Retail & Small Business Banking

We help banks rethink their businesses and value proposition to win in the digital arena, assisting with everything from reinventing the strategic vision and overhauling tech infrastructure to full-scale transformations and employee reskilling.

We collaborate with fintechs to help scale their business and supplement their teams. As a dedicated impact partner, we help organizations with accelerating sales and building alliance ecosystems, as well as hyper-scaling operating models and creating comprehensive M&A strategies.

A major US regional bank wanted to remain competitive in a market experiencing compressed revenues and margins from low interest rates and a step change in digital behavior during COVID-19. We helped the bank define three key initiatives—leveraging marketing and personalization to drive digital sales and digital adoption, digitizing front-to-back customer journeys, and reimagining the bank’s physical distribution. To do this quickly and at scale, the bank invested in next-gen technology, data and analytics, digital talent, and enterprise-level agile delivery. The multiyear transformation yielded more than $400 million in net income, with about 75 percent coming from digital sales and the rest from lowering costs.

A leading regional bank was facing numerous top-line pressures, including falling interest rates, regulatory pressures, new expectations from customers and employees, and increased competition from new and traditional challengers. Our collaboration included reviewing the bank’s retail and small and medium-size enterprise (SME) business to ensure it was providing the right customized products and services and capturing market share, implementing an in-depth efficiency program to optimize the bank’s cost basis, and a full tech transformation to modernize all platforms and ways of working. The initiatives resulted in a $400 million increase in EBITDA over the retail business’s baseline (200 percent above plan) in the first year and a $1.1 billion increase in the following year.

A leading regional commercial bank in Asia wanted to build a digital bank with comprehensive services. We helped design and implement a five-year strategy, starting with ten “quick win” revenue growth levers, including an improved segmentation approach for customer acquisition, wealth management product optimization, and enhanced transaction banking capabilities. We also assisted with launching a big data sales management platform, and helped the bank improve its ecosystem by upgrading the non-financial service platform, creating a new e-payment and lending product, and establishing an operating model to convert platform users to bank customers. Through these initiatives, the bank increased its net profit by 36 percent and return on assets by 12 percent over the previous year.

A major European bank with a strong physical presence experienced a dramatic customer shift to digital channels at the onset of the COVID-19 pandemic. We worked with the bank to redesign its service model with a focus on scaling remote channels, generating sales of complex products, and migrating transactions and support to digital. As a result of these efforts, the bank reduced its branch network by 30 percent and increased the number of remote advisors fourfold.