Dunwoody & Partners Scoring and Analytics for more information contact me!

1. © Copyright 2009 Dunwoody Group Inc. 1

2. 1. Our Experience – Proven executive-level experience in Fortune 500 companies,
Schedule A Canadian Banks, National Telecom companies and the top 3
international Collection Agencies, integrating the best of collections, technology
and analytics with focus on:
 Understanding the needs of the lender
 Understanding the objectives of the vendor
 Finding balance and win-win solutions / strategies
2. Our Products – Specialized for the Credit and Collections market place:
 Unique, effective and easily-adoptable solutions
 Enhanced alternatives at a lower cost
 Full-service, ongoing support and consultation services to ensure
maximum utilization and benefit.
© Copyright 2009 Dunwoody Group Inc. 2

3. The Eclipse Model:
 Provides Operational Intelligence – proven predictive capabilities that
augment collection strategies, maximize recoveries and reduce costs.
 Dynamic, evolving, secure and customized to each portfolio – a superior
alternative to the “pass through” or “reiteration” models; designed to grow with
your company and its treatment strategies.
© Copyright 2009 Dunwoody Group Inc. 3

4. Eclipse ARM Analytics
Effective Models Achieving Collection Maximization
Answers the biggest questions facing the Recovery Management Team
 Which accounts will pay and when?
 How much will they pay?
 What resources will need to be invested in the process?
Aligned to Operational Objectives
Define Objectives
 Increase Yield per Account
 Maximize Recoveries & Profits
 Reduced Costs
 Maximize Resource Utilization
 Improve Call Quality through specialized customer treatment
Resource Call
Yield per Recoveries
Utilization Quality
Account / Profits
Costs
4
© Copyright 2009 Dunwoody Group Inc.

5. Eclipse ARM Analytics
Fundamentals of Scoring Models
Define Objectives
Inclusive – utilizing and understanding all
attributes to be used in your model
Correlation – measuring the degree of Data Source /
influence each attribute has to the determinate Data Integrity
variable, and assigning a weight to
“operationalize” attributes
Determinate Value
Syllogistics – understanding the logical
relationship between attributes and objectives
Validation – testing predictive capabilities of
Validation
your model with KS Scores
Calibration – adjusting every 6-12 months
Calibration
© Copyright 2009 Dunwoody Group Inc. 5

6. Eclipse ARM Analytics – Methodology
1. 2. 3. 5.
4.
Measure
Acquire Develop Develop Implement
Results &
Customer Scoring Portfolio Operational
Operational
Information Model Strategies Strategies
Compliance
Continuous Improvement
© Copyright 2009 Dunwoody Group Inc. 6

7. Eclipse ARM Analytics – Methodology
1. Acquire 5. Measure
3. Develop 4. Implement
2. Develop
Customer Results &
Portfolio Operational
Scoring Model
Information Operational
Strategies Strategies
Compliance
Inputs: Outputs: Outputs:
Outputs: Outputs:
Assemble & Prioritize by Work outbound
Develop Actual Reported
Validate Debtor Propensity to Pay campaigns & adjust
Propensity to Pay Results, profit
Profile & Revenue as required
Score by Account variance analysis
Potential
Utilize best
Debtor contact Strategy
Incorporate channels (letter, IVR,
Define optimal
information compliance
Units of Energy text, dialer)
Characteristics treatment strategy Model
(UOE) per account Determine
by channel: labour,
of address & performance
& potential dollars optimal number of
IVR, letter, text, etc.
contact Continuous
collected
Define attempts contact attempts
information improvement
Calculate
Determine best
and scripting by
Geographic activities
project ROI based
channel by account time to call & timing
profile on collections and
Assign accounts between contacts
Product / resource
based on collector Develop the right
service ownership commitment
skill and ability message (contact
Payment history
scripting)
Continuous Improvement
© Copyright 2009 Dunwoody Group Inc. 7

8. Eclipse ARM Analytics
Creating Unique Strategy Paths
Segmentation + Strategy = Uplift
 Once our methodology process is completed, a key file applies our
algorithm to create the score values from 1 to 1000.
 Prior to receipt of new placements, all assignments used in creating
the score values will be presented in a Validation Matrix.
 The Validation Matrix contains a wealth of intelligence to assist your
Recovery Team to determine segmentation breaks for the
development of new or complementary Strategy Paths.
 A Strategy Path details the treatment or work plan that will yield the
BEST possible results.
 Multiple segmentation breaks or strategy paths can be created.
© Copyright 2009 Dunwoody Group Inc. 8

9. Eclipse ARM Analytics - Outcomes
Strategy Design - Create Unique Strategy Paths
• Work Streams; Contact Method & Design
• Skill-Based Routing, Scripting
• Exceptional Inventory Management Capabilities
Timing - Incorporate Strategy Paths
• List Prioritization by Path
• Contact Frequencies by Path
• Best Time to Call by Available Resources
Units of Energy - Prioritize the Right Resources
• Number of Attempts
• Channels (labour, IVR, letters, text, dialer)
• List Penetration
© Copyright 2009 Dunwoody Group Inc. 9

10. Eclipse ARM Analytics – Added Value
Ease of Implementation and Use
 No mandatory data augmentation purchase
 Scores are customized by client
 Rapid development and deployment
 Readily integrated into strategy & deployment systems
© Copyright 2009 Dunwoody Group Inc. 10

11. Eclipse ARM Analytics – Next Steps
Let Us Prove it to You!
 Test File to demonstrate predictive capabilities of our model
 Champion – Challenger Scenario
 Full Support Team available to walk you through the steps and
interpret the results
ANALYTICS
STRATEGY
CONSULTING
© Copyright 2009 Dunwoody Group Inc. 11