Our advisory practice is built on three core foundations; an intimate understanding of banking customer needs gleaned from the firm's leading demand-side research, an extensive knowledge and impartial view of business banking markets, and a wealth of experience drawn from advisors who have led corporate and business banking teams across Australia, UK and Asia.

Bringing together client, bank customer, intermediary and other key stakeholder views and research, within a fiercely independent and rigorous analytical framework, is a very powerful means by which to derive credible market intelligence and diagnostic insights. It is this intelligence and insight which we couple with strategic integrity and industry experience to provide recommendations to our clients which deliver real, measurable improvements to their businesses.

In short; we understand the business of banking.

Our Capabilities

Our focus is on making a real difference. This means not discoursing a plethora of disparate recommendations, but rather sticking with a limited number of key, actionable recommendations which will deliver significant uplift in performance in the shortest timeframe possible.

Areas where we have attained considerable success in working with clients include:

• Relationship Management - model testing, validation and enhancement


• Productivity - lifting cross sales and reducing customer attrition


• Origination - customer demand and acquisition


• Distribution - channel strategy and management


• Segmentation - optimising customer sectors and strategy formulation


• Product - strategy, scoping and positioning


• Market - entry strategy, segment mapping and proposition testing

Examples of recently completed advisory engagements:

• Major multiclient review of the Australian equipment finance markets, incorporating extensive explorations of the customer demand-side, financier supply-side and intermediaries.
   

• Large scale national diagnostic review of a major bank's relationship management model, specifically focused on developing recommendations to deepen the level of customer interaction and lift cross sales.
   

• Strategic review for a captive lender looking to extend its product offering to a broader customer base. Review focussed on an initial evaluation and subsequent development of an effective third party distribution channel.
   

• Innovative segmentation and sales enhancement review of a major bank's engagement of the SME markets. A detailed re-analysis of East & Partners demand-side research identified buying behaviour switch points within the SME banking markets.
   

• A market scoping review of the working capital markets of selected Asian counties, including China, Hong Kong, Malaysia, Singapore, South Korea Taiwan and Vietnam.

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