"TRAINING MIDDLE AND HIGHER LEVEL MANAGERS OF THE BANKING SYSTEM OF GEORGIA"
THIS PROGRAMME IS FINANCED BY THE HELLENIC AID- MINISTRY OF FOREIGN
AFFAIRS- REPUBLIC OF GREECE
SEMINAR DATES: 20/01/2006-01/02/2006
1. OBJECTIVES OF THE PRO6RAMME-WHO SHOULD ATTEND
This programme is specifically designed for middle and higher-level managers of the Banking System of Georgia to cover certain areas of their own interests. It aims at presenting and familiarizing them with the framework of certain specified operations and techniques of some of the most important banking activities, as they are currently implemented by the banking institutions of the European Union.
Through a process of benchmarking, the participants will have the opportunity to compare and evaluate the practices that are applied today by banks in their homeland, with those that are applied by modern banking institutions that function in a competitive environment. Thus, they will be able to identify and select certain banking practices, in order to transfer, adapt and apply them in to their own Banks. In this way, it will become possible for the participants to restructure and reengineer their banking operations and products in order to meet their customers' demands in the new economic environment.
After the completion of the programme, the participants will have acquired certain knowledge, skills and "know-how" on the following special topics, which have been identified by them:
Products offeredby banks to cover the financing needs of SMEs
Evaluation of the credit ability of SMEs (tools and techniques).
Follow-up of the lending activity and management of non performing loans.
Private lending.
Modern investment products.
Risk management
Cash management- Treasury operations
Internal bank audit.
Pricing-of banking products
Customer relations management (CRM)
Effective administration in branch management.
2. EDUCATIONAL METHODOLOGY
Expert trainers with many years of theoretical and practical experience are being used to cover the topics of this programme. In addition to traditional training methods (lectures), modern methods and techniques will also be applied, for example:
•Discussion
•Group work
•Brainstorming..
•Case studies
The following equipment will supports the above training methods:
•Overhead projector
•Video data projector
•Personal computers
•Power point software
•Flipcharts
3.HANDOUTS
All the participants will receive a set of handouts in English.
4.DURATION
10 days, 70 hours
5. CERTIFICATION
All participants who fully attend the programme will receive Certificate of Participation.
6. ANALYTICAL CONTENT OF THE PROGRAMME - PROGRAMME
TIMETABLE
20/01/2006
INTRODUCTION TO THE PROGRAMME- THE BANKING SYSTEM TODAY-THE
FINANCIAL NEEDS OF THE SMALL-MEDIUM SIZED ENTERPRISES IN THE
VARIOUS STAGES OF THEIR ECONOMIC CYCLE- FINANCING SMALL -
MEDIUM SIZED ENTERPRISES
HOURS / SUBJECT / INSTRUCTOR09:00-11:00 / • Introduction to the programme
• Open discussion with participants about their banks, their needs and expectations from the seminar
• The banking system today
– New trends in the bank market / G. Anagnostakis
11:00-11:30 / Coffee - Break
11:30- 13:30 / • The financial needs of the small medium sized enterprises in the various stages of their economic cycle
• Introduction to bank's lending activities / G. Anagnostakis
13:30-14:30 / _unch
14:30- 16:00 / • Financing small medium sized enterprises
- Types of financing
-Activities before and after
financing / G. Anagnostakis
George Anaqnostakis:. He holds a degree in economics from the University of Athens and a master degree in Adult Training. He works in the National Bank of Greece since 1978 He is a full time internal trainer at the Training Sub-
Division of the Bank and his training subjects include lending, financial analysis new financial tools and non-performing loans management. He is also a part time trainer in the Hellenic Banking Institute.
21/01/2006
FINANCING SMALL-MEDIUM SIZED ENTERPRISES
HOURS / SUBJECT / INSTRUCTOR09:00- 11:00 / • Financial analysis / G. Anagnostakis
11 :00- 11:30 / Coffee Break
11:30- 13:30 / • Risks in financing
• Collaterals
• Non- performing loans management / G. Anagnostakis
13:30 - 14:30 / Lunch
14:30- 16:00 / • Modern financing products
• Case study / G. Anagnostakis
23/01/2006 PRIVATE LENDING
HOURS / SUBJECT / INSTRUCTOR09:00-11:00 / • Mortgage lending / A. Xarha
11:00-11:30 / Coffee -Break
11:30-13:30 / • Consumer lending / A. Xarha
13:30-14:30 / Lunch
14:30-16:00 / • Credit cards / A. Xarha
Anastasia Xarha : She holds a degree in Political Sciences from the Panteion University of Athens and a M.Sc in International Relations from the University of Montreal, Canada. She works since 1981 in the National Bank of Greece and since 1999 she works in the Consumer
Credit Division of the Bank as Sector Supervisor. She is also a part time internal trainer and her training topics include consumer lending, mortgages lending and selling techniques of loan products.
24/01/2006
INVESTMENT PRODUCTS
HOURS / SUBJECT / INSTRUCTOR09:00-11:00 / • Products of low risk - low yield/return
-Treasure Bills
-Repos & Outwrights
-Synthetic Swaps / J. Gatzionis
11:00-11:30 . / Coffee - Break
11:30-13:30 / • Government Notes Bonds
• Interbank Money Market
• Products of high risk - high yield/return
-Shares
-Corporate Bonds / J. Gatzionis
13:30-14:30 / Lunch
14:30- 16:00 / -Derivatives
-Mutual Funds
• Special Investment Products
• Client's profile / J. Gatzionis
John Gatzionis: He studied Mathematics (BA) and has a Master's degree in Banking. He is a full time internal trainer, working at the Training Sub-Division of the National Bank of Greece. He has also worked as an analyst and programmer in the Division of Information Technology of the Bank. He is also a part time trainer in the Hellenic Banking Institute.
25/01/2006
INTERNAL AUDIT IN BANKS
HOURS / SUBJECT / INSTRUCTOR09:00-11:00 / • Internal audit and corporate governance
• International developments and fundamental principles on the Internal Control System and the Internal Audit Unit of Financial Institutions / K. Dostoglou
11:00-11:30 / Coffee -Break
11:30-13:30 / • The Internal Audit Unit and its position in the Financial
Institution and its relationship
with the Regulatory Authorities and the external auditors / K. Dostoglou
13:30-14:30 / Lunch
14:30-16:00 / • Organization of the Internal Audit Units
• Evaluation of the Bank Internal Control System per activity
• Fraud in financial institutions / K. Dostoglou
Kostas Dostoqlou. He is a member of the National Bank of Greece Internal Audit A Inspection Division with 20 years of experience in auditing branches, administration divisions and subsidiaries of the Bank in Greece and the NBG Branches and subsidiary companies in other countries. He is an experienced trainer on internal audit issues at the Hellenic Banking Institute and National Bank of Greece training programmes for the training of NBG internal auditors of NBG Branches and companies in other countries.
26/01/2006 RISK MANAGEMENT-CASH MANAGEMENT
HOURS / SUBJECT / INSTRUCTOR09:00- 11:00 / • Credit risk • Interest rate risk • Liquidity risk / V. Provelegios
11:00-11:30 / Coffee- Break
11:30-13:30 / • Foreign exchange risk
• Operational risk
• Case study /
V. Provelegios
13:30 - 14:30 / Lunch14:30-16:00 / • Cash management
• Investment strategies / V. Provelegios
Vasilios Provelegios: He holds a degree in Statistics from the University of Piraeus and a degree in Political Sciences from the Panteion University of /Athens. He works in the
National Bank of Greece as Systems and Processes /Analyst. He is a part time trainer participating in training programs witch are organized by the Bank for its employees and for the Hellenic Banking Institute. His training subjects include payment systems and services, mutual funds, selling techniques, personal financing planning etc
27/01/2006
PRICING OF BANKING SERVICES
HOURS / SUBJECT / INSTRUCTOR9:00-11:00 / • Factors influencing the pricing policy of banks
-Product cost
-Competition
-Customer value
-Pricing objectives / V. Koronides
11:00-11:30 / Coffee - Break
11:30-13:30 / • Pricing of a new product and repositioning of existing one
• Pricing differentiation in alternative distribution channels
• Case study / V. Koronides
13:30-14:30 / Lunch
14:30-16:00 / • Pricing ethics / V. Koronides
Valia Koronides: She holds a BSc and a MSc in Business Administration. She has been working for the National Bank of Greece as Head of Cost Accounting and Pricing Department.
30/01/2006
VISIT TO NATIONAL BANK OF GREECE S.A HEAOQUARTERS
HOURS / SUBJECT09:00-15:00 / • Visit to NATIONAL BANK OF GREECE S.A (Central Branch and other divisions of the Bank according to the interests of the trainees)
16:00-16:30 / Lunch
31/01/2006
CUSTOMER RELATIONSHIPS MANAGEMENT (CRM)
HOURS / SUBJECT / INSTRUCTOR09:00-11:00 / • The new business in the banking sector
• Deep customer understanding
• The role of customer-centric strategy
• What is CRM / D. Kentros
11:00-1.1:30 / Coffee -Break
11:30- 13:30 / • CRM components
-Data warehousing
-Data mining
-Operational and analytical CRM / D. Kentros
13:30-14:30 / Lunch
14:30- 15:45 / • CRM and the banks • Creating the customer -centered bank organization- The path of evolution • Examples / D. Kentros
Demetrios Kentros: He holds a MSc in Marketing a PhD in Economics. He has been working for the National Bank of Greece as Marketing Specialist. He has extensive experience as a trainer in Greece and abroad (ABE, LCCI, CAM Foundation). His training subjects include Marketing, Sales Management, Selling Techniques, Service Quality, Customer Relationships Systems etc.
01/02/2006
BANK'S BRANCHES MANAGEMENT-PROGRAMME EVALUATION- CLOSING THE
PROGRAMME
HOURS / SUBJECT / INSTRUCTOR09:00-11:00 / • Customer- centered bank's branches management
-Marketing plan
-Sales plan
- Human Resources management / J. Gatzionis
11:00-1.1:30 / Coffee -Break
11:30- 13:30 / -Transactions management
-Financial management / J. Gatzionis
13:30-14:30 / Lunch
14:30- 16:00 / • General conclusions
• Programme evaluation
• Closing the programme / J. Gatzionis