Full forms and Actionable

Branch business management is considered as

an exercise of managing sales targets and

audit.

Whereas in reality, there are about 20 steps

in Branch business management.

This meant the impact of branch business

management remained confined to 2 steps

instead of 20 steps most of the times.

Potential of 2 Steps = 2 X Business …….

Potential of 20 Steps = 20 X Business.

More steps / action will mean more results and

the presentation ahead is aimed at giving a

birds eye view of all the 20 steps / actions of

branch business management.

BBM = (KB+IS+DCBS+VE+ P1+P2+GA+C+RB)T

Full form:-

BBM or Branch business management denotes

the complete process in branch business

management.

Full form:-

KB or Know your bank is a step in BBM process

whereby knowledge on bank is updated at monthly

intervals.

Actionable:-

Monthly discussion on Bank’s History/Management/

Board /Performances/Latest News / Share Price

Etc.

Full form:-

IS or Identify strength is a step , whereby

Banks best products and services are listed /

discussed and compared with competition.

Actionable:-

Monthly discussion on Popular Products/

Features / SWOTs.

Full form:-

DCBS or Draw catchment based on strength is a

step whereby based on banks best products

and services , target catchment is identified.

Actionable:-

Draw catchment i.e. which location to target

for business (External location as well as

Existing base.

Full form:-

VE or Visibility exercise is a step whereby

target catchment is approached and met.

Actionable:- Plan activities to get in touch

with the targeted catchment (Various

Activities)

Full form:-

P1 or Profiling is a step whereby profiling of

the target is done.

Actionable:-

Identify and capture the financial

requirements and present financial state of the

target by using profiling sheets.

Full form:-

P2 or Presentation is an exercise , post

profiling.

Actionable:-

Based on profile of the customer , solutions

advises needs to be planned in form of a

presentation.

Full form:-

GA or Generate appointments

Actionable:- Generate appointments for

presentation of bank’s prescribed solutions to

the customer based on earlier generated

profile.

Reason of appointment is critical and not

appointment.

Full form:-

C or Conversion

Actionable:-

Effective and efficient presentation or

productive presentation resulting in

productivity.

Full form:-

T = Training for enabling ability

Actionable:-

Role plays / Class room sessions etc with

weekly schedule.

Full form:-

At all levels

Actionable :-

Every stage training is a must and every

training session should be mandatory and come

with an advanced schedule.

Actionable

Actionable:-

Daily Huddle

Monthly/Weekly goal setting / review

Monthly -S/W discussion and action plan

Actionable:-

Efficient muster management

Adherence to official timing set by the bank

Adherence to timelines set by business

Adherence to timelines set by operations /

audit/ service /operations/service /audit or

any other departments.

Actionable:-

Maintaining the branch upkeep.

Visibility management by effective relationship

building with society.

Maintain an effective feed back with central

brand management / marketing team.

Actionable:-

Identification of macro level catchments

Listing out micro levels catchment units

Developing references in the catchment

Actionable:-

Daily MIS on Business / Productivity per

employee / Comparison Vs Peer group , Cluster

Avg, Regional Avg, National Avg.

Daily MIS on Inputs ( Profiling / Appointments

/Conversions )

Daily MIS on operational hygiene factors

Actionable:-

Adherence to Check lists

Certification by employees on understanding of

various circulars

Adherence to TAT specified

Weekly review

Actionable:-

Adherence to service standards

Adherence to TAT specified

Capturing feed back /complaints from

customers /ensuring solutions

Weekly sharing of experience of customer

delight

Actionable:-

Adherence to sales plans

Adherence to sales process

Regular training schedule

Regular review schedule

Recognition and Rectification

Actionable:-

Maintenance of communication channel

Monthly discussion / feed back with various

departments

Actionable:-

Adherence to checklists

Monthly discussions /Feed back with Audit

team

Let’s focus on 20 from 2…………

& Unleash our true potential.

Thanks………………………..

Vijay Shivram Menon