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Home > Clients > Revenue Generation Study
REVENUE GENERATION STUDY - Credit Card Issuer, EU Market
Assignment
Review an existing semi-mature credit card book to recommend concepts and ideas to generate incremental revenue while remaining in line with the companies objectives and the stringent regulatory framework.
Background
The clients credit card business had grown dramatically and like many in the industry was seeing a flattening of revenues caused by downward pressure on margins, an increasingly stringent regulatory framework, and less loyal customers creating account churn.
A non intrusive study was conducted to seek new and innovative ways to generate increased revenue (as opposed to cost reduction) from the existing book of business.
The client had strict criteria for the study and any recommendations made:
- Concepts had to be easily implemented without the need for core system changes - other than parameter setting moves.
- Any changes had to have no negative effect on the long term business and create no significant customer behavioural changes.
- To be within the stringent guidelines of the increasingly consumer focussed regulatory framework and guidelines of the industry bodies.
- Changes had to be measurable, tangible and in line with marketing and business plans in force.
- The study had to be conducted in a fashion that did not tie up resources of the client and was scoped on a ‘no benefit no fee’ basis.
The Approach
Operating initially off site under strict NDA guidelines, data was gathered and analysed and marketing material, business plans and competitor information was studied to identify opportunities within the book, that could potentially generate revenue.
This was followed with a 2 week on-site session conducted by 2 senior analysts to validate understandings, recommendations and potential changes. Meetings, resources and manager time were kept to a minimum in line with the clients request.
Each concept proposed was fully costed with projected net benefits for both short and medium term were calculated, along with methodologies to implement, competitor benchmarking, and a full commentary on the impact of the change.
Ideas were presented in a single session to the senior management team, with each suggestion as a separate business case to review and make decisions opon.
Full support was provided during the implementation, validation, and measurement phases of the project to ensure full value was achieved by the client.
Results
The client was able to make several ‘quick-win’ changes that generated significant immediate revenue and proved to the senior management team the validity of the approach. The first revenue was realised less than 2 months from the project ‘go’ decision.
Over ensuing weeks several of the more significant recommendations were implemented leading to a £multi million annualised revenue line increase.
The client was revisited at their request to review other areas of the business and seek additional revenue generating opportunities.
fasEo offers a vast array of product and service solutions, especially tailored to the credit card industry. Our expertise is in people management and systems that optimise results for all the business stakeholders.
To obtain a specific quote or view more sample materials contact orders@faseo.com.
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