Bulgaria—Société Générale Expressbank

Client: European Bank for Reconstruction and Development

Duration: 2006-2010

Region: Eastern Europe and Central Asia

Country: Bulgaria

Société Générale Expressbank (SGE), one of Bulgaria’s leading banks in the consumer finance market, was interested in expanding its small and medium enterprise (SME) loan portfolio. To this end, SGE introduced tailored SME products, restructured its dedicated SME department, and concentrated efforts on attracting its target group of comparatively large SME customers with transparent financials. DAI was contracted by the European Bank for Reconstruction and Development to assist SGE in this transition period by reviewing and suggesting improvements to: SME lending process flow and methodology; risk management practice, including credit scoring; and SME loan product offerings.

Sample Activities

Assess training needs.
Assess SME products and suggest changes or new products.
Provide credit analysis and sales training to loan officers and throughout the branch network.
Train the trainers and mentor/coach all bank staff.
Develop a credit scoring methodology for each product.
Streamline and simplify loan applications and approval processes.

Select Results

Designed and developed a web-based automated loan processing system with an integral Credit Scoring Module.
Training newly hired and existing loan officers, middle officers, heads of corporate customers, and branch managers.

Egypt—Technical Assistance Improving Access to Finance by Facilitating Business Expansion of Promising and Growing Small and Medium Enterprises

DAI increased access to capital and financial resources for underserved groups of small firms by working with the Bank of Alexandria in enhancing understanding of the issues specific to small firm lending, introducing the best lending and advisory practices, helping to design and roll out a programme that includes nonfinancial services aiming to improve financial literacy among final beneficiaries.