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Banking in India:
A Call for Action
May 2018
May 2018
The Boston Consulting Group (BCG) is a global SWIFT is a global member-owned cooperative and the world’s leading
management consulting firm and the world’s leading provider of secure financial messaging services. We provide our
advisor on business strategy. We partner with clients from community with a platform for messaging, standards for communicating
the private, public, and not-for-profit sectors in all regions and we offer products and services to facilitate access and integration;
to identify their highest-value opportunities, address their identification, analysis and financial crime compliance. Our messaging
most critical challenges, and transform their enterprises. platform, products and services connect more than 11,000 banking
Our customized approach combines deep insight into and securities organisations, market infrastructures and corporate
the dynamics of companies and markets with close customers in more than 200 countries and territories, enabling them to
collaboration at all levels of the client organization. communicate securely and exchange standardised financial messages
This ensures that our clients achieve sustainable in a reliable way. As their trusted provider, we facilitate global and local
competitive advantage, build more capable organizations, financial flows, support trade and commerce all around the world; we
and secure lasting results. Founded in 1963, BCG is a relentlessly pursue operational excellence and continually seek ways
private company with offices in more than 90 cities in 50 to lower costs, reduce risks and eliminate operational inefficiencies.
countries. For more information, please visit bcg.com. Headquartered in Belgium, SWIFT’s international governance and
oversight reinforces the neutral, global character of its cooperative
structure. SWIFT’s global office network ensures an active presence in all
the major financial centres.
| Saurabh Tripathi
| Prateek Roongta
| Jitesh Shah
| Mayank Jha
EXECUTIVE
push to advisory models centered on client needs and experience
•• Reboot corporate RM model: Next-Gen RM model requires an
overhaul in mindset towards advisory relationships and business
deepening, and equipping RMs with technology. Digital enablement of
RMs enhances frontline productivity with higher collaboration,
transparency and insight
PREFACE
and time consuming. This project would facilitate centralised upload
and verification of all lorry receipts. A national repository of lorry
receipts may be required to make this happen.
11
Corporate banks globally are struggling to create value
32 44 44
11
14 12 Corporate banking
19
24 50% divisions have return on
43 25 capital below hurdle rate
13 21
1. Ponemon Cost of Cyber Crime Study, The Banker, BCG research and analysis
2. Client interviews, BCG Digital preference survey (survey of 600 companies from 13 countries in North America, Asia
Pacific, South America and Europe), BCG project experience
E-Commerce opening
markets to smaller players
Smart contracts
automating payment 1 Importer 14 Import 10 Export 9 Pre- 7 Freight 2 Exporter
Terminal Terminal shipment forwarder
release 13 Shipper Inspector
19
Indian corporate banking industry: Multiple pressing issues
1. RBI; FIBAC productivity survey; Annual reports; Industry discussions; BCG analysis 2. Commercial loans classified into various segments basis ticket size of loan amount disbursed, Micro <1 cr,
Small 1cr-25cr, Mid 25cr-100cr, Large >100 cr. Stated credit exposure is fund based
Digital offering has become critical across touch points for corporate clients
% of respondents1
Single online log-in page for all active services
Source: 1. Based on survey conducted across large corporates by BCG and SWIFT
Disbursement amount
1. BCG experience; 2. BCG analysis.
27
Seven emerging themes for winning in corporate banking
71
52
45 47 47
39 34 35 32 42 41 33 30 57 57
14
IG & Chem. Construction Retail & CG Services Food & Property Automotive TMT Wood & FS
Agri Fur.
Machinery Transport Energy Mining
Healthcare
Trade Finance Factoring Leasing Treasury Cash management Loans
Pre-tax return on regulatory capital (%) Three year average loan losses
per loan volume (bps)
60
300
40
200
20
100
0
-20 0
20 40 60 80
0 20 40 60 80
Source: BCG Corporate Banking Benchmarking Database - European, North American and Australian small, mid and large corporate divisions
No single view of Currency mismatch Weak suppliers require Manual reconciliation of AR and
accounts across between purchases pre-payment AP, and lack of transparency over
markets/subsidiaries and sales distributor inventory
1 3 5 7
2 4 6 8
Input price volatility Long credit terms/ Limited knowledge/ Low working capital
(e.g. sugar) payment delays with connections to expand into of distributors limits
modern trade new markets. Need Capex sales, and forces high
financing for expansion inveventory
Critical pain points
1 Basis expert discussions
Revenue increase in
10-15% fee-products1
1. BCG experience
To…
From…
Thinking flows
Thinking deals
1. BCG experience
From To
1. BCG experience
1. BCG experience
When customer
logs in, easy to
use customizable My Accounts Trade FX Payments Reports Integrated view of
interface import bill, LC and
Acme Conductors buyer’s credit
Trade Import bill Provides cross-sell
Integrated view 123AB 678CD
of export bill Imports Beneficiary Krishan LTD Suraj Generators opportunity
collection and LC buyers LC reference 12345 67890
A Wallet sizing D Default G Smart pricing H Fraud detection J Service M Smart collections N Next best sale R Market insight
prediction digitisation
Clustering,
Clustering and Classification Classification Anomaly Language Journey Clustering and
benchmarking
benchmarking algorithms algorithms recognition processing analytics benchmarking
and regression
E Cash-flow I Client experience optimisation
simulation
Time-series Journey analytics
forecasting Automate key O Working capital optimisation
transaction
B Client assessment “KYC“ K triggers (e.g. loan
Multivariate optimisation
renewal)
Unstructured data analysis
P Data driven credit reviews
B Sentiment analysis
Identity Q Churn prediction
Language processing
L verification/ Clustering,
Digital lending: Fintech style SME authentication benchmarking
F
loans using cash mgmt. data and classification
Providing management insights into the drivers of business success
S Comprehensive real-time business information
Unstructured data analysis
Analytics ecosystem
Set up of analytics team
Creation of analytics ecosystem Model development and validation
•• System to run codes •• Data scientists develop, test and calibrate final
•• Portal to view triggers or alerts model(s)
•• Linkages to data warehouse •• Model validation based on pilot results to test the
•• Linkages to SMS, email etc. effectiveness
Greater transparency Proactive client treatment Optimal allocation of Increased convenience Faster response by bank,
and efficiency and steamlined sales funds and monitoring and higher processing especially shorter
of business as a whole speed time-to-yes
1. BCG experience
6x Default
faster detection1
Create industry specialization Develop industry specialisation through customized offerings, RMs as
advisors and risk policies specific to sectors
Unlock full potential of pricing Plug pricing leakages by moving to a market based target pricing
model and setting up a centralized pricing team backed by analytics
Reboot corporate RM model Change in RM mind-set to think flows & cross sell, and digital
enablement to improve collaboration, transparency and insight
Digitize corporate customer journeys End-to-end digitization of corporate customer journeys using AI and ML
to reduce TAT, lower costs and improve operational risk
Fully exploit power of analytics Usage of analytics across the entire value chain of wholesale
banking, e.g. cross-sell, smart pricing and credit underwriting
Innovative ways of doing credit Leverage digital and analytics in credit underwriting and early
warning systems for lowering TAT, costs and better experience
Saurabh Tripathi is a Senior Partner and This report has been prepared by The If you would like to discuss the themes
Director in the Mumbai office of The Boston Consulting Group. We would and content of this report, please
Boston Consulting Group. like to thank Rishikesh Tinaikar and contact:
the SWIFT team for contributing to
Prateek Roongta is a Partner and this report. We would also like to thank Saurabh Tripathi
Director in the Mumbai office of The Vikram Agrawal, Prateek Singhania Senior Partner and Director
Boston Consulting Group. and Sneh Baxi for their assistance in BCG Mumbai
writing this report. A special thanks to +91 22 6749 7013
Jitesh Shah is a Partner and Director tripathi.saurabh@bcg.com
Jasmin Pithawala and Micky Chittora
in the Mumbai office of The Boston
for managing the marketing process,
Consulting Group. Prateek Roongta
and Jamshed Daruwalla, Arun Kumar
Partner and Director
Mayank Jha is a Principal in the and Ayushi Jain for their contribution
BCG Mumbai
Mumbai office of The Boston Consulting towards the design and production
+91 22 6749 7561
group. of the report. We are also thankful to
roongta.prateek@bcg.com
Pierre Paoli and Sukand Ramachandran
for their valuable inputs to the report. Jitesh Shah
Partner and Director
BCG Mumbai
+91 22 6749 7341
shah.jitesh@bcg.com
Mayank Jha
Principal
BCG Mumbai
+91 22 6749 7285
jha.mayank@bcg.com
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05/2018