科尔尼－中国银行crm

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1、Question1–SystemStructureHomogeneousrulesandcriteriaresultingreaterqualityofinformationadaptedtoeachtypeofuserViewsbyuserViewsDatabaseWide-scopedatabaseforthedevelopmentofportfoliotoolsandofmodels1)ofPD,EADandLGDMISextractsandprovidesinformationfromthelegacysystems,usingwell-def

2、inedbusinessrulesConsolidatedcreditbaseBusinessrulesBusinessrulesareusedtoguaranteeaunifiedandconsistentsetofdefinitionsbetweenandamongbusinessunitsLegacysystemsTheconsolidationofdatadispersedinalegacysystemsignificantlyenhancesthebank’sabilitytodevelopanalyses1n...Businessrules

3、Note:1)BasleIIsuggests5to7yearrecordfortheconstructionofthemodelsSource:AnalysisbyA.T.KearneyJorge:IamnotsurewhetherthisslideanswerthequestionQuestion5–Post–LoanManagementBankclientsSegmentA…...SegmentBThebestpracticesegmentationstrategiesutilisetheclientvalueforecastsandtherisk

4、estimationThesegmentationstrategyobligeauniformclienttreatmentfordifferentproducts,fordifferentfunctionsandfordifferentchannelsPost-LoanManagementStrategyForeachsegment’svalue-riskcombinationitisnecessarytoidentifyspecific“treatmentstrategies”PHASE1Differentclients,treatedwithdi

5、fferentstrategiesareallocatedindifferentsegmentsPHASE2Clientsaregroupedtogetheraccordingtosystematictreatmentamongthedifferentbusinessareas.ForexampleonthebasisofvalueandriskdefinedbythebankPHASE3Foreachclientsegmenta“treatmentstrategy”isdevelopedinordertoguaranteethateachclient

6、istreatedinthecorrectwayaccordingtothefunction,theproductandthechannel.This“treatmentstrategy”providestheindicationnecessarytotreattheclienteverytimehedealswiththebankHighvalueLowvalueHighriskLowriskSEGMENTAHighValue,HighRiskRetailPRODUCTSPrestitiConticorrentiMutuiCartedicredito

7、…altriFunction……….……….……….Channel:TelephoneServiceLevel:HighStrategy:softtreatmentforsmallamount.IftheamountisHigh,theCustomerServicecallstheclientandsendsa“medium”letterSegmentCexample……….Theadoptionoftheclient-value-riskapproachhasbeenconsistentlyintegratedinsidetheotherbank’s

8、processes(Governance,Distribution)Creditcollect