Identification of hni customers for the bank essay

HNI may be a businessman, an entrepreneur or may be a well paid executive HNI banking is an integral part of financial institutions today in light of the growing band of high net worth individuals across the globe. This community has its pulse on the latest and relevant information from the world of HNI banking for professionals. An organization which has public and financial dealings always has few important customers and visitors. The important customers are those who contribute significantly in their business and their opinions and contributions matter a great deal in organizational growth.

These important customers and visitors are identified as HNI (High Net-worth Individual). All these organizations intend to keep the HNI well informed of new Products, Promotions and any activity of interest to obtain HNI’s contribution. Let us take example of a Bank, the call centers of Bank make series of calls to these individuals but may not succeed in grabbing their attention. The reasons can be that the individual is not in right mood to absorb the communication (as the call may be at a wrong time) and secondly such individuals would prefer to have a personal touch to these communications.

It has been observed that such important individuals visit the bank / branch but they become unnoticed and again communication between those clients has to be re-established at the cost of precious time. As a contribution to this vertical, i-TEK has proposed the HNI Identification system for the banking sector, our solution focuses on the loss of opportunity costs as it becomes so high that our proposed solution help ROI to be obtained within few months.

In the new set-up customer’s acquisition and retention-particularly in metro and urban branches was the key focus. The attempt was to make the customer experience as positive as possible. Equally important ‘ Relationship banking’ was making its first emergence at the bank. BPR focused on several key innovations to make this possible Relationship banking the technique used by SBI’s private rivals to lure its best customers was aggressively adopted by SBI.

BPR created two types of relationships managers (RLM’s)-one for high net-worth individual HNI) clients and the other for medium-sized business clients. The aim was to take a step ahead and understand the needs of these customers rather than wait for them to step up to the bank with their needs reroute which they could be waylaid by competitors The goal for the retail RLM /CRE was to extend relationship based banking to HNI clients realize the cross selling potential from the existing customer base and identify and new acquire affluent customers. The initiative was banded over by BPR to the new business group in August 2007.