121 views
Photo by Benjamin Child via Unsplash.

Corporate banks ramp up data analytics to boost customer acquisition

They also plan to use data and analytics to assess productivity of relationship managers.

Corporate banking leaders are gearing up their data and analytics capabilities with a focus on client acquisition and relationship managers (RM) productivity.

McKinsey & Co. surveyed 57 corporate banking leaders in September 2022, where 21 indicated that they plan to use data analytics to assess customer potential and wallet sizing. 

“Although a bank’s analysis may identify a set of high-value use cases, selection of initial use cases should not rely solely on financial criteria. Banks can motivate the front line by inviting RMs to discuss priorities and select the three to five use cases they consider most important,” wrote McKinsey & Company partners Denis Francis and Imke Jacob, and associate partner Fadi Zoghby.

Environmental, social, and governance (ESG) use cases, including net-zero analytics, also are emerging as a priority, with 12 corporate banking leaders indicating such.

ALSO READ: Will your next wealth relationship manager be a machine?

The partners found that frontline-prioritized use cases included client acquisition (at a bank in China), trade finance cross-selling (a bank in the Middle East), client potential (a North American bank), and markets/foreign-exchange cross-selling (a European bank).

As corporate and commercial banks strive to serve increasingly complex client needs, data and analytics have become table stakes, Francis, Jacob, and Zoghby said.

“Initially, leading banks saw success from using data- and analytics-powered frontline tools to better serve their midsize business clients. They are now in the process of scaling this success across the rest of the corporate and commercial sector, from global multinationals and large domestic companies to small businesses,” the analysts noted.

The next generation of data- and analytics-powered frontline tools are expected to help RMs prioritize clients and opportunities, free up RMs to focus on value-adding activities and provide transparency on key information, including RMs’ performance, they added.

Follow the link for more news on

Pembekuan pendanaan menghantam penyedia layanan BNPL

Investor semakin sedikit mengalirkan dana ke penyedia layanan BNPL yang sudah menghadapi keuntungan margin yang tipis.

HSBC: Aliansi bank-fintech merupakan win-win

Pemberi pinjaman dapat belajar dari teknologi disruptif sambil membantu mereka mematuhi regulasi.

Tokenisasi aset perdagangan untuk menjembatani kesenjangan pembiayaan

Teknologi blockchain dapat mendesentralisasikan operasi keuangan dan mempermudah akses kredit.

BCA menjalankan komitmen terhadap keuangan berkelanjutan

Bank asal Indonesia ini mempertimbangkan aspek lingkungan dan tata kelola dalam keputusan pemberian pinjaman.

Mengapa UNOBank mendorong embedded finance tumbuh di Filipina

Bagi UNOBank, banking interface terpadu adalah strategi pertumbuhan sekaligus upaya inklusi keuangan.

OCBC mencoba mengurangi kesenjangan manfaat bagi agen properti di Singapura

Produk terbarunya menawarkan manfaat finansial di bidang perbankan, asuransi, dan perdagangan.

Upaya Malaysia menjadi anggota BRICS untuk mendorong perombakan sistem perbankan

Namun, tantangan muncul ketika menjauh dari ketergantungan pada AS dan SWIFT.

Platform pembayaran PingPong memperoleh lisensi PJP di Indonesia

PingPong mengincar ekspansi ke pasar ekspor senilai $320 miliar di negara tersebut.

Merger dan penutupan mengancam 3.800 bank di area pedesaan Cina

Sekitar 70 bank di area tersebut telah merger sejak 2023.