Created for 30-60-90 days as part of a consulting assignment

1. Experian
-Aspects of credit report
-Why Brands need to embed
-Personal Pitch
-30-60-90 day Plan
A Presentation by
Naveen Sarpal - June 07, 2021

2. The Experian Ecosystem

3. Aspect of Credit report - Benefits
Improve
Onboarding
Efficiency
Additional
Information –
Identity
Verification
Score & Summary Section
• An objective way of knowing client credit worthiness
• Bird’s eye view of current Liabilities at a point in time
Personal Details section
• Additional details like Telephone, other addresses, Identifiers like PAN,
Adhaar, DL, Voter ID
• Skip tracing if required for collections
• Verify his given address with the one ( in addition to Regulator approved
sources )

4. Aspect of Credit report - Benefits
Correct Decision
Making
Account details
• Credit classification Differentiate between Secured & Unsecured loans
• Credit utility matrix- Know the financial discipline with financial behavior over time
• Assess the riskiness - derive the exposure Limits that business plans to undertake and
determine risk exposure
• Optimal Pricing decisions
• Cost of acquisition channels : Online/ Offline/ Retail
• Reseller capacity- industry specific- credit line offerings
• Differential ROI - Risk Appetite derived for High Risk v/s Low risk
• Simultaneous offerings – Tenure – Combo offers : HL + PL

5. Changes in the
Report and
Deepen Wallet
share
Better Customer
Experience
• Frictionless the customer on boarding
• Avoid disputes with prior consents
• Build client loyalties
Enquiry section
• Receive alerts on an ongoing basis with regular report subscription
• New Account Additions /closures can enable change in your client strategy
Aspect of Credit report - Benefits

6. Personal Pitch – Bringing on the Table
Bureau
Business
Dynamics
• Understanding of Bureau
Business/ report Analysis
• Quick Learning- Integration
back ward
• Understanding of practical
(focal) aspects impacting
report creation
Networking
• Ability to establish CXO
connects
• Account Management
Techniques
• Solution /Consultative
selling
• Influencing People
• Powerful Communication
Past
Experience
• Vast B2B hunting –
Farming experience
• Handy Industry exposure-
within BFSI, Consumer
Durables
• Well Versed at B2B2C/
B2B/B2C space
• Collaborative skills

7. • Know the Organization DNA
Culture-Rhythms
• Product overview departmentally
• Connect with Cross Functional
Peers/Internal Stakeholders
• Understanding their role-Alignment-
how we cross paths?
• Organizational structures,
technologies, and processes.
First 30 days
30
Grasp .
• Review the territory
• Know the Streams of business- Know
our Team
• Know Last Year Revenue
• This year’s WIP/Realised
• Client wise- Product /Penetration
• Revenue pipeline 30-180 days
• Introductory meetings at Larger Clients
- 80:20 principle
• Account wise mapping
30- 60 days
60
Execute ..
• Build Team Trust
• Enterprise Strategy
• Hits and Misses
• Active Participation-client calls
• Conclude conferences-Events-
seminar/webinar
• Build sales Funnels
60 - 90 days
90
Process …
Universe : Client-People-Industry-Product-Process
Thanks