Sales in corporate banking

Leading the way instead of keeping pace – Horn & Company supports banks in realizing their full potential in corporate banking.

Increase your success in sales and customer acquisition in your corporate banking segment

Horn & Company supports banks in their development to ensure long-term success in the corporate client business. We work closely with our clients to develop customized solutions in the areas of client management, sales, products, service and sales controlling. Banks benefit from increased customer loyalty and excellent opportunities to acquire new customers.

Corporate banking of German banks is back on track after the pandemic years. Nevertheless, there are considerable challenges that need to be overcome in the future. For example, the increased competition, new customer expectations, advancing digitalization and regulatory requirements need continuous adjustments and innovations in corporate banking.

Horn & Company supports banks in their development in order to secure customer loyalty and customer acquisition in the long term. Our consulting services focus on:

  • Analysis and individual design of client management and role models
  • Development of an omnichannel sales approach
  • Review and simplification of products and processes
  • Technology-based, potential-oriented customer approach
  • Optimization of the customer experience in service
  • Development of control and management concepts

As we firmly believe that consulting is a team sport, we always work closely with our clients to address issues. We attach great importance to a partnership-based and transparent cooperation to ensure that the solutions developed meet the specific requirements and objectives of our clients.

Our experts for successful optimization of corporate banking

Selected references of Corporate banking Projects

Development of a sales concept for a regional bank

Challenge
Before the start of our project, corporate banking was characterized by a lack of focus and an unclear direction. There was no customer segmentation, meaning that customer advisors acted as "all-rounders" and managed customer portfolios across all segments. Small commercial customers were assigned to the branches, where they were mainly managed as private customers. Due to a lack of expertise, their commercial needs were often ignored.
Solution Strategy

Together with our client, we carried out a comprehensive re-segmentation of their commercial customers and introduced a clearly defined support and role model. In addition, we established a digital advisory branch that covers both private and commercial matters for smaller business customers. The implementation of co-support by private customer advisors ensures a holistic support. Finally, we reviewed and optimized the assistance model to ensure efficient and effective support. 

Optimization of the sales organization for key accounts and syndicated business at a major mutual bank

Challenge
In order to continue to operate successfully in the market, our client wanted us to analyze its sales organization for large commercial customers and the syndicated business. At the same time, there was uncertainty about how the business would develop in the coming years and what role our client could play. In addition, we wanted to create transparency about what changes would be necessary in the organization in order to be more future-proof.
Solution Strategy
We implemented a comprehensive strategic repositioning for our client and significantly expanded its structuring expertise. By developing new skills and processes, our client was able to master the transition from participation to syndicate leadership seamlessly. To ensure optimal cooperation between the client advisors and the structured finance specialists, the distribution of tasks was clearly defined and processes were efficiently organized. In addition, the area of project financing for renewable energies was established and expanded.

New corporate client sales strategy for a regional private bank

Challenge

Our client was faced with the challenge of making better use of the market potential in the commercial customer business and developing a clear strategic positioning. There was a need to revise the customer segmentation and develop a modern customer management approach.

Solution Strategy

As part of the project, the market potential and growth opportunities for the corporate client business were examined and a strategic target picture for the positioning was developed. Based on this analysis, the level of ambition was defined and a potential- and customer-oriented support approach was designed. With the help of data analytics, the customer segmentation was refined and an efficient CRM system for structured market development was implemented. A clear market positioning strategy was also established. In addition to the reorganization of commercial roles, the management concept was further developed. A comprehensive change concept was developed to ensure implementation.