This document outlines 20 steps involved in branch business management, compared to the typical focus on just 2 steps of managing sales targets and audits. It then provides the full form and actionable steps for each of the 20 processes, including knowing the bank, identifying strengths, targeting customers, profiling, presenting solutions, generating appointments, conversion, training, goal setting, maintaining operations standards, data collection and analysis, and receiving feedback from various stakeholders. Taking action on all 20 steps rather than just 2 can significantly increase business results by fully leveraging the branch's potential.
Invest for tomorrow – an analysis of investing in equities and real estate in...Vijay Shivram Menon
This document analyzes investing in equities and real estate in India. It discusses India's strong economic growth potential based on reports from 2005 and 2012. India is seen as an emerging economic powerhouse that could surpass China's economy by the end of the century. The real estate sector in India is one of the fastest growing in the world, attracting both domestic and foreign investors. Real estate is expected to become a $180 billion industry by 2020, growing at a 19% compound annual rate. Investing in Indian real estate and equities provides opportunities to capitalize on the country's economic growth.
Retail banking in India has experienced high growth in the past decade but now faces challenges constraining further growth. Key issues include declining net interest margins and fees as well as rising operating costs. Additional bottlenecks are customer saturation in urban areas, high numbers of inactive accounts, low customer loyalty leading to switching between banks, and competition from non-banking entities. To address these, banks need to improve delivery and experience through initiatives like relationship-based pricing and response times, 24/7 service availability, faster complaint resolution, and loyalty programs rewarding long-term customers. Banks should also explore new business models to profitably serve rural markets and redefine investment advisory services to directly advise customers.
The document discusses methods for cultivating management abilities in bankers. It defines management as involving five abilities: imagination, communication, agreement, implementation, and review/adjustment. It then provides suggestions for improving each ability, such as conducting training sessions, debates, case study presentations, and inspections. The overall aim is to help managers strengthen their skills through practice and feedback in order to improve business performance.
The document discusses processes for acquiring new banking customers and deepening relationships with existing customers. It outlines identifying target customer prospects, generating appointments, realizing appointments to present and sell the bank's offerings, and developing a process for onboarding, servicing, and cross-selling additional products to customers. Metrics are also proposed to measure the efficiency of the acquisition and deepening processes.
2024 State of Marketing Report – by HubspotMarius Sescu
https://www.hubspot.com/state-of-marketing
· Scaling relationships and proving ROI
· Social media is the place for search, sales, and service
· Authentic influencer partnerships fuel brand growth
· The strongest connections happen via call, click, chat, and camera.
· Time saved with AI leads to more creative work
· Seeking: A single source of truth
· TLDR; Get on social, try AI, and align your systems.
· More human marketing, powered by robots
ChatGPT is a revolutionary addition to the world since its introduction in 2022. A big shift in the sector of information gathering and processing happened because of this chatbot. What is the story of ChatGPT? How is the bot responding to prompts and generating contents? Swipe through these slides prepared by Expeed Software, a web development company regarding the development and technical intricacies of ChatGPT!
Product Design Trends in 2024 | Teenage EngineeringsPixeldarts
The realm of product design is a constantly changing environment where technology and style intersect. Every year introduces fresh challenges and exciting trends that mold the future of this captivating art form. In this piece, we delve into the significant trends set to influence the look and functionality of product design in the year 2024.
This document outlines 20 steps involved in branch business management, compared to the typical focus on just 2 steps of managing sales targets and audits. It then provides the full form and actionable steps for each of the 20 processes, including knowing the bank, identifying strengths, targeting customers, profiling, presenting solutions, generating appointments, conversion, training, goal setting, maintaining operations standards, data collection and analysis, and receiving feedback from various stakeholders. Taking action on all 20 steps rather than just 2 can significantly increase business results by fully leveraging the branch's potential.
Invest for tomorrow – an analysis of investing in equities and real estate in...Vijay Shivram Menon
This document analyzes investing in equities and real estate in India. It discusses India's strong economic growth potential based on reports from 2005 and 2012. India is seen as an emerging economic powerhouse that could surpass China's economy by the end of the century. The real estate sector in India is one of the fastest growing in the world, attracting both domestic and foreign investors. Real estate is expected to become a $180 billion industry by 2020, growing at a 19% compound annual rate. Investing in Indian real estate and equities provides opportunities to capitalize on the country's economic growth.
Retail banking in India has experienced high growth in the past decade but now faces challenges constraining further growth. Key issues include declining net interest margins and fees as well as rising operating costs. Additional bottlenecks are customer saturation in urban areas, high numbers of inactive accounts, low customer loyalty leading to switching between banks, and competition from non-banking entities. To address these, banks need to improve delivery and experience through initiatives like relationship-based pricing and response times, 24/7 service availability, faster complaint resolution, and loyalty programs rewarding long-term customers. Banks should also explore new business models to profitably serve rural markets and redefine investment advisory services to directly advise customers.
The document discusses methods for cultivating management abilities in bankers. It defines management as involving five abilities: imagination, communication, agreement, implementation, and review/adjustment. It then provides suggestions for improving each ability, such as conducting training sessions, debates, case study presentations, and inspections. The overall aim is to help managers strengthen their skills through practice and feedback in order to improve business performance.
The document discusses processes for acquiring new banking customers and deepening relationships with existing customers. It outlines identifying target customer prospects, generating appointments, realizing appointments to present and sell the bank's offerings, and developing a process for onboarding, servicing, and cross-selling additional products to customers. Metrics are also proposed to measure the efficiency of the acquisition and deepening processes.
2024 State of Marketing Report – by HubspotMarius Sescu
https://www.hubspot.com/state-of-marketing
· Scaling relationships and proving ROI
· Social media is the place for search, sales, and service
· Authentic influencer partnerships fuel brand growth
· The strongest connections happen via call, click, chat, and camera.
· Time saved with AI leads to more creative work
· Seeking: A single source of truth
· TLDR; Get on social, try AI, and align your systems.
· More human marketing, powered by robots
ChatGPT is a revolutionary addition to the world since its introduction in 2022. A big shift in the sector of information gathering and processing happened because of this chatbot. What is the story of ChatGPT? How is the bot responding to prompts and generating contents? Swipe through these slides prepared by Expeed Software, a web development company regarding the development and technical intricacies of ChatGPT!
Product Design Trends in 2024 | Teenage EngineeringsPixeldarts
The realm of product design is a constantly changing environment where technology and style intersect. Every year introduces fresh challenges and exciting trends that mold the future of this captivating art form. In this piece, we delve into the significant trends set to influence the look and functionality of product design in the year 2024.
New Visa Rules for Tourists and Students in Thailand | Amit Kakkar Easy VisaAmit Kakkar
Discover essential details about Thailand's recent visa policy changes, tailored for tourists and students. Amit Kakkar Easy Visa provides a comprehensive overview of new requirements, application processes, and tips to ensure a smooth transition for all travelers.
The Impact of Generative AI and 4th Industrial RevolutionPaolo Maresca
This infographic explores the transformative power of Generative AI, a key driver of the 4th Industrial Revolution. Discover how Generative AI is revolutionizing industries, accelerating innovation, and shaping the future of work.
A toxic combination of 15 years of low growth, and four decades of high inequality, has left Britain poorer and falling behind its peers. Productivity growth is weak and public investment is low, while wages today are no higher than they were before the financial crisis. Britain needs a new economic strategy to lift itself out of stagnation.
Scotland is in many ways a microcosm of this challenge. It has become a hub for creative industries, is home to several world-class universities and a thriving community of businesses – strengths that need to be harness and leveraged. But it also has high levels of deprivation, with homelessness reaching a record high and nearly half a million people living in very deep poverty last year. Scotland won’t be truly thriving unless it finds ways to ensure that all its inhabitants benefit from growth and investment. This is the central challenge facing policy makers both in Holyrood and Westminster.
What should a new national economic strategy for Scotland include? What would the pursuit of stronger economic growth mean for local, national and UK-wide policy makers? How will economic change affect the jobs we do, the places we live and the businesses we work for? And what are the prospects for cities like Glasgow, and nations like Scotland, in rising to these challenges?
Enhancing Asset Quality: Strategies for Financial Institutionsshruti1menon2
Ensuring robust asset quality is not just a mere aspect but a critical cornerstone for the stability and success of financial institutions worldwide. It serves as the bedrock upon which profitability is built and investor confidence is sustained. Therefore, in this presentation, we delve into a comprehensive exploration of strategies that can aid financial institutions in achieving and maintaining superior asset quality.
TEST BANK Principles of cost accounting 17th edition edward j vanderbeck mari...Donc Test
TEST BANK Principles of cost accounting 17th edition edward j vanderbeck maria r mitchell.docx
TEST BANK Principles of cost accounting 17th edition edward j vanderbeck maria r mitchell.docx
TEST BANK Principles of cost accounting 17th edition edward j vanderbeck maria r mitchell.docx
Discover the Future of Dogecoin with Our Comprehensive Guidance36 Crypto
Learn in-depth about Dogecoin's trajectory and stay informed with 36crypto's essential and up-to-date information about the crypto space.
Our presentation delves into Dogecoin's potential future, exploring whether it's destined to skyrocket to the moon or face a downward spiral. In addition, it highlights invaluable insights. Don't miss out on this opportunity to enhance your crypto understanding!
https://36crypto.com/the-future-of-dogecoin-how-high-can-this-cryptocurrency-reach/
"Does Foreign Direct Investment Negatively Affect Preservation of Culture in the Global South? Case Studies in Thailand and Cambodia."
Do elements of globalization, such as Foreign Direct Investment (FDI), negatively affect the ability of countries in the Global South to preserve their culture? This research aims to answer this question by employing a cross-sectional comparative case study analysis utilizing methods of difference. Thailand and Cambodia are compared as they are in the same region and have a similar culture. The metric of difference between Thailand and Cambodia is their ability to preserve their culture. This ability is operationalized by their respective attitudes towards FDI; Thailand imposes stringent regulations and limitations on FDI while Cambodia does not hesitate to accept most FDI and imposes fewer limitations. The evidence from this study suggests that FDI from globally influential countries with high gross domestic products (GDPs) (e.g. China, U.S.) challenges the ability of countries with lower GDPs (e.g. Cambodia) to protect their culture. Furthermore, the ability, or lack thereof, of the receiving countries to protect their culture is amplified by the existence and implementation of restrictive FDI policies imposed by their governments.
My study abroad in Bali, Indonesia, inspired this research topic as I noticed how globalization is changing the culture of its people. I learned their language and way of life which helped me understand the beauty and importance of cultural preservation. I believe we could all benefit from learning new perspectives as they could help us ideate solutions to contemporary issues and empathize with others.
South Dakota State University degree offer diploma Transcriptynfqplhm
办理美国SDSU毕业证书制作南达科他州立大学假文凭定制Q微168899991做SDSU留信网教留服认证海牙认证改SDSU成绩单GPA做SDSU假学位证假文凭高仿毕业证GRE代考如何申请南达科他州立大学South Dakota State University degree offer diploma Transcript
Fabular Frames and the Four Ratio ProblemMajid Iqbal
Digital, interactive art showing the struggle of a society in providing for its present population while also saving planetary resources for future generations. Spread across several frames, the art is actually the rendering of real and speculative data. The stereographic projections change shape in response to prompts and provocations. Visitors interact with the model through speculative statements about how to increase savings across communities, regions, ecosystems and environments. Their fabulations combined with random noise, i.e. factors beyond control, have a dramatic effect on the societal transition. Things get better. Things get worse. The aim is to give visitors a new grasp and feel of the ongoing struggles in democracies around the world.
Stunning art in the small multiples format brings out the spatiotemporal nature of societal transitions, against backdrop issues such as energy, housing, waste, farmland and forest. In each frame we see hopeful and frightful interplays between spending and saving. Problems emerge when one of the two parts of the existential anaglyph rapidly shrinks like Arctic ice, as factors cross thresholds. Ecological wealth and intergenerational equity areFour at stake. Not enough spending could mean economic stress, social unrest and political conflict. Not enough saving and there will be climate breakdown and ‘bankruptcy’. So where does speculative design start and the gambling and betting end? Behind each fabular frame is a four ratio problem. Each ratio reflects the level of sacrifice and self-restraint a society is willing to accept, against promises of prosperity and freedom. Some values seem to stabilise a frame while others cause collapse. Get the ratios right and we can have it all. Get them wrong and things get more desperate.
In a tight labour market, job-seekers gain bargaining power and leverage it into greater job quality—at least, that’s the conventional wisdom.
Michael, LMIC Economist, presented findings that reveal a weakened relationship between labour market tightness and job quality indicators following the pandemic. Labour market tightness coincided with growth in real wages for only a portion of workers: those in low-wage jobs requiring little education. Several factors—including labour market composition, worker and employer behaviour, and labour market practices—have contributed to the absence of worker benefits. These will be investigated further in future work.
OJP data from firms like Vicinity Jobs have emerged as a complement to traditional sources of labour demand data, such as the Job Vacancy and Wages Survey (JVWS). Ibrahim Abuallail, PhD Candidate, University of Ottawa, presented research relating to bias in OJPs and a proposed approach to effectively adjust OJP data to complement existing official data (such as from the JVWS) and improve the measurement of labour demand.
How Race, Age and Gender Shape Attitudes Towards Mental HealthThinkNow
Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits.
To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups.
Technology
For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did.
While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis.
Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad.
Age and Gender
When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same.
Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers.
Race Affects Attitudes
As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).
AI Trends in Creative Operations 2024 by Artwork Flow.pdfmarketingartwork
Creative operations teams expect increased AI use in 2024. Currently, over half of tasks are not AI-enabled, but this is expected to decrease in the coming year. ChatGPT is the most popular AI tool currently. Business leaders are more actively exploring AI benefits than individual contributors. Most respondents do not believe AI will impact workforce size in 2024. However, some inhibitions still exist around AI accuracy and lack of understanding. Creatives primarily want to use AI to save time on mundane tasks and boost productivity.
New Visa Rules for Tourists and Students in Thailand | Amit Kakkar Easy VisaAmit Kakkar
Discover essential details about Thailand's recent visa policy changes, tailored for tourists and students. Amit Kakkar Easy Visa provides a comprehensive overview of new requirements, application processes, and tips to ensure a smooth transition for all travelers.
The Impact of Generative AI and 4th Industrial RevolutionPaolo Maresca
This infographic explores the transformative power of Generative AI, a key driver of the 4th Industrial Revolution. Discover how Generative AI is revolutionizing industries, accelerating innovation, and shaping the future of work.
A toxic combination of 15 years of low growth, and four decades of high inequality, has left Britain poorer and falling behind its peers. Productivity growth is weak and public investment is low, while wages today are no higher than they were before the financial crisis. Britain needs a new economic strategy to lift itself out of stagnation.
Scotland is in many ways a microcosm of this challenge. It has become a hub for creative industries, is home to several world-class universities and a thriving community of businesses – strengths that need to be harness and leveraged. But it also has high levels of deprivation, with homelessness reaching a record high and nearly half a million people living in very deep poverty last year. Scotland won’t be truly thriving unless it finds ways to ensure that all its inhabitants benefit from growth and investment. This is the central challenge facing policy makers both in Holyrood and Westminster.
What should a new national economic strategy for Scotland include? What would the pursuit of stronger economic growth mean for local, national and UK-wide policy makers? How will economic change affect the jobs we do, the places we live and the businesses we work for? And what are the prospects for cities like Glasgow, and nations like Scotland, in rising to these challenges?
Enhancing Asset Quality: Strategies for Financial Institutionsshruti1menon2
Ensuring robust asset quality is not just a mere aspect but a critical cornerstone for the stability and success of financial institutions worldwide. It serves as the bedrock upon which profitability is built and investor confidence is sustained. Therefore, in this presentation, we delve into a comprehensive exploration of strategies that can aid financial institutions in achieving and maintaining superior asset quality.
TEST BANK Principles of cost accounting 17th edition edward j vanderbeck mari...Donc Test
TEST BANK Principles of cost accounting 17th edition edward j vanderbeck maria r mitchell.docx
TEST BANK Principles of cost accounting 17th edition edward j vanderbeck maria r mitchell.docx
TEST BANK Principles of cost accounting 17th edition edward j vanderbeck maria r mitchell.docx
Discover the Future of Dogecoin with Our Comprehensive Guidance36 Crypto
Learn in-depth about Dogecoin's trajectory and stay informed with 36crypto's essential and up-to-date information about the crypto space.
Our presentation delves into Dogecoin's potential future, exploring whether it's destined to skyrocket to the moon or face a downward spiral. In addition, it highlights invaluable insights. Don't miss out on this opportunity to enhance your crypto understanding!
https://36crypto.com/the-future-of-dogecoin-how-high-can-this-cryptocurrency-reach/
"Does Foreign Direct Investment Negatively Affect Preservation of Culture in the Global South? Case Studies in Thailand and Cambodia."
Do elements of globalization, such as Foreign Direct Investment (FDI), negatively affect the ability of countries in the Global South to preserve their culture? This research aims to answer this question by employing a cross-sectional comparative case study analysis utilizing methods of difference. Thailand and Cambodia are compared as they are in the same region and have a similar culture. The metric of difference between Thailand and Cambodia is their ability to preserve their culture. This ability is operationalized by their respective attitudes towards FDI; Thailand imposes stringent regulations and limitations on FDI while Cambodia does not hesitate to accept most FDI and imposes fewer limitations. The evidence from this study suggests that FDI from globally influential countries with high gross domestic products (GDPs) (e.g. China, U.S.) challenges the ability of countries with lower GDPs (e.g. Cambodia) to protect their culture. Furthermore, the ability, or lack thereof, of the receiving countries to protect their culture is amplified by the existence and implementation of restrictive FDI policies imposed by their governments.
My study abroad in Bali, Indonesia, inspired this research topic as I noticed how globalization is changing the culture of its people. I learned their language and way of life which helped me understand the beauty and importance of cultural preservation. I believe we could all benefit from learning new perspectives as they could help us ideate solutions to contemporary issues and empathize with others.
South Dakota State University degree offer diploma Transcriptynfqplhm
办理美国SDSU毕业证书制作南达科他州立大学假文凭定制Q微168899991做SDSU留信网教留服认证海牙认证改SDSU成绩单GPA做SDSU假学位证假文凭高仿毕业证GRE代考如何申请南达科他州立大学South Dakota State University degree offer diploma Transcript
Fabular Frames and the Four Ratio ProblemMajid Iqbal
Digital, interactive art showing the struggle of a society in providing for its present population while also saving planetary resources for future generations. Spread across several frames, the art is actually the rendering of real and speculative data. The stereographic projections change shape in response to prompts and provocations. Visitors interact with the model through speculative statements about how to increase savings across communities, regions, ecosystems and environments. Their fabulations combined with random noise, i.e. factors beyond control, have a dramatic effect on the societal transition. Things get better. Things get worse. The aim is to give visitors a new grasp and feel of the ongoing struggles in democracies around the world.
Stunning art in the small multiples format brings out the spatiotemporal nature of societal transitions, against backdrop issues such as energy, housing, waste, farmland and forest. In each frame we see hopeful and frightful interplays between spending and saving. Problems emerge when one of the two parts of the existential anaglyph rapidly shrinks like Arctic ice, as factors cross thresholds. Ecological wealth and intergenerational equity areFour at stake. Not enough spending could mean economic stress, social unrest and political conflict. Not enough saving and there will be climate breakdown and ‘bankruptcy’. So where does speculative design start and the gambling and betting end? Behind each fabular frame is a four ratio problem. Each ratio reflects the level of sacrifice and self-restraint a society is willing to accept, against promises of prosperity and freedom. Some values seem to stabilise a frame while others cause collapse. Get the ratios right and we can have it all. Get them wrong and things get more desperate.
In a tight labour market, job-seekers gain bargaining power and leverage it into greater job quality—at least, that’s the conventional wisdom.
Michael, LMIC Economist, presented findings that reveal a weakened relationship between labour market tightness and job quality indicators following the pandemic. Labour market tightness coincided with growth in real wages for only a portion of workers: those in low-wage jobs requiring little education. Several factors—including labour market composition, worker and employer behaviour, and labour market practices—have contributed to the absence of worker benefits. These will be investigated further in future work.
OJP data from firms like Vicinity Jobs have emerged as a complement to traditional sources of labour demand data, such as the Job Vacancy and Wages Survey (JVWS). Ibrahim Abuallail, PhD Candidate, University of Ottawa, presented research relating to bias in OJPs and a proposed approach to effectively adjust OJP data to complement existing official data (such as from the JVWS) and improve the measurement of labour demand.
How Race, Age and Gender Shape Attitudes Towards Mental HealthThinkNow
Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits.
To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups.
Technology
For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did.
While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis.
Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad.
Age and Gender
When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same.
Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers.
Race Affects Attitudes
As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).
AI Trends in Creative Operations 2024 by Artwork Flow.pdfmarketingartwork
Creative operations teams expect increased AI use in 2024. Currently, over half of tasks are not AI-enabled, but this is expected to decrease in the coming year. ChatGPT is the most popular AI tool currently. Business leaders are more actively exploring AI benefits than individual contributors. Most respondents do not believe AI will impact workforce size in 2024. However, some inhibitions still exist around AI accuracy and lack of understanding. Creatives primarily want to use AI to save time on mundane tasks and boost productivity.
Organizational culture includes values, norms, systems, symbols, language, assumptions, beliefs, and habits that influence employee behaviors and how people interpret those behaviors. It is important because culture can help or hinder a company's success. Some key aspects of Netflix's culture that help it achieve results include hiring smartly so every position has stars, focusing on attitude over just aptitude, and having a strict policy against peacocks, whiners, and jerks.
PEPSICO Presentation to CAGNY Conference Feb 2024Neil Kimberley
PepsiCo provided a safe harbor statement noting that any forward-looking statements are based on currently available information and are subject to risks and uncertainties. It also provided information on non-GAAP measures and directing readers to its website for disclosure and reconciliation. The document then discussed PepsiCo's business overview, including that it is a global beverage and convenient food company with iconic brands, $91 billion in net revenue in 2023, and nearly $14 billion in core operating profit. It operates through a divisional structure with a focus on local consumers.
Content Methodology: A Best Practices Report (Webinar)contently
This document provides an overview of content methodology best practices. It defines content methodology as establishing objectives, KPIs, and a culture of continuous learning and iteration. An effective methodology focuses on connecting with audiences, creating optimal content, and optimizing processes. It also discusses why a methodology is needed due to the competitive landscape, proliferation of channels, and opportunities for improvement. Components of an effective methodology include defining objectives and KPIs, audience analysis, identifying opportunities, and evaluating resources. The document concludes with recommendations around creating a content plan, testing and optimizing content over 90 days.
How to Prepare For a Successful Job Search for 2024Albert Qian
The document provides guidance on preparing a job search for 2024. It discusses the state of the job market, focusing on growth in AI and healthcare but also continued layoffs. It recommends figuring out what you want to do by researching interests and skills, then conducting informational interviews. The job search should involve building a personal brand on LinkedIn, actively applying to jobs, tailoring resumes and interviews, maintaining job hunting as a habit, and continuing self-improvement. Once hired, the document advises setting new goals and keeping skills and networking active in case of future opportunities.
A report by thenetworkone and Kurio.
The contributing experts and agencies are (in an alphabetical order): Sylwia Rytel, Social Media Supervisor, 180heartbeats + JUNG v MATT (PL), Sharlene Jenner, Vice President - Director of Engagement Strategy, Abelson Taylor (USA), Alex Casanovas, Digital Director, Atrevia (ES), Dora Beilin, Senior Social Strategist, Barrett Hoffher (USA), Min Seo, Campaign Director, Brand New Agency (KR), Deshé M. Gully, Associate Strategist, Day One Agency (USA), Francesca Trevisan, Strategist, Different (IT), Trevor Crossman, CX and Digital Transformation Director; Olivia Hussey, Strategic Planner; Simi Srinarula, Social Media Manager, The Hallway (AUS), James Hebbert, Managing Director, Hylink (CN / UK), Mundy Álvarez, Planning Director; Pedro Rojas, Social Media Manager; Pancho González, CCO, Inbrax (CH), Oana Oprea, Head of Digital Planning, Jam Session Agency (RO), Amy Bottrill, Social Account Director, Launch (UK), Gaby Arriaga, Founder, Leonardo1452 (MX), Shantesh S Row, Creative Director, Liwa (UAE), Rajesh Mehta, Chief Strategy Officer; Dhruv Gaur, Digital Planning Lead; Leonie Mergulhao, Account Supervisor - Social Media & PR, Medulla (IN), Aurelija Plioplytė, Head of Digital & Social, Not Perfect (LI), Daiana Khaidargaliyeva, Account Manager, Osaka Labs (UK / USA), Stefanie Söhnchen, Vice President Digital, PIABO Communications (DE), Elisabeth Winiartati, Managing Consultant, Head of Global Integrated Communications; Lydia Aprina, Account Manager, Integrated Marketing and Communications; Nita Prabowo, Account Manager, Integrated Marketing and Communications; Okhi, Web Developer, PNTR Group (ID), Kei Obusan, Insights Director; Daffi Ranandi, Insights Manager, Radarr (SG), Gautam Reghunath, Co-founder & CEO, Talented (IN), Donagh Humphreys, Head of Social and Digital Innovation, THINKHOUSE (IRE), Sarah Yim, Strategy Director, Zulu Alpha Kilo (CA).
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands.
It’s important that you’re ready to implement new strategies in 2024.
Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024.
You’ll learn:
- The latest trends in AI and automation, and what this means for an evolving paid search ecosystem.
- New developments in privacy and data regulation.
- Emerging ad formats that are expected to make an impact next year.
Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape.
If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.
5 Public speaking tips from TED - Visualized summarySpeakerHub
From their humble beginnings in 1984, TED has grown into the world’s most powerful amplifier for speakers and thought-leaders to share their ideas. They have over 2,400 filmed talks (not including the 30,000+ TEDx videos) freely available online, and have hosted over 17,500 events around the world.
With over one billion views in a year, it’s no wonder that so many speakers are looking to TED for ideas on how to share their message more effectively.
The article “5 Public-Speaking Tips TED Gives Its Speakers”, by Carmine Gallo for Forbes, gives speakers five practical ways to connect with their audience, and effectively share their ideas on stage.
Whether you are gearing up to get on a TED stage yourself, or just want to master the skills that so many of their speakers possess, these tips and quotes from Chris Anderson, the TED Talks Curator, will encourage you to make the most impactful impression on your audience.
See the full article and more summaries like this on SpeakerHub here: https://speakerhub.com/blog/5-presentation-tips-ted-gives-its-speakers
See the original article on Forbes here:
http://www.forbes.com/forbes/welcome/?toURL=http://www.forbes.com/sites/carminegallo/2016/05/06/5-public-speaking-tips-ted-gives-its-speakers/&refURL=&referrer=#5c07a8221d9b
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- Doing projects and internships in college to build a portfolio.
- Learning about different roles and technologies through industry research.
- Contributing to open source projects to build experience and network.
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- Practicing interviews through mock interviews and whiteboarding coding questions.
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• Learn how to use ChatGPT to add AI power to your testing and test automation
• Understand the limitations of the technology and where human expertise is crucial
• Gain insight into different AI-based tools
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Retail banking acquisition & deepening process at branches
1. Retail Banking - Acquisition & Deepening process at branches
Background:-
Acquisition and deepening is the most heard words amongst branch banking bankers across the banks and without any doubt success at
achieving the targets on both these parameters are the main task for branch banking teams across the world.
Along with acquisition and deepening, we must discuss the meaning of process and significance of having a process to achieve set targets
along with implementation of such process.
Meaning of process:-
Process is nothing but defining a job step by step. Process term was more identified with manufacturing sectors than service sectors. But over
the years service sector like banking has been giving lot of importance to the word process. Let’s understand the significance of process.
Importance/ Significance of process:-
Let’s take an example of a machine like Coffee Vending machine. There are certain steps which one needs to follow in order to produce a cup
of coffee.
Now once an office boy is taught step by step about the entire coffee vending operation, he starts following it and starts serving coffee n
number of times without being confused or he is never under pressure to make a coffee.
Same way if we compare the job of acquisition and deepening, there is confusion/pressure expressed by many bankers which highlight the
absence of a process as well as adherence to a process to the job of acquisition and deepening.
It is assumed that everybody given a choice would want to achieve goals assigned to them and nobody would want to be categorized as under
/non performers but still we come across many team members struggling to achieve the goals/numbers assigned to them. Hence
struggling/failures does not happen because of entirely lack of willingness but due to lack of following proper steps (process implementation)
or due to lack of knowledge on how to achieve the set goals (process).
When there is a well defined process and a well tracked implementation on process, the blame on lack of results will focus on process and not
on people, i.e. we may say a process driven approach always put lesser pressure on people and entire pressure is channelized on improving
the process and following the process.
One of the most important aspects in man management is awareness that whether it is machine or men, once pressure is exerted, both are
bound to be affected by wear and tear.
In case of machine, we may repair it and fix it back to health, but in case of men it is often stress and fatigue resulting in underperformance
irreparable.
Hence having a well defined process and following it should be given utmost importance by the management so that every team member is
enabled to achieve acquisition and deepening targets with pleasure than pressure.
Meaning of acquisition and deepening.
2. Meaning:-
Acquisition in branch banking parlance means acquiring new customers to the bank by way of CASA (Demand Deposit Accounts).
And Deepening means retaining existing accounts profitably by cross selling or selling multiple products.
Both these functions forms macro level activities at the branches and is the primary responsibility of Branch management teams at all levels.
Acquisition is done for new to bank customers, where banker is acquiring a first time customer where as under deepening it is about
increasing the wallet share of customer by improved products and services offering.
When we are discussing acquisition and deepening, another term which needs mention and understanding is cross selling.
Cross selling:-
Cross selling as the name suggest is not direct selling but selling different products and services to customers who has been directly sold
liability or asset products.
These customers are later sold investment products, multiple liability products, transaction banking products, Asset products etc.
Even though cross selling has been used effectively for creation of customer stickiness but cross selling done mechanically often doesn’t help
banker’s objective of turning primary banker to the customer and only way to become primary banker is cross selling products and services
based on customer’s profile and requirements identified from it.
Let’s discuss the primary banker concept by way of understanding objective of acquisition and deepening.
Objective of Acquisition and Deepening:-
Objective of both Acquisition and Deepening is building up a large customer base, which will be active or transacting profitably with the bank
along with carrying maximum products & services.
A customer, if considers a bank as his primary banker will route his entire transactions or majority transactions with the bank along with
holding his family accounts , investments , Loans and other services like Trade /Fx and other different set of services offered by bank and for
any requirement particular bank will be his first contact and choice.
Hence ultimately the idea behind the activity of acquisition and deepening is to make customer choose a bank as his/her primary banker ,
once that objective is assigned banker will become relevant in customers life and relevance leads to loyalty from customer.
Loyalty of customer ensures longevity of business for the bank and proves an insurance against frequent switching of banks by customers
based on one service or the other.
Unless customer treats the bank as his primary bank, true potential of a customer can’t be realized and at times like now where every
customer uses multiple accounts, revenue potential of the customer is shared between multiple banks.
Thus for a banker if it is the primary banker for an active customer, it provide an opportunity to earn 90-100% revenue against in case of an
active customer for whom the particular bank is one of many banks where he has relationship and same set of products and services may
fetch only 10-15% of total revenue potential.
Hence Banker’s similar efforts fetches different results according to the status assigned by the customer on a bank i.e. as primary banker or
one amongst many.
Considering above facts, the ultimate aim of the banker through process of acquisition and deepening should be building up of a large
customer base treating the particular bank as the primary bank.
3. Let’s discuss acquisition process in detail.
Acquisition process
Steps of Acquisition process can be defined in two steps:-
First-Step
1. Understand Bank’s strength with respect to Transaction Banking / Investment Products & Asset Products. (Strength
analysis)
Each and every member involved in branch must know about their strengths with respect to Bank’s brand, Banks transaction banking
products, Investment products and Asset products.
Strength analysis should identify various strong points in comparison to competition as well as the existing customer feedback.
For example for some banks Trade services are the strong point and for some it may be branch network etc.
And similarly existing customer’s feedback on various products and services can be useful indicator to understand banks strength.
For example, some customers indicate local staff as the main reason for their banking comfort with a particular bank or it may a locality of
the branch etc.
And further strength of the bank can be identified from existing customer profiles of the bank. For example there are banks where a
particular community likes doctors or particular trade community preferring to bank indicating the preference for the bank within certain
community.
Post strength analysis, strengths identified should be listed out.
2 Training the team on strengths / market mapping /appointment generation/ customer meeting / process on closure
of calls.
While discussing about training, it is important to note about the reason behind training and development of team members.
If you analyse products and services offering of various leading banks, most of them are similar or alike and decision making process on
banking with a particular bank is mostly done on the basis of references from friends /relatives / advertisements / brand visibility etc.
And considering the wide range of options in banking, customers do analyse options before finalizing their banking business.
And the key differentiator for the banks is the man power or their respective team members and it is their ability / quality to understand the
customer profile and requirements as well as their ability to present the bank most impressively in accordance with the customer’s profile and
requirements which ultimately results in conversion/rejection.
Solution to improve the ability/quality of man power is nothing but ongoing learning and training sessions for entire segment of employees.
Many banks has e learning modules for educating and testing the knowledge levels and many banks has mandated training man days for each
employees for both on site and off site.
Further there are weekly training schedules at branches on various subjects implemented at various banks and training by way of role plays,
presentation etc make the process of learning much faster and effective.
Challenge for branch banking teams is to ensure quality training on knowledge updating, service delivery and sales skills.
4. Thus manpower is the most important differentiator for banks and whichever bank is able to dole out best manpower by way of training and
development will be more successful in achieving goals/results than those banks with large untrained or under trained employees.
With respect to acquisition process specific training needs to be given on the following activities:-
Draw macro level catchment area according to strengths
Identify micro levels references in the identified catchment area
Allocation of micro level catchment area for meeting (Level 1)
Level 2 meeting for appointment generation / activity roll out for appointment generation
Level 3 meeting for presentation
Conversion/Follow up/Rejection
Process in case of Conversion
Process in case of Non conversion or Follow up
Let’s discuss each activity in detail.
1 Draw macro level catchment area according to strengths.
Once strength is identified, it is about drawing up a macro level catchment area. For example if asset products to Doctors are an identified
strength then at macro level all the Doctors, Indian Medical Association and all Hospitals becomes the macro level catchment area.
Or if salary account product is a major strength, then all the organizations with salaried employees receiving salary above the required
product level will become the macro level catchment area.
2 Identify micro levels references in the identified catchment area.
Once macro level catchment area is identified, it is about identifying the micro level references through whom respective markets can be
combed for business.
References are individual contacts who may be existing customers or anybody known to the respective teams and should be used to know
about the influential individuals amongst clusters and groups. It can be profiles like the President of an association/ group or General
Manager in an industrial house etc.
3 Allocation of micro level catchment area for meeting (Level 1).
Once references/contacts are worked out, catchment area needs to be bifurcated amongst teams along with reference points.
Bifurcation means clearly allocating the areas amongst teams with reference /contacts.
Teams should then start meeting the references / contacts and identify respective influential individuals amongst macro catchment.
Meeting needs to happen between the bank and the influential individuals in the most organized manner with an objective of understanding
the catchment better and should enable the banker to draw micro level prospect list.
This is very important as the prospect lists will be prepared post meeting and discussing with the concerned key figures in the catchment
area, it is likely to provide the right set of prospects than the prospects list generated out of assumption by referring to few directories.
4 Level 2 meeting for appointment generation / activity roll out for appointment generation.
Once micro level prospect is generated the level 2 meeting needs to be planned out. Meeting at this level may be a door to door campaign or
any activity to generate appointments.
5. Activity based meetings are always better than direct door to door meeting. For example Banks with the help of Car Dealers/Show rooms
does Test drive activity for their customers , where many a times Bank exhibits the car at their premise or any other premise and invite
customers / nearby non customers to have look on the car and may take a test drive etc.
Using these activities customer or non customer may either ends up buying the car or not but bank is getting an opportunity to have an
engagement with the customer / non customer to have an appointment later, so as to understand his potential and discuss business
accordingly.
Every appointment generated should not be for 2 minutes but at free time. This is important because you are seeking appointment for a
presentation of bank and not just a courtesy call.
5 Level 3 meeting for presentation.
Once appointment is generated, it is about presentation and presentation should be crisp and pointed in content as well as presentation.
Presentation should be designed in such manner that enough and more interest is generated in the customer by highlighting the strengths of
bank, based on which the prospect is identified.
As discussed earlier, every bank now a day’s offers similar products and services and only differentiator is the Banker who represents X or Y
bank.
Thus every opportunity to present the bank should be done by well trained bankers with ability to convert appointments in to business and
Banker should assign high focus on presentation and its content.
6 Conversion/Follow up/Rejection.
Every presentation should result either in Conversion or Follow up or Rejection and never be inconclusive, if it is inconclusive then it should
be termed as Rejection and not follow up or Follow up should mean a definite date for future appointment.
Second – Step
Process in case of Conversion:-
1. Profiling (Detailed).
Once conversion happens the most critical item on the process is detailed profiling which will have to highlight the family tree , business
contacts , future expected inflow – outflow statements etc.
Profiling should capture existing banking relationships, requirements etc.
It is the profile through which customer’s potential is measured and understood and it is based on the profile Bank pitches products and
services to the customer.
Hence profiling should be done with utmost importance in the beginning as well as updated at quarterly intervals.
Let’s discuss about Customer Profile (Detailed).
Detailed profile should have following details:-
1. Personal details
2. Professional details
3. Family tree
4. List of debtors and creditors
6. 5. Expected inflow-outflow statement for a year period
6. Existing bank details (Asset/Liability/Investments)
7. Expectation from the bank and experience so far
8. Accounts held by family and friends with the bank
9. References
Post such profiling, banker should list out potential / opportunity /requirement from the customer and match it with banks offering.
Thus through profile banker will know , which product needs to be pitched to the customer according to his potential as well as his future
requirements along with list of prospects who can be approached taking his reference.
2. Compliance on TAT for A/c opening / Deliverables and confirmation on successful TAT.
Once signing up is over the process of acquisition doesn’t complete and in reality the success of acquisition process many a times loses the
momentum with poor compliance on TAT of A/c opening, delivery of deliverables.
Hence TAT compliance is the first step towards meaningful and profitable acquisition process.
3. Hand holding to the bank’s products & services.
Again process of acquisition doesn’t complete even after initial account opening and timely delivery of deliverables.
Rather activation of accounts happens only by way of active usage of accounts or because of successful hand holding of customer through
banks products & services.
Let’s discuss in detail:-
Introduction to using ABC (Alternate banking channels)
Various alternate channel products like Internet, Mobile, Cards, Cash & Cheque pickups needs to be introduced with benefits and advantage
to the customer as often banker assumes customer’s knowledge level on bank products & services to be high without really understanding the
actual level of knowledge, which ultimately results in customer not knowing about the fine services offered by bank and switching his
relationship to another bank for availing similar services.
Encourage to issue banks cheques on payment or using NEFT/RTGS facility for payment
Against normal practice of asking for funding from customers, banker should change the way of asking to debit activation by issuing cheques
of concerned bank and using bank account for making various payments.
Once payments are routed, funding automatically happens, hence higher the payments higher will be the funding of accounts and once
customer is comfortable with making payments through the bank chances of him using the accounts for more payments are higher thus
bringing in more and more funding to the account.
Introduction to various investment products
Banker should introduce various investment products & services based on detailed profiling of customer and his financial profile.
Financial profile:-
Financial profile tells us the level of surplus a customer is having, whether he is running a low level of surplus or he is maintaining high level
of surplus.
Based on the surplus level customer can be provided with options.
7. Low level and Surplus profile customer meaning
Low level surplus customer means money available post expenses are not significant hence volume or ticket size of investments will be low
value and High level means higher income left post expenses and high ticket size investment.
Various investment options, that can be advised for customers can be:-
1. Retail TDs
2. Bulk TDs ( Above a crore)
3. Systematic Investment Plans (SIPs)
4. Recurring deposits
5. Traditional Insurance plans like term plans, Money Back
6. Small ticket ULIP products as annual investment plans
7. Mutual Funds (Equity /Debt & All weather)
8. Gold/Silver coins
Introduction to various loan services
Similar to investment options, with the analysis of profiles customer can be presented with various options on loan products highlighting cost
benefits.
Loan products can be consumer or business loans and needs to be introduced to the customers along with TAT on various products.
Popular consumer loans products can be:-
Personal Loans
Gold Loans
Home Loans
Auto Loans
Education Loans
Over draft
Loan against shares / other approved securities
And in retail banking business loans can be:-
Cash Credit and Over draft account
Loan against property
Term Loans
LC/BG
Bills discounting etc
Commercial vehicles Loans
Concept of joint calls:-
Both cases of Investment products as well as asset products, it is always better to make joint calls on the customer based on his profile with
either Investment advisors or Loan managers.
Since most of the banks have different teams to acquire NTB, sell investments and sell loans it will be better to do joint calls with the
concerned teams for better customer response.
Activation Process:-
Activation of an account happens, when the customer start transacting regularly with the bank and he starts using few more products of the
bank.
8. Let’s discuss few activation processes.
Activation of ABC products and cross selling of debit inducing products
Final step on acquisition process is activation on ABC products like net/mobile/card/additional services or signing up for these services and
hand holding usage of these products.
And similarly ensuring cross selling of debit inducing products like Assets / Second account of children, where through standing instruction a
certain amount is credited to second account at desired intervals like monthly / quarterly etc.
Even products like recurring deposits, SIPs will ensure customer’s commitment to the bank account with respect to funding.
Bank can have its own targets for number of products must be sold to a customer in the first month, second month etc , as it is believed that if
a customer is not hooked with more than 2 products in the initial month of account opening , there is high probability that the customer may
turn inactive.
TD strategy to improve customers commitment as well as recall of bank brand
When a banker succeeds in selling a TD to a new to bank customer, he is in fact ensuring customer’s attention on bank as whenever ones
money is blocked with a bank by way of deposits it is natural for the customers to ensure some contact with the banker as his money is lying
in deposits.
And stand alone deposits should be focused by bankers, where customer can’t break the deposits without visiting the branch as per process
physical FD receipt is needed for effecting any FD closure.
Many a time customers having multiple accounts start routing their transactions with a particular bank just because his multiple relationship
especially on the TD side with a bank.
Hence priority should be given to stand alone TDs as one of the initial cross sell products.
Social media for improving relationship
Social media sites like Facebook, Twitter are used by most of the customers now, hence at micro level or branch level these mediums can be
used for building relationships, provided there is a clear policy on such usage by concerned banks.
Upgrading to Managed programs or RM programs
If a customer is identified as high net worth or HNW, he /she need to be upgraded to a more sophisticated managed program, where
normally customer enjoys bouquet of services including dedicated relationship managers.
Such up gradation often creates customer delight resulting more business to the bank.
Process in case of Non conversion or Follow up:-
1. Recording the reason for follow up
Every time prospect postpones a business opportunity, it is very important to note about the exact reason for such postponement.
Hence any postponement of business without a valid reason should be treated as rejection and not follow up as many a time bankers goes
after a prospect with high potential without converting for long but still the prospect name and expected business finding prominence in the
prospect list.
This can be misleading hence valid reasons must be understood and noted before classifying a prospect as follow up.
9. Reasons should be subject to BH verification every weekend.
2. Diarizing follow up file
Follow up file should be managed with dated file, and every follow up date should be honoured with a prior confirmation call and visit.
Prospects which failed to keep up the commitment on date and time without genuine reason should be bracketed to rejection and shouldn’t
continue to find place in the prospect list.
Follow up file should be subject to weekly scrutiny of BH.
Process in case of rejection / non conversion:-
1. Record the reason for rejection
Rejections are part of business, but reason for rejection has to be found out and recorded. Unless Banker is aware of the reasons for rejection,
he won’t be able to offer solutions to counter such reasons next time.
Hence rejection details along with reasons should be recorded and filed.
2. Report the reasons on a weekly basis to Branch Manager
Rejection file should be reported and discussed with BH weekly as unless reasons are known, solutions can’t be offered.
BH should discuss the reasons with his higher ups.
Now let’s discuss Deepening.
Deepening Process
Steps of Deepening process:-
First-Step
1. Understand your customer base (Profiling -Limited).
Unless there is an understanding about existing customer base, no effective deepening process can happen at branches.
And for that profiling of customers with limited informations available is a must. Profiling is an exercise by which customers details are
captured systematically. Profile should include personal details, relative details, professional details, business details, existing product
details, major payment/receipt details etc.
Branches should pick up top 100 customer list and work on profiling with available details and continue the process
Profiling will throw up details about customer’s general behavior on payments and receipts, based on which customer’s requirements or the
reasons on which customer is using the bank is found out and these findings needs to be worked out for preparing further sales pitch.
As the reasons behind operating the account is known, banker has an opportunity present better ways and means with respect to use of
accounts to improve customer experience. And for the customer as far as he is getting better products and services for presently used
requirements, he won’t resist banker unlike buying a new requirement product or service presented by banker.
Second step:-
10. As discussed in case of acquisition process second step should be training team members on following activities:-
Appointment generation
Presentation (Level-1)
Second level meeting for detailed presentation (Level -2)
Process in case of follow up or non conversion
Process post conversion:-
2. Appointment generation
Once there is an understanding on customer, it is about seeking his appointment. One thing to remember is taking appointment at times
where customer will be free to talk, which needs to be ensured as courtesy visit can happen in few minutes but meaningful sales call will take
at least ½ an hour.
If customer is holding an account which active, generating appointment will not be difficult but if customer is inactive generating
appointments should be on the basis of some reason. For example: - KYC updating or a survey for Adhar card etc.
3. Presentation (Level-1)
As discussed earlier presentation should be based on existing account usage style and building on from them with other available products
and services, which can make his requirements more beneficial to the customer. For example if customer is regularly cutting cheques for
making payments to X party and customer’s existing account offers RTGS facility free of cost, customer should be told to shift to RTGS
facility than from cutting cheques.
Post presentation about existing requirements and banks various offers on improving existing customer requirements , it is about profile
updating (detail) this time and taking appointment for a future date where an updated presentation should be prepared in accordance with
the latest details updated in the profile.
Once presentation is ready, Banker should visit customer for detailed meeting.
Rating of meeting and presentation (Level-1)
Unless banker is able to extract entire details from customer in the form of profiling, the meeting and presentation should be considered or
rated as failure. This is very important for ensuring quality of profiling activity.
4. Second level meeting for detailed presentation (Level -2)
Whenever a meeting is scheduled for detailed presentation or level 2 meeting, it means considerable amount of time being spent by the
banker in preparing for the meeting hence there has to be a clear income targets for the banker in relation to the time value spent.
So every meeting should be assigned revenue targets, achievement of the target should decide whether meeting was successful or not.
Target shouldn’t be products but total revenue, which will curb mere product selling.
But what happens if banker fails to meet his target, let’s discuss the actionable:-
Process in case of follow up or non conversion:-
1. Recording the reason for follow up or non conversion
Every time prospect postpones a business opportunity, it is very important to note about the exact reason for such postponement and every
time banker’s offer is rejected, reason should be known and recorded.
11. Hence any postponement of business without a valid reason should be treated as rejection and not follow up as many a time bankers goes
after a prospect with high potential without converting for long but still the prospect name and expected business always finding prominence
in the prospect list.
This can be misleading hence valid reasons must be understood and noted before classifying a prospect as follow up.
Reasons for both follow up / rejection should be subject to BH verification every weekend.
These reasons many a times throws up weakness in the system, which may be fixed at branch level or may be at product or management
levels.
2. Diarizing follow up file
Follow up file should be managed with dated file, and every follow up date should be honoured with a prior confirmation call and visit.
Prospects which failed to keep up the commitment on date and time without genuine reason should be bracketed to rejection and shouldn’t
continue to find place in the prospect list.
Follow up file should be subject to weekly scrutiny of BH.
Process post conversion:-
1. Profile updating with business sourced / future potential / references etc
Every business engagement as well as results should be recorded in the profile in detail and it will serve as a great reference document for
future for the entire bank and not just a relationship manager or a branch head.
2. Quarterly updating of profile for identifying requirements and opportunities
Every quarter profiles of customer need to be updated post meeting. This will enable the banker to remain in contact with the customer as
well as understand customer requirements and opportunities.
3. Upgrade accounts based on business and potential to higher products or to managed programs if the bank is
running such programs or customer is not presently managed under any specific product program
One important activity that banker should keep in mind is selling the right product to the right customers. If customer is maintaining
balances in 6 digits, he should be holding products with 6 digit balances than 4 or 5 digit balance products.
Similarly if a customer qualifies for a particular program or a managed program where services like dedicated Relationship Manager / Officer
is assigned, banker should ensure to enroll the customer to such program otherwise any time the particular customer can be switched by
other banks offering managed programs.
Thus deepening process doesn’t end at business sourcing level but continues as an ongoing process till the time customer remains with the
bank.
Since we have discussed various steps of Acquisition and Deepening, it is important to know the practical aspect of implementation of process
and there are few basic tools which enables effective process implementation.
Importance of tools in process implementation:-
A tool as we know in a mechanical process enables the worker to get his work done efficiently. To loosen a screw, a mechanic can use many
options but a tool like screw driver will give him the best results.
12. Similarly if an ordinary man is asked to climb over a wall 10 feet tall, he will find it difficult to cross over, but if he is trained to use a pole to
jump over such a wall, he will cross over the wall when he is tasked without struggling.
Hence in order to make the process implementation efficient and result oriented following few basic tools can be used.
1. MIS
MIS on various stages of process is a must and should be rolled out at regular intervals. Style and content of MIS should be simple and
understood by entire team.
MIS helps in knowing the performance Vs expectation as well as own performances Vs Others. These information help teams to improve their
performance.
2. Check lists
Process check lists should enable team members across the levels to check and confirm on their daily/weekly expected actionable to actual
actionable happened.
This is very important as every member is expected to do certain actionable daily and unless there is a check on daily actionable, there is no
guarantee that it is done.
Inspect what you expect theory plays critical role in overall performance monitoring.
3. Daily /Weekly/Monthly review
Every performance expectation needs to be actively reviewed daily/weekly/monthly intervals. Unless there is a review of process developed
within the team, no other process may work as envisaged.
Review process should capture reasons on achievements / non achievements and should reward performances along with corrections /
actions against non performances.
Review without above measures will be ineffective.
4. Example of various tools
DAR /DCR – Daily activity report
LMS – Lead management sheets /systems
Activity Trackers – For capturing activity details/plans
E-Learning modules – For learning & training
Trackers – To track business run rates
Conclusion:-
Basic process on acquisition and deepening as well as the objective remain same across the banks but are defined differently along with
different set of tools by different banks.
Banker’s challenge is in ensuring the right combination between basic process and available tools at the bank for an efficient and effective
business model which will enable the teams at branches to work without pressure but pleasure.
13. And pleasure will add to the productivity and better productivity leads to better performance.