GPI helps clients enhance their organizational efficiency and foster sustainable growth with a range of effective and practical workshops and projects.
The BME Program Implementation Soneri Bank
E-Learning Development
Through the BME Workshop we coached BMs on developing and delivering a Branch Strategy & Business
Plan. The BMs along with their Area & Regional Managers built Business Plans for their Branches,
showing the business volume and revenue opportunity available to them in the next 12 months. The BMs
worked on market sizing, customer segment profiling, customer needs analyses, matching products,
identifying sales opportunities from 3 business development avenues of Valuable ETBs, Valuable NTBs
and Walk-in Customer Opportunities!
The Branch Managers developed their 12 Month Branch Business Plans by following the Business Plan
Development 7 Stages below:
1. Branch Trade Area & Existing Customer Segments Identification
2. Customer Profiling & Needs Analyses
3. Matching Products with Customer Needs
4. Drawing the Product / Segment Map for the Branch
5. Identifying New Sales Opportunities from Valuable ETB & Valuable NTB Customers
6. Walk-in Customer Opportunity
7. Computing New Sales Business Growth (Volume & Revenue) for the Branch in 12 Months
Post the BME Workshops, GPI is conducting Monthly Business Progress Reviews with the Project Team
& Regional Heads to review progress against Business Plans.
Feedback
"These events in such manner help a lot specifically staff member like us who deeply involved in
bank’s compliances are to be more motivation through courses", Sheraz Khan Afridi, Branch
Manager.
"It was a unique learning opportunity", Masood Shah, Branch Manager.
"Very helpful to improve business and relationship", M Tahir, Branch Manager.
"This session must be given to entire team for better result. All members must know the importance
of business and serve all the valued customer in a better way", Shahzad Khalid, Branch Manager.
"This session is very helpful to achieve the organization goal and improve my profession skills",
Farrukh Sarwar, Branch Manager.
"I am expecting such kind of more trainings in future which are informative and intellectual. ",
Asma Nousheen Saher, Branch Manager.
"This training is very helpful for me before this training we only run behind NTB and other targets
and we try to get target from NTB only but now we have lot of ETB quality customer from which we can
complete our target and sell more products to them", Iqbal Memon, Branch Manager.
Through the BME Workshop we coached BMs on developing and delivering a Branch Strategy & Business
Plan. The BMs along with their Area & Regional Managers built Business Plans for their Branches,
showing the business volume and revenue opportunity available to them in the next 12 months. The BMs
worked on market sizing, customer segment profiling, customer needs analyses, matching products,
identifying sales opportunities from 3 business development avenues of Valuable ETBs, Valuable NTBs
and Walk-in Customer Opportunities!.
The Branch Managers developed their 12 Month Branch Business Plans by following the Business Plan
Development 7 Stages below:
1. Branch Trade Area & Existing Customer Segments Identification
2. Customer Profiling & Needs Analyses
3. Matching Products with Customer Needs
4. Drawing the Product / Segment Map for the Branch
5. Identifying New Sales Opportunities from Valuable ETB & Valuable NTB Customers
6. Walk-in Customer Opportunity
7. Computing New Sales Business Growth (Volume & Revenue) for the Branch in 12 Months
Post the BME Workshops, GPI is conducting Monthly Business Progress Reviews with the Project Team
& Regional Heads to review progress against Business Plans.
GPI reviewed Soneri Bank’s Branch Banking Business Plans & performance for 2016-18, identified
areas of improvement, proposed action plans and rolled out the BME Program in-order to implement the
proposed actions for enhancements in business development. This was done in consultation with the
relevant Senior Bank Management and through formation of a Joint Action Management Team.
GPI reviewed the following Business details and then recommended actions;
1. Business Development Achievement in 2016, 2017 & 2018
2. Products sold through the Branch Banking Business & KPIs & Scorecards
3. Acquisition strategy (who sells what products/solutions to which customer, and how)
4. Sales Support - Organization structures and internal engagement processes
5. Sales Management Tools, Sales Processes and Reports
6. Customer Profiling and Need Analysis Processes
7. Customer Portfolio Management and Contact Policy
8. Branch Banking Structure, Staff performance & Staff Turnover
9. Hiring, onboarding and training of Sales Staff and Management
GPI recommended the following actions;
1. Valuable Customer Portfolio Tagging
2. Focus on Valuable Existing to Bank & New to Bank Customers for business development
3. Changes in Branch Banking Organization Structure
4. Development of Monitoring Tools and MISs
4. Staff retention and trainings
A BME Program Rollout was done for the Branch Management along with the Senior Bank Management to
share the concept of the BME Program, along with the business opportunities available to the
Branches.
Post the rollout, GPI delivered the BME Workshops for the Branch Management. The Workshops took the
BMs, Area Managers and GMs through a phased business planning approach, in which the BMs built
business plan for their respective branches, which provided them with a business volumes and revenue
potential that they could achieve in a 12 months period. The Plan also provided the BMs with
specific business development avenues to deliver on their Plans. The BMs became aware of their
Branch Trade Area Sizes, Customer Segments/Profiles available, Customer Segment Needs, Matching
Products, Opportunities to Up-sell and Cross-sell products to existing and new customers.
Through the BME Workshop we coached BMs on developing and delivering a Branch Strategy & Business
Plan. The BMs along with their Area & Regional Managers built Business Plans for their Branches,
showing the business volume and revenue opportunity available to them in the next 12 months. The BMs
worked on market sizing, customer segment profiling, customer needs analyses, matching products,
identifying sales opportunities from 3 business development avenues of Valuable ETBs, Valuable NTBs
and Walk-in Customer Opportunities!
The Branch Managers developed their 12 Month Branch Business Plans by following the Business Plan
Development 7 Stages below:
1. Branch Trade Area & Existing Customer Segments Identification
2. Customer Profiling & Needs Analyses
3. Matching Products with Customer Needs
4. Drawing the Product / Segment Map for the Branch
5. Identifying New Sales Opportunities from Valuable ETB & Valuable NTB Customers
6. Walk-in Customer Opportunity
7. Computing New Sales Business Growth (Volume & Revenue) for the Branch in 12 Months
"This course is very helpful for our current and future business growth & development", M Farooq
Faisal, Branch Manager.
"Over all session is very important and learning. Each and every products of the bank where we can
earn revenue is discussed through group", Sajeel Aslam, Branch Manager.
"This training session has to help out to deters total market segments as plan to capture unattended
market and multiply our numbers", Muhammad Umer, Branch Manager.
GPI conducted The BME Workshops for BMs & their Management in 2017. The workshop focused on the following:
People Management
Business Management
Sales Management
Service Management
GPI assisted Meezan Bank in developing their Branch Banking Business Plans for 2017 in consultation
with Senior Bank Management & through formation of a Joint Action Management Team.
GPI reviewed the following Business details & then recommended actions;
1. Business Plan delivery in 2015 & 2016 and Plan for 2017
2. Key Performance Indicators & Scorecards
3. Acquisition strategy (who sells what products/solutions to which customer, and how)
4. Support to Sales - Organization structures and internal engagement processes
5. Sales Management Tools, Processes and Reports currently in place
6. Current Profiling and Need Analysis Processes
7. Customer Portfolio Management and Contact Policy currently in practice
After finalization of Business Plan for 2017, GPI developed a Workshop for the Branch Management. The Workshop endeavored to communicate & rollout the Business Plan and take the BMs through a phased business planning approach. The BMs along with their Area Managers & GMs, built a Business Plans for their respective branches, resulting in a revenue potential/plan to be delivered in the next 12 months along with a clear pathway to deliver the Plan! The BMs focused on their Branch Trade Area Sizing, Customer Segments/Profiles Available, Segment Needs, Matching Products & Opportunities to sell products to existing and new customers.
Through the BME Workshop we coached BMs on developing and delivering a Branch Strategy & Business
Plan. The BMs along with their Area & Regional Managers built Business Plans for their Branches,
showing the business volume and revenue opportunity available to them in the next 12 months. The BMs
worked on market sizing, customer segment profiling, customer needs analyses, matching products,
identifying sales opportunities from 3 business development avenues of Valuable ETBs, Valuable NTBs
and Walk-in Customer Opportunities!
The Branch Managers developed their 12 Month Branch Business Plans by following the Business Plan
Development 7 Stages below:
1. Branch Trade Area & Existing Customer Segments Identification
2. Customer Profiling & Needs Analyses
3. Matching Products with Customer Needs
4. Drawing the Product / Segment Map for the Branch
5. Identifying New Sales Opportunities from Valuable ETB & Valuable NTB Customers
6. Walk-in Customer Opportunity
7. Computing New Sales Business Growth (Volume & Revenue) for the Branch in 12 Months
Through the BME Workshop we coached BMs on developing and delivering a Branch Strategy & Business
Plan. The BMs along with their Area & Regional Managers built Business Plans for their Branches,
showing the business volume and revenue opportunity available to them in the next 12 months. The BMs
worked on market sizing, customer segment profiling, customer needs analyses, matching products,
identifying sales opportunities from 3 business development avenues of Valuable ETBs, Valuable NTBs
and Walk-in Customer Opportunities!
The Branch Managers developed their 12 Month Branch Business Plans by following the Business Plan
Development 7 Stages below:
1. Branch Trade Area & Existing Customer Segments Identification
2. Customer Profiling & Needs Analyses
3. Matching Products with Customer Needs
4. Drawing the Product / Segment Map for the Branch
5. Identifying New Sales Opportunities from Valuable ETB & Valuable NTB Customers
6. Walk-in Customer Opportunity
7. Computing New Sales Business Growth (Volume & Revenue) for the Branch in 12 Months
"It was a perfect & Awesome course", M Faisal Bhatti, Branch Manager.
"It’s a very fruit full training for us its on going process", Nadeem Tabbasum, Branch Manager.
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