（12页PPT）科尔尼－某著名企业CRMFramework.pptVIP

Question1–SystemStructure

HomogeneousrulesandcriteriaresultingreaterqualityofinformationadaptedtoeachtypeofuserViewsbyuserViewsDatabaseWide-scopedatabaseforthedevelopmentofportfoliotoolsandofmodels1)ofPD,EADandLGDMISextractsandprovidesinformationfromthelegacysystems,usingwell-definedbusinessrulesConsolidated

creditbaseBusinessrulesBusinessrulesareusedtoguaranteeaunifiedandconsistentsetofdefinitionsbetweenandamongbusinessunitsLegacysystemsTheconsolidationofdatadispersedinalegacysystemsignificantlyenhancesthebank’sabilitytodevelopanalyses1n...BusinessrulesNote: 1)BasleIIsuggests5to7yearrecordfortheconstructionofthemodelsSource: AnalysisbyA.T.KearneyJorge:Iamnotsurewhetherthisslideanswerthequestion

Question5–Post–LoanManagement

BankclientsSegmentA…...SegmentBThebestpracticesegmentationstrategiesutilisetheclientvalueforecastsandtheriskestimationThesegmentationstrategyobligeauniformclienttreatmentfordifferentproducts,fordifferentfunctionsandfordifferentchannelsPost-LoanManagementStrategy

Foreachsegment’svalue-riskbinationitisnecessarytoidentifyspecific“treatmentstrategies”PHASE1Differentclients,

treatedwithdifferentstrategiesareallocatedindifferentsegmentsPHASE2Clientsaregroupedtogetheraccordingtosystematictreatmentamongthedifferentbusinessareas.

Forexampleonthebasisofvalueandrisk

definedbythebankPHASE3Foreachclientsegmenta“treatmentstrategy”isdevelopedinordertoguaranteethateachclientistreatedinthecorrectwayaccordingtothefunction,theproductandthechannel.This“treatmentstrategy”providestheindicationnecessarytotreattheclienteverytimehedealswiththebankHighvalueLowvalueHighriskLowriskSEGMENTAHighValue,HighRiskRetailPRODUCTSPrestitiConticorrentiMutuiCartedicredito…altriFunction……….……….……….Channel:TelephoneServic