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Corporate

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.

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SWIFT India
SWIFT India Domestic Services Pvt Ltd (“SWIFT India”) is a joint venture created
by SWIFT SCRL (Society for Worldwide Interbank Financial Telecommunication),
the global banking cooperative, and (in alphabetical order) Axis Bank, Bank of
Baroda, Bank of India, Canara Bank, Citibank, HDFC Bank, ICICI Bank, Punjab
National Bank, Standard Chartered Bank, State Bank of India and Union Bank
of India, to address domestic market needs of the Indian financial services
industry. Based on proven SWIFT technology, the company provides messaging
services to domestic market infrastructures, banks and corporates, enabling the
financial community to exchange automated, standardised financial information
securely and reliably, thereby reducing costs and risks, improving compliance and
services to its customers. SWIFT India’s mission is to support the community in
the next wave of banking industry transformation. SWIFT has been operating in
India since 1991. SWIFT India is the first platform in India to enable corporates,
banks, securities participants and market infrastructures to exchange financial
messaging. There are 5 corporates (in alphabetical order) Infosys, Mahindra &
Mahindra, Reliance Industries Limited, Tata Consultancy Services and Vedanta
exchanging trade, payments and cash management & treasury confirmation
messages with banks.
Corporate Banking in India:
A Call for Action

| Saurabh Tripathi
| Prateek Roongta
| Jitesh Shah
| Mayank Jha

May 2018 | The Boston Consulting Group


6 Corporate Banking in India: A Call for Action
•• Offer industry specific solutions: Different sectors have very different
product requirements – banks will need to shift from classical sales

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

SUMMARY •• Unlock full potential of pricing: Moving from a cost-plus to a market


based pricing model can help banks improve realization significantly.
This requires setting up a centralized pricing team backed by analytics
Globally, corporate banking is going through a turbulent phase. Corporate to ensure consistent execution and monitoring
lending margins are reducing, borrowing is shifting towards capital markets,
corporate clients are demanding greater digital experience, fintechs are •• Digitize end-to-end corporate customer journeys: Digitization of
posing as formidable alternatives and frauds are becoming commonplace. customer journeys can result in massive reduction in turnaround times,
Leading corporate banks are shifting their focus on non-lending products coupled with cost reduction and improvement in operational risk
such as transaction banking and deposit products, thereby reducing the •• Fully exploit power of analytics: Leveraging analytics across the entire
capital requirements and potential loan losses from lending. spectrum of wholesale banking use cases, including planning, sales,
risk, pricing, servicing and loyalty management can help improve
The Indian corporate banking industry is currently operating in a high banks’ ROA by 30 - 50 bps
pressure environment. On one hand, banks are facing mounting challenges
from growing corporate NPAs, bans on LOUs/ MOUs and increasing cyber •• Innovative ways of doing credit: Leveraging digital, analytics and
and fraud risks while on the other hand, increasingly sophisticated customers automated tools for underwriting and early warning systems can result
are demanding digital and customized experiences at every point of the in faster decision making, quicker default detection and lower cost
journey. Corporate clients in India are not satisfied with the current offerings of monitoring
from their bankers. •• Organization enablement against security breaches: The weakest link
for frauds is people and culture – not technology. Banks need to
This calls for an immediate and urgent action by banks. Corporate banking establish clear policies and processes, and focus on integrating security
players who are quick to respond to existing challenges will emerge as and compliance into how people think
champions, with ample potential for future growth. Seven themes emerge as
Our experience shows that executing this agenda can deliver multi-fold value
critical for winning in corporate banking:
to banks – in the form of 30-40% increase in revenues and 15-20% reduction
in costs, resulting in 0.5%-0.7% improvement in ROA.

The Boston Consulting Group · Swift 7


8 Corporate Banking in India: A Call for Action
2. Standardization of transport documents (Motor Lorry Receipt) –
The current process of verification of lorry receipts is very difficult

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.

3. Corporates to be made part of SWIFT India network – Bringing


corporates under the SWIFT India network, either directly or through
a service bureau, would complement the efforts of individual
banks to bring corporates on to their trade platforms. SWIFT India
connectivity would offer process standardization across the banking
network and corporates would benefit from this
Update on National Trade Processing Corporation of India operational efficiency.
(NTPCI) Project by SWIFT India Domestic Services
4. Digital issuance and verification Railway Receipts – Railway receipts
Further to the discussion paper by The Boston Consulting Group on to be issued digitally and verified online.
Digitisation of Supply Chains and Trade released at the SWIFT Regional
Conference in May 2017, SWIFT has made notable progress on the
concept of setting up the National Trade Processing Corporation of India.
Basis SWIFT representations, the Indian Banks’ Association (IBA) has
since set up a Working Group comprising seven large banks, FEDAI and
SWIFT India.

The working group has decided to initially focus on four key


strategic initiatives:

1. Automation of e-Stamping – Reforming the current process of online


stamp duty payment will digitise the communication of unique
reference number in a message format. Stock Holding Corporation
of India Limited (SHCIL) – which is the agency for e-Stamping on
behalf of 4 state governments, will develop the solution as part of
the SWIFT India network. In parallel, SWIFT has also approached the
Government of India to consider the process legally sustainable.

The Boston Consulting Group · Swift 9


10
Global Trends
in Corporate
Banking

11
Corporate banks globally are struggling to create value

Three-Year economic profit trends of corporate


banking divisions globally 2014-2016
Banks showing
Percentage of corporate banking divisions 45% declining profits

32 44 44
11
14 12 Corporate banking
19
24 50% divisions have return on
43 25 capital below hurdle rate
13 21

Western North Emerging


Europe America markets
Difference in pre-tax
Positive and
improving
Negative but
improving
Positive but
shrinking
Negative and
shrinking
10 returns on regulatory
Percentage capital between top
Source: BCG Corporate Banking Performance Benchmarking Survey, 2017. points quartile and bottom
Note: Emerging markets include those in Asia, Central and Eastern Europe, Latin America, and the Middle East. Economic
profit is calculated on the basis of regulatory capital (assumed equal to 10.5% of risk-weighted assets), the lower of actual quartile banks
or expected loan losses, and a pre-tax capital hurdle rate of 16%. Includes corporate banking divisions serving small,
midmarket, and large corporate clients.

12 Corporate Banking in India: A Call for Action


Corporate banks face four key challenges in delivering value

Non-banking $50 Global cost of cyber crime1


Clients are becoming tech-firms Bn+
increasingly sophisticated are posing as
and expecting far higher formidable
digital readiness from banks competitors
Medium and large companies
75%+ ready to switch banks for
digital propositions2
Frauds along
with cyber
Corporates agree
crimes are
Borrowers are that digitization will
increasingly
eroding 86% fundamentally change the
profitability
shifting to competitive landscape2
and reputation
capital markets

Corporate banks claim to have


<50% a clear digital strategy2

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

The Boston Consulting Group · Swift 13


Top performing banks deriving higher revenue from non-lending
products under increasing pressure on corporate lending

The best performing banks have expanded beyond credit


Percentage of revenue
B T B T B T B T B T B T B T B T B T

Large Midmarket Small Large Midmarket Small Large Midmarket Small

Western Europe North America Emerging Markets

Bottom quartile (B) Top quartile (T) Lending Non-Lending

Source: BCG Corporate Banking Performance Benchmarking Survey, 2017.


Note: Emerging markets include those in Asia, Central and Eastern Europe, Latin America, and the Middle East.

14 Corporate Banking in India: A Call for Action


Leading corporate
banking divisions
focus on non-lending
products such as
transaction banking
and deposit products,
reducing the capital
requirements and
potential loan losses
from lending

The Boston Consulting Group · Swift 15


Emerging digital innovations have the potential to transform how
trade finance works today
Single window IoT and GPS can geo- Cloud-based invoicing solutions Single window solutions are
solutions easing locate containers simplifying cross-border billing, increasing aggregating interactions
eDocs and multi-bank Customs availability of transactional data between business and
connectivity replacing
3 Invoicing government
paper platform

16 Document 12 Document Electronic bills of lading


Intelligent OCR Courier Courier replacing paper
removing paper from 15 Import 11 Export
large parts of trade Customs Customs
operations 8 Insurer

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

Sanctions filtering and big


data can significantly ease
Multi-bank platforms compliance activities
and bank agnostic 4 Importer’s 5 Exporter’s
bank 6 Interbank bank
messaging systems messaging
disrupting importer/bank Blockchain-type technologies can
relationships help build trust between trading
Advances in AI and
entities
advanced analytics
accelerating automation 17 Correspondent
bank
Blockchain-type technologies Physical shipment of goods
disrupting correspondent banking Transfer of instructions and docs
Risk mitigation and compliance
Financing
Payment
Source: BCG analysis

16 Corporate Banking in India: A Call for Action


Technological innovations in
trade finance
The Marco Polo initiative is for
post-shipment trade financing powered by
TradeIX and R3 blockchain technology. It
enables end-to-end, real-time, seamless
connectivity between trade participants,
eliminating data silos and causes of
inefficiencies and discrepancies

SWIFT Global Payments Innovation (GPI) is


enhancing the speed, transparency and end-
to-end tracking of cross-border payments.
It allows beneficiaries to be credited in
seconds, tracks payments end-to-end, offers
transparency on fees charged and ensures
that remittance data is unaltered

The Boston Consulting Group · Swift 17


18
Corporate
Banking in India:
Key Challenges

19
Indian corporate banking industry: Multiple pressing issues

1 % Share of corporate banking in


lending revenue shrinking 2 Unprecedented rise in NPA

Revenue pool from advances1 (%) NPA (%)


20 16.9
15.9
35 15
28 13.1 11.2
21
24 10 8.8
20 9.8
17
13 14
12 7.9
5 8.0
27
39
50
0
Dec’ Mar’ Jun’ Sep’ Dec’ Mar’ Jun’ Sep’ Dec’
15 16 16 16 16 17 17 17 17
FY ’12 FY ’17 FY ’22 (P)

Micro2 SME2 Mid corp.2 Large corp.2


Corporate Agri MSME Retail

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

20 Corporate Banking in India: A Call for Action


3 Increasing fraud risk 1 % Share of corporate banking in lending
revenue shrinking
The reduction in % value from corporate banking has
Loss in ‘000 Cr. from cheating/forgery3
primarily been driven by:
•• Movement of large ticket credit to wholesale markets
•• Lingering bad debts in corporate segments leading to
lower appetite for corporate lending
•• Pressure on lending margins

Unprecedented rise in NPA


17 2 High corporate NPAs have increased pressure on
corporate banks
13 Segmental profiles of NPA show that the large and mid
12
corporates have taken the biggest hit

Increasing fraud risk


3 Fraud risks have grown manifold in the Indian
banking industry
FY ’15 FY ’16 FY ’17 According to RBI, Indian banks are losing at the rate of
Rs. 46 Cr. a day to cheating and forgery.
3. Source: RBI data

The Boston Consulting Group · Swift 21


Indian corporates are ready to embrace digital, but not satisfied
with current bank offerings

Digital offering has become critical across touch points for corporate clients
% of respondents1
Single online log-in page for all active services

Seamless data transfer across online, phone and RM

View bank statements and transact online


Open an account online

Not fill the same information twice 

Able to get new product/service with 2/3 clicks

Able to apply for a new business loan online

Able to conduct foreign exchange transactions entirely online

Receive online tutorials on products


Preapproval for products/services with low-moderate risk

Option to book an expert appointment online

Very critical Critical Not critical

Source: 1. Based on survey conducted across large corporates by BCG and SWIFT

22 Corporate Banking in India: A Call for Action


Corporates are not
satisfied with the level
of digital services
30%+ provided by their
primary corporate
bank1

Corporate customers are digitizing


their own internal processes and
hence, expect a similar digital
medium to interact with the banks

The Boston Consulting Group · Swift 23


Significant pricing leakages visible across corporate banking

Deals that should have ...in fact show huge


the same price... disparity in spreads
INR
20,000
Spread (%)1 Cr+
16
Same product
14 Indian banks losing annually
because of pricing leakages2
12
Same segment Dispersion in prices being
10 offered is irrespective of
8
rational criteria such as client
size, volume, segment, ratings
Same risk class 6
Strongest correlation in price
4 disparity is with the RM who
Same period is offering the price
2
of (re)pricing
0

Disbursement amount
1. BCG experience; 2. BCG analysis.

24 Corporate Banking in India: A Call for Action


Cyber attacks have increased in India with increasing digital
transactions

More than 90% corporates2


are not confident about the
level of security offered by
their corporate banks

India’s rank among


Increasing cyber attacks, #3 countries with most
number of financial
specifically in BFSI Trojan infections1 (2016)
40%+ of BFSI businesses have been
cyber attacked at least once in their
lifetime1
Cybersecurity is not only
a technology issue: 72%
breaches are caused by
organizational process and
people failures3
1. Symantec Financial Threat Report 2017; 2. Based on survey conducted across large corporates by BCG and SWIFT;
3. In this BCG study of 50 major data breaches: Building a Cyberresilient Organization (BCG Perspectives)

The Boston Consulting Group · Swift 25


26
A call for action

27
Seven emerging themes for winning in corporate banking

Create industry Reboot corporate Fully exploit power Organization enablement


specialization RM model of analytics against security breaches

Unlock full Digitize corporate Innovative ways of


potential of pricing customer journeys doing credit

28 Corporate Banking in India: A Call for Action


Next generation
corporate banking
will be industry
specialized, digital
and cost effective

The Boston Consulting Group · Swift 29


Banks need to profile the revenue pool: Significant variance
by sector
Sector wise revenue profile Are significantly different
NBI1 of Sector (%) (Example of an Asian country)
12 7
14
9 10 16 15 20 5
18 17
20 22 24 36
12 35
30 29 40
23 36 29 53
30 28 31 30
60

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

1. NBI = Net Banking Income


Source: BCG analysis

30 Corporate Banking in India: A Call for Action


Industry specialization improves economics of
corporate banking

Drives profit Improves loan loss outcomes

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

% of loans in top 3 sectors % of loans in top 3 sectors

Source: BCG Corporate Banking Benchmarking Database - European, North American and Australian small, mid and large corporate divisions

The Boston Consulting Group · Swift 31


Approach for developing industry specialization

RM as advisor who Develop winning, Risk policies customized


understands the client customized offering to sector
1 RM equipped with sectorial insights 1 Product opportunities defined: 1 Risk pre-screening KPIs customized
and leads... •• Revenue potential estimated by per sector
product by sector •• Customized knock-out values
2 ...knowing how to collaborate...
•• Links to sectoral experts 2 Marketing documents and winning 2 Able to assess performance vs peers:
selling pitches •• Financial KPIs vs peers, position of
...and specialized by smart leads prospect in sector
3 distribution 3 Extra value proposition:
•• Distribution of leads based on RM •• E.g. connecting clients with 3 Credit application enhanced
sectoral expertise potential trade partners from •• Centrally developed outlook to
other geographies substitute (or inform) outlooks
Orchestrated by sectoral “mid-office developed now by analysts
4 brain“
4 Partnerships
•• Dedicated person responsible for •• Established to boost credibility and 4 Tailored risk guidelines
bank success within given sector facilitate prospection (referrals) •• Detailing desired/ acceptable
structures, collaterals, tenors, etc

32 Corporate Banking in India: A Call for Action


Banks will need
to shift from
classical sales
push to advisory
models centered
on client needs and
experience

The Boston Consulting Group · Swift 33


Create industry specialization – sector specific solutions

Illustration: 8 key pain points faced by consumer goods manufacturers

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

34 Corporate Banking in India: A Call for Action


Consumer goods manufacturer Distributor/supplier financing
5 Finance suppliers and distributors
package solutions •• Support sales aspiration through distributor Sector specific solution most important
•• Help achieve early payment discounts
Cash management solution from suppliers
lever to shift from sales push to
1 Improve visibility and increase efficiency: advisory model
•• Centralized reporting of group cash through a
Capex financing Designing such solutions will require
single channel 6 Provide long-term financing for:
•• Streamline receivables/payable and ease •• Construction of new facilities banks to:
reconciliation •• New production equipment • Prioritize target sectors for
specialization
Flexible working capital facility Invoice and inventory reconciliation
2 Benefit from a more versatile working capital line: 7 • Deeply understand industry
solution
•• Temporary increases in limit for seasonal peaks
Fully automated/digitized payment value chain
in working capital needs
•• Multi-currency drawdown and repayment
& reconciliation solution • Identify pain points and value
propositions
Expansion support
FX and hedging solution 8 Support to expand to new markets: • Package customized offerings
3 Support FX and commodity hedging needs: •• Expansion advisory services • Put dedicated RM structure
•• FX spots, forward and swaps •• Market insights
•• Commodity hedging in each vertical supported by
experts
Trade facilities
9 • Review & refine product
Modern trade receivables financing Support domestic and international
4 Manage receivables from selected modern trade trade through: framework and risks guidelines
with greater flexibility •• LC issuance confirmation and financing based on sector insight
•• Financing period extension post invoice due date •• PO invoice financing and accounts
•• Scalable limit based on buyer receivables purchasing

The Boston Consulting Group · Swift 35


“7 sins” in wholesale banking pricing

Absence of Marginal One way Omitted Low Adverse No post-sale


deliberate cost pricing street on charges or discipline incentives re-pricing
de-averaging discounts costs around price
realisation
Limited guidance Pricing based on Continuing a Not charging Limited Creating Lack of
on when to marginal costs discount after for services and governance and adverse sales governance
give discounts, instead of on volume has gone customizations, discipline to incentives, driving outdated
and not linked value, diluting down or part or not factoring enforce price focusing too prices, not
to client price overall margin of bundle has all costs realisation much on adjusting
sensitivity stopped revenues for inflation
instead of or changed
margins circumstances

Source: BCG project experience

36 Corporate Banking in India: A Call for Action


Moving from a cost+ to a market-based target price model can
help banks improve realization significantly

Minimum Based on Set by strategic Based on RM


price based market- objectives (e.g. growth, negotiations and 10-40 Margin improvement
on cost accepted penetration, cross-sell) client commitments
elements rates from bps in rate products1
past deals

Revenue increase in
10-15% fee-products1

Need to create a central pricing team


backed by analytics and digital tools
Cost-based Market based Programmatic Target RM Realized
spread differentiation spread discretion spread
in hand of RMs
sensitivity factors
•• Cost of •• Industry •• Preferred •• Recom- •• Adjustment •• Implied
funding •• Renewal / new industries mended range for spread for
•• Cost of •• Ticket size •• Current client target RMs the bank
capital •• Client turnover RAROC spread •• RM
•• Cost of risk •• Limit utilization •• Potential commitment
•• Cost of •• Maturity
operations

1. BCG experience

The Boston Consulting Group · Swift 37


Reboot corporate RM model

To…
From…
Thinking flows
Thinking deals

Solution design and technology


Next-Gen RM
Knowledge of technology is expertise is core differentiator model requires an
nice to have
overhaul in mindset
Retail business from corporate
Retail business from corporate
client is a core objective
towards advisory
clients is nice to have relationships,
Data driven decision making and business deepening,
Rely on interpersonal skills
and acumen of RM
performance transparency and equipping them
with technology
Industry specific solutions backed by
Emphasis on personal solid industry knowledge
relationship and expertise

38 Corporate Banking in India: A Call for Action


Digital enablement of RMs enhances frontline productivity with
higher collaboration, transparency and insights
Performance dashboard Product knowledge
•• Income achievement •• Differentiation
•• KRAs •• Features
•• Standing vs peers
Improvement in RM
20%
•• Pipeline visibility
Review, Operating productivity1
Customer information rhythm
•• Achievement vs KRAs
•• Customer income
•• Meeting, pipeline,
•• Market news
conversion ratio Digital tool will offer
•• Account plans
•• Plan vs achieved income
•• Utilization level
•• Relative comparison • On the go insights
Analytics Collaboration • Rapid information sharing
•• Sharing leads across team for collaboration
•• Business opportunity
•• Attrition risk •• Planning cross product • Transparent performance
•• Irregular accounts team for meetings measurement
•• Pending documentation •• Secured local chat
• Benchmarking
Pricing excellence Engaging alerts
•• Price level, structure and •• Meeting reminders
differentiation •• Service requests
•• Check pricing relative to peers •• Account performance
•• Price realization

1. BCG experience

The Boston Consulting Group · Swift 39


Digitization of corporate customer journeys leads to massive TAT reductions
coupled with cost reduction and operational risk improvement

Reduction in TAT across select processes seen in Corporate Banks in India1

-73% -59% -63%


-83% -86%

Foreign LC Domestic LC Remittance TDS servicing SME


issuance issuance Credit

From To

1. BCG experience

40 Corporate Banking in India: A Call for Action


20%- Improvement in bank
efficiency from E2E
30% digitization1

Digitization of customer journeys


will lead to:
• Reduction in turnaround times
• Reduction in cost
• Reduction in risk

The Boston Consulting Group · Swift 41


Artificial Intelligence (AI) based solutions have matured
for industrial application in Indian bank environments
AI based automation in LC issuance at an Indian bank
AI-automated processes
Pre-automated processes
Branch front-end
•• Customer uploads documents
Branch/trade portal on portal
Customer Service Officer •• Documents processed within the
•• Customer submits documents branch without back office requirement
•• Basic manual scrutiny via checklist
•• Scan docs & send to back office

Central processing team


Compliance Automated with machine Learning
•• Complete scrutiny done manually •• ML based doc. identification
5-81 mins •• 50+ compliance rules checked •• ML based data extraction
per case Automated •• Automated scrutiny checks
Data Entry
•• Manual data entry done in core
banking systems
20-251 mins •• Up to 60+ fields entered
per case
Validation & authorization
Authorization •• Validate ML output
•• Verification of data entry 8-101 mins •• Final authorization
5 mins
1 •• Final authorization •• SFMS message sent
per case •• SFMS message sent

1. BCG experience

42 Corporate Banking in India: A Call for Action


BCG case experience: Indian client integrating all customer
requirements to a single platform

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

application for credit Data received 12/05/2015 1/01/2015


Amount USD 2 Mn USD 5 Mn Auto population
supplier’s credit Documentary
collections Status Clean Discrepant
of approvers
and FX deals Buyers credit Apply ID 1234
Exports Apply
information
FX deal ID ABC890
Guarantees Documents PO Download PO Download
Search Portal offers real
Portal offers single Generate LC report
one page form for time application
BG application tracking
Logout

The Boston Consulting Group · Swift 43


Spectrum of analytics use in corporate banking can improve ROA
by 0.3 - 0.5%

Planning Sales Servicing Loyalty


Budgeting and Risk Operations Client Value-added
prioritisation assessment Pricing processing Collections Cross-sell services
service

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

T Data-driven decision making on portfolio/FTE allocation and budgeting/forecasting


Source: Morgan Stanley Research Report: Early Data Analytics Movers Stand Out, market research, BCG analysis

44 Corporate Banking in India: A Call for Action


Fully leveraging data requires corporate banks to setup a dedicated
analytics division

Data readiness Scope and prioritization


•• Compilation & clean up of existing data •• Conversion of business goals into analytics priorities
•• Set up of one data warehouse •• Prioritization of use cases basis business impact potential
•• Ensuring data accuracy, timely refreshing etc. •• Preparation of analytics roadmap

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

Industrialization Monitoring and maintenance


•• Incorporation of final tested models Seamless monitoring of analytics performance
by IT team into the day-to-day •• Conversion rates
production process •• Impact on revenue
•• Regular feedback loop from Business •• Qualitative feedback
to Analytics Real time incorporation of data inputs from field
where applicable
Refining data sets, triggers, system front-end etc.

The Boston Consulting Group · Swift 45


Globally, banks are implementing digitally enabled credit processes for
corporate clients

Common Automated credit Portfolio Digital credit Automation of back


platform services management paper office
•• Shared interface •• Based on fully •• Real-time information •• Auto populated credit •• Automated processes
between customers and automatically available and data paper •• High speed processing
relationship managers/ data •• Possibility to drill down •• E-signature on document of new credits
credit analysts •• High discriminatory •• Balance sheet and •• Automated document •• Use of robotics where
•• Document power capital management handling automation not possible
management •• Early detection of •• Pricing and risk
bad events management

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

46 Corporate Banking in India: A Call for Action


4x
Time to yes1
faster

6x Default
faster detection1

30% Monitoring cost


cheaper reduction1

The Boston Consulting Group · Swift 47


Mantras to reduce security breaches and frauds

People/Organization Process Technology


The weakest link is Establish a clear Normally, pre-existing
people and culture, not escalation matrix, inexpensive technology
technology. Sensitize a whistle blowing already acquired by
employees against process and help banks is sufficient
security breaches and secure suppliers to boost security
provide support in significantly
raising concerns

Recovery plan Culture in the Digitization as a part of


organization corporate strategy
Have a well-practiced Security is like safety, Security is a business enabler
plan for disaster recovery quality, ethics, and for growth and innovation –
compliance — it must digitization can significantly
be integrated into how reduce frauds
employees think – it
should be a part of the
corporate culture

48 Corporate Banking in India: A Call for Action


Fully leveraging data requires corporate banks to setup a dedicated
Implication for Indian banks to win in this market
analytics division

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

Organization enablement against


Enforcement of fraud detection and mitigation policies, along
security breaches with people enablement, in order to reduce cyber crimes

The Boston Consulting Group · Swift 49


Combining all of the above, significant value can
be generated

30-40% increase Revenue

15-20% decrease Cost

0.5-0.7% increase ROA

50 Corporate Banking in India: A Call for Action


To realize the
opportunity in the
Indian corporate
banking market,
future winners
should up their game
and fundamentally
reimagine the way
they operate.

The Boston Consulting Group · Swift 51


For Further Reading

The Boston Consulting Group publishes The Power of Digital in Commercial


reports, articles and books on related Banking
topics that may be of interest to senior An article by The Boston Consulting Group,
executives. Recent examples include those December 2017
listed here.
Why Aren’t Banks Getting More Digital
Global Corporate Banking 2018: A Focus The Boston Consulting Group,
Unlocking Success Through Digital December 2017
A report by The Boston Consulting Group,
March 2018 Hidden Treasure: How Data Can Turn the
Fortunes for Indian Banks
Reinventing Banking for the Digital Age A report by The Boston Consulting Group,
An article by The Boston Consulting Group, in association with Federation of Indian
February 2018 Chambers of Commerce and Industry
(FICCI) and Indian Banks’ Association
Global Risk 2018: Future-Proofing the (IBA), November 2017
Bank Risk Agenda
A report by The Boston Consulting Group, Global Payments 2017: Deepening the
February 2018 Customer Relationship
A report by The Boston Consulting Group,
How Pricing Can Solve European October 2017
Banking’s Earning Crisis
An article by The Boston Consulting Group,
February 2018

How Banks Can Thrive as Digital


Payments Grow
An article by The Boston Consulting Group,
December 2017

52 Corporate Banking in India: A Call for Action


Note to the Reader

About the authors Acknowledgements For Further Contact

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

The Boston Consulting Group · Swift 53


54 Corporate Banking in India: A Call for Action
©The Boston Consulting Group, Inc. 2018. All rights reserved.
For information or permission to reprint, please contact BCG at:
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For information or permission to reprint, please contact SWIFT at:


Rishikesh R Tinaikar
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Tel: +91 22 6196 6947 | Mob: +91 88791 10899
www.swift.com

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05/2018