Branch business management is considered as
an exercise of managing sales targets and
Whereas in reality, there are about 20 steps
in Branch business management.
This meant the impact of branch business
management remained confined to 2 steps
instead of 20 steps most of the times.
Potential of 2 Steps = 2 X Business …….
Potential of 20 Steps = 20 X Business.
More steps / action will mean more results and
the presentation ahead is aimed at giving a
birds eye view of all the 20 steps / actions of
branch business management.
BBM or Branch business management denotes
the complete process in branch business
KB or Know your bank is a step in BBM process
whereby knowledge on bank is updated at monthly
Monthly discussion on Bank’s History/Management/
Board /Performances/Latest News / Share Price
IS or Identify strength is a step , whereby
Banks best products and services are listed /
discussed and compared with competition.
Monthly discussion on Popular Products/
Features / SWOTs.
DCBS or Draw catchment based on strength is a
step whereby based on banks best products
and services , target catchment is identified.
Draw catchment i.e. which location to target
for business (External location as well as
VE or Visibility exercise is a step whereby
target catchment is approached and met.
Actionable:- Plan activities to get in touch
with the targeted catchment (Various
P1 or Profiling is a step whereby profiling of
the target is done.
Identify and capture the financial
requirements and present financial state of the
target by using profiling sheets.
P2 or Presentation is an exercise , post
Based on profile of the customer , solutions
advises needs to be planned in form of a
GA or Generate appointments
Actionable:- Generate appointments for
presentation of bank’s prescribed solutions to
the customer based on earlier generated
Reason of appointment is critical and not
C or Conversion
Effective and efficient presentation or
productive presentation resulting in
T = Training for enabling ability
Role plays / Class room sessions etc with
At all levels
Every stage training is a must and every
training session should be mandatory and come
with an advanced schedule.
Monthly/Weekly goal setting / review
Monthly -S/W discussion and action plan
Efficient muster management
Adherence to official timing set by the bank
Adherence to timelines set by business
Adherence to timelines set by operations /
audit/ service /operations/service /audit or
any other departments.
Maintaining the branch upkeep.
Visibility management by effective relationship
building with society.
Maintain an effective feed back with central
brand management / marketing team.
Identification of macro level catchments
Listing out micro levels catchment units
Developing references in the catchment
Daily MIS on Business / Productivity per
employee / Comparison Vs Peer group , Cluster
Avg, Regional Avg, National Avg.
Daily MIS on Inputs ( Profiling / Appointments
Daily MIS on operational hygiene factors
Adherence to Check lists
Certification by employees on understanding of
Adherence to TAT specified
Adherence to service standards
Adherence to TAT specified
Capturing feed back /complaints from
customers /ensuring solutions
Weekly sharing of experience of customer
Adherence to sales plans
Adherence to sales process
Regular training schedule
Regular review schedule
Recognition and Rectification
Maintenance of communication channel
Monthly discussion / feed back with various
Adherence to checklists
Monthly discussions /Feed back with Audit
Let’s focus on 20 from 2…………
& Unleash our true potential.
Vijay Shivram Menon