Trainings and Services

Senior Management Orientation



The Senior Management Orientation Module is the first step in the MABS Approach to microfinance services. Its main purpose is to provide an appreciation and overview of the MABS Approach and microfinance in general.

Course Presentation:

1. MABS Approach An Overview of Microfinance Capability Building

2. Microfinance Best Practices RBAP-MABS Microfinance Best Practices Introduction to Financial Intermediation

3. Profitability of MF Operation Profitability of Microfinance Operations Presentation

4. Modular Training and Technical Services MABS Approach Training and Technical Services Tools, Forms and Templates Profitability Income Projection

Market Research

Description: Knowledge of the market is necessary for the successful design of a microfinance product. Market research is a scientific technique of identifying the possible risks and the opportunities available to microfinance institutions (MFIs). It is a tool to identify the nature of the demand for microfinance services, the size of the market, and the demographics of the target clients. Once the MFI recognizes this essential information, it is prepared to design a microfinance product that suits the needs of its target market and make the most of its untapped opportunities.

Course Presentation:

1. What is Market Research Training Module on Market Research

2. Determining the Size of the Market Determining the Size and Risks of Your Target Microfinance Market

3. Area Mapping Secondary Data Gathering and Area Mapping

4. Market Survey Training Module on Market Surveys

5. Data Processing and Analysis Data Analysis Presentation

6. Focus Group Discussion Session on: Focus Group Discussion (FGD)

Case Studies and Handouts

1. Decision Making Activity Flow Handout - Case Study #1
2. Market Indicators Handout
3. RMA Tables Handout
4. RMA Sample Handout
5. Market Research Tool Kit for Microenterprise Survey
6. Reviewing Market Study
7. Market Research Report Paete
8. Market Research Report Form
9. Tabulation
10. Practice Summary Tables
11. Actual Summary Tables
12. Focus Group Discussion Summary Handout
13. Showcards Handout
14. Attendance Sheet Handout

Product Development

Description: After conducting market research, participants should now be ready to design their respective loan products. In the Product Development Module, participants will be provided with the necessary knowledge and skills to design a product prototype, develop a product manual, determine if any necessary adjustments in their MIS are needed, and prepare financial projections.

Course Presentation:

1. Module Overview Product Development Module Presentation

2. Product Development Process Product Development Process Presentation

3. Loan Product Features Determining Loan Product Features Loan Product Features : Seven New Partner Banks Market Survey Results and Implications for Product Design

4. Effective Interest Rate Effective Interest Rate Presentation

5. Focus Group Discussion Product Validation Tool: Focus Group Discussion

6. Lending Procedures And Internal Control Microfinance Lending Process and Procedures Presentation Loan Documentation Procedure Presentation Fraud and Internal Controls

7. Microfinance Unit Organization & Management Organization and Management of the Microfinance Unit

8. Zero Tolerance The Nature and Costs of Loan Delinquency Causes of Loan Delinquency How Would You Know If You Have A Delinquency Problem? Preventive and Remedial Measures Developing the Culture of Zero Tolerance of Loan Delinquency

9. MIS Gap Analysis MIS Gap Analysis Presentation

10. MIS Reports MIS Reports Presentation

11. Financial Projections Loans Presentation Manpower Presentation Savings Presentation Fixed Assets Presentation Cash Flow Presentation Income Statements Presentation Balance Sheets Presentation Ratios Presentation

Case Studies and Handouts

1. Microfinance Product Features
2. Preparing the Product Concept Paper
3. Sample Product Manual
4. Computation of the Effective Rate and Effective Yield
5. Effective Interest Rate Handout
6. Internal Controls Checklist A
7. Internal Controls Checklist B
8. Specifications Handout
9. Reports Handout
10. Document Handout
11. Survey Handout
12. MIS GAP List Handout - Case Study #2
13. Microfinance Management Reports
14. Management Information System
15. Loan List Report
16. Collection Due Report
17. Delinquency Report
18. Performance Report
19. Report on Total Interest Collected from Microfinance Units
20. Portfolio at Risk Report
21. MABS Monthly Report
22. Clients Status Report (Sample A)
23. Clients Status Report (Sample B)
24. Clients Status Report (Sample C)
25. Report on Portfolio at Risk By Aging Analysis and Business Activities
26. Portfolio at Risk Sorted by Disbursed Loan Amount
27. Loan Portfolio by Gender
28. Comparison Across Reports
29. Micropinoy User's Guide
30. Micro-Pinoy Annex
31. Micro-Pinoy Annex Winzip
32. Micro-Pinoy212

Tools, Forms and Templates
1. Form 1 - Information Sheet for ABC Loan
2. Form 2 - Attendance Sheet
3. Form 3 - Loan Application Form for ABC Loan
4. Form 3A - Repeat Loan Application
5. Form 4 - Client Investigation Form
6. Form 4A - Repeat Loan Credit Investigation Form
7. Form 5 - Co-Maker's Profile
8. Form 6 - Bank Verification Letter
9. Form 7 - Loan Recommendation Sheet
10. Form 8 - Client Logbook
11. Form 9 - Promissory Note/Co-Maker's Statement
12. Form 10 - Disclosure Statement
13. Form 11 - Deed of Assignment of Deposits
14. Form 12 - Chattel Mortgage
15. Form 13 - Security Agreement
16. Form 14 - Loan Disbursement Checklist
17. Form 15 - Client's Card
18. Form 16 - Individual Loan Ledgers
19. Form 17 - 19 Notices
20. Form 20 - Restructured Loan Agreement

Loan Administration and Management

Description: Loan administration and management is critical in the MABS Approach to microfinance. Two of the critical components are the assessment of credit worthiness and capacity to pay of borrowers. The information provided by these is vital and considered to be valuable in microfinance operation.

Microfinance loans are based primarily on the character and reputation of the applicants. An accurate and complete CIBI report enables the bank to screen out high-risk applicants and avoid having serious loan delinquency problems later on. Cash flow analysis on the other hand, helps the bank determine how much should be given as loan to a client. Without cash flow analysis, banks would be giving out loans that could either be too small for their clients' requirement (in which case, disgruntled clients would go to other lenders) or too big (in which case, clients will have a hard time repaying their loans).

Course Presentation:

1. Module Overview Credit Investigation/ Background Investigation and Cashflow Module Presentation

2. Overview of Credit Investigation/ Background Investigation Credit Investigation/ Background Investigation Presentation

3. Preparing the Credit Investigation/ Background Investigation Report Preparing the Credit Investigation/ Background Investigation Report

4. Practical Tips in Doing Credit Investigation/ Background Investigation Pointers and Techniques in the Conduct of an Effective Credit/Background Information Gathering

5. Cash Flow Based Lending What is Cash Flow Lending?

6. Preparing the Client's Cashflow Preparing the Client's Cash flow

7. Reviewing a Client's Cashflow Cash Flow Review Techniques

8. Performance Monitoring Indirect Operating Costs Monthly Product Performance Report Estimating the Loan Loss Provision Estimating the Bank's Cost of Funds

9. Measuring Client Drop-out Client Retention or Client Desertion?

10. Staff Evaluation Microfinance Staff Performance Evaluation

11. EAGLE Rating EAGLE Performance Standard and Rating June 30

Case Studies and Handouts

1. Overview Template Handout
2. Credit Investigation/ Background Investigation Report Sample Handout
3. Credit Investigation/ Background Investigation Report Prep Handout
4. Pointers to consider in the conduct of Credit Investigation/ Background Investigation
5. Lending Template Handout
6. Cash Flow Review Techniques Handout
7. Determining Loan Size Using ARC - Cases #1-5
8. Monthly Product Performance Report Handout
9. Preparing the Monthly Product Performance Report
10. Sample MPP Report
11. Exit Interview Questionnaire - Group Loan
12. Exit Interview Questionnaire - Individual Loan
13. Short Exit Interview Form
14. Performance Appraisal for Account Officers
15. MFU Handout
16. Quantitative Performance Indicator for MFU Staff
17. Sample Staff Performance Evaluation Report
18. Performance Appraisal for MF Supervisor
19. EAGLE Rating Methodology Handout
20. EAGLE Template Generic Handout
21. EAGLE Template RB DEF Handout
22. EAGLE Template RB GHI Handout
23. EAGLE Template RB JKL Handout
24. Performance data for BB DEF

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