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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 : Coming again soon!
Time : 13:00 – 16:30 CET

Price per participant : EUR 1,100*

*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


Mr. Roland Kupka

Roland Kupka

After the successful completion of his MBA, Mr. Roland Kupka has been working as a trainer for the Frankfurt School of Finance & Management gGmbH with comprehensive experience for many years. His successful lectures focus on sales topics in Corporate Banking / Corporate Finance, SME Financing, and Credit Risk Analysis of credit institutions.

Besides traditional forms of debt financing, he has extensive experience particularly in the areas of Off-Balance-Sheet financing, such as leasing, factoring and asset-backed transactions (ABS), as well as Leveraged and Management Buyout financing (LBO / MBO), Project-, Mezzanine-, Syndicated-, Capital Market- and Acquisition financing.

In addition, Mr. Kupka has extensive expertise and know-how in Credit Risk Analysis, management of non-performing loans (NPL) and also a profound knowledge of SME restructuring.

After working as a credit analyst and relationship manager for more than 20 years, Mr. Kupka is a senior executive in sales and credit risk management. For many years he has worked in the public and private banking sector; Ten years of which in an international environment for a major Scandinavian bank, where, as a member of the extended management, he was responsible for business activities in Germany under income and risk aspects. Furthermore, he successfully coordinated and extended the reach of the bank's international network in Scandinavia, the UK, and Asia.

Mehr Weniger

Mr. Kupka has particular knowledge regarding the acquisition of and holistic cooperation with medium-sized corporate clients as well as their owner families. Extensive and versatile knowledge in the successful management of sales teams, personnel management in change management situations, credit portfolio management, as well as project management complete his profile.