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Oschadbank: Capacitação interna para empréstimos de MSME

Companhia de estoque junto pública“ Banco de poupança do estado de 330 do que o Raio de Rodovias ”(OSCHADBANK ou OBS) é o dos principais bancos ucranianos com a maior rede de ramos ingestões de ramo ingênua” (o Oschadbank ou o OBS) é o principal banco ucraniano com a maior rede de ramos ingestões de ramo. O EBRD e o OB começaram em 2016 para apoiar a implementação da “Reforma dos bancos estatais (SOB)”, tanto por meio de cooperação direta em vários programas de financiamento quanto por meio de um pacote de suporte técnico abrangente. 10-20%; Modelo de serviço na rede regional focada nas necessidades das MPMEs. Na penetração média do produto por cliente MSME e sua harmonização com os benchmarks de mercado de grandes bancos da Europa Central e Oriental. Custo de risco para MPME com referência à implementação de modelos semelhantes em outros bancos sistêmicos e estimado EF-FECT/IMPACT na rede de filiais da OB e OB em geral. Exemplos de modelos de pontuação adaptados para o perfil do mercado e dos clientes MSME na Ucrânia ou nos países da CEI (Rússia, Bielorrússia, Geórgia). Conceito da implementação do modelo de pontuação com uma descrição de processos de negócios de nível superior, produtos suportados pelo modelo de pontuação e a linha do tempo de implementação esperada na rede MSME e OB em geral.


Objective :
The main objective of the Project is to increase the operational effectiveness of OB’s regional network with regard to servicing of MSME customers taking into account best practices and ex-amples of large Central and Eastern European banks with an emphasis on:

  • Development of an upgraded sales service model in the regional network focused on the needs of MSMEs.
  • Optimisation of interaction processes within the MSME vertical structure, increased effective-ness of sales points and competitiveness of OB with regard to servicing MSME customers
  • Optimisation and reengineering of OB’s existing business processes of MSME customer ser-vice to bring them in line with best practices of other major banks
  • Increase in average product penetration per MSME customer and its harmonisation with the market benchmarks of large Central and Eastern European banks.

Services provided include, but are not limited to:

Lending

  • Gap analysis of OB’s credit policy compared to international best practices, including specific recommendations for improvements and changes.
  • Concept paper describing loan risk-based pricing model based on the MSME cost of risk with reference to implementation of similar models in other systemic banks and estimated ef-fect/impact  on OB’s branch network and OB in general.
  • List of credit scoring systems providers for MSMEs with estimated costs (purchase, customisa-tion, implementation, maintenance). Examples of scoring models adapted for the market and MSME customers’ profile in Ukraine or the CIS countries (Russia, Belarus, Georgia).
  • Analysis of OB requirements to scoring system, screening of available scoring models and recommendation of most appropriate for OB. Concept of the scoring model implementation with a description of top-level business processes, products supported by the scoring model, and the expected implementation timeline in the MSME network and OB in general.
  • Conceito e roteiro anti-fraude para implementação OB. Melhorias adicionais na abordagem de segmentação MSME. Uma descrição dos papéis e funções e justificação dos funcionários da OB. Clientes. Processos. Cis
  • Description of the optimal business process for soft collection for MSME loans.
  • Business process description, to be agreed with OB
  • Detailed description of an electronic loan document processing / storage in line with NBU re-quirements and role-based access model.

Sales

  • Recommendations for further improvements in the MSME segmentation approach.
  • Detailed analysis of the MSME market potential according to the agreed segmentation criteria.
  • Matrix of MSME customers’ needs in terms of types of customers and products, including a description of main needs of each target group of customers and justification.
  • Concept of a service functional model of servicing MSME customers in terms of segments and products, including a description of OB employees’ roles and functions and justification.
  • Detailed CRM approach and customized product offer matching needs of specific customer groups
  • Report on the results of the feasibility study for creation of the regional competence centers.
  • Cross-sales model for OB.

Products

  • Recommendations on further improving the product range for MSME customers.
  • Product profitability assessment model, including a detailed description of assessment algo-rithms and example of product profitability assessment.
  • Design of OB’s marketing strategy for MSME customers.
  • List of recommendations regarding automation of MSME products and business processes.