【文章內(nèi)容簡介】 析工具 Predictive models and analytics ? 需要充分的準(zhǔn)備時(shí)間來采取行動(dòng) Requires sufficient lead time to take action ? 戰(zhàn)略、報(bào)告和合規(guī)的組成部分 Component of strategy, reporting, pliance ? 自動(dòng)化 Automation ? 成本節(jié)約、一致性、準(zhǔn)確性 Cost savings, consistency, accuracy ? 流程、規(guī)則、結(jié)果 Processes, rules, output ? 必須對(duì)戰(zhàn)略進(jìn)行結(jié)合、測試和跟蹤 Strategy must be aligned, tested and tracked ? 各個(gè)不同的層次：產(chǎn)品、定價(jià)、決策流程 Various levels: product, pricing, decision making process ? 在整個(gè)客戶生命周期中結(jié)合數(shù)據(jù)工具 Alignment across the account lifecycle ? 測試和跟蹤是關(guān)鍵 Testing and tracking are key 16 169。 2022 Fair Isaac Corporation. Confidential. 對(duì)中小企業(yè)借款人的認(rèn)識(shí) SME trivia ?個(gè) 人數(shù)據(jù)： 不斷地被證明，它是預(yù)測小小企業(yè)表現(xiàn)的最強(qiáng)有力的指標(biāo) Consumer data is proven time and time again to be the most powerful predictor of very small business performance ? 業(yè)主作為消費(fèi)者的表現(xiàn)模式經(jīng)常被錯(cuò)誤地認(rèn)定為是服務(wù)于個(gè)人產(chǎn)品的，而它實(shí)際上是一個(gè)典型的服務(wù)于商業(yè)（即小企業(yè)）產(chǎn)品的數(shù)據(jù) Business owner pattern of consumer performance often mistakenly viewed adversely for consumer products yet is typical for mercial products ?商業(yè)數(shù)據(jù) 通常是一個(gè)預(yù)測借款企業(yè)表現(xiàn)的早期指標(biāo) Commercial data often an early indicator of performance ? 在標(biāo)準(zhǔn)付款行為中，應(yīng)區(qū)分商業(yè)習(xí)慣和付款能力的差別 Difference between standard payment as part of business practices and capacity issues ? 小企業(yè)選擇最先償還銀行貸款，其次是付水電氣等公用事業(yè)費(fèi)，最后才是付供應(yīng)商的貨款 Small businesses pay their banks first, utilities second and vendors last 17 169。 2022 Fair Isaac Corporation. Confidential. 對(duì)中小企業(yè)借款人的認(rèn)識(shí) SME trivia ?將個(gè)人和商業(yè)數(shù)據(jù)結(jié)合使用， 以期 100％地達(dá)到巴塞爾新資本協(xié)議的精度要求 Marrying consumer and mercial data to get to 100% resolution as required under Basel II ? 美國中小企業(yè)管理局 The . Small Business Administration ? 從 360度的全景、隱藏的細(xì)微差別、連通性等方面進(jìn)行數(shù)據(jù)清洗 Data hygiene for 360 view, hidden nuances, connectivity ?財(cái)務(wù)數(shù)據(jù) （企業(yè)自行報(bào)送或從公共渠道獲得）－ 對(duì)評(píng)分或自動(dòng)決策沒有什么價(jià)值 Financial Data (self reported or public) – little value in scoring or automated decisioning ?行業(yè)分類－－ 各人有各人的定義和解釋 Industry Classifications – different meanings and interpretations depending on audience ?在人工審貸和自動(dòng)審貸之間存在 巨大的成本差異 Huge cost differential between judgmental and automation 18 169。 2022 Fair Isaac Corporation. Confidential. 企業(yè)規(guī)模確實(shí)是一個(gè)需要考慮的因素 Size does matter 高 High 商業(yè) Business 個(gè)人Personal 企業(yè)規(guī)模 Size of Company 低 Low 小型 Small 大型 Large 價(jià)值 Value 19 169。 2022 Fair Isaac Corporation. Confidential. 數(shù)據(jù)的作用 Relevance of Data Contributions ?早先的生意關(guān)系 Previous Business Relationship ? 15 – 30% ?個(gè)人征信機(jī)構(gòu)數(shù)據(jù) Consumer Credit Bureau data ? 30 – 40% ?財(cái)務(wù)數(shù)據(jù) Financial Data ? 15% ?貸款申請數(shù)據(jù) Application Data ? 15% 20 169。 2022 Fair Isaac Corporation. Confidential. 成功實(shí)施數(shù)據(jù)驅(qū)動(dòng)型放貸所運(yùn)用的戰(zhàn)術(shù)：案例分析 Tactics for datadriven success： Case study ? 是一家在美國東海岸中部地區(qū)運(yùn)營的區(qū)域性銀行 Regional bank operating in the midAtlantic area of the . ? 在過去的 5年時(shí)間中，開始加快利用自動(dòng)化審批和信貸評(píng)分技術(shù) Over past 5 years, have begun to accelerate use of automation and credit scoring ? 小企業(yè)貸款余額為 15億美元 $ small business portfolio ? 小企業(yè)的定義為年銷售額不超過 2022萬美元。由于 Fair Isaac的小企業(yè)定義是年銷售額不超過 500萬美元，因此，評(píng)分僅能針對(duì)總量的 50％ Small business defined by client as up to $20MM in annual sales. Since Fair Isaac SBSS definition is $5MM, score only 50% of volume ? 對(duì)客戶的貸款處理時(shí)間從過去的兩周下降到了不超過 1天 Average turnaround time with the customer is down from over 2 weeks, to less than one day ? 絕大多數(shù)貸款申請的處理時(shí)間不到 15分鐘 Majority of applications processed in less than 15 minutes 21 169。 2022 Fair Isaac Corporation. Confidential. ? 小企業(yè)貸款組合是整個(gè)銀行較賺錢的資產(chǎn)，也是處于成長中的業(yè)務(wù)之一 Small business portfolio is one of the more profitable areas of the bank as well as one of the growth areas for the bank ? 管理層認(rèn)為經(jīng)過信貸評(píng)分發(fā)放的貸款組合比沒有經(jīng)過信貸評(píng)分發(fā)放的貸款組合的利潤率高（運(yùn)營成本低，不良率低） Management says credit scored portfolio has better profitability than noncredit scored portfolio (lower operating costs, lower delinquencies) ? 集中式放貸和標(biāo)準(zhǔn)化流程（即：使用自動(dòng)化審貸技術(shù)，使用評(píng)分工具來達(dá)到一致的／客觀的／高質(zhì)量的決策） Centralized underwriting and process standardization (. use of technology for automation, use of credit scoring for consistent/ objective/high quality decisions) ? 過去在經(jīng)營上太過保守。研究成果能幫助銀行加強(qiáng)信心，使它們能夠減少拒絕的客戶數(shù) Were too conservative in the past. Research has helped bank get more fortable, is allowing them to turn less business away ? 帳戶管理流程中也使用技術(shù)，得益于對(duì)內(nèi)部數(shù)據(jù)和信貸評(píng)分的綜合利用 Account management processes also use technology, leverages full internal data and credit scoring ? 通過評(píng)分發(fā)放的貸款組合，其運(yùn)營成本／不良率改善了 5％到 10％－－實(shí)現(xiàn)了可觀的效益 Operating costs/delinquencies in scored portfolio improved by well over 5% to 10% – a significant multiple of improvement 成功實(shí)施數(shù)據(jù)驅(qū)動(dòng)型放貸所運(yùn)用的戰(zhàn)術(shù)：案例分析（續(xù)） Tactics for datadriven success： Case study(Cont.) 22 169。 2022 Fair Isaac Corporation. Confidential. 評(píng)分既能改善風(fēng)險(xiǎn)業(yè)績又能促進(jìn)更有效的資源配置 Scoring drives both improved risk performance and more effective resource allocation 評(píng)分 SCORE 自動(dòng)接受 AUTO ACCEPT 自動(dòng)拒絕 AUTO DECLI