SME FOCUSED INITIATIVES

SME FOCUSED INITIATIVES

In the financial year 2012-2013 we had undertaken several initiatives to engage more effectively with our target

audience and also taken meaningful steps to align and sharpen our internal processes with a view to position

ourselves as a distinctive SME focused lending platform.

1. THOUGHT LEADERSHIP

b. Conclaves:

Delayed Payment Conclave - Views on delayed payment &

innovative products in financing were presented by Kavi Arora &

Kanchan respectively at the event organized by CII.

Risk Conclave - Kanchan was a special invitee by the BFSI division of

TCS as a panelist to present ideas on Risk Management

HR Conclave - Kavi spoke as a panelist on the subject of ‘Generation

Next’

MSME Financing Gap - Kavi presented his views on MSME

Financing Gap and Equity Platforms at IFC Summit.

a. Creation of Whitepapers:

Family Managed Business - Kavi Arora

Building An Image For An SME - Kavi Arora

Business Plan – A Must for an SME: Kavi Arora

Checklist for Choosing the Right Financial Partner - Deepak Joshi

Credit Rating - Helps to Access the Capital: Kanchan Jain

The aforementioned whitepapers have been published in CII bimonthly journal, Distributed across 20,000 SMEs across various events. Shared with SMEs through SME Mentor, an event partnered with moneycontrol. com and various other CII, FICCI, ASSOCHAM, Silicon India events.

c. Consistent and proactive engagement with media across platforms to reinforce our stance as a category thought leader and industry captains.

The whitepapers authored by the leadership team were shared with the database received from CII, Network – 18, Silicon & Trade India through mass mailing.

d. Book on Family Managed Businesses:

‘Ten mantras to WIN for Family Managed Businesses’ is a proprietary thought leadership work produced by the core think-tank of RFL and the content has been crafted with a view to engage meaning fully with our target segment.

SME FOCUSED INITIATIVES

2. ENGAGEMENT PROGRAMS:

The following engagement programs (20) were undertaken during the year:

• SME Mentor in association with money control, covering 10 SME Cluster locations;

• Engineering Expo in association with the Network 18 group, covering 5 key SME Cluster locations;

• MSME Global Summit in association with CII at New Delhi;

• Financial Conclave in association with CII at Chandigarh;

• Seminar on Finance in association with FICCI at Bengaluru &

Coimbatore.

• MSME Financing Gap summit organized by IFC

• CII Special conclave on Delayed Payments & Innovative

Financing

The aforementioned events/seminars helped connect with more than

5000 SMEs across various MSME clusters. The events were attended

by the respective sales & credit teams of the respective locations

wherein the relationship was developed with MSMEs and in turn helped

teams to get an insight of the markets.

3. EMPLOYEE DEVELOPMENT:

The following initiatives were undertaken for the development of the sales & credit force of the organizations.

Certified Export Consultancy program in association with the Indian Institute of Foreign Trade

(A Ministry of Commerce body)

• 14 employees from the zone & the central team attended the Phase 1- 5 day workshop conducted by the IIFT Centre

for MSME studies. The workshop has two more phases to it wherein RFL employees who have been developed as

consultants will present their cases basis the interaction and solution provided to the MSMEs.

• The objective of this strategic partnership between RFL and IIFT is to develop our teams as mentors to customers,

so that we can build better relationships by guiding them on their key business issues which in turn will also lead to a

better credit assessment.

SME FOCUSED INITIATIVES

Relationship Management:

• Under this initiative, RFL Marketing & Training team launched a series of training workshops for the RFL sales & credit

force. The intervention were aimed to understand the ‘Why’ & ‘How’ of relationship management.

• The five attributes of CCM, viz. Introspection, Communication, Empathy, Transparency & Truthfulness (ICE-TT) were

discussed as the guiding principles towards managing relationships in the first phase of the launch.

• The second phase of the training workshop focused on the ‘How’ aspect of relationship management. The one day

selling skill workshop covered the 8 stages of sales cycle namely, Prospecting, Telephonic appointment,

Presentation, Financial review Objections handling etc.

4. PROCESS INNOVATION

• SUBLIME unique Credit Appraisal: A unique cash flow based

funding credit mechanism that enables to assess the business

potential of an MSME and thus gives more insights to provide the

capital. The credit teams were developed for this process

innovation through a series of training & development programs.

RFL was also awarded the ‘ Finnoviti Award For Process

Innovation’ for Sublime in Nov 2012.

• Client Coverage Model: A focused approach to understand and

provide the solution to the SME customer and giving him an

experience of a solution provider.