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SPM Case Study: Sambandh – Building Client Relationships

Sambandh’s mission statement: “To economically empower low income households by providing a broad range of client focused and responsive financial services on a continuous basis.”

MicroSave recently conducted an SPM assessment on Sambandh which brought out the strengths and weaknesses of the organisation and the areas for improvement. Sambandh is an MFI operating in Northern Orissa, predominantly in the urban areas of Sundargarh District. It functions as an urban financial services initiative for low income households with a long-term view of improving the quality of life of the poor. Its objective is to support micro-entrepreneurs in developing and expanding their businesses.

The SPM exercise focused on:

Strong systems and procedures reflecting strong institutional culture
Motivated staff and healthy organisational climate as borne out by robust formal/informal communication system
Initiative to strengthen the Helpline system through requisite training of staff
Induction training focussing on role plays, punctuality and etiquette
Performance appraisal as per the organisation’s mission and values
Viable product mix

The SPM diagnostic led to improvement in process optimisation, credit risk management, incorporating social indicators and strengthening support services like Helpline facility.

SPM Case Study: Asirvad – The Balance of Social Aspirations and Financial Realities

In April 2010, Asirvad and Lok brought in MicroSave to undertake a comprehensive social performance management (SPM) diagnostic and action-planning exercise to gain a competitive edge in the fiercely competitive rural lending environment in the South. Asirvad Microfinance Private Ltd. (Asirvad) is an NBFC-MFI operating in 14 districts of the South Indian state of Tamil Nadu. In 2009, Lok Capital (Lok), a social venture fund, became a partner to Asirvad by subscribing to 24% equity.

The SPM diagnostic focussed on the following areas:

Overlap between social and financial performance and mutual reinforcement for better achievement of organisational goals
Synergies between partners through participatory planning/strategising exercises
Focus areas over a definite time-frame
Process improvement
Human Resource Development
Value addition to existing services

SPM intervention led to improvements in product design, client protection, staff incentives, transparency, professional quality services, and sustainability with a goal of increasing outreach to the unbanked.

Understanding the ‘Cost of Cash’ for Low Income Clients: Why and How?

Identifying the right Customer Value Proposition (CVP) is essential for the large scale adoption of m-banking or mobile money services. MicroSave developed a “cost of cash” tool specifically around for understanding the pain involved in cash transactions (with an eye towards presenting an m-banking solution to alleviate the pain), which helps e/m-banking stakeholders to discover which suite of transactions to focus on. The initial research results helped mChek in India to refine its overall un/under-banked strategy and in developing new service offerings for its partners and end-clients. These are described in more detail in IFN 52 “Removing the Pain from Using Cash: An M-banking Solution?”

Characteristics of Mumbai Microfinance Market

The Mumbai market is unique and needs to be approached in a different way by MFIs. Since Mumbai is a busy place, MFIs need to make their operations efficient and faster: weekly group meetings are likely to be unpopular. This Note analyses the way poor entrepreneurs in Mumbai currently finance their businesses, and the options and opportunities for MFIs in Mumbai. It then provides some pointers on how best to design products for this unique urban market, and concludes that with care, and thoughtful product design, Mumbai promises to be a very lucrative market for microfinance.

Risk Management Booklet

The Risk Management Booklet is the fourth publication under the Optimising Performance and Efficiency Series (OPES). The OPE Series brings together key insights and ideas on specific topics, with clear objective of providing micofinance practitioners with practical and actionable advice.

The Risk Management Booklet is a compendium of MicroSave’s Briefing Notes and India Focus Notes which focus on a wide range of opportunities, issues and challenges.

This brief publication mines MicroSave’s rich experience and blends it with that of leading consultants and practitioners in the field of Risk Management. Risk Management is more important in the field of microfinance due to absence or near absence of traditional risk mitigation mechanisms like collaterals and guarantees.

The monitoring, analysis and management of credit risk under group or individual lending models is core to the effective functioning of an MFI.