: About IFC 73Reerences 74Endnotes 76
Contents

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