Case Study – Benchmarking
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- What business potentials do exist in regard to the targeted customers of the client, and which measures are need to realise these potentials long-term?
- Which parameters and measures are required to secure revenue from the derivatives business in the long run, and how can it be increased?
- Can existing processes be further improved—and can available resources be used more effectively?
The Strategy / Our Approach
The inspection of existing documentation as well as sales documents was prioritised. This was followed by the analysis of the existing loan portfolio of the targeted customers and the identification of revenue potentials, divided by customer groups and under consideration of peer group benchmarking. For the quantitative analysis interviews were done with all parties contributing to the sales process, and internal and external process were investigated. The result was a summary of the insights in form of an analysis of strong and weak points. That allowed us to derive recommendations for the realisation of shown revenue potentials.
The client was given a comprehensive analysis of his derivatives business including a risk and opportunities profile as well as practical recommendations for actions in order to improve the revenue quality and increase revenue long-term. The implementation and improvement suggestions were given according to feasibility in regard to resources and internal processes, resulting in a broad acceptance of the measures suggested. The result: In the following years, the derivatives revenue of the client increased significantly.