MSME NBFC cut loan TAT by 5 days via digitization & 3 cross-sell opportunities
08 Apr 2020
1 min read
Improve and optimize existing loan process and identify cross-sell opportunities for MSME-focused NBFC
Context
- Client Description: MSME-focused NBFC player
- Opportunity: The client was looking for solutions to improve and optimize its existing loan process and capitalize on key cross-selling opportunities
Further, the client also wants to understand the following
- Opportunities for additional loan products, to cross-sell along with the core product
- Scope and steps to improve the overall loan process, especially TAT
- Gaps in current sourcing process and opportunities to improve the sourcing process and enhance sales force productivity
Our Approach
The approach was divided into 3 sections:
Market Benchmarking
- Analyzed and compared product features (interest rate, processing fee, tenor, LTV, etc.) across key competitors
Assessment of the loan process
- Mapped the client’s existing loan process by analyzing loan files to identify gaps and potential improvement areas
- Benchmarked TAT and loan process across competitors to identify best practices
Assessment of sourcing process
- Evaluated the existing sourcing process by shadowing sales representatives to identify key gaps
- Benchmarked sales targets across competitors along with different types of training provided
- Conducted workshops for sales executives to launch sales productivity improvement initiatives