Maximizing Small Business Growth

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This Book focuses on how to make the small business relationship more profitable for your institution. The initial focus is the development of a methodolody for diagnosing your current performance in small business banking by asking four key questions:

• How does your institution's current approach to loan originations, underwriting, monitoring, and other key areas compare with competitors' and the best practices within the industry?
• What insights and lessons do your competitors know that could be worth adopting?
• What internal organizational issues are constraining growth?
• How can these barriers be overcome to allow for a clear emphasis on the customer's needs?

The second focus is on providing you with a road map for increasing the profits generated from your small business segment of your loan portfolio while maintaining strong credit quality and profitability.

The contents include:

• Overview
• Rethinking Small Business
• Small Business: key Characteristics
• An Actionable Segmentation Strategy: Case Example
• Fundamentals for Profitablility and Growth
• Case Studies in Success
• Maximizing Profitable Growth - A Program for Increasing Small Business Profits
• Selected Bibliography