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3 Pieniądze i Więź

3 Kulawczuk P.

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Banking Models of Small and Medium Size Enterprises in Poland

100%

Kulawczuk P.

Pieniądze i Więź

2005

tom 8

nr 3(28)

59-73

The article concerns the process of creating and functioning of banking models for Small and Medium Size Enterprises (SME) in Poland. The main thesis of the article is the statement that despite significant consolidation changes, the banking sector in Poland was able to propose new innovative models of SME banking, which overcame the most of historical barriers to SME financing. Article distinguishes four fundamental models of SME banking; retail model, diversified platforms model, life cycle model and bond model. Using the banking achievements' assessment a thesis was set up that out of the number of proposed SME banking models, the client-bank bond model should be highly evaluated by SME clients. As author indicates a model used by co-operative financial institutions could achieve high evaluation. To justify this thesis research results were presented, basing on SME clients poll conducted within the framework of 'Business Friendly Bank' Contest in 2004. When analysing high evaluations received by the bond model a probable reason was indicated. The bond model can be perceived as the reaction for extensive standardisation and globalisation in banking (understood as consolidation tendencies) and sometimes as the negation of high technology solutions by the part of more traditional entrepreneurs. However simultaneously the clients' acceptance for new technologies is growing fast in the SME sector.

PROFITABITITY OF THE SMALL AND MEDIUM SIZED ENTERPRISES SEGMENT AS A FUNCTION OF CUSTOMER RELATIONS MANAGEMENT (CRM)

100%

Kulawczuk P.

Pieniądze i Więź

2005

tom 8

nr 1(26)

107-117

One of the most significant problems of Polish banking sector at the beginning of the 21st century is implementation of Customer Relationship Management (CRM) systems in the segment of small and medium-sized enterprises (SME) based on current profitability of customers. The main thesis of the publication is that such systems ignore both: up to date experience in collaboration with customers and potential profitability that could be developed in the whole lifecycle of customers' firms. To illustrate how this concept works in Polish conditions, two opposite behavioural models of SME bank financing were constructed. The first concept is based on current profitability criterion in CRM operation. Based on Polish examples it can be admitted that this model creates unfavourable tensions both on clients and on the bank management and significantly reduces benefits that would be available when more flexible approach could be adopted. Opposite to this model is a concept of CRM systems based on customer's firms lifecycle relations. This concept is analysed using Polish examples of co-operative banks, credit unions and very few commercial banks that had just implemented elements of this approach. The main conclusion of the article is that SME's customers prefer lifecycle approach to CRM systems and this system seems to be much more effective than current profitability approach.

Innovative Banking in Small and Medium Size Business

100%

Kulawczuk P.

Pieniądze i Więź

2007

tom 10

nr 4(37)

97-108

Modern banking in small and medium size business needs innovative offers and innovative distribution channels. The author presents essential innovations in European and world banking in the past ten years and points out to the wide range if fields not explored by Polish banks. It is especially visible in the areas open to the European Union support like credit guarantees, starting capital, venture capital and other higher risk markets. The author predicts that small and medium size business would be financed more intensely in the early development stage and that public financial institutions would share part of the risk. The banks would inevitably start to take care of clients whose credibility is based on human capital and intellectual property in contrast to the traditional material guarantees.