Shouldn't core banking be profitable ? Time for a rethink, America !

All the hullabaloo in Washington about the Volker Rule and Glass-Steagall seems to be missing the main point - bank ROI is insufficient to satisfy investors unless trading profits supplement the core business of retail and commercial financial services. As long as core banking services do not...

Turning Lead Into Gold: Marketing Alchemy or Fiction ?

Not literally... that is sadly the stuff of fiction. What I am talking about is your lowest value client segment, which I heard a marketing SVP at a money center bank once refer to as their "Lead" clients (true story). The question is, can they be transformed into profitable client relationships ?...

Customer Analytics Evolution a look down the road - Part IV

In my earlier three posts in this series I outlined the history of customer analytics evolution, from response to regulatory pressures (see Part I and Part II ) through to the leading practices of today (see Part III ), where banks are seeking to understand, react to and anticipate customer...

Customer Analytics Evolution: what can we learn from the rear-view mirror? PART III

Understanding the motives that drive customer behaviour is increasingly being recognized as essential to relevant customer interaction. Knowing that customers are likely to drop a product or add a new one, or detecting abnormal changes in account use provides only a small part of the information you...

Customer Analytics Evolution: what can we learn from the rear-view mirror? PART II

We started this retrospective by looking at how industry challenges and regulatory responses have been increasing analytics capabilities in Financial Institutions in Part I of this series. Let’s now layer on the introduction of analytics enabling capabilities with the growth of customer insight over...

Customer Analytics Evolution: what can we learn from the rear-view mirror? PART I

Banking leads many industries in the application of analytical technologies to business problems. We can gain some interesting insights by reflecting on where we have come from over the past 30 years to gain perspective on where we are going. In this post (and the next few) I will provide a...

Gatorade ? What's that got to do with Banking ?

Thanks for asking. Gatorade is one of today's global leaders in consumer engagement through technology. They monitor social media on the web - facebook, twitter etc. - in real time and use this monitoring to identify opportunities to engage consumers with their brand. It works like this.... "hear"...

Five Retail Banking metrics you can't do without

Sometimes it pays to keep things simple. Over 30 years in the industry I have had the opportunity to be involved in many think tanks working on KPIs, reporting, scorecards and dashboards. Throughout it all, some fundamental metrics consistently emerge as essential, since they describe manageable...

Is your client information an asset or a liability ?

Of course the right answer is both, but it is important that the vaue of client information is protected by managing the risks of improper information management. Over the course of the past few months there has been increasing attention gathering around the subject of information governance,...

Customer Cash Flow Analysis: behaviour to bank on

It is no secret that new money deposits and loans and retention of blaances are the keys to portfolio growth. Yet many banks don’t actually measure or manage to these simplest of performance objectives. Are they chasing the wrong goals? It is actually true…most banks don’t have clear dashboard...

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