【正文】 ement Customer profitability analysis Customer information management Sales and Marketing Sales support Needs analysis Campaign planning Branch Opening ? Individual customer profitability information, enabling Bank X to take sound credit risk and pricing decisions ? Computerized and integrated customer information available throughout the bank, resolving current data integrity problems ? Powerful customer needs analysis tool, enabling Bank X to identify requirements | for customers in new segments such as midsized corporate ? Effective sales tools which will enable Bank X to maintain sales levels even as as number of branches expands ? Sales tools that can quickly and easily be expanded to support new products as they are introduced following deregulation ? An environment to structure and plan campaigns effectively ? More effective placing of branches through use of a geographic information system to plan locations Example case: Barclays Bank, UK (1992) Description ?Combined customer information system provides customer information management and sales and marketing support for all products ?The cost of the 100,000 man day project was recovered within 2 years of operation Benefits ?Increase in sales to individuals through the branches: exceeded targets by 400% ?Sales through direct marketing campaigns (direct mail and telephone) increased by over 50% ?Improved morale and satisfaction of employees and better customer service 15 ISP Project Executive Summary February 15, 1995 The Credit Control projects will enable Bank X to expand the number of credit applications processed, and improve customer service, while maintaining control over credit risk. Credit Control Credit management Debt Collection Fraud Detection ? An efficient , largely automated, credit checking facility, which enables Bank X to process more credit applications, faster ? Faster customer service and lower costs through improvement of the lending process and use of Workflow technology ? Ability to provide lower prices to selected customers based on improved profitability information and credit information ? Efficient debt collection support, which enables Bank X to maintain the current low bad loan ratio ? Stored and shared credit information, reducing document retrieval time Major Business Applications.......................will provide: Example case Barclays Bank, UK Automated Credit Application Scoring (1995) ?Customer’ s personal credit details are entered directly into the puter in the branch ?The details are first checked for credit rating and then scored by matching the customer’ s personal and financial behavior profile against other borrowers Description Benefits ?90% of applications for unsecured credit are scored and approved in 5 minutes. Account is then set up and funds transferred over night ?Barclays claim the system provides better credit assessment than branch staff on their own (loan defaults reduced) Relationship Management Projects 16 ISP Project Executive Summary February 15, 1995 The New Channel Strategy project will develop the strategic direction for use of new distribution channels at Bank X. New Channel Strategy ? Customer preference survey ? Analysis of petitor activity ? Analysis of technology trends ? Economic analysis of current channels ? Remended strategic direction for use of new distribution channels Strategy project...................................................will provide: Service Delivery Projects Example case UK Retail Bank Description ?Developed an analysis of potential distribution channels ?Selected multimedia selfservice kiosks as the area to pilot ?Developed a prototype system for discussion with executives, branch staff and customers Benefits ?Multimedia prototype proved the potential of the new channel ?Working system developed and implemented in 7 branches last year, to provide self sales service for loans, deposits and insurance ?Extensive press coverage free advertising positioned bank as a technology leader ?Pilot system now being rolled out to other branches 17 ISP Project Executive Summary February 15, 1995 The ALM Risk Management project will provide the systems for Bank X to measure and control risk. ALM and Risk Management ALM Risk/Return Management ? Precise interest rate risk information, which will help Bank X to cope with financial liberalization ? Advanced risk performance information, to enable Bank X to optimize risk/return balance Major Business Applications.......................will provide: Management and Control Projects Example Case Major US Investment Bank ?Bankwide risk management reports on a daily and intradaily basis ?Covered currency, interest rate, equity value risk Description Benefits ?Cut risk evaluation time from 1 week to 15 minutes ?Enabled use of sophisticated risk models to identify hedging opportunities and largest risks, and evaluate risk adjusted returns ?Enabled better allocation of limited capital resources 18 ISP Project Executive Summary February 15, 1995 The Financial Management project will improve the timeliness, consistency and accuracy of financial reports, whilst the Sales Marketing Management project will provide improved external information on the market and customers views of Bank X. Financial Management Financial Management Accounts Financial Budgeting and Forecasting Regulatory and Compliance ? Consistent, accurate management reports and financial accounts, reducing time spent producing, adjusting and agreeing reports Major Business Applications.......................will provide: Management and Control Projects Example Case Major UK Bank ?Designed and installed an integrated suite of financial management systems, covering financial and management accounts,