At most banks, business customers are the largest group within the commercial customer segment. In practice, however, the earnings potential that this customer group offers is not adequately exploited. Business customers are categorized as an undesirable clientele. Corporate banks often view them as being "too small" and they only provide services in response to specific enquiries as a result of the high service intensity associated with business customers. This is why service/private customer banks often lack the necessary credit decision-making security. zeb/ develops strategies in conjunction with the banks which enable the specific utilization of earnings potential in the business customer segment and the optimization of management processes with a view to optimizing risk orientation.
zeb/ supports you in the elaboration of optimized sales and organizational structures in the business customer segment. Your bank profits from considerably higher returns per customer and, as a result, the improved profitability of the bank as a whole. At the same time, we optimize processes so that the freed-up resources can be used to strengthen the sales organization and/or to reduce costs.
Our services:
- We optimize your bank's sales and organizational structures and help you to establish responsibilities, customer service intensity and sales channels in accordance with customer potential.
- With your assistance, we create a pragmatic typology for your business customers which reflects their sales potential. Based on this, we design suitable sales concepts.
- Then we establish a pragmatic customer consultation guide which is oriented on overall requirements (including private customers) and support you in the introduction of telephone sales and service channels.
- We also introduce tried-and-tested activity and campaign management systems.
- We ensure the appropriate use of the opening clauses in the minimum requirements for risk management (MaRisk) to help you optimize relevant credit decisions and processes.
- We also establish systematic decision support processes (zeb/commercial customer scoring) and risk-oriented monitoring.