Ukraine—Aval Raiffeisen Bank

Since its inception in 1992, Aval Raiffeisenbank has strengthened its position in the Ukrainian market through an extensive branch network and a strong customer deposit base. Aval Raiffeisenbank has been strong in micro and small business lending, and in lending to larger business borrowers. However, in 2006, the bank assessed its need to address the segment that lies between these two. The European Bank for Reconstruction and Development contracted DAI to establish a small and medium-sized enterprise (SME) lending program and ensure through an institution-building program that Aval Raiffeisenbank’s commitment to SME lending was sustainable.

Sample Activities

• Design SME lending methodology and appropriate organizational changes in support.
• Develop streamlined SME lending/leasing policies and procedures.
• Create credit manuals and application forms, and reduce documentation requirements.
• Design and roll out application processing systems and credit scoring modules (statistical and rules-based).
• Conduct market research, design marketing strategies, and create competitive micro and SME lending products.
• Train on credit analysis, financial forecasting, sales skills, portfolio monitoring, product, and new IT system use.

Select Results

• Supported the disbursement of 392 loans, totaling €78 million.
• Trained 700 participants throughout the branch network in sales, credit, and relationship management.
• Developed a “Relationship Manager” concept, including a handbook and guidelines for how to move from a loan officer role to a sales multiple product-oriented relationship management role.
• Developed and implemented financial instruments for SME development (policy), and institutional capacity building and strengthening.
• Performed skills audit.
• Designed and delivered training.
• Completed training needs assessment.
• Designed and implemented marketing plan.
• Monitored loan portfolio performance and reported to the client.