8 Daily Lecture Wednesday II
Community A
8 Daily Lecture Wednesday II
Community B
8 Daily Lecture Wednesday II
Community C
8 Daily Lecture Wednesday II
Community D
CBA’s Executive Banking School Objectives
Retail Strategy
•
•
•
•
Customer acquisition
Branding & marketing
Product & pricing
Delivery optimization
Financial
Strategy
• Financial analysis
• Key performance
drivers
• Earnings power
• Risk considerations
Bank
Management
Strategy
•
•
•
•
Economic value & risk
Capital considerations
Analyst influences
360° executive
management
MarketSim Objectives
Retail Strategy
Financial
•
•
•
•
• Financial a
• Key perfor
drivers
• Earnings p
• Risk consi
Customer acquisition
Branding & marketing
Product & pricing
Delivery optimization
Bank
Management
Strategy
• Economic value & risk
Next Year – Financial Strategy Objectives
rategy
Financial Strategy
acquisition
& marketing
pricing
ptimization
• Financial analysis
• Key performance
drivers
• Earnings power
• Risk considerations
Bank
Management
Strategy
• Economic value & risk
Session Objectives
Review Results
Presentations
Final Summary
Results
9
BSI
Graphs
How did you do?
10
Model works like
the real world
There is no one
right strategy
OOOOOPS! It’s
hard to keep this
stuff calibrated!
As in the real
world, focused
teams that work as
a team win
You are constantly
working tradeoffs
to achieve
optimization
Team Presentations
11
In Summary
12
What did you learn?
How can you use it next week?
How can you use it for your policy study?
How can you use it next year in BankCom?
How can you use this when you get the CRO job?
Retail Marketing Plan
• Analyze
• Identify Gap/Weakness/Opportunity
• Present a Recommendation
Calendar
Week of:
August 3


Begin scheduling interviews
Review the Assignment to ensure understanding



Begin to complete prior year’s analysis - emphasis on marketing analysis
o Brand, Segment, Product, Delivery Channels
Participate in Refresh Webinar
Begin conducting interviews
August 11



Begin to identify your main competitor to include in your paper
Begin research on your peer bank
Continue with interviews
August 24

Begin writing about the bank’s performance
o Focus on Balanced Scorecard
Don’t be concerned about length of paper at this point.
August 10

Submit your recommendation
(1-3 sentences ONLY) to xxx for
review by August 31st
Calendar
August 31


Begin developing recommendation
What are you solving for?
September 7

Write rough draft of summary
September 14

Begin Pro Forma
September 21

Begin editing and rechecking assumptions
September 28

Write executive summary
October 5

Put all the pieces together into a cohesive draft
October 12

Reread assignment and then read paper again “for the first time”
October 19

Final Edits

Submit Paper - DUE OCTOBER 26

Celebrate!
Remember...
It’s all about the Customer
Products should be created to customer needs
Delivery should also be set to customer needs
Tradeoffs are driven by your 4 constituencies ….Customers,
Employees, Communities and Shareholders
Final Thoughts
• Throughout your career in Retail Banking,
you will be making and will be impacted by
these decisions
• Do you now better understand what is
expected of your Retail team?
• Can you articulate the tradeoffs?
• Can you help your team WIN??
Due Now!
Community Leader
Evaluations
Retail Bank
MarketSim Evaluation
Thank you!
We hope you learned a lot, had a bit of
fun and made a few new friends.
We look forward to seeing you again
next year!