Client Needs & Objectives
Context:
- Growing tensions on current scarce resources allocations and costs
- Increase willingness to optimize the commercial techniques to maintain profitability
- A clear client segmentation is a strategic topic for the management and a key success factor in the transversal initiatives led by the CIB
Objectives:
Establish segmentation and scoring methodology to optimize commercial approach and reduce costs
Scope:
- Marketing clients’ segmentation
- Credit risk profiles
Techniques:
- Scoring
- Classification
Our approach
- Validation of the perimeter focus : client segmentation on risk, cross-sell, growth, scarce resources and profitability
- Data collection, filtering and selection of strategic variables to build ratios. Variables analysis and profiling: statistical description, abnormalities detection, correlation studies and variables weighting
- Classification of clients
- Analysis of the clients’ clusters and identification of pockets of opportunities
