News 9/2017

Sales Strategy of the Future for Business Clients

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News | 09/2017

In savings banks, the business client segments realize 40 % on average of the net interest income and net commission income and at the same time have a good cost-income ratio. From our perspective, the business client segment is one of the growth levers which in addition makes it possible to (at least partially) compensate the dropping revenues.

The Sales Strategy of the Future for Business Clients of the DSGV offers intelligent approaches to use chances arising from this segment. At the same time, the strategy formulation and its realization are very complex. To this, we offer our support to interested savings banks.

Order our exposé to this topic here.

Bankmagazin 7-8/2017

Article "What helps, when the pond is drying out" - online article

By Christian Kemper (Springer Professional)

Article | Published online: Springer Professional | 03.08.2017

Springer Professional recently published online an article of the Bankmagazin, which quotes the results of our FinTech study.

You will find the article here.

Handelsblatt online vom 31.07.2017

Article "Together strong" - online article

By Frank Matthias Drost and Katharina Schneider (Handelsblatt online)

Article | Published in: Handelsblatt online | 31.07.2017

The Handelsblatt online recently published an article referring to the results of our FinTech study.

You will find the article here.

WirtschaftsWoche as of 07.06.2017

Article "FinTechs challenge banks regarding business clients"

By Frank Matthias Drost (Handelsblatt)

Article | Published in: WirtschaftsWoche | 07.06.2017

The WirtschaftsWoche recently published an article quoting again our FinTech study.

You will find the article here.

Betriebswirt-
schaftliche Blätter 06/2017

Natural fluctuation is not enough

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By Dr. Björn C. Manstedten (SSC Management Consult) and Jochen Feindt (v. Rundstedt & Partner)

Article | Published in: Betriebswirtschaftliche Blätter | 02.06.2017

The increasingly challenging field of competitiors still demands a high level of agility and will to change of savings banks. To these challanges arising from the changing market situation savings banks reacts with initiatives to improve their own efficiency. Means to adapt sales structures and to redesign business processes are put into focus. Through that the topic human resources and the expenses connected to that moves to the centre of attention.

Yet, it is not the primary goal to reduce staff, but to find appropriate solutions, with wich both staff and savings banks are satisfied. In this article we show together with v. Rundstedt & Partner from Düsseldorf different ways and options to not only reduce staff, but also to "convert" staff in order to find a solution convenient for both sides.

You will find the article here:

Natural fluctuation is not enough.pdf

derStandard.at as of 24.05.2017

Article within the Standard "Competition increases in Corporate Client Business"

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By Alexander Hahn (derStandard.at)

Article | Published in: derStandard.at | 24.05.2017

Headlining "Competition increases in Corporate Client Business" the austrian Standard reports about the results of our FinTech study "Are FinTechs without any chance within the Corporate Client Business?".

You will find the article here.

Handelsblatt as of 23.05.2017

Article "Transferwise offers borderless accounts"

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By Katharina Schneider (Handelsblatt)

Article | Published in: Handelsblatt online | 23.05.2017

The Handelsblatt issued an article about Transferwise offering cross-border accounts for small enterprises and freelancer.

This article again refers to our study and shows a diagram with our results.

You will find the article here.

Handelsblatt Nr. 96 as of 18.05.2017

Article within the Handelsblatt "The fight for business clients"

By Elisabeth Atzler and Katharina Schneider (Handelsblatt)

Article | Published in: Handelsblatt Nr. 96 | 18.05.2017

Headlining "The fight for business clients" the Handelsblatt reports among others about the results of our FinTech study "Are FinTechs without any chance within the Corporate Client Business?".

You will find the article here.

Viewpoints 05/2017

The digital company structure organisation: our clients are digital, we are not

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Viewpoints | 05/2017

Digital clients want digital banks. By now, credit institutes have understood this fact and offer their clients digital processes, online opening of giro accounts and online credits. But a digital adaption of the company organisation structure has not yet taken place.

We think that this is due to the general understanding of the topic "digitalisation". While innovation cycles shorten and new technologies cause additional pressure to act, most initiatives for digitalisation are stuck in a project status. And that is exactly what has to change!

That is why we show in our current issue of Viewpoints which possibilities exist to digitally design even the company organisation structure of credit institutes.

Order Viewpoints

Empirical Study
2016/2017

Are FinTechs without any chance within the Corporate Client Business?

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Empirical study | 2016/2017

FinTechs change the banking landscape – that is nothing new and studies on this topic exist en masse.

But what is unique in our study so far, is the examination of two perspectives: the perspective of investors on the one hand and that of banks and savings banks on the other hand. This enables us to make an objective evaluation of market drivers and to sketch how the FinTech landscape will look like in 2025.

The study shows the perspective chances of FinTechs, if they can establish themselves also within the Corporate Client Business, and who has the potential to be still part of the market in 2025. In addition, we have estimated the effect on the results within various szenarios.

We are looking forward to discussing the results with you.

Event 04/2017

GERMAN.VENTURE.DAY 2017

Event | 06.04.2017

The Private Equity Forum this year again invites to the German.Venture.Day, which has become the main event for the German Start-up and Venture Capital scene throughout the past years.

This year, we will also participate in this event. Selected results from our FinTech study regarding the Corporate Client Business will be discussed at the Round Table.

For further information and tickets follow this link: http://www.private-equity-forum.de/portfolio-item/german-venture-day-2017/

Insights 02/2017

Digitalisation for all - clients and banks benefit

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Insights | 02/2017

How about the digital fitness of banks? It shows itself for clients within the digital contact points to the front and back office of a bank.

Yet, the digital aspect may not only be "fancy" for the clients, but has to be cost-efficient for the bank at the same time. Furthermore, banks have to show their own strength much more: it is essential to use the functionalities of the online banking platforms and to automatise and digitalise the post-processing. At the same time, simplification and standardisation may not be forgotten, because standards help clients and banks in the digital handling.

We are convinced that clients are not all the same! Sometimes even a centralised medial or digital support e. g. of service clients has to be sufficient.

All this and even more aspects referring to the topic of digitalisation are brought to you in our new Insights issue.

Order report

Projects
2016

Projects 2016

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Brochure | Projects 2016

For us, 2017 starts with a retrospection of the most interesting projects and publications of the last year.

In 2016, we were again able to work on a wide range of diverse topics for our clients. Thus, we were able to help positioning them in a growth oriented, efficient way within the market and to enable them to face the upcoming digital transformation. Our Corporate Recovery branch reports in this issue about the successful reorganisation of small and medium-sized enterprises.

Seminar
02/2017

Sales and service online – also for business clients

Seminar | February 2017

It is becoming more and more important to match online processes with the customer’s expectations. Yet, many savings banks still have their online banking focused almost exclusively on private customers. But also business clients want to manage their affairs online “here and now” like e. g. opening a current account for business clients, investing in daily allowances, completing simple business credit products or ordering business cards.

In our seminar “Sales and service online – also for business clients” held together with the Savings Banks Association Westphalia-Lippe we explain how financial institutes should prepare themselves in future. We inform about the current status, core elements, recommendations for actions to be taken and supportive services.

Due to the high level of interest in this topic, an additional third seminar will be offered in 2017. The date will be announced soon.

Enrollments for this seminar via Sparkassenakademie Northrhine-Westphalia.

 

 

Insights 01/2017

Business customers – the unloved child with little potential?

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Insights | 01/2017

The business customers segment is very complex. If banks earns money with their business clients or instead only generates costs, depends on the individual configuration of this segment within the respective bank.

For example, it can be worthwhile to offer a personal support for business customers with potential and to systematically close existing gaps regarding the usage of certain products. But things are quite different with service business customers: here, the bank advises only if needed while services are handled efficiently.

Our current Insights issue is dedicated to this topic and highlights the various opportunities within the business customers segment.

Order report

Insights 10/2016

The Customer Service Center of the future – more than a switchboard

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Insights | 10/2016

A modern Customer Service Center (CSC) is much more than just a “better” switchboard. Even if it still offers simple services to clients, sales and customer loyalty are steadily becoming more important tasks for the CSC.

Again, the multichannel approach is herein the central topic. Because those who take the multichannel approach seriously need an efficient and strong Customer Service Center. And this has nothing to do with “just” a switchboard anymore. Because in future, the CSC shall grab up sales ideas and lead the client into the fitting channel according to his or her sales potential (e. g. to make an appointment with the client advisor) – thus, guiding clients is desired and permitted. But the CSC of the future is able to do even more …

… these and further interesting aspects are highlighted in our current issue.

Order report

Lecture
10/2016

Lecture SSC Management Consult at the executive board congress

Lecture | October 2016

During this year’s executive board congress of the Savings Bank Association Westphalia-Lippe (SVWL) on 7th October, Michael Schmidt, Managing Partner at SSC Management Consult, presents in his lecture challenges for the human resource management resulting from digitalization and regulatory requirements. Furthermore, he will describe possible solution approaches for the HR management.

Viewpoints 09/2016

FinTechs: A serious threat or cooperative partners? – Which potential really lies behind FinTechs?

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Viewpoints | 09/2016

FinTechs conquer the German credit sector at racing speed. Although FinTech start-ups permanently try to gain market shares, only few achieve to establish themselves with a scalable business model in this highly competitive financial sector. Yet, if it works, they thoroughly have the potential to either support or directly attack the financial services sector through innovative technological developments.

In our new Viewpoints issue we describe why banks and savings banks should keep an eye on FinTechs, because in the age of digital innovations and rapid technological progress it is essential to act quickly: having once fallen behind PayPal, Google & Co. within an innovation cycle, it is possible to never again get a connection to the customer.

Order Viewpoints

Lecture
09/2016

Lecture by SSC Management Consult at the “Sales for Business Clients” symposium

Lecture | September 2016

During this year’s symposium “Sales for Business Clients” of the Savings Bank Association Westphalia-Lippe (SVWL) on 8th and 9th September, Ralf Pötter, partner at SSC Management Consult, presented in his lecture challenges and opportunities for sales and service offers for business clients in online banking.

Apart from previewing future solutions, he mainly focused on online solutions for business clients being already feasible for savings banks today. Furthermore, workshops for savings banks are offered in which they can get individual support in implementing these solutions.

Further information can be found on the website of the SVWL: www.svwl.eu

Study
06/2016

Study about the corporate restructuring of small- and medium-sized enterprises

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Study | 06/2016

For medium-sized enterprises, insolvencies are of major economic importance because of the high amount of small- and medium-sized businesses in Germany. However, in 2014 there were 24.030 corporate insolvencies, of which 23.934 are accounted for small- and medium-sized companies, which equals a share of 99.6 %.

In June 2016, SSC Management Consult, IfUS Institute for Business Restructuring and Development (of the SRH Fachhochschule Heidelberg) and WELLENSIEK Rechtsanwälte Partnergesellschaft (law firm) published an empirical study in which the current practice of restructuring small- and medium-sized businesses through an ESUG insolvency process was examined (ESUG i.e. German law for the simplification of corporate restructuring). As credit unions and savings banks, being the major financing institutes of medium-sized companies, are mainly involved within this process, more than 100 institutes nationwide have been interviewed about their experiences with the so-called “ESUG cases”.

Order study

NZI
05/2016

Self-administration and insolvency plan for SMEs

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Article | Published in: Neue Zeitschrift für Insolvenz- und Sanierungsrecht 10/2016 | Mai 2016

The NZI (New Magazine for Insolvency and Restructuring Law) published an article referring to our currently released empirical ESUG study (ESUG – German law for the simplification of corporate restructuring).

Within this article, the authors investigate if and how the instruments of corporate restructuring of small- and medium-sized businesses created or extended through the ESUG have come into practice. Furthermore, the article shortly summarizes the results of the empirical research about the experiences with the so-called “ESUG cases”. The study was conducted with savings banks and credit unions, both being the main financing institutes of medium-sized companies.

Order article

Viewpoints
05/2016

Deadlocked: No escape from the low-interest phase?

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Viewpoints | 05/2016

The first issue of our new publication series "Viewpoints" deals with the topic of low-interests. From our point of view, the currently low interest level is not just a temporary phase but a condition, which banks and savings banks will be confronted with for many years to come.

That is why a radical rethinking and adaption of present business models is necessary. In this issue, we highlight the various aspects, challenges and options connected to this topic and evaluate how to successfully confront this low-interest condition.

Order Viewpoints

Projects
2015

Projects 2015

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Brochure | Projects 2015

In 2015, we were again able to support many of our clients to reorganize their businesses to accomplish the multichannel strategy, to optimize their business processes, to adapt their branch network and thereby prepare themselves for the future.

We compiled an extract of our projects within our current annual report.

Lecture
03/2016

Lecture by SSC Management Consult at the DSGF Information Days

Lecture | March 2016

During this year’s symposium of the DSGF on 2nd and 3rd March, Michael Schmidt, Managing Partner at SSC Management Consult, gave a lecture presenting his assessment regarding the opportunities arising from the digitalization of business processes taking into account the current interest rate situation as well as the increased market entry of FinTechs.

Further lectures were given among others by Thomas Groß, Deputy Chairman of the Landesbank Hessen-Thüringen, as well as Dr. Constanze Kurz, spokeswoman of the Chaos Computer Club e.V.

For further information about this symposium can be found on the DSGF site: www.dsgf.de

Insights 01/2016

Professional price management in savings banks

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Insights | 01/2016

The current and forecasted economic development shows the same image for almost all savings banks: within the next years, a partly significant profit gap has to be closed. In this context the following questions have to be asked:

  • How can a professional price management contribute to strengthen the profit situation of savings banks?
  • Which are the essential levers for savings banks?

Exactly these questions and topics are examined in our current Insights issue. Although price management directly affects the profit situation, it is still an often neglected option and is not consistently used in savings banks. However, it does not only aim at increasing efficiency in pricing processes (e. g. awarding of special conditions), but serves also to create transparency regarding profit potentials and to improve price implementation.

Order report (for members of the German Savings Bank Financial Group)

Insights 08/2015

Optimization of branch network: often discussed, but too little has happened

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Insights | 08/2015

Proximity is not a coincidence with savings banks – personal advice is and will be a central anchor point within the client relation and in the design of sales channels. However, in the long run savings banks have to position themselves to fulfil the client’s changing demands and to be prepared for future economic challenges.

Therefore, a new design and positioning of subsidiaries is necessary in short-term. This does not necessarily mean “less, but also different subsidiaries”. Our current Insights issue picks up this up-to-date topic and highlights the possibilities deriving from an optimization of the branch network.

Order report (for members of the German Savings Bank Financial Group)

Projects
2014

Projects 2014

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Brochure | Projects 2014

For more than 10 years, SSC Management Consult advises financial service institutions and supports their institutes in designing and implementing their ambitious goals.

Last year we once again successfully accompanied a variety of interesting projects covering our core competencies Strategy & Growth, Market & Sales and Processes & Costs. In the age of a steadily growing digitalization, topics like “multichannel” were highly relevant to our projects. This and other exciting topics of our work in 2014 will be presented in our annual report released in March.

Insights 02/2015

The client perceives the savings bank, not the channel

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Insights | 02/2015

“Further bank subsidiary closed” – this and other headlines are regularly published in press. Does a complete extinction of subsidiaries lie ahead? No, on the contrary: adaptions to subsidiary structures in connection with a development of the multichannel strategy are chances for savings banks to adapt themselves to the changing usage behavior of their clients and to make the often unprofitable business with private costumers profitable again.

This issue deals with the topic “Multichannel Strategy in Practice” and gives you first implications which internal changes are connected with the implementation of the multichannel approach.

Order report (for members of the German Savings Bank Financial Group)

Betriebswirt-
schaftliche Blätter 10/2014

Keep the Generation Y

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By Eva Dockendorff

Article | Published in: Betriebswirtschaftliche Blätter | 10/2014

We, the Generation Y, are different. When interacting with financial service providers, we claim individuality and at the same time constant availability and timeliness.

We want our banks to adapt to our requirements, not vice versa. We are mainly well educated and at the beginning of our professional life. With our increasing income within the next decades, we will soon contribute significantly to the financial results of banks and savings banks. To put it in a nutshell: “We don’t need you, you need us.”

Download entire article (German language only):
Fremdgehen verhindern.pdf

Insights 09/2014

Acting instead of reacting – restructuring instead of liquidating

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Insights | 09/2014

As a consequence of the economic crisis in the early 2000s and the historic peak of 40,000 company insolvencies in 2004, among them an extreme increase in single and small enterprises as well as freelancers, credit institutes had henceforth to institutionalize the management of troubled loans as a „normal“ discipline.

This Insights issue deals with this topic and describes opportunities of a future-oriented design of the management of troubled loans.

Today, new challenges regarding a successful management of troubled loans are changes within the legal framework as well as changes within the rules of the market. For example the new insolvency code ESUG (Gesetz zur weiteren Erleichterung der Sanierung von Unternehmen, i.e. act for the further facilitation of company restructuring) effects that the insolvency is institutionalized as a means of restructuring for private- and business-clients and can be accompanied by a bank. Driven by professional client monitoring by specialized consultants, a proactive culture of restructuring companies is developed and established.

Although only a small number of ESUG-cases so far causes only low sense of urgency, yet, the awareness to support clients in a proactive way is much progressed. Herein lies the balancing act regarding how much adaption and how many changes in credit institutes will actually be necessary, knowing that an efficient management of troubled loans will never be achieved by ad hoc solutions and incidental processes.

Insights 07/2014

Efficient design of procurement processes

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Insights | 07/2014

"Shopping is fun – efficient shopping is even more fun" – this is one result we could often derive from our cost reduction projects. Furthermore, we were able to detect in the course of the project that often the identified procurement processes in daily use are quite different compared to the originally planned procurement processes.

Apart from the sole reduction of material expenses, the implementation of clearly structured procurement processes can offer a good opportunity to on the one hand relieve the specialist department staff of administrative procurement tasks by means of centralization and on the other hand to strengthen the core competencies of the purchasing department.

Order report (for members of the German Savings Bank Financial Group)

Projects
2013

Projects 2013

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Brochure | Projects 2013

Last year, we have been able to contribute to the continuous development of our clients.

In our annual report, we provide more detailed information about selected projects.

Betriebswirt-
schaftliche Blätter 09/2013

Gearing sales to customers' multichannel needs

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Article | Published in: Betriebswirtschaftliche Blätter, 09/2013

The St. Wendel savings bank is an excellent example of how sales support processes can be effectively improved and optimised. The improvement in its sales results speaks volumes. The restructuring concept was based on the organisational model V which was developed by the German Savings Bank Association (DSGV).

Over recent years, customer requirements and expectations of financial services have changed considerably and become increasingly discerning – particularly with regard to multichannel capability and channel networking. Customers want to find their savings banks‘ products in all possible channels, but they don’t want to do without personal contact and competent advice. Multichannel providers synchronise all channels for service and sales, taking advantage of this to boost branch business.

Download entire article (German language only):
Vertrieb am multikanalen Bedarf des Kunden ausrichten.pdf

Insights 08/2013

Efficient Sales and Marketing Support Processes

Insights | 08/2013

Over recent months, SSC Management Consult has been collaborating with the German Savings Bank Association (DSGV), project savings banks, regional associations and Finanz Informatik to develop the organisational model (model V) “Effiziente Vertriebsunterstützungsprozesse” (“efficient sales and marketing support processes“) and test it out at the pilot savings banks.

The new organisational model was developed at the savings banks‘ request to support them in optimally exploiting opportunities in private customer business. Efficient sales and marketing processes are also necessary to enable more “close-to-the-customer” sales by reducing the volume of general sales and marketing activities.

For example, structured follow-up leads to a substantial reduction in the account closure rate. Further examples are included in our brochure entitled “Effiziente Prozesse in der Vertriebsunterstützung” (“Efficient Sales and Marketing Support Processes”).

Order report (for members of the German Savings Bank Financial Group)

Projects
2012

Projects 2012

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Brochure | Projects in 2012

SSC Management Consult provides strategic consultancy services to financial service providers which go beyond the strategic aspect to include operational considerations.

Since the company was founded at the beginning of 2003 we have advised many financial institutions nationwide in our special areas of expertise, which are Strategy and Growth, Market and Sales as well as Processes and Costs.

Insights 10/2012

Savings Bank 2030

Insights | 10/2012

Savings banks shoulder considerable responsibility and they have been a key source of stability, particularly during the past years of financial crisis. In order to be able to effectively meet their responsibilities in future and to be able to take timely action, a forward looking approach is necessary.

“Savings Bank 2030” is a magazine providing insights into key developments – such as demographic change and sustained low interest rates – and suggests possible solutions.

Order report (for members of the German Savings Bank Financial Group)

Sparkassen-
Zeitung
no. 27
2012

Demography — Targeting new aims

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By Rolf Haves (Deputy Manager of the Bank Management Competence Centre, Westphalia-Lippe Savings Bank Association, Münster) & Sören Bleßmann (Manager, SSC Managment Consult, Cologne)

Article | Published in: SparkassenZeitung no. 27 | 07/2012

According to current forecasts issued by the central statistical and IT services provider of North Rhine-Westphalia (IT.NRW) , the number of people living in the most highly populated federal state will decline from 17.85 million in 2011 to 17.19 million in 2030.

At the same time, IT.NRW is expecting a shift in age structure, with the proportion of people under the age of 20 decreasing from 19.5 percent to 17.1 percent and the proportion of people over 65 years increasing from 20.3 percent to 26.9 percent.

Download entire article (German language only):
Demographie – Neue Ziele im Visier.pdf

Betriebswirt-
schaftliche Blätter
no. 7
2012

Faster bulk business processing times

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By Tobias Kersten (Bielefeld savings bank) and Stephan Oellers (SSC Managment Consult)

Article | Published in: Betriebswirtschaftliche Blätter no. 7 | 06/2012

The bundled processing of loans in a competence centre has replaced the control-intensive processing of loans in the various departments of the Sparkasse Bielefeld savings bank.

The strategy that was developed in collaboration with consultants is more efficient and ultimately more cost-effective than previous procedures. During implementation it was possible to take recourse to existing best practice approaches at the savings bank.

Download entire article (German language only):
Schnellere Durchlaufzeiten im Mengengeschaeft.pdf

Betriebswirt-
schaftliche Blätter
no. 6
2012

Creating more scope for sales and marketing

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By Michael Brüggemann (Arnstadt-Ilmenau savings bank) and Ralf Pötter (SSC Management Consult)

Article | Published in: Betriebswirtschaftliche Blätter no. 6 | 05/2012

Many projects aim to increase active sales and marketing time. The Arnstadt-Ilmenaus savings bank intends to achieve this objective by optimising its deposits business and services segment, among other things. Organisational model P has been implemented at the savings bank since November 2011, supported by external consultants. 

Although the sales, legal and IT frameworks in model P have been followed, individual processes have been updated and optimised.

Download entire article (German language only):
Erfolgreich Freiraeume fuer den Vertrieb geschaffen.pdf

Insights 04/2012

Further development of the commercial lending business at a savings bank

Insights | 04/2012

During the migration to credit in commercial lending business, it was necessary to address the optimum process design for this business unit from the client’s point of view and a cost perspective. We recently implemented a project in this connection with a savings bank.

Order report (for members of the German Savings Bank Financial Group)

Projects
2011

Projects 2011

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Brochure | Projects 2011

SSC Management Consult specialises in the provision of management consultancy services to financial service providers.

We support banks, savings banks, regional banks, development banks, regional bank associations as well as Finanz Informatik in developing and implementing new concepts to enhance profitability. We focus in our projects on the three main areas: Strategy and Growth, Market and Sales, as well as Costs and Processes.

Sparkassen-
Zeitung
no. 24
2011

The advantages of step-by-step development over the “big bang” approach

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By Michael Schmidt and Stephan Oellers

Article | Published in: SparkassenZeitung no. 24 | 06/2011

The outsourcing of payment and securities settlement operations has become "standard" practice these days. It has reached maturity level, with a high level of outsourcing and many established providers. What is the status quo in deposits and lending back-office processing and in central functions?

Download entire article (German language only):
Statt Big Bang schrittweise Entwicklung.pdf

Cost Reduction IT 2012

Balancing costs and benefits

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Article | Published in the annual report 2010 of the Westphalia-Lippe Savings Bank Association | May 2011

The Westphalia-Lippe savings banks are the region’s number one financial services providers. However, they are aware that this success depends on lean processes, facilitated by efficient information technology (IT).

Yet every IT system generates high costs. In the "Cost Reduction IT 2012" project, or KIT 2012 for short, the savings banks and their regional association aim to achieve a better balance of costs and benefits.

Download entire article (German language only):
SVWL-KIT2012.pdf