Marketing and Creating a Portfolio

David Munro

Chapter 8 in A Guide to SME Financing, 2013, pp 70-73 from Palgrave Macmillan

Abstract: Abstract “Data mining” a bank’s own customer base is recommended as an initial step in constructing an SME lending portfolio. In all likelihood, a bank will have a strong current account base of non-borrowing SMEs. The chapter goes on to recommend looking into service sector firms as good candidates for finance, and a table showing possible financing needs is included. The Guide recommends a “wholesale” rather than a “retail” approach to marketing. Once again, the importance of constructing a broad, shallow loan portfolio is stressed.

Keywords: Trade Fair; Customer Base; Lending Relationship; Loan Officer; Lending Program (search for similar items in EconPapers)
Date: 2013
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DOI: 10.1057/9781137373786_9

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