Share of Wallet Modelling
Detecting the potential business based on customers for the Business and Large Enterprise segments through developing Share of Wallet models, for asset products, resources, CNF and ROF with the following objectives:
•Improving efficiency, focusing the commercial action on strategic products.
•Improving efficacy by freeing up time for commercial management.
•Improving profitability by detecting the customers with the greatest business potential.
Content
- Designing potential business models per customer, for the products considered as strategic in the scope of assets, CNF and ROF resources, through analysing and modelling all internal and external available information, as well as designing an output tool for managers, thus facilitating the reading and interpretation of results and the sales plan.
Results
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Average growth per product potential detected to be 100% in the medium-long term.
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Redesigning the client tiering model based on the current margin, potential margin and risk level, resulting in guiding sales towards 40% of the clients.
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Analysis of the end results translated into a sales plan implemented by the managers through the tool.
Other case studies
Active management of profitability
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Operational Risk Management Model
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