Top-Line Growth - Case Studies
Establish Retail Banking Presence
Name of Client
Prime Bank, Pakistan
Scope of Work
Prime Bank was seeking a fast entry into the Retail Banking market in Pakistan. They did not have all the expertise required in-house and needed assistance to attract the scarce and expensive local talent required. Prime Bank’s senior management team asked BankT&D Consulting to provide strategic planning and take over the execution role in sourcing, recruiting, training and mentoring a young team. This team would be used for the introduction and management of new products and services and would be ingrained with a sales and service culture.
BankT&D Consulting began this assignment by undertaking a strategic review covering and producing a Situation Analysis report. The review included Retail Banking, Business Process Re-engineering and a Training Needs Analysis. As a result of the Situation Analysis, BankT&D Consulting was asked to take on an assignment to help the Bank develop its Five Year Strategic Business Plan and then create a buy-in of the Plan amongst the senior and middle management. This assignment was achieved by a combination of desk-top research, in-depth interviews and reviews with the key managers, and running Senior Management Workshops before the development of the Plan to get a buy-in on the Strategic Direction and milestones. Once the Plan had been developed and approved by the CEO and the Board of Directors, it was the presented as a snap-shot at a large Senior Managers/Officers Conference followed by a more detailed buy-in session at a three days Senior Management Workshop.
A major outcome of the Strategic Plan approval was the decision by the CEO and the Board of Directors to assign BankT&D Consulting the responsibility to execute the Plan relating to the Consumer and Branch Banking Services Businesses over a one year period. BankT&D Consulting was given complete administrative and executive responsibilities including hiring, firing, credit and expense approvals as per the Approved Annual Plan. Within six months of the assignment Prime Bank had become a market leader in all the products launched by Prime Bank amongst it peer banks, including banks which had been established players in Consumer and Retail Banking for over a decade.
The above strategy also included a complete change of the corporate identity of the Bank. This was achieved with minimal expense by changing the Branch and Corporate front fascias and using the product launches to build and establish the new identity. All the planned launches were completed within six months of the assignment and the resultant visibility created a major positive impact on its image and financial performance.
Design and Launch of new SME Business and SME focussed Equipment Finance Leasing Company.This included both the Small as well as Medium Enterprise segments.
Name of Institution
Major Global International Bank with SME businesses in various countries in Central Eastern Europe, Africa, Turkey , Asia and Latin America
Major Islamic Bank in Egypt
Scope of work
The assignments comprised of two phases. The first phase included: assisting in regulatory approvals (where required) and funding strategy, market study and segmentation analysis, competitive positioning and entry strategy, product design, end-to-end operational and business model design, system and vendor selection This phase culminated in a 5 year business plan submitted to senior management for approval. The second phase included: assisting in the execution of the operational and business model covering recruitment and training of staff, end-to-end process manual design and writing, sales incentive plans, product packaging and marketing campaigns, embedding of advanced customer management techniques, operations, risk model and systems implementation.
In all these instances, the businesses were set up and launched within 8-12 months of our involvement. In order to transfer technology and have management ‘buy in’ the BankT&D Consulting subject matter experts worked with the core management team that were thereafter going to run the businesses (and in some instances helped to recruit them).. The success of the businesses set-up was proven by the fact that many of the businesses became market leaders within 12-18 months of launch. All the businesses launched during this BankT&D consulting assignment continue to be profitable (both from a ROE and ROEC perspective) with predictable loss norms across geographies and business cycles (both benign and stressed) and have a high degree of automation of processes. Best practices and learning from various countries were quickly adapted to other countries with a high degree of success eliminating costly trial and error issues and at the same time enhancing the bottom line. The major international bank now has a global SME architecture which is locally adapted and implemented allowing for both global and local best practices to complement and enhance the business value.