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On my desk is a
complete list of my institution's top 300 most profitable relationships. I know them by name and can tell you
exactly how much each relationship generates in profit each year. |
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I can also get a
list of every relationship in my institution and how much each
generates in profit. And, I can look up any relationship on-line and
get a complete relationship profile, including profitability and
demographics. |
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On my desk is a
complete list of all the products my institution sells and the
contribution each product makes to the bottom line pre-tax
profit. Every product. |
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I know which
product combinations and packages are most profitable and which
are least profitable. |
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The profitability
analysis that I receive internally comes directly from and
balances back to, my institution's most current General Ledger.
No funny money. |
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The marketing and
sales reports that I receive on a regular basis give a complete
and accurate picture of my institution's relationships
across all accounts in the institution and all products we sell.
There are no gaps. |
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The reports on my
desk break down results by business vs. retail markets, by sales
officers, and by product lines. I have the details I need. |
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For our marketing
and sales campaigns, I can track which relationships responded, the net contribution of the campaign, and the
campaign's ROI. |
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I regularly
receive retention tracking reports on an account, product,
relationship and branch basis. I know where we are gaining and
losing accounts and relationships. |
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In addition, I get
up-to-date information on all of the above refreshed on a
regular basis, so that I can easily track performance of my
institution and each member of my institution's sales force. As
often as I want. |
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Extra Credit: I
can get all of this without stretching my institution's internal
resources, without bottlenecks, and without any additional
staffing. |
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