2. 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.
3. 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.
5. Full form:-
BBM or Branch business management denotes
the complete process in branch business
management.
6. 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.
7. 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.
8. 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.
9. 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)
10. 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.
11. 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.
12. 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.
13. Full form:-
C or Conversion
Actionable:-
Effective and efficient presentation or
productive presentation resulting in
productivity.
14. Full form:-
T = Training for enabling ability
Actionable:-
Role plays / Class room sessions etc with
weekly schedule.
15. 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.
18. 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.
19. Actionable:-
Maintaining the branch upkeep.
Visibility management by effective relationship
building with society.
Maintain an effective feed back with central
brand management / marketing team.
21. 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
22. Actionable:-
Adherence to Check lists
Certification by employees on understanding of
various circulars
Adherence to TAT specified
Weekly review
23. Actionable:-
Adherence to service standards
Adherence to TAT specified
Capturing feed back /complaints from
customers /ensuring solutions
Weekly sharing of experience of customer
delight
24. Actionable:-
Adherence to sales plans
Adherence to sales process
Regular training schedule
Regular review schedule
Recognition and Rectification
