Sales staff is often not proactively assessing client needs but merely reactive to request for proposals (RFPs) from corporate customers. Campaigns are usually product centric, not needs based.
As a result, most corporate banks purely push products without offering customized advice that clients seek.
Relationship teams are incentivized to focus on short-term sales, which often is not in the client’s best interest.
Customer understanding is lacking due to poor customer intelligence.
Goals and Objectives
- Deeper understanding of the customer (cross-border, cross-bank, 360 view of client position)
- New revenue sources from advisory model and moving away from transactional income.
- Drive customer loyalty by offering proactive advice on cash/liquidity optimization; discuss adjustments to limits and credit lines.
- Offer “just in time” financing anticipating demands for working capital and proactively suggest the most appropriate financing solution.
- Facilitate regulatory reporting/ensuring compliance for customers.
- BDA and machine learning
- Account aggregation
- Scenario modelling
- Cloud for as a service delivery model
Use Case Summary
Treasury as a Service will help corporates optimize their cash management, compliance, and reduce liquidity risks. Banks can leverage domain expertise and offer value-added services leveraging data analytics and their unique position in the supply chain and risk management capabilities to bring real value to customers.