Programs in Human Resources Management & Marketing · Programs in Human Resources Management & Marketing ... Motivation as a tool for nurturing talent ... NPA Management / Recovery

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Programs in Human Resources Management & Marketing

S.No Program Duration

HRM 101 Program on Managerial Excellence 6 days

HRM 102 Efficiency enhancement program for Marketing Officers 3 days

HRM 103 Professional Excellence through HR Practices for ABMs 4 days

HRM 104 Orientation Program for newly identified / posted Branch Managers 6 days

HRM 105 Pre-retirement Counseling 2 days

HRM 106 Leveraging Financial & self-supporting services for effective marketing 3 days

HRM 107 Program on Managerial Excellence – for women Branch Managers 6 days

HRM 108 Professional Excellence through HR Practices for Women Officers 4 days

HRM 109 Professional Excellence through HR Practices for Women RDOs 4 days


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Program on Managerial Excellence (HRM 101)

Duration: 6 days

Target group: Branch Managers Objective: To enable participants to have an overall understanding of various facets of branch management for

optimizing performance

Topical coverage: 1. Inter personal relationship & Conflict Management 2. Creative Problem Solving & Change Management 3. Team Building for Creating Vision & Achieving Goals 4. Motivation as a tool for nurturing talent 5. Cross-selling – Credit card, Gold Coin & Other Third party products 6. Coaching, Counselling and Mentoring 7. Profit Planning & Budgetting 8. Stress Management - Work-Life Balance 9. Smart working for optimizing performance & managing time 10. Art of handling customer complaints & grievances 11. Group presentation on Business thrust areas – Improving CASA, Increasing quality credit, NII & Reduction of

NPA 12. 3 Ds of Management, Decorum, Delegation & Decision Making 13. Credit Management – Credit Monitoring & NPA Management 14. Preventive Vigilance 15. BCSBI, RTI, Banking Ombudsman, Conflict of interest, Compliance & Official Language 16. Technology Management – Remittance & IT Products 17. Leveraging Technology – ATM Issues 18. Internal controls through Reports & IS Security 19. Marketing our products to NRIs 20. Wealth Management as a tool to attract clients 21. Financing MSME Sector 22. Lending strategy for improving trade finance 23. Latest in CBS – Deposits & Loans Module 24. Integrated risk management

Efficiency enhancement program for Marketing Officers (HRM 102)

Duration: 3 days

Target group: Marketing Officers posted to Zonal Offices / Branches

Objective: To help the participants to sharpen the skills on communication and negotiation

Topical coverage: 1. Success is attitude 2. Business Communication & Body language 3. Cross-selling – Credit card, Gold Coin & Other Third party products 4. Team Building for Creating Vision & Achieving Goals 5. Marketing our products to NRIs 6. Wealth Management as a tool to attract clients 7. Focusing on MSME & Trade Finance 8. Group presentation on Business thrust areas – Improving CASA, Increasing quality credit, NII 9. Product Knowledge & Selling Techniques 10. Leveraging technology for business growth 11. Negotiation – Steps and skills 12. Smart working for optimizing performance & managing time


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13. Art of handling customer objections, complaints & grievances

Professional Excellence through HR Practices for ABMs (HRM 103)

Duration: 4 days

Target group: Asst. Branch Managers Objective: To help the participants enhance their performance levels for effective branch business growth

Topical coverage: 1. Leaders in the making – The leadership talent & Mapping leadership competencies 2. Attitude re-engineering to build successful relationships – second line officers’ role in Branch Administrative &

Supervisory Management 3. Working together – Understanding others – Management games and simulated exercises 4. Relationship Management & Conflict Management – Power of appreciation 5. Effective Management of work-life Balance 6. Customer Service & Profitability & Handling customer grievances 7. Success – How to make it your own? 8. Product knowledge & selling techniques 9. 3 Ds of Management, Decorum, Delegation & Decision Making 10. Latest on CIF/Deposits/Loans , Internal controls through CBS reports & special features in ABMs’ menu 11. Prevention of frauds under CBS environment / Preventive Vigilance 12. Group presentation on Business thrust areas – Improving CASA, Increasing quality credit, NII & Reduction of

NPA 13. BCSBI,RTI Act / Compliance / Conflict of Interest & Official Language 14. Smart working & Optimising performance 15. Effective Inter personal Relationship 16. Technology Management – Remittance & IT Products

Orientation Program for identified / first time Branch Managers (HRM 104)

Duration: 6 days Target group: Newly posted BMs & potential Officers identified to take Branch Manager ship Objective: To develop an inter-personal effectiveness & build competency for business growth

Topical Coverage: 1. Looking at one self and building one’s strength 2. SWOT Analysis of a branch – Targeting at business growth 3. Planning for profitability 4. 3 Ds of Management, Decorum, Delegation & Decision Making 5. Leader in the making – An attitudinal re-engineering towards change 6. Focussing on Business Thrust Areas 7. Time Management 8. Working together – Understanding others 9. Relationship Management & Conflict Management – Power of appreciation 10. Stress Management - Work-Life Balance 11. Art of handling customer complaints & grievances 12. Group presentation on Business thrust areas – Improving CASA, Increasing quality credit, NII & Reduction of

NPA 13. Conflict Management & Negotiation Skills 14. Documentation, Charge creation & Inspection irregularities 15. Monitoring of advances through CBS – SMA / NPA / ARC reports, & utilizing other reports generated in CBS 16. Financing MSME sector 17. Lending Strategies for improving Trade Finance 18. Cross selling of products 19. Latest on CIF / Deposits / Loans / Remittances 20. NPA Management / Recovery procedures 21. Prevention of Frauds in CBS environment / IS Security / Helpdesk mining 22. Integrated Risk Management


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23. BCSBI / RT Act / Compliance / Conflict of Interest/Ombudsman/Official Language

Pre-retirement Counseling (HRM 105)

Duration: 2 days

Target group: Officers retiring from service Objective: To prepare the Officers retiring from service to face the challenges of post retirement life

Topical Coverage:

1. Retirement - The beginning of a new life 2. Retirement Benefits 3. What next after my retirement – Sharing by Participants 4. Investments planning 5. How to minimize going to a Doctor after retirement? 6. Usage of computer in daily life 7. Art of living a happy life through Yoga 8. Taking care of legal aspects – Making a will 9. Nutrition and health 10. Age related diseases and Ayurveda 11. Managing time effectively after retirement – Experiential sharing 12. Health check – up 13. Age management

Leveraging Financial & Self-supporting services for effective marketing (HRM 106)

Duration : 3 days

Target group: Marketing Officers, ABMs & Front-line Officers Objective : To empower the Officers towards marketing of financial & self supporting services for business growth.

Topical coverage:

1. Business thrust areas 2. Traits of a Marketing personnel 3. Marketing of Structured Products 4. Self supporting services – Internet Banking, Mobile Banking and Tele Banking 5. Wealth Management as a tool to attract clients 6. Marketing our products to NRIs 7. Leveraging technology – ATM Issues 8. Customer Relationship Management 9. Handling customer complaints & grievances 10. Cross-selling – Credit card, Gold Coin & Other Third party products 11. Optimising service & technology for business advantage – Group Exercises


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Program on Managerial Excellence – for women Branch Managers (HRM 107)

Duration: 6 days

Target group: Women Branch Managers Objective: To enable participants to have an overall understanding of various facets of branch management for

optimizing performance especially for women Branch Managers

Topical coverage: 1. Gender issues in organizations 2. Inter personal relationship & Conflict Management 3. Creative Problem Solving & Change Management 4. Team Building for Creating Vision & Achieving Goals 5. Motivation as a tool for nurturing talent 6. Cross-selling – Credit card, Gold Coin & Other Third party products 7. Coaching, Counselling and Mentoring 8. Profit Planning & Budgetting 9. Stress Management - Work-Life Balance 10. Smart working for optimizing performance & managing time 11. Art of handling customer complaints & grievances 12. Group presentation on Business thrust areas – Improving CASA, Increasing quality credit, NII & Reduction of

NPA 13. 3 Ds of Management, Decorum, Delegation & Decision Making 14. Credit Management – Credit Monitoring & NPA Management 15. Preventive Vigilance 16. BCSBI, RTI, Banking Ombudsman, Conflict of interest, Compliance & Official Language 17. Technology Management – Remittance & IT Products 18. Leveraging Technology – ATM Issues 19. Internal controls through Reports & IS Security 20. Marketing our products to NRIs 21. Wealth Management as a tool to attract clients 22. Financing women SHGs 23. Financing MSME Sector 24. Special products designed by Bank for women entreprenuers 25. Lending strategy for improving trade finance 26. Latest in CBS – Deposits & Loans Module 27. Integrated risk management


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Professional Excellence through HR Practices for Women Officers (HRM 108)

Duration: 4 days

Target group: Women Officers Objective: To help the participants enhance their performance levels for effective branch business growth

Topical coverage: 1. Gender issues in organizations 2. Leaders in the making – The leadership talent & Mapping leadership competencies 3. Attitude re-engineering to build successful relationships – second line officers’ role in Branch Administrative

& Supervisory Management 4. Working together – Understanding others – Management games and simulated exercises 5. Relationship Management & Conflict Management – Power of appreciation 6. Effective Management of work-life Balance 7. Customer Service & Profitability & Handling customer grievances 8. Success – How to make it your own? 9. Product knowledge & selling techniques 10. Financing women SHGs 11. 3 Ds of Management, Decorum, Delegation & Decision Making 12. Latest on CIF/Deposits/Loans , Internal controls through CBS reports & special features in ABMs’ menu 13. Prevention of frauds under CBS environment / Preventive Vigilance 14. Group presentation on Business thrust areas – Improving CASA, Increasing quality credit, NII & Reduction of


Professional Excellence through HR Practices for Women RDOs (HRM 109)

Duration: 4 days

Target group: Women Officers Objective: To help the participants enhance their performance levels for effective branch business growth

Topical coverage: 1. Gender issues in organizations 2. Attitude re-engineering to build successful relationships – Role of RDOs in business development 3. Working together – Understanding others in the frame of gender issues 4. Relationship Management & Conflict Management – Power of appreciation 5. Effective Management of work-life Balance 6. Customer Service & Profitability & Handling customer grievances 7. Success – How to make it your own? 8. Product knowledge & selling techniques 9. Financing women SHGs 10. Empowering women through financial inclusion 11. 3 Ds of Management, Decorum, Delegation & Decision Making 12. Latest on CIF/Deposits/Loans , Internal controls through CBS reports & special features in ABMs’ menu 13. Prevention of frauds under CBS environment / Preventive Vigilance 14. Group presentation on Business thrust areas – Improving CASA, Increasing quality credit, NII & Reduction of



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Programs in Credit and SME Financing


CR 201 Lending strategies and Risk Management in SME Financing 6 days

CR 202 Financing Infrastructure Projects 6 days

CR 203 Lending strategies to Corporates & Mid-Corporates 6 days

CR 204 Integrated Credit Appraisal (with risk rating & analysis using EXCEL) 6 days

CR 205 Credit Management Program for Executives (CR 205) 3 days

CR 206 Reorientation Program of IDOs 3 days

CR 207 Asset Quality Management and Recovery Strategies (CR 207) 6 days

CR 208 Reorientation program for CRMs 3 days

CR 209 Lending Strategies to improve Trade & Retail Finance 4 days


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Lending Strategies and Risk Management in financing SMEs (CR 201)

Duration : 6 Days Target Group: Credit Officers and BMs Objective : To equip branch managers & credit officers on various lending strategies & risk management in SME financing

Topical coverage: 1. Challenges and opportunities in SME finance 2. Instrument of SME finance (CGTMSE, Micro Credit, Code of commitment etc) and other recent policy guidelines 3. Analysis of financial statements 4. Project cycles in SME 5. Selection of borrowers and management appraisal. 6. Understanding working capital assessment for SMEs with 7. Cash Budget Method for working capital assessment 8. Asset quality – sickness - restructuring/rehabilitation with 9. SME lending in the context of Basel II 10. Risk rating of SME proposals – role of rating agencies and rating methodology 11. Enterprise wide risk management in SME sector 12. Relationship banking through customer care and support – interface with an successful entrepreneur 13. Channel financing – a new dimension in SME financing 14. FX in SME business 15. SME - specific export promotion and entrepreneurial development support 16. Understanding the need of SMEs in the changing environment – an interface with industry association 17. Field visits to SME clusters / Industrial estate 18. SIDBI supporting schemes 19. Marketing of SME products 20. Cluster based approach for SME financing 21. New business models for SME financing 22. BCSBI / RT Act / Compliance / Conflict of Interest 23. TUFS and CLCSS for SME

Financing Infrastructure Projects (CR 202)

Duration: 6 days

Target Group: Officers of Large Corporate/ Corporate / Credit Intensive branches & Credit Desk Officers

Objective: To equip the participants on various credit appraisals and lending strategies on infrastructure projects

Topical coverage: 1. Challenges & Opportunities in Financing Infrastructure 2. Impact of IFRS Standards on Financial Statement Analysis 3. Project finance –An Overview 4. Technical and Financial Appraisal in Infrastructure Finance 5. Management Appraisal in Project Finance 6. Financing Power Projects 7. Loan Proposal in Board format-Critical points 8. Loan Syndication on Infrastructure finance 9. Infrastructure Financing-Issues & Perspectives 10. Cash flow Analysis in Project Finance 11. Financing non-commercial Real Estate & Urban Infrastructure 12. Use of ECBs in financing infrastructure Projects 13. Credit Derivatives 14. Documentation and Legal Issues in Project Finance 15. Financing Road Projects-Issues & Perspectives 16. Rehabilitation & CDR Support 17. Financing CDM Projects 18. Bidding Process & Political Risk 19. Risk Management in Financing Infrastructure Projects


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Lending strategies to Corporates & Mid-Corporates (CR 203)

Duration: 6 days Target group: Officers handling credit Desk at Large Corporate Branches, Corporate and Credit Intensive Branches

and Credit desk Officers of Administrative Offices Objective: To assist the participants to imbibe the qualities of credit management skills with respect to focused areas

Topical coverage:

1. Corporate policy on credit 2. Analysis of Corporate financial statements and CMA format 3. IFRS – Impact on Corporate and Bank Balance sheets 4. Corporate Credit appraisal, sanction & documentation 5. Preparation of Board proposals and New Board format 6. Analysis of Financial Ratios, Cash and Funds Flow analysis 7. Project lending – an overview 8. Working capital finance 9. Lending strategy for improving Trade Finance 10. Financing SME – largest wallet for Bankers 11. Consortium and multiple banking – operational issues 12. Loan Syndication – Marketing corporate credit for improving fee based income 13. Financing Infrastructure Projects – emerging opportunities 14. Export – Import Finance 15. Integrated Risk Management and RAM rating 16. Industrial Credit Monitoring 17. Monitoring through CRO report, MSOD, QIS statements, Pre-release audit and Stock Audit 18. Mortgage, Charge creation and relevant Company Laws and Securitization Act 19. Restructuring and Rehabilitation of advances - CDR Mechanism 20. CBS applications – Latest updates in Loan Module, Subsidy processing, NPA Module, EXIM BILLS – Opening

of LC, Guarantee 21. Marketing of Alternate Delivery Channels – CMS Plus, Corporate Internet Banking, Visa Business Card, Mobile

Banking etc.


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Integrated Credit Appraisal (with risk rating & analysis using EXCEL) (CR 204)

Duration: 6 days Target group: Desk Officers from branches and administrative offices Objective: To make the participants familiar in credit appraisal by analyzing the financial statements, using EXCEL and

RAM model

Topical coverage:

1. Loan Policy & Credit Risk Management Policy 2011-12 2. Critical analysis of financial statements 3. Selection of borrower 4. Ratio analysis and interpretation 5. Cash flow and Funds flow analysis 6. Fundamentals of EXCEL with hands on 7. Financial Ratio Analysis, applying through EXCEL 8. Working capital assessment 9. Project appraisal 10. Issues in Documentation and Charge Creation 11. Non Fund Based Facilities – LC and Guarantee 12. Export/Import Finance 13. RAM rating and various scoring models 14. Nuances of Credit Monitoring 15. Marketing of High Value advances and cross selling of products 16. Latest in CBS loan modules, EXIM Bills (BP/BG/LC), NPA modules 17. Leveraging technology for attracting High Value Clients

Credit Management Program for Executives (CR 205)

Duration: 3 days

Target group: Officers In Charge of Large Corporate/Corporate branches & Credit Department in Charge of Zonal

Offices (Scale IV & V)

Objective: To sharpen the skills in Credit decision making and administration

Topical coverage: 1. Loan Policy and Credit Risk Management Policy of our Bank 2. Finer points of financial statements for decision making 3. Appraisal Techniques 4. Sanction terms, documentation, and related legal issues 5. Building up a healthy Credit Portfolio through review, credit audit and rectifying inspection irregularities 6. Credit Monitoring tools 7. SMA & NPA management 8. Pricing and Credit rating of accounts, RAM model – rating of a live account from branches 9. Export/Import finance 10. Lending strategy for SME & Trade Finance 11. CDR mechanism and rehabilitation 12. Enforcement of security interest under SARFAESI act 13. Negotiation skills and compromise settlement


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Refresher Program for IDOs (CR 206)

Duration: 3 days

Target Group: IDOs from Branches & Zonal Offices

Objective: To update the knowledge and skill of IDOs

Topical coverage: 1. Loan Policy and Credit Risk Management Policy of our Bank 2. Analysis of Corporate financial statements and CMA format 3. Analysis of various types industrial projects – Large Corporate and SME (Appraisal/potential/challenges/Risks) 4. Assessment of comprehensive credit limits for Industries – Working capital, Term Loan, NFB 5 Restructuring and Rehabilitation of Industrial advances 6. Marketing of high value corporate advances 7. Technological feasibility of various industrial projects – field level experts view 8. Export/Import Finance 9. CBS related issues in credit management

Asset Quality Management and Recovery Strategies (CR 207)

Duration: 6 days Target group: BMs, ABMs and Officers looking after recovery, rehabilitation & monitoring in branches / Administrative

Offices Objective: To enable the participants to practice asset quality management and various nuances of monitoring,

rehabilitation & recovery procedures Topical coverage:

1. Slippage management and SMA mechanism 2. Balance sheet analysis - tools for effective monitoring ( Ratios, funds flow & cash flow) 3. Monitoring of SLPs 4. Restructuring / rephasement and up-gradation including CDR mechanism 5. Enforcement of recovery certificates issued by DRT 6. SARFAESI Act – Taking possession – selling process 7. Compromise settlement through Lok Adalat 8. Issues related to suit filed a/cs 9. Negotiation techniques for recovery and settlement 10. Monitoring through QIS & MSOD 11. Unit inspection and Stock Audit 12. Documentation discrepancies and rectification 13. Review and Renewal of accounts 14. RAM Rating and Credit Scoring Models 15. CBS application module: Loan module with specific emphasis on disbursement, rephasement, restructuring,

NPA module; NPA classification 16. BCSBI / RT Act / Compliance / Conflict of Interest 17. ARC and related issues


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Refresher program for Credit Relationship Managers (CR 208)

Duration: 3 days

Target group: Credit Relationship Officers, and Industrial Development Officers working as CRM

Objective: To update the participants’ skill in credit appraisal & monitoring and marketing of high value advances

Topical Coverage:

1. Loan Policy and Credit Risk Management Policy of our Bank 2. Selection of borrower 3. Credit appraisal of a high value industrial manufacturing company 4. Documentation and creation of charges 5. Monitoring through MSOD, QIS, Stock audit, Inspection, MIS in CBS environment 6. Analysis of Financial Statements 7. Industrial sickness & various remedies – Rephasement, Rehabilitation, and restructuring. 8. SMA & NPA management 9. Legal remedies available for recovery-SARFAESI Act & DRT 10. Export/Import Finance 11. Marketing of High Value Credit Proposals 12. Marketing of Alternate Delivery Channels – CMS Plus, Corporate Internet Banking, Visa Business Card, Mobile

Banking, e-payment etc. 13. CBS application module: Loan module with specific emphasis on disbursement, rephasement, restructuring, NPA

module; NPA classification

Lending Strategies to improve Trade & Retail Lending (CR 209)

Duration: 4days

Target Group: Credit Desk Officers of Branches & Administrative Offices

Objective: To update the participants’ skill in credit appraisal & monitoring and marketing of retail loans with special

focus on Trade Finance

1. Comparative analysis of our Bank’s credit portfolio with the peers with special reference to trade and retail

lending 2. Mapping the branch segment and matching products 3. Appraisal and Assessment of Trade finance 4. Analysis of a trade balance sheet 5. Assessment of working capital (Turnover and MPBF second method) 6. Features of Tradewell scheme 7. Opening Letter of Credit / Bank guarantee for importing consumer products 8. Retail loan products 9. Marketing Credit Cards 10. Cross selling of third party products 11. RAM Rating and Entry level scoring model for Retail and Credit Cards 12. Emerging opportunities in financing MSME sectors 13. Marketing of educational loans


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Rural Credit

Sl. No Program Duration

RU 301 Program on Business development Strategies for rural and semi urban branches 6 days

RU 302 Project Lending in Agriculture 6 days

RU 303 Micro finance through Micro Enterprises with focus on Sustainability 3 days

RU 304 Efficiency enhancement for Microsate Branches 3 days

RU 305 Financing High Value Agri Business Projects 6 days

RU 306 Crash Program for Area Based Activities (Location specific) 1 day

RU 307 Financial Inclusion – vehicle for inclusive growth 2 days

RU 308 Program for Lead District Managers and District Coordinators of select non-lead Districts 2 days


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Business Development Strategies for Rural & Semi Urban Branches (RU 301)

Duration: 6 Days

Target Group: Branch Managers of Rural and Semi Urban branches Objective: To equip the Branch Managers of rural and semi urban branches with various managerial skills for business development through rural banking facilities

Topical coverage: 1. Business Thrust Areas 2. Corporate expectation for improving lending to agriculture and allied sectors 3. Selection and appraisal of borrower 4. Jewel Loans for Agriculture / Retail Trade / Non Priority – procedural norms 5. Financing Priority Sector / Government sponsored Schemes / Weaker Sections / Minority community / DRI 6. Financing MSME sector 7. Production credit –KCC / Produce Marketing loans – interest subvention scheme 8. Rural Insurance –NAIS,WBCIS,PAIS & Micro Insurance Products 9. Lending Strategies for improving Trade Finance 10. Documentation, Charge creation & Rectification of Inspection irregularities 11. Financing JLGs - tenant farmers/share cropper/oral lessees/landless labourers 12. Financial inclusion Package 13. Business Facilitators and Business Correspondents & their role in business development 14. Rural special schemes –Agri SLP & SHG products 15. Monitoring of advances through CBS –SMA/NPA/ARC reports, & utilizing other reports generated in CBS 16. Emerging Commercial agriculture opportunities 17. Restructuring of agriculture loans, organizing Lok Adalat and NPA recovery 18. Remittance & other IT products as tools for business development 19. Preventive vigilance 20. Operational issues in CBS (Subsidy Processing / Financial Inclusion / ARC accounts) 21. BCSBI / RT Act / Compliance / Conflict of Interest / OL 22. Marketing strategies for rural and semi urban branches 23. Risk Management in Agriculture lending 24. RAM rating made easy 25. Work-Life Balance


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Project Lending in Agriculture ( RU 302)

Duration : 6 Days

Target Group : Rural Development Officers & Branch Managers of Agriculture Credit Intensive Branches. Objective : To enable the participants understand & prepare agriculture projects for business development

Topical coverage :

1. Project lending in agriculture – cutting edge for development. 2. Techno economic parameters & technical feasibility in Dairy, Poultry, Sheep & Goat rearing, Land

development, Minor irrigation, Horticulture and plantation crops, Tissue culture, Farm mechanization etc., 3. Analysis of Financial statements 4. Term loan appraisal - DSCR, BEP etc., 5. Farm Investment Analysis, Funds Flow Analysis, Farm Income Analysis, Discounting Cash Flow, NPW, BC

Ratio, IRR and Sensitivity Analysis. 6. Working capital assessment in rural projects (Agro processing, Cold storage, Rice mill, Sugar mill etc) 7. Preparation of area based projects 8. KC C & Post Harvest Financing 9. Rating of agriculture products through RAM rating and External rating 10. Lending to NBFC/NGOs / MFIs – Financial appraisal and SWOT analysis for risk management 11. Crop / Weather Insurance, PAIS and other Micro Insurance products 12. Financing High Tech agriculture, Post harvest processing & Cold chain projects 13. Channel financing to agri retail chains – farmers to consumers 14. Marketing of high value agri loan products 15. Public Private Partnership - contract farming 16. CBS application - Term Loan / OCC, Security creation, Subsidy Processing, Repayment schedule, Proper

product Codes and utility of various reports generated in CBS and monitoring of advances / restructuring & rephasement

17. Field visit 18. Preparation and presentation of projects

Micro finance through Micro Enterprises with focus on Sustainability (RU 303)

Duration : 3 Days

Target Group : Officers / Branch Managers of rural, semi urban & urban Branches Objective : To help the participants to understand the SHG concept , its sustainability, SHG linkage and promote Micro Enterprise

Topical coverage : 1. Promotion and sustainability of SHGs 2. Appraisal of SHGs – grading technique and documentation – operational issues 3. SHG products and implementation of SGSY/ through SHG 4. Sustainability of SHG – capacity building through economic activity 5. Inter-phase with successful NGOs for promotion/sustainability of SHGs 6. Bulk lending to Federation, MFI / NGOs –Latest trends & Corporate expectations 7. Micro Insurance products for SHGs 8. Micro enterprises, concept and operational issues 9. Financial inclusion Package 10. Financing tenant farmers/share cropper/oral lessees/landless labourers through Joint Liability Groups 11. CBS related issues in Micro Finance 12. Filed visit to Micro Credit Institutions – field report preparation, presentation and experiential sharing 13. Information and Communication technology in rural banking 14. BCSBI / RTI Act /OL


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Efficiency enhancement for Microsate Branches (RU 304)

Duration : 3 days

Target Group: All Branch Managers/Officers of Microsate branches

Objective : To enable the participants optimize the performance of Microsate branches and improve their profitability

Topical coverage :

1. Corporate expectation for business growth through Microfinance 2. Planning for profitability 3. Bulk lending through MFIs / NGOs / NBFCs 4. Risk rating & rating methodology for SHGs and MFIs / NGOs / NBFCs 5. Sustainability of Self Help Groups through economic activities 6. Financing tenant farmers/share cropper/oral lessees/landless labourers through Joint Liability Groups 7. Financial inclusion Package 8. Monitoring through various MIS reports 9. Risks & risk management in micro finance 10. Cross selling of other SLPs, micro insurance products and alternate delivery channels 11. Interface with reputed MFIs / NBFC executives 12. BCSBI / RT Act / Compliance / Conflict of Interest/OL

Financing High Value Agri Business Projects (RU 305)

Duration : 6 days

Target Group: BMs & RDOs and desk Officers at Controlling Office

Objective : To understand the business opportunities in emerging High Value Agri Projects and converting the same

into viable business

Topical coverage : 1. Emerging High value Agri business opportunities. 2. Project lending in agriculture – cutting edge for development . 3. Appraisal of High value Agricultural Projects thro Farm Investment Analysis, Funds Flow Analysis, Farm

Income Analysis, Discounting Cash Flow, NPW, BC Ratio, IRR and Sensitivity Analysis 4. Working capital assessment in rural projects (Agro processing, Cold storage, Rice mill, Sugar mill etc) 5. Financing Agriculture value Chain. 6. Financing Horticulture Projects. 7. Lending to High Value Agri business projects through PPP Models 8. Marketing of high value agri loan product schemes 9. Financing Agriculture related MSME projects 10. Risk Management in High value Agriculture Project lending. 11. Financing Rural Godowns & Agri processing projects. 12. NABARD Models on Bankable High value Agriculture projects. 13. Preparation of area based projects 14. Identification and presentation of projects specific to the selected states. 15. Field Visit


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Crash Program for Area Based Activities -Location specific (RU 306)

Duration : 1 day

Target Group: Branch Managers/Agricultural Officers

Objective : To conduct a separate location specific workshop on Cold Storage Finance/ Market Produce Loans/

Inland Fisheries / Poultry/Grapevine etc - operational & marketing issues.

Topical coverage :

Relevant to the topic / scheme/ processing/ selection/bank policy.

Financial Inclusion – vehicle for inclusive growth (RU 307)

Duration : 2 days

Target Group: Branch Managers/Officers of rural branch & desk officers of Zonal Office

Objective : To create awareness among the field level functionaries the importance and Government guidelines on

social banking.

Topical coverage : 1. Priority Sector guidelines & Government sponsored schemes 2. Schemes for SC/ST and Minority 3. Financing through JLG to share cropper, tenant farmers, agri laborers 4. Financial Inclusion Package – No frill accounts, SB OD, GCC, Bharat Credit Card, Other operational guidelines 5. Social security insurance products of LIC/UII 6. IT enabled solutions for financial inclusion like, Rural KIOSK, Mobile Banking, ATMs with biometric scanners,

Smart Cards 7. BC / BF model in rural lending 8. SHG linkage for rural upliftment 9. BCSBI, RI Act, Financial literacy & Credit counseling 10. Opening of No frill, SB OD, GCC etc. and other operational issues in CBS 11. Introduction to Financial Inclusion Technologies 12. Functions of Smart Card / Biometric Standards

Workshop for Lead District Managers and District Coordinators of Non-Lead Districts (RU 308)

Duration : 2 days

Target Group: Lead District Managers and District Co ordinators of select Non-Lead Districts

Objective : To discuss the role and responsibilities of Lead District Managers and District Co ordinators and

the progressive changes made in the functioning of bank in the District.

Topical coverage :

To be designed by HO RBD


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Risk Management


RM 401 Integrated Risk Management 6 days

RM 402 Operational Risk - Assesment & Control 3 days


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Integrated Risk Management (RM 401)

Duration: 6 days Target group: Senior level Branch Managers, Officers in charge of risk management dept. at ZOs / Administrative offices Objective: To provide a comprehensive view of various risks in banks with focus on effective utilization of capital by giving calculations on capital charge for branch operations.

Topical coverage:

1. Overview of risk management 2. Basel & RBI guidelines on risk management 3. Credit Risk Management Policy 4. Operational Risk Management Policy 5. Preventive Vigilance 6. Exposure limits 7. Rating migration analysis 8. Internal Capital Adequacy process & Stress Testing 9. FIU-IND,KYC & AML , Whistle Blower Policy 10. Capital charge computation 11. Interest Rate Risk 12. Market Risk and ALM (Liquidity risk) 13. RAM Rating 14. CORE, Loss events 15. RBIA 16. Operational risk management in CBS 17. Technology risk & ISS policy 18. Risk Management in FX transactions 19. MIS issues & Compliance function 20. Multi Currency Balance Sheet

Operational Risk –Assessment & Control (RM 402)

Duration : 3 days

Target Group: ABMs and front line Officers of the branches Objective: To provide comprehensive view of the various aspects of Operational Risk Management

Topical Coverage:

1. Overview of Risk Management Policy 2. Operational Risk Management policy 3. Preventive Vigilance & Fraud Risk Management Policy 4. Capturing of Loss Events & Reporting 5. RAM Rating and migration analysis and exercise 6. RBIA, ICAAP, IS Audit & Internal controls 7. KYC & PAML 8. Whistle Blower Policy 9. IS Security 10. Compliance Risk Management


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International Banking


FX 501 Focused Import / Export Trade Finance 6 days

FX 502 FX Bourse Game 6 days

FX 503 FEDAI Workshop 6 days

FX 504 Introductory Program to FX with EXIM Bills 4 days


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Import / Export Trade Finance (FX 501)

Duration: 6 days

Target Group: Officers who are working at or are slated to work at Export / Import desks in FOREX Authorised

& Non Authorised Branches. Objectives: To familiarize the officers in trade desks at branches to handle Foreign trade & documents of LCs and

bills.

1. RBI Regulations & FEMA in relation to Trade Finance 2. Overview of Foreign Trade 3. NRI Accounts, Inward & Outward remittances 4. Returns and statements to be submitted. 5. Contracts, Movement of Goods (Under LC and Non-LC) 6. Overview on Import Finance 7. PC/ FCPC/ FCL 8. Overview on Export Finance 9. URC 522 10. ISBP 11. INCOTERMS 12. LCs – Types, Scrutiny & Documentation, Re-imbursement 13. UCP 600 14. SWIFT - MT Series 15. FBN/ FBP 16. Guarantees & Counter Guarantees, Standby LC 17. Imports/Exports of Capital Goods, Projects, Merchandising 18. ECB/ FCCB / Buyer’s Credit / Seller’s Credit 19. Imports and Exports to problem areas/ Dealing with OFAC countries. 20. Operational features in EXIM Bills with regard to FOREX transactions 21. Reporting of FX Transactions , Multi currency Balance Sheet 22. Forward Contracts- booking, utilisation, rolling over, early/late delivery 23. Portfolio investment schemes and reporting system 24. FX risk Management 25. ECGC – Marine Insurance 26. Encashment of FTCs & Currency notes


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Program on FX Bourse (FX 502)

Duration: 6 days Target Group: Officers with knowledge of FX transactions Objectives: To train the inter bank and corporate dealers in FX Treasury Topical Coverage:

1. FX Market 2. FX Basic concepts 3. Trade Cash Flows & Accounting 4. Cross Rate Arithmetic 5. Two-way Quotes 6. Forward Rate Arithmetic 7. Non-spot outright rates 8. Non spot outright rates for cross rates 9. Cover commercial transactions 10. Exercises on cover commercial transactions 11. FX Swap Applications – I 12. FX Swap Applications – Ii 13. Exercises on FX Swap Application 14. Forward-to-Forward Swaps 15. Comprehensive Review 16. Market Conventions and Dealers’ Vocabulary 17. Trending of Two-way Quotes 18. Regulations 19. Curtain Raiser on FX Bourse


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FEDAI Workshop ( FX 503)

Duration: 6 days Target Group: Front line officers / second line in FOREX AD branches Objectives: To familiarize export/ import finance / remittance regulations through the auspices of FEDAI and RBI for

provision of all round FOREX procedures and the extant guidelines under FEMA and other regulations.

1. Role of FEDAI & Responsibilities of ADS in Deregulated Environment 2. Overview of Forex business in India and Role in brief of ICC and ECGC 3. Transactions / Operations in AD branches and operational tips under FEMA 1999 with reference to KYC & AML 4. SWIFT operations and Forex transactions 5. FEMA 1999 on Imports & related remittances 6. Methods of International Trade Payments with special reference to Documentary LC & Important articles of

UCPDC 600 & ISBP 681 7. Standby LCs _ISP 1998 – Import provisions 8. ECBs and FCNR(B) loans – an introduction 9. FEMA 1999 on Exports & related remittances 10. Export Finance Pre/Post shipment in rupees/ foreign currency including export of services 11. Forex remittances and accounts facilities available to Resident Indians and NRIs 12. Encashment of FTCs and currency notes 13. Introduction to FX Trade Policy 2004-09 – a bankers perspective and customs formalities – for exports/ Imports 14. Introduction to Forex Markets and managing risks in FX business with reference to FC/INR option 15. Exchange mechanism – spot & forward rates & managing exchange rate risk – FEMA 1999 guidelines on Forward

Contracts 16. ECGC policies and Guarantees with claim procedures 17. Marine Insurance 18. Important returns in FX business with reference to R Returns, XOS & BEF

Introductory Program to FX with EXIM Bills ( FX 504)

Duration: 4 days Target Group: Front line officers / second line in FOREX AD/NAB branches Objectives: To familiarize the officers about basics of foreign exchange transactions

1. Introduction to FX. 2. Types of accounts for NRIs and foreigners, including Loans. 3. Facilities to NRIs 4. CBS and EXIM Bills for foreign exchange transactions. 5. Remittances (inward and outward), including purchase of TCs / Cheques 6. Collection of foreign instruments, including negotiation of bills. 7. Rates and reporting of transactions. 8. Encashment of Foreign Travellers Cheques and currency notes 9. An introduction to Import & Export Financing


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General Banking Programs


GB 601 Career Progression Program for JMG Officers 3 days

GB 602 Career Progression Program for MMG Officers 3 days

GB 603 Customer Ecstasy – Gen-Y Focus 3 days

GB 604 Induction program for Promotee Officers 6 days

GB 605 Wealth Management Services 3 days

GB 606 Functional Hindi program for officers in Administrative Offices 1 day

GB 607 Efficiency enhancement program for RDO BMs 3 days

GB 608 Executive Development program for AGMs 3 days

GB 609 Program for Disciplinary Authorities 2 days

GB 610 Program for Inquiry Authority / Presenting Officers 3 days

GB 611 Program for Vigilance Officers 3 days

GB 612 Program for Security Officers 3 days

GB 613 Program for Officer Bearers’ of recognized Unions / Associations 1 day

GB 614 Program on Planning for Profitability (Location Specific) 1 days


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Career Progression Program for JMG Officers (GB 601)

Duration: 3 days

Target group: Officers who have residual service in the bank for more than 10 years Objective: To groom Officers for succession planning

Topical coverage:

1. Banking – Future Vision – Positioning of our Bank 2. Identify oneself with Organisational goals 3. Career Planning – What , when and How of my career planning 4. Motivation - A Tool to succeed 5. Personality Development 6. Communicate to conquer 7. Facing change and challenges in career progression 8. Role of technology in career building 9. Business Etiquettes and success 10. The making of a Leader 11. Market yourself for business growth 12. Together we accelerate

Career Progression Program for MMG Officers (GB 602)

Duration: 3 days

Target group: Officers in Scales II and III who have residual service in the bank for more than 10 years Objective: To groom Officers for succession planning

Topical coverage: 1. Banking – Future Vision – Positioning of our Bank 2. Identify oneself with Organisational goals 3. Career Planning – What , when and How of my career planning 4. Motivation - A Tool to succeed 5. Personality Development 6. Communicate to conquer 7. Facing change and challenges in career progression 8. Role of technology in career building 9. Business Etiquettes and success 10. The making of a Leader 11. Market yourself for business growth 12. Together we accelerate


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Customer Ecstasy – Gen-Y Focus (GB 603)

Duration : 3 days

Target group : All Officers Objective : To enable participants appreciate the need for customer service and care in the competitive market driven

banking

Topical coverage:

1. Challenges of Customer Service in CBS Environment 2. Customer Service and Profitability 3. Customer Relationship Management and Power of appreciation 4. BCSBI / RT Act / Compliance / Conflict of Interest 5. Customer complaints and solutions 6. Providing gold standard customer service in bank 7. Marketing CASA and Self Supporting Service products 8. Cross selling technique and Marketing of SLPs 9. Communication skills and Business etiquettes 10. Leveraging Technology for attracting Gen-Y Customers

Induction Program for Promotee Officers (GB 604)

Duration: 6 days Target Group: Promotee Officers Objective: To make the promotee officers familiarize with their role as officers and enhancing their efficiency in

competitive banking Topical Coverage:

1. Corporate expectations & goals 2. Success is attitude 3. Change management 4. Business Communication & Etiquette 5. Making “I” to “We” & Interpersonal Relationship 6. Jewel Loans for Agri / Retail Trade / Non-priority appraisal and auctioning procedure 7. Marketing of retail banking products, other structured products, alternate delivery channels, Cross selling of

products 8. Priority sector lending / Government sponsored schemes 9. Selection of Borrowers and Principles of Lending 10. KYC & AML & Whistle Blower Policy 11. Customer Service & care 12. Officers' Service Regulations 13. Preventive Vigilance 14. Bankers Code of commitment to customers / Right to information Act /Compliance / Official Language 15. CBS - Issues relating to CIF, Deposits and Loans, Contingent Accounts and EXIM BILLS, Scrutiny of reports,

IS Security 16. Financial Inclusion and Micro Finance 17. Career Planning – What , when and How of my career planning 18. Introduction to FX 19. ATM Services


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Wealth Management Services (GB 605)

Duration : 3 days

Target group : Branch Managers Objective : To enable participants to be aware of various markets for garnering HNI business

Topical coverage:

1 Overview of Wealth Management 2 Recent developments/Changing scenario & Overview of Investment opportunities –

Equity/Debt/Commodity 3 Mutual funds 4 Wealth Management - Investment Policy design & asset allocation

5 Investment in stock market & implications – Fundamental Analysis, Technical Analysis 6 Investment Planning - Fundamentals of Investment Planning 7 Measuring Investment returns; Excel Tools for Investment Planning 8 Tax Planning 9 Insurance Planning 10 Retirement Planning 11 Portfolio & Technology Management 12 FX Market 13 Legal compliance other requirements for Banks to become a Wealth Management Advisor 14 Business opportunities - HNI clientele

Functional Hindi Program for Officers (GB 606)

Duration: 3 days Target Group: Officers at the administrative offices in Chennai, HO and Chennai Circle Objective: To familiarize the Officers of administrative offices in the functional knowledge of Hindi and its application in

day to day functioning Topical Coverage:

(As decided by HO: OLC)


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Efficiency enhancement for RDO BMs (GB 607)

Duration: 3 Days

Target Group: Agri. Officers in charge of Branches.

Objective: To familiarize the Agricultural Officers with other areas of banking business and groom them for higher positions

of Branch Management.

Topical coverage: 1. Art of Effective Communication and Decision Making 2. Customer Relationship Management - Coping up with customer choices 3. H R Challenges 4. Leveraging Technology & IT products 5. Elements of integrated Risk Management 6. Processing of Large Borrowal facilities 7. Asset Quality and Credit Management 8. Retail Banking and credit monitoring nuances 9. Ancillary Services / Govt. Transactions/ Profitability 10. FOREX basics 11. CBS applications.

Executive Development Program for CMs / AGMs (GB 608)

Duration: 3 days Target Group: Recently promoted CMs / AGMs Objective: To familiarize the participants with the latest challenges in the Financial sectors set goals, nurture

leadership talents for executive excellence Topical coverage:

1. Leadership qualities for Corporate Excellence 2. Latest developments in IT and Products 3. Team Building 4. Corporate Governance / Vision and Mission 5. Negotiation Skills 6. Six Thinking Hats – Power of parallel thinking 7. Stress Management – Exercise / Cases 8. Time Management 9. Decision Making Skills– Case analysis 10. Prevention is better than cure – Preventing frauds 11. Coaching , Counselling, delegating and mentoring 12. Nurturing talent – Giving elbow room young aspirants 13. Analytical skills and Data Intrepretation 14. Developing Corporate Culture 15. Executive wellness – Work Life Balance


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Program for Disciplinary Authorities (GB 609) - 2 days

Program for inquiring Authority / Presenting Officers (GB 610) – 3 days

Program for Vigilance Officers (GB 611) – 3 days

Target Group and Course coverage – will be decided by GM (CVO)

Program for Security Officers (GB 612) – 4 days

Target Group and Course coverage – will be decided by CSO.

Program for Officers bearers’ of recognized Unions/Associations (GB 613) – 1 day

Target Group and Course coverage – will be decided by HO:HRM

Program on Planning for Profitability (GB 614) (Location specific)

Duration: 1day

Target group: Branch Managers & Desk officers of Planning & Development Department of administrative Offices

Objective:

To provide a comprehensive view of various aspects of productivity, profitability, profitability ratios and budgeting

Topical Coverage:

1. Emerging trends in the economy / banking 2. Corporate guidelines on Budgeting & Profitability 3. Strategic planning & Profit planning 4. Improving CASA, Non Interest Income, Reduction of NPA & Improving recovery, Controlling Non Interest Non

Salary Expenditure 5. Marketing of third party products 6. Improving Retail Business Portfolio 7. Improving NRI business 8. Attracting Gen - Y customers 9. Popularising Technology products


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Information Technology


IT 701 Program on Advance related issues in CBS 3 days

IT 702 System Management in CBS Environment 3 days

IT 703 WEB based applications ( EXIM Bills, Payroll, Pension) 3 days

IT 704 IT Management in CBS for BMs and ABMs 3 days

IT 705 CBS application for AD branches in EXIMBills 3 days

IT 706 Program for Help Desk Officers 3 days


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Advance related issues in CBS (IT 701)

Duration: 3 days Target group: Officers looking after Loans and advances from Branches – All India Objective: To enhance the job role for quality advance portfolio and business growth. Topical coverage:

1. Updates in OD/OCC module & Loans module 2. Subsidy processing 3. SMA,NPA Module 4. ARC transactions 5. Interest calculation 6. RAM rating 7. Enquiry features 8. Delivery channels, IT products 9. IS Security, Preventive Vigilance 10. EXIM BILLS – Cheque BP, Opening of LC, Guarantee

System Management in CBS Environment (IT 702)

Duration: 3 days Target group: Officers looking after the system from Branches and Administrative Offices – All India Objective: To enhance the job role capabilities of System Managers for effective quality data maintenance for business growth Topical coverage:

1. User administration 2. Network & System administration 3. Configuring peripherals 4. HELPDESK / Mining of information 5. Patch Management 6. Escalation procedure / IP Messaging 7. Back Office Reports and controls 8. ATM Maintenance 9. Operational Issues relating to ATM cards 10. Quality Data – maintenance / updation thereof 11. Implications of wrong product / codes 12. Various query facilities available for ABMs/ BMs 13. Effective / Secured Front Office Management 14. Front Office Reports, scrutiny & implications 15. Security / special features in ABMs module & Administration thereof 16. IS Security/ Preventive Vigilance


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WEB based applications (EXIM Bills , Payroll, Pension ) (IT 703)

Duration: 3 days Target Group: Officers presently handling bills, payroll, pension , Govt transactions Objective: To familiarise the participants with web based applications relating to EXIM Bills , Payroll & Pension Topical Coverage:

1. Overview of Exim bills – user administration 2. Contingency accounts 3. Cheque collection / purchase modules. 4. Guarantee module 5. Overview of LC application 6. Perusal of reports related to EXIM Bills. 7. Centralised Payroll 8. Centralised Pension 9. Govt. Transactions 10. IS Security and Preventive Vigilance

IT Management in CBS for BMs & ABMs (IT 704)

Duration: 3 days Target group: Branch Managers and ABMs of Branches.. Objective : To enable the BMs & ABMs to develop skills relating to Internal Control and Supervision under CBS

environment. Topical coverage:

1. An overview of CBS environment. 2. Role of BMs and ABMs under CBS environment. 3. Reports pushed by CDC and how to use them effectively 4. Preventive measures to be undertaken to prevent fraud. 5. Interpersonal relationship 6. Deposit & loan module with 7. Loan module with subsidy processing 8. SMA,NPA,ARC handling in CBS 9. Interest calculation 10. Delivery channels and Technology products 11. RAM rating 12. Controls in ATM operations 13. e-TDS


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CBS application for Forex Business (IT 705)

Duration: 3 days Target Group: Front line officers / second line in FOREX branches Objectives: To familiarize CBS module of export/ import business & other forex transactions Topical coverage:

1. Opportunities and challenges in trade finance – inland & foreign 2. EXIM Bills - User concepts & product set up 3. Inquiry & supervisory release functions 4. Cheque collection / purchase & conversion of collection of purchase 5. Import collection and LC issuance 6. Import LCs – sanctioning of limits & making of limits in EXIM Bills & transaction posting 7. Export Packing Credit & collection under LC & non LC 8. LCs / Guarantee issues, and transaction postings 9. Non fund business and Non Interest Income 10. Sanction of limits and recording documents & report compliance 11. NRI a/cs 12. Remittances 13. Foreign currency transactions

Program for Help Desk Officers – 3 days

Target Group and Course coverage – will be decided by HO : TMD.