This technical note argues that banks need to help their staff to better understand the nature and needs of smaller growth businesses, if they are to develop much stronger mutually beneficial relationships with their customers and attract new growth business customers.
FSD’s GrowthCap initiative produced resource guides around five interrelated aspects of developing SME finance. Each area is key to the successful development and delivery of SME centric financial services. The table below lists the resources currently available . Click on the titles in the resources developed column to download the documents. Type key: BN = Briefing note: […]
This presentation discusses key research findings on the unique needs of growth oriented SMEs. Dinah’s presentation was supported by case studies of Optiven and World Plastics – two SMEs that have experienced tremendous success in the Kenyan market.
The focus group discussion tools contained in this report are drawn from the focus group studies conducted to enhance one ARP’s understanding of its SME client base, and to determine how clients perceived the bank as targeting services to smaller businesses.
Segmentation breaks the SME market into smaller groupings so that like customers may be served with products, staff, and processes that meet their needs, and the bank can prioritise target SME markets. This Technical Note describes the different ways the SME market may be segmented and shows the steps for making segmentation choices.
The aim of this book is to stimulate debate on how we analyse and think about the future of market development and its implications for poverty and growth. The book was commissioned by Financial Sector Deepening (FSD) Kenya as an invitation to scholars to dig more deeply into the data that have been collected over […]