Multinational Corporations (MNC’s)Banking Landscape

Gherda StephensJanuary 2012

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1. The MNC Landscape2. Accelerated Solution

Development with BPM3. Automated Client On-

boarding4. Business Process

Management to ensure effective Service Teams

5. Empowering the MNC Banker

Agenda

Global Interactions

Local Interactions

Inbound MNC or Outbound MNC

1. The MNC Landscape

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Corporate Bank Parent RD

Corporate Bank Sub RD – country A

Corporate Bank Sub RD – country B

Corporate Bank Sub RD – country C

Sub Client

In-country A Product

Origination

Sub Client

In-country B Product

Origination

Sub Client

In-country C Product

Origination

Parent Client

Corporate Bank IBD

In-country Product

Origination

Coordination and partnership

• MNC Coverage team established in each corporate banking country

• Coordinated globally, delivered locally

• ‘MNC Parent RD’ in Corporate Bank – the coordinating ‘hub the key contact for marketing the global

capability

• Close partnership with Corporate Bank IBD – or Corporate Bank

parent RD in-country specialist Product Origination

• Based on knowledge of capabilities - and close interaction and cooperation with in-country specialist Product Origination

1. The MNC Landscape (Inbound)

MULTINATIONAL CORPORATE BANKER

CLIENT DEAL TEAMS CLIENT SERVICE TEAMS

CORPORATE BANKING PRODUCTS

INVESTMENT BANKING PRODUCTS

ON-BOARDING PROCESS

ONGOING BUS PROCESSES

Banking

Corporate Finance

M & A

Global Loans

Markets

Bonds

Equity

FICA

Compliance

Account Opening

1. The MNC Landscape (Outbound)

CORE TRANSACTIONAL

Cash Solutions

Account Services

Payments & Receipts

Liquidity Managemen

t

Trade Solutions

Trade Transactions

Trade Finance

Other Solutions

Card Merchant

Corporate Card

Corporate Asset Finance

Comm Property Finance

Money Market Fund

CORPORATE Banking Services

INVESTMENT Banking Services

Corporate Banking

Investment Banking

New Business Solutions

CB Products IB Product s

New Business SolutionsProduct

ZProduct

Y

ProductX

ProductZ

ProductY

ProductX

Client Deal Teams

MNC BANKER

Corporate and Investment Banking Solutions

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Client Service TeamsT H E O P P O R T U N I T Y

• 75% of the total cross-sales that banks obtain from their clients occur in the first three months• Potential to capture 90% of their checking account wallet and 80% of their total savings

T H E P R O B L E M• Client’s first impressions of their bank are shaped by the account opening process• The process is paper-intensive, making it difficult to focus on customer acquisition, cross-sell and• retention.

T H E S O L U T I O N• Automates the new account process (i.e. Singularity’s Account Opening Accelerator)• Combines an easy-to-use interface for Bankers with a state-of-the-art process integration engine that

weaves the workflow through the various back-office systems • The Accelerator drives a fast, structured account opening process

T H E RESULT• 80% reduction in client on-boarding cycle time• 40% increase in throughput capacity• 90% reduction in client acquisition costs• 50% reduction in failed transactions• 50% reduction in management overhead

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5 Essentials of the Case Management Platform

1. Goal ManagementUse CIB Goals to drive the Case

2. Empowerment of Case Participants• “extreme collaboration” by all• “active case management” for all

3. Adaptability in Case Execution• Cases “emerge” over time• Cases “change” unpredictably• “Jump back” or “Step forward” or “Re-do”

4. Effective Availability of Information• Data, documents, artefacts, etc• Rapid orchestration of technologies• Context-sensitive presentation• Security-sensitive presentation• Record retention & destruction

5. Enabling Continuous Improvement • All participants contribute to re-design• Built-in support for modeling, simulation, etc• Mine case histories for improvement ideas

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Client

CCG

3. Automated Client On-boarding

5th Floor101 Moorgate

London EC2M 6SLUnited Kingdom

EMAIL: london@singularitylive.com

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End-to-End Automation of New Account Opening – the Accelerator drivesworkflow during Customer On-boarding, routing the right work to the right personor system at the right timeReduced Switching Barriers – the Accelerator can link into funds transferprocesses to make account switching easy for the customerCross Sell Support –guides staff through an evaluation of other products and services that may be relevantCompliance – enforces adherence to Know Your Customer (KYC) and Anti-Money Laundering (AML) requirements, and provides strong audit capabilitiesPre-integrated to CRM, Credit Check and Authentication systems – connectorsto leading CRM systems and adapters for the major credit check and authenticationservicesEasy to Use Interface – intuitive web screens to access work lists and check up to-date status informationPerformance Analysis and Reporting – management dashboards and reports for monitoring the effectiveness of on-boarding at branches and across the entire bankAdaptability – easily tailored for a particular bank, including integration into back-office systems, changes to look-and-feel, the definition of the account-opening process, and bank-specific reports.

3. Automated Client On-boarding

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R A P I D S O L U T I O N G E N E R A T I O NSingularity’s BPM platform lets your developers rapidly prototypea solution and then deliver a working system in dramatically reducedtimeframes. Using our integrated development environment, ITstaff work with their business customers to rapidly capture the logicof the new solution using graphical models that define the overallprocess flow. Using the same models, developers graphically mapsystem integration and data integration points, with the requiredmethods and parameters automatically ‘introspected’by Singularity.Taking this model Singularity’s BPM platform then auto-generatesuser interfaces, system integration and data integration code,enabling you to build a working prototype within hours. Afterconfirming the essentials of the prototype with your customers, theSingularity system enables you to develop a working system inweeks, with up to 80% of the necessary coding auto-generated foryou by the platform. Our technology automates the tedious androutine elements of coding, letting your staff concentrate on thoserequirements that make the solution truly valuable to your customers.

1. What does the MNC Banker look like?

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i. Facilitator

ii. Client-centric

iii. Sales & goal driven

iv. Solutioning orientated

v. Empowered & Accountable

vi. Learner who shares knowledge

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Access to relevant products• Support from a competent Deal Team• Project management capability.

Availability of efficient Business Processes• Support from efficient Service Teams• Accountability• Collaboration & input

StructureOperations, resources, infrastructure

Knowledge, skill and behaviour to apply the above in solutioning

2. How will he/she get there?