Assigning new wloan projects to the business client trelationship managers at a local bank office. Eric Chang Paul Peleuger Helen Saar

Transcription

1 loca Assigning new wloan projecs o he business clien relaionship managers a a local bank office Eric Chang Paul Peleuger Helen Saar Phou Sambah melen s

2 KIva Loan Process Performed by he clien relaionship manager CRM (sales saff in he bank) Overview of he clien Overview of he projec Opinion of he loan projec byperformed by credi analys Legal due diligence Analysis of he cliens financial Analysis of he indusry In-house lawyer or ousourced saemens and fuure forecass rformed Environmenal analysis Analysis of he feasibiliy of he Analysis of he cliens c projec and cliens fuure posiion in he indusry Oursourced o environm. expers Clien man relaionship manager and credi analys compile ogeher a repor com ogee for credi commiee and propose sche he financing scheme ys Credi commiee makes a decision abou financing he projec Lawyers compile he loan co and collaeral conracs g rg mplo ploye CRM saff a he office Employee Erki Aamer Karol Kõrm Krisina Naruzberg Egle Rebane Ivar Karneov Kadri Loide Helen Meikar r Taavi Gröön Eger Paese esen proj Hour CR CR $/h w of he projec Hourly wage manager a $/hr $/hr $/hr $/hr $/hr $/h /hr $/hr $/hr $/hr $/hr Ass Assigned i

3 . Specializaion of CRM saff Employee Food Processing Real Esae Managemen Personal Services BB services Dairy processing, Average hours per analyzing he projec The ne new Projecs Projec Amoun Ineres Mauri /p. ($,) y j a.,,,, j A ne. ecs... hours p f CR CRM Revenue Indusry ($,).Indu Food Processing. Personal Services. Dairy processing Real Esae Managemen

4 mplo service sing loy yee Linear Programming Model if employee as i is assigned o he projec X ij if employee i is no assigned o he projec where i =,,,, for he respecive employee j =,,,, for fo he respecive projec Employee daa - sample Employee Erki Aamer is plo Indusry Food Processing Real Esae Man Managemen naon Personal Services BB services pro Dairy processing airy al S. mmin ming n a - civeive Ave hrs per projec..... hourly Salary cos Revenue Revenu salary per per projec e-salary ($) projec ($) ($) cos ($).,., alary.,.,.,.,.....,.,.,.,.,.,,,,,.,.,

5 ϛϙϗϔ ϋϙϙ ωϗ ϙ Ϗ ϕ ϔ ϋϖχ Ζ ϋ Η χ ϚϏ ϕ Ϛ ώ ϕ ϊ ϕ ϙ ό ϔχ ϒ лййр ΜϚχϚϏϙ Ώ Ϛ Ϗ χϒϒ ωϙ ύ Δϛ ϔύ Ξ ϔϏ Ϝ ϋ Ϙ ϙ Ϗ Ϛϟ LP Model We look a he amoun of im ime me i would ake each employee ur objecive bje o analyze he projec. Our funcion will be: Minimize X. X. X X. X. X X X. X X X X X X X X X X X X X X X X X X X. X. X. X. X X X. X. X X X X X X X X X X X X X. X. X X. X. X X X. X X X X X X X X X X. X. X. X. X. X. X X X. X X X X X X X X X X We use QM sofwa sofwar o solve he he prob problem. Answer nsw wer from QM M Soluion n : X X X X X X X X X

6 Projec informaionon Amoun Mauri Clien y ($,) loy yee,,,, % / Indusry p.a... Esae. Managemen. Personal Services MReal.Pers.. Food Processing Consrod Dairy processingsing Annual ineres margin Employee daa - sample Erki Aamer Tourisculure ion... $,$, Employee Indusry Food Processing Real Esae Man Managemen naon Personal Services BB services pro Dairy processing airy al S. a - Ave hrs per projec..... mplo plo service sing..... Annual ineres income $, $, $, $, $, $, Toal ineres income from he projec $, $, $,, $, $, $, $, $, $, $, $, $, hourly Salary cos Revenue Revenu salary per per projec e-salary ($) projec ($) ($) cos ($).,., alary.,.,.,., $,.,.,.,.,.,,,,,.,.,

7 ϛϙϗϔ ϋϙϙ ϋ ωϗ ϙ Ϗ ϕ ϋϖχ ϔ Ϙ Ζ Ϛ ϓ ϋ Ϛώ ϕ ϊ Η χ ϚϏ ϕ ϋ ϔϚ ϕ ϙ лйй ό ΜϚχϚ ϔχ ϒ Ό р Ώχ ϒ Ϗ ϙ ϚϏ ωϙ ώ ϋ ϔύ ϒ Δϛϔύ ΞϔϏϜ ϋϙϙϗϛϟ LP Model We look a he revenue of each eacch projec p pro minus he cos of each rojec. Our O objecive funcion will be: be employee analyzing ha projec. Maximize, X,. X,. X, X,. X,. X, X, X,. X,, X, X, X, X, X, X, X,, X, X, X, X, X, X, X, X, X, X, X,. X,. X,.. X,. X, X, X,. X,. X,, X X, X, X, X,, X, X, X,, X, X,, X,. X,. X, X,.,.,. X,. X, X, X,,.. X, X, X, X, X, X, X, X, X,, X,. X,.,, X,. X,., X,. X,., X, X, X,,. X, X,,X X, X, X X X, X,, X, X, X, Soluion : X X X X X X X X X Our ur ssoluion: o j Amoun un ($, ),, Ma uri riy % p.a. Revenue ($,) indusry Employee o he assigned o projec (i) Ave hrs per projec proj Salary per projec Agric rm () ( Karol Kõrm. $, Tou a Krisina zberg () ( Naruzberg. $. $... F Food Processing P n Meikar Meika Helen ) (). $. $,. Taavi avi Gröön Gröö (). $,. Real Esae n Managemen Personal Services Loid () Kadri Loide. $. $. a Ivar Karneov (). $. $, Egle Rebane (). $. $,. ure Erk Aamer () Erki.. Dairy ng processing Eg Eger Paese (). $. $. $,.,,...,.....,.. Toal Revenue: evenue $. Toal: $. Revenue - salary $, $, $, $,

8 h Loan Process Performed by he clien relaionship manager CRM (sales saff in he bank) Overview of he clien Overview of he projec Opinion of he loan projec byrformedperformed by credi analys Legal due diligence Analysis of he cliens financial Analysis of he indusry In-house lawyer or ousourced saemens and fuure forecass rmed Environmenal analysis Analysis of he feasibiliy of he Analysis of he cliens c projec and cliens fuure posiion in he indusry Oursourced o environm. expers Clien man relaionship manager and credi analys compile ogeher a repor com ogee for credi commiee and propose sche he financing scheme ys Credi commiee makes a decision abou financing he projec Lawyers compile he loan co and collaeral conracs proj unger w of he projec Some consideraions manager w. How will he w younger/newer a saff gain knowledge and experiencee if he projecs are only ff assigned o he CRM saff who would be fases on analyzing i?. In addiion o he ime i akes o analyze he projec, he qualiy of he analysis s also veo very imporan in banking.. The model could be made more complicaed by aking ino consideraion exac free ime each employee has con e has available new projecs his way he projec may no go for he mos efficien saff jus because he le for h e ec hey do no have ime a he momen. exac ome me era only

9 Some consideraions, con.. There are also human facors he CRM saff and credi analys need o work closely ogeher and some eams jus may work beer han ohers, so even hough separaely CRM saff and credi analys may be mos efficen, bu if hey work o ogeher hey will no make a good eam.. In addiion o he indusry consideraions in alayzing he loan projec he geographic raprk locaion of i is imporan. One CRM saff may know knousry he s region beer han he oher.. I is imporan ha he soluion is based on esimaese and he real resuls (he ime i akes saff o analyze he projec and inc he income from proje he projec) can be much differen. ( inco ions eer h ased Thank You! T k You