Assess current share of wallet
Assess where you stand against your commercial and corporate banking clients and evaluate how much total banking wallet each client has, how much share of the business you currently have on each client, how much regulatory capital you have allocated to that client, and what the return on solvency is.
Retain/Grow/Exit – Acquire
Decide whether you should retain, grow or exit clients based on if you have today a fair share of wallet and return, if your client has an attractive total wallet, if you have the right product solutions to serve them, and if you have the credit appetite to increase exposure if needed. Identify and validate white-space opportunities in the wider target market to acquire new clients, in particular if exits have freed up capital and human resources.
Annual account plan target business units
Create tailored account plans for each client depending on if you retain, grow, or exit them, which should result in a pipeline for clients you choose to grow.
Deal pipeline/service model
Your pipeline of ‘grow’ clients in combination with effected exits on poor / no opportunity clients and autonomous business growth on ‘retain’ clients generate more revenue and return on capital.
Monitor progress and term performance
Support timely conversion of pipeline deals into additional revenue flows and assess contribution to Return on Solvency and revenue and return growth on ‘retain’ clients.
