Many banks prepare business customer plans on the basis of past experience. As a result, the targets are often too low and fail to take market changes or special regional circumstances into account. In many cases, existing potential isn't optimally exploited. zeb/ incorporates potential-oriented planning in financial service provider processes to bring about a conceptual and cultural change of paradigm in the sales organization.
zeb/ supports you with a potential assessment procedure which is already successfully used in many strategic marketing projects. This tool permits the reliable assessment of realizable customer contribution margins. Our experience in past projects has been incorporated in the zeb/fk-benchmark database, which currently stores approximately 140,000 customer datasets. The criteria stored in each dataset can be used to ascertain benchmark values for your bank's specific customer segments.
The zeb/ consultancy services in the "Potential assessment and potential-oriented planning" project include:
- Assessment of existing and new customer potential
- Incorporation of information on potential in the marketing strategy
- Derivation of strategic implications for the successive improvement of potential